Michael Murray

Critic
DISC Type : C

President & CEO at Principal Securities Inc.

Des Moines, Iowa, United States

Overview

Michael Murray is the President and CEO of Principal Securities, Inc. , bringing over 30 years of leadership in broker-dealer and Registered Investment Advisor (RIA) operations. He holds a Bachelor of Science from Bryant University and a certificate from Cornell Johnson Graduate School of Management.

He spent 23 years as Vice President and Head of the Broker-dealer and RIA at Lincoln Financial before joining Principal in 2018.

Personality Overview

Objective Thinker

Information Seeker

Negotiator

Unless the value is proven by data, they are unlikely to value fancy features.  They prefer to do logical analysis and value evidence over emotions. They enjoy working alone and do not rely on others very often.

Topics They Care About

Financial Professional Development
He consistently promotes the annual Principal Exchange conference, a major event focused on learning and networking for financial professionals in all stages of their careers.
Leadership Insights
Showcases an interest in high-performance leadership by featuring keynote speakers like decorated Navy SEAL Rob O'Neill and coach Bill Belichick at company events.
Broker-Dealer Operations
His entire 30+ year career has been dedicated to leadership and management within the broker-dealer and RIA space for major financial services companies.

Media Appearances

Michael has no verified media appearances

Work History

7-2018
President & CEO at Principal Securities Inc.
9-1993 - 2-2017
Vice President - Head of Broker Dealer at Lincoln Financial Group, Lincoln Financial Network
3-1992 - 9-1993
Vice President at Roosevelt & Cross
3-1989 - 5-1992
Vice President at Van Liew Capital and Van Liew Securities
3-1987 - 5-1989
Municipal Securities Professional at State Street Bank & Trust

Education

Bachelor of Science Business Administration from Bryant University
Certificate from Cornell Johnson Graduate School of Management

More Information

Social Presence :

Prographics :

Exp : 37 Location : Des Moines, Iowa, United States Job Level : Leadership Designation : President & CEO at Principal Securities Inc.
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Insights For Selling To Michael

During A Call Or A Meeting

DO's

  • Keep some extra margin while sharing pricing, they are likely to negotiate later
  • Tell them what ROI they can expect
  • Leverage facts and figures wherever possible; use percentages, numbers etc.

DONT's

  • Do not use very emotional or colorful language
  • Don’t try to give too many examples of other users, they like to make their own decisions
  • Don’t try too hard to build a relationship with them

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Michael is

  • Strong evidence of ROI, effective pricing, and proven data points matter the most to them.
  • Will you ever get a clear answer from Michael

  • It is not very hard for them to say no if they are not convinced about the decision.

Insights For Deal Planning

    How fast (or slow) will Michael move?

  • Their decision-making is neither very fast nor very slow, they are somewhere in between.
  • Can Michael take some risk or not?

  • They can take risks if their analysis shows that it would be worth it.

You And Michael

Personality Compatibility


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