Gary Fritz

Observer
DISC Type : ci

COO at SHP_LLC

Wayne, Pennsylvania, United States

Overview

James "Chip" McCaffrey is the COO of SHP_LLC, drawing on deep expertise in title insurance and financial services. A Bucknell University alumnus, he previously led national sales teams at Morgan Stanley responsible for over $5 billion in annual sales before taking on executive roles at abstract agencies in the Philadelphia area.


At Morgan Stanley, he managed a team responsible for generating over $5. 3 billion in annuity sales in a single year.

Personality Overview

Value Driven

Curious

Example Seeker

They can sound friendly and charming but can quickly change gears to become inquisitive and probing.  They often ask many questions and rely heavily on information and documentation. They are generally good communicators and can be hard to convince.

Topics They Care About

Title Insurance
Has extensive experience in the title insurance arena, focusing on educating consumers and providing settlement services for all types of real estate transactions.
Sales Leadership
Previously served as National Sales Manager at Morgan Stanley, leading teams responsible for over $5 billion in annual annuity sales.
Business Development
Held roles as Vice President and Director of Sales and Business Development, focusing on growing client networks of realtors, brokers, and lenders.

Media Appearances

Gary has no verified media appearances

Work History

3-2018
COO at SHP_LLC
3-2018
Vice President of Sales and Business Development at Northeast Executive Abstract Agency, Inc.
8-2015
Director of Sales and Business Development at Brendan Abstract (Title Insurance)
6-2012 - 12-2014
National Sales Manager- Executive Director. Annuities/Insurance product sales distribution at Morgan Stanley Investment Management
6-2007 - 6-2012
Regional Annuity Planning Specialist at Morgan Stanley Investment Management

Education

1984 - 1988
Bachelor's Degree from Bucknell University

More Information

Social Presence :

Prographics :

Exp : 18 Location : Wayne, Pennsylvania, United States Job Level : Leadership Designation : COO at SHP_LLC
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Insights For Selling To Gary

During A Call Or A Meeting

DO's

  • Help them realize that there is no personal risk in making this decision
  • Focus on immediate action-items rather than the larger goals
  • Be prepared for a lot of questions, answer them objectively

DONT's

  • Avoid making offhand commitments
  • Don’t brush off any concerns, take all questions seriously
  • Don’t rely excessively on your relationship with them to win the deal

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Gary is

  • Clear proof of product value matters to them, followed by others' testimonials and rapport.
  • Will you ever get a clear answer from Gary

  • They are practical and friendly, don't expect a clear-cut response often.

Insights For Deal Planning

    How fast (or slow) will Gary move?

  • They like to perform full analysis and can take time to make any decision.
  • Can Gary take some risk or not?

  • They systematically evaluate all decisions and are unlikely to take many risks.

You And Gary

Personality Compatibility


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