SCOTT R.

BURBANK, CLU, ChFC

Wethersfield, Connecticut 06109 860.756.6429 (Cell) 860.563.1073 (Home) srburbank7@yahoo.com

PROFILE Accomplished, Experienced Retirement/Investment Sales Leader/Manager Career Overview Background features a record of superior productivity, professionalism and performance excellence in highly visible sales and management roles with a world class financial services organization. National champion sales performer who made a smooth and successful transition to sales manager and executive. Experienced in the strategic, operational, product and motivational aspects of the retirement/investment industry. Outstanding industry reputation and contacts. FINRA Series 7, 63 and 26. Core Competencies Business Development Group Presentation Multi-media Training Best Practices

Strategic Sales Planning Client Retention Sales Force Development Forecasting

Client Acquisition Team-building Leadership by Example Problem-solving

Key Strengths Outstanding analytical, organizational, communication and motivational skills. Expert oral and written communicator; able to synthesize and communicate complex policy, financial and regulatory information in clear, straightforward language. Strong executive presence, honed in hundreds of hours of meetings with senior level public and private sector leaders. Highly effective in one-to-one persuasive communications. Able to recruit, retain and develop talented individuals and develop them into a cohesive, high performance, self-managing team. Self-motivated and goal-oriented. Offering the drive of a top salesperson, the discipline of a corporate executive, and the heart of an entrepreneur.

EXPERIENCE THE HARTFORD Hartford, Connecticut 1990-2011 Director of Participant Education Services (2009-2011) Directed four sales managers and their 30+ Account Representatives in the marketing and sale of 457 defined contribution retirement plans. Retained and developed a book of business with $7.3 billion in assets under management, 580 client organizations, and 220,000+ plan participants. Developed and executed a strategic sales, education and marketing plan. Continually developed the product expertise and sales/service abilities of staff and management to retain and grow assets under management. Traveled in the territory, to observe and to coach/mentor managers and staff. Developed and presented multimedia training material. Collaborated with multiple internal departments to present a smooth, seamless operation to client organizations and plan participants. Manager, Eastern Account Representative Team (2007-2009) Managed a team of fifteen Account Representatives responsible for new business development and client relationship management in the Eastern half of the United States. Extensive travel. Manager, Hartford Regional Office (2006-2007) Directed the activities of three Account Representatives, one Account Relationship Representative, and one Administrative Assistant responsible for business development, retention and client relationship management in New England. Heavy travel. Selected Managerial Achievements Provided focused leadership which ensured that The Hartford maintained its competitive edge of excellence in a challenging and changing market. Company retained 97% of its accounts during tenure. Staff under supervision accounted for 52% of production (2010-2011), up from 45% average prior to 2007. Set an all-time company production record of $339 million in annual premium revenue (2007). Developed and executed a new concept, working in harmony with independent advisors for the first time in company history, increasing the number of cases and assets under team management by 25%. Blended eight separate teams into a single team, installing Team Leads. Developed first ever New Hire Training Module, speeding their development and having them field ready almost immediately.

Scott Burbank/Page Two Developed and successfully implemented a number of first of their kind innovative training and managerial tools which delivered a high and always improving level of professionalism for Account Representatives and Team Leaders. o o Created a strong, clear Self-Assessment Program used by Team Leaders to help representatives have a consciousness and gameplan to continuously improve. Formalized the process of developing a Case List System, which included a National Master Case List, as well as breakouts for Account Representatives, Team Leads, Area Vice Presidents and Retention Managers. Developed sharp, clear outlines for the key rep presentations including a 30 second elevator speech, a five minute quick program overview, and the formal 20+ minute enrollment/review meeting. Planned and conducted highly effective on-site visits, with specific agendas and followup action plans. Created a system of formal Marketing/Sales Plans to be developed and submitted annually, with territory and account-specific strategies. Created new job descriptions used by Human Resource in Recruitment/Selection. Developed new Objectives and Competencies for Performance Review process. Created a rigorous New Hire Training and Onboarding Checklist process. Developed Marketing Templates /Spreadsheets for analysis of key accounts. Developed and continuously upgraded a Competitive Intelligence Manual. Developed and shared Best Practices nationwide, ensuring consistency and integrity of effort.

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At the request of senior management, provided input which help restructure the compensation plan, aligning bonuses and productivity, increasing the incentivization of representatives. Account Representative (1990-2006) Marketed and sold 457 plans to assigned accounts throughout New England. Organized travel schedule to maximize productivity. Presented products in group settings. Majority of the work involved individual consultative sessions with plan participants and prospects. Utilized educational approach to encourage participation, retain clients at a high level, and increase assets under management. Provided clear value-added service to participants, serving as a strategic investment and retirement expert. Performed gap analysis. Utilized software tools to provide individualized advice to clients. Built positive relationships with the management of client organizations, primarily municipalities. Helped The Hartford develop a strong footprint in this relatively new and growing market. Quickly became a top producer and consistently excelled among the sales force in every productivity metric. Exceeded sales goal fourteen of sixteen years in the position excelling in growth and stagnant economies, adjusting to changes in the market and competitive client. Twice Recognized as National Sales Representative of the Year - #1 out of a sales force of approximately 38. Qualified for Honors Conference (Top 5 Sales Representatives Nationally) during six of the nine years it was offered. Top producing team member of an office which was recognized as Sales Office of the Year four out of five times in which it was recognized. At the request of senior management, served as Field Liaison with Corporate Home Office Training Department for New Representative Training School. Developed and presented unique, valuable training content which was utilized company-wide. This included a Top 10 List to Become a Successful Sales Representative. Created a Training Module and delivered it to New Representative Training School. Frequent guest speaker on a variety of other topics. 1983-1990 Developed analytical, organizational, financial and sales skills. Work History: Account Executive, Kevin E. Baldwin & Associates (1987-1990) New Account Rep of the Year (1988) Financial Associate, Hamilton Standard (1984-1986) Auditor, Eyelet Specialty Company (1983-1984) ____________________________________________________________________________________________________ EDUCATION CENTRAL CONNECTICUT STATE UNIVERSITY New Britain, Connecticut Bachelor of Science, Accounting, 1983