Donna LaPointe

Doer
DISC Type : sd

Life Brokerage Account Manager at The Guardian Life Insurance Company of America

South Hooksett, New Hampshire, United States

Overview

Donna LaPointe is a retired life insurance professional with over 30 years of experience in sales and marketing management at firms like The Guardian and Lincoln Financial. She specialized in sales concept training, executive benefits case design, and relationship management. Donna holds CLU and ChFC designations from The American College of Financial Services.

While at Lincoln Financial Group, she grew her departments annual sales from $500K to $5M and increased the average case size tenfold.

Personality Overview

Deliberate Doer

Results Focused

Fast-paced

They exhibit a rare combination of being result-oriented but patient at the same time.  They are very professional in their approach and can weigh multiple perspectives together. They might take some time to make their mind up but once they do, they don't change it easily.

Topics They Care About

Executive Benefits
Her experience includes consulting on and designing employer-sponsored MultiLife Executive Benefit Plans at both Guardian and Lincoln Financial Group.
Sales Training
She was responsible for developing and managing sales training programs for new Life Brokerage Managers at The Guardian Life Insurance Company.
Life Insurance Products
Her career involved extensive work in life product portfolio updates, competitive analysis, and promoting cross-selling programs for life insurance products.

Media Appearances

Donna has no verified media appearances

Work History

6-2012 - 6-2018
Life Brokerage Account Manager at The Guardian Life Insurance Company of America
5-2007 - 9-2010
Project Manager at Lincoln Financial Group
11-1998 - 5-2007
Marketing Manager Advanced Sales at Lincoln Financial Group
5-1996 - 11-1998
Field Director at Voya Financial
1-1991 - 5-1996
Senior Marketing Consultant at Chubb Life

Education

1992 - 1996
CLU and ChFC from The American College of Financial Services
1982 - 1984
Bachelor of Science Degree from Salem State University

More Information

Social Presence :

Prographics :

Exp : 26 Location : South Hooksett, New Hampshire, United States Job Level : N/A Designation : Life Brokerage Account Manager at The Guardian Life Insurance Company of America
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Insights For Selling To Donna

During A Call Or A Meeting

DO's

  • Ask them at the end if they see a strong value prop in your product; expect an honest answer
  • Let them know of potential risks but suggest mitigation methods alongside
  • Come across as a trustworthy professional and be respectful, they usually know their game

DONT's

  • Don't take their patience for granted, avoid long-winding sermons
  • Don't shy away from asking hard questions, but be extra polite
  • Don't focus too much on mutual contacts or bother about other stakeholders, focus on them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Donna is

  • Strong proof of impact and their conviction will matter the most, but they wouldn't want to act unilaterally either
  • Will you ever get a clear answer from Donna

  • They will say no if they are not convinced but you will have to prompt them.

Insights For Deal Planning

    How fast (or slow) will Donna move?

  • They will want to understand things well but can move fast once they have a clear picture.
  • Can Donna take some risk or not?

  • They have good risk tolerance but are likely to think it through once or twice.

You And Donna

Personality Compatibility


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