Mark Whitelaw

Examiner
DISC Type : sc

Head Of Design and Administration at Winged Foot Partners

Maricopa, Arizona, United States

Overview

Mark Whitelaw is the Head of Design and Administration at Winged Foot Partners, with over 30 years of experience in institutionally-priced life insurance. His expertise lies in designing and managing plans like COLI and iSIRP for employers and executives. He holds a Bachelor of Arts from the University of Missouri-Columbia.

Based on his social media, Mark is a family-oriented person who takes pride in his son and enjoys visits from his grandson. He also maintains a connection to his alma mater, the University of Missouri-Columbia, which he follows with interest.

He proudly shared that his son drives a very large tanker truck for a living.

Personality Overview

Unexpressive

Process Oriented

Tough To Convince

They are heavily focused on quality and prefer doing things the right way, even if it takes time.  Being observant comes to them naturally. They tend to be clear about their needs and limitations and are unlikely to promise too much.

Topics They Care About

Institutional Life Insurance
He has over three decades of experience specializing in the design, administration, and risk management of institutionally-priced life insurance (ILI) plans.
Executive Benefit Plans
His career focuses on creating and managing executive benefit plans, including Corporate Owned Life Insurance (COLI) and individual supplemental programs (iSIRP).
Tax-Efficient Strategies
He helps employers and executives use life insurance products to combat tax-qualified plan restrictions and high tax rates.

Media Appearances

Mark has no verified media appearances

Work History

2-2017
Head Of Design and Administration at Winged Foot Partners
3-2002
President at Valley View Consultants, Inc.
2000 - 2001
Chief Integration Officer at Rivenet
1992 - 2000
President at Custom Administration Services Co. L.P.
1986 - 2000
Vice President Design and Administration at The Whitelaw Grop

Education

1975 - 1977
Bachelor of Arts - BA from University of Missouri-Columbia

More Information

Social Presence :

Prographics :

Exp : N/A Location : Maricopa, Arizona, United States Job Level : N/A Designation : Head Of Design and Administration at Winged Foot Partners
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Insights For Selling To Mark

During A Call Or A Meeting

DO's

  • Ask them which other stakeholders would be important for this purchase decision
  • Spend time addressing concerns around risk and change, they will have them even if they don't express them
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't rely on relationship building even if they act pleasantly
  • Avoid getting into storytelling mode, especially when they ask specific questions
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Mark is

  • Adoption by others is very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Mark

  • Often, they don't say no, or keep going about it in circles.

Insights For Deal Planning

    How fast (or slow) will Mark move?

  • They don't like to hasten, so their speed of decision-making may be slow.
  • Can Mark take some risk or not?

  • They have little willingness to take risks, and prefer making calculated decisions.

You And Mark

Personality Compatibility


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