Shane Dawe

Questioner
DISC Type : c

Sr. Advisor Relations Director at Pacific Life

Greater Hartford, United States

Overview

Shane is a Sr. Advisor Relations Director at Pacific Lifes Institutional Retirement Solutions Group, leveraging 24 years of experience in retirement solutions and asset management. He focuses on designing defined contribution lifetime income and pension risk transfer solutions. He earned his BS from the University of Connecticut School of Business.

Outside of work, Shane is an avid golfer and is actively involved in his community through Freemasonry. He has organized and participated in charity golf tournaments for his local lodge in Connecticut, combining his passion for the sport with community service.

He received a Masonic service award for his dedication to organizing his lodges annual charity golf tournament.

Personality Overview

Price-Sensitive

Not Easily Convinced

Value Seeker

They generally do not appreciate an overfriendly approach and prefer to stay to-the-point.  While they don't hesitate to ask questions, they are generally risk-averse and tend to be late adopters. It is quite likely of them to ask for pricing or other concessions.

Topics They Care About

Retirement Income Security
His entire career, including a recent podcast appearance, focuses on helping people convert their retirement savings into sustainable lifetime income, especially as lifespans increase.
Advisor Collaboration
His role centers on growing Pacific Life's footprint by working with advisors and consultants to develop innovative income solutions for their clients.
Charity Golf Tournaments
He actively participates in and organizes charity golf events. His foursome won a tournament, and he received an award for his organizational efforts with his local lodge.

Media Appearances

Shane has no verified media appearances

Work History

9-2024
Sr. Advisor Relations Director at Pacific Life
12-2017 - 9-2024
Vice President, Regional Retirement Consultant - New York at American Century Investments
9-2013 - 12-2017
VP, Regional Sales Director at Prudential Financial
10-2008 - 9-2013
VP, National Platform Relationships & Distribution at Prudential Financial
1-2007 - 10-2008
Retirement Income Sales Director at Prudential Financial

Education

1996 - 2000
BS from University of Connecticut School of Business
1992 - 1996
Education details unavailable from Notre Dame of West Haven

More Information

Social Presence :

Prographics :

Exp : 25 Location : Greater Hartford, United States Job Level : Senior Designation : Sr. Advisor Relations Director at Pacific Life
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Insights For Selling To Shane

During A Call Or A Meeting

DO's

  • Tell them that you will come back if you don’t have a good answer for a question
  • Back up any claims with data and numbers
  • Emphasize on objective proof of ROI, help them do a thorough evaluation

DONT's

  • Don’t try to be too friendly or informal with them
  • Avoid phrases like ‘do not worry about’, ‘no one compares to’ etc.
  • Don’t depend too much on anecdotal evidence, it reduces their confidence

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Shane is

  • Ensuring that the product delivers ROI, cost-effective pricing and process compliance are very important for them.
  • Will you ever get a clear answer from Shane

  • It doesn’t come naturally to them but they can say no if they are not convinced.

Insights For Deal Planning

    How fast (or slow) will Shane move?

  • If they have the information that they need, they can move fast at making their decisions.
  • Can Shane take some risk or not?

  • They can take some risk if they are confident that they have analyzed the circumstances well.


You And Shane

Personality Compatibility


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