Susan Shoemaker, CFP®

Inquirer
DISC Type : cd

Senior Vice President at CAPTRUST

Livonia, Michigan, United States

Overview

Susan Shoemaker is a Principal at CAPTRUST with over 20 years of experience as an ERISA Retirement Plan Investment Consultant. Holding an MBA from Wayne State University and a CFP® certification, she is known for her technical expertise in helping plan sponsors manage fiduciary duties and design effective retirement strategies for their participants.

Outside of work, Susan leads an active lifestyle, enjoying golfing, biking, and exercising. She also values traveling, reading, and spending quality time with her husband and their two grown sons. Her professional commitments extend to co-chairing the Michigan Chapter of the Women in Pension Network.

Interesting fact: Susan helped found the Detroit chapter of the American Society of Pension Professionals and Actuaries (ASPPA) Benefits Council.

Personality Overview

Upfront

ROI Conscious

Hard To Convince

They care equally about the product and its potential impact.  They respond well to confident salespeople. They don’t always try to control the conversation but neither do they like yielding it fully.

Topics They Care About

Fiduciary Governance
A core focus of her career is advising plan sponsors on how to meet their fiduciary responsibilities related to providing meaningful retirement benefits.
Retirement Plan Design
She specializes in creating customized retirement plan strategies designed to help participants achieve success in retirement, drawing on over two decades of experience.
Employee Financial Wellness
She shares insights on how financial stress impacts employee motivation and believes in practical solutions to help participants build emergency savings.

Media Appearances

Susan Shoemaker | Retirement Plan Advisor Southfield MI. Featured in CAPTRUST

See Now

Work History

8-2020
Senior Vice President at CAPTRUST
1-1999 - 8-2020
Partner at Plante Moran

Education

Master of Business Administration (MBA) from Wayne State University

More Information

Social Presence :

Prographics :

Exp : 27 Location : Livonia, Michigan, United States Job Level : Leadership Designation : Senior Vice President at CAPTRUST
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Insights For Selling To Susan

During A Call Or A Meeting

DO's

  • Tell them that you are there to help them create visible impact within their organization
  • Refer to testimonials from others in similar positions
  • Ask them questions confidently while doing discovery, don’t be apologetic

DONT's

  • Avoid long winding pitches, stay objective
  • Don’t try to be an alpha salesperson, give them equal space
  • Don't try too hard to get friendly, let it happen with time

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Susan is

  • Conviction in the product matters to them, followed by proof points and strong testimonials.
  • Will you ever get a clear answer from Susan

  • They may not be very forthcoming, but they will say no if needed.

Insights For Deal Planning

    How fast (or slow) will Susan move?

  • They are neither the fastest decision makers nor the slowest.
  • Can Susan take some risk or not?

  • They can take risks but after weighing up the pros and cons.

You And Susan

Personality Compatibility


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