1. Lance A Mays CSA, MDRT
AVP OF SALES | SALES MANAGER
Draper, UT 84020
877-566-9898
lanceamays@gmail.com
CORE COMPETENCIES & PROFILE
◆ Strong Leadership Presence
◆ Relationship Management
◆ Training, Coaching & Mentoring
◆ Team Building
◆ Distributed Decision Making
◆ Team Motivation & Organization
◆ Productivity Improvement
◆ Consultative Sales Process
◆ Recruiting & On-boarding
◆ Competitive Market Positioning
◆ Client Relationship Building
◆ Client Loyalty Strategies
◆ Sales Presentation Design
◆ Expense Control
◆ Public Speaking
Strongly motivated and accomplished sales professional and public speaker with a sustained 75% close rate. Experience as a
National Sales Manager and President and CEO of mid-sized entities. Team player. Polished and professional, diplomatic and
tactful, able to easily transcend cultural differences and build relationships with individuals at all levels. Valued expert in
Retirement Planning. Expert in annuity and life sales and the recruiting and training of agents. Demonstrated ability to master
diverse projects and requirements simultaneously, and produce quality results exceeding expectations and goals.
PROFESSIONAL NARRATIVE
WEST COAST INSURANCE BROKERAGE, Draper, UT October 1988 - Current
President of WCI Brokerage, Lance has specialized in helping seniors and their families protect and preserve their assets and
estates. Since inception he has supervised and overseen the handling of thousands of transactions, totaling more than $1 billion
dollars, for the benefit of America's families
 Designed and marketed West Coast Insurance Brokerage Exclusive Selling System producing $120,000,000 in first
year premium
 Recruited, hired and trained over 200 agents in all phases of client lifecycle and Senior & Retirement Planning
 Expertly crafted and managed profit preserving budget including marketing budget with national advertising
 Created and established high quality Senior Seminars throughout United States, increasing production 25%
 Professionally modeled Senior Seminars for benchmark training to Agents nationally
 Enthusiastically led weekly motivational conference & coaching calls for all Agents, increasing productivity 20%
AWARDS & DISTINCTIONS
Million Dollar Round Table for 17 years
Who’s Who in America
National Financial Radio Talk Show Host for over 15 years, 5 days a week
Featured speaker at over 600 live seminar events
Frequent contributor to various newspapers and magazines as a Financial Writer

2. PROFESSIONAL NARRATIVE
WEALTH VEST MARKETING, Bozeman, MT – (Concurrent) January 2012 – December 2012
National Sales Manager
 Drove sales by creating client profitability measuring 30% average
 Tirelessly recruited and trained Marketing Consultants (MC’s) from across the United States, expanding our
reach by 20%
 Cost effectively and promoting early production, on-boarded over 50 MC’s
 Created value adding promotions to attract and retain new licensed Field Agents, increasing retention 20%
 Increased production by over 15% through taking over weekly meetings and marketing planning sessions
UNDERWRITING SERVICES OF AMERICA, San Diego, CA – (Concurrent) July 2010 – May 2011
President of Annuity Services and Sales
 Exceeded nationally developed sales targets while maintaining high customer satisfaction and adhering to all
regulatory compliance requirements
 Coached agencies and agents to provide fundamental and/or complex solutions to clients bringing teams average
close ratio to 43%
 Partnered with multiple highly rated national insurance carriers to ensure customer satisfaction and loyalty
 Spearheaded and implemented sales and marketing events across the country increasing production 25 %
 Observed and coached to deliver guidance interactions via on site, one-on-one appointments with clients
 Expertly negotiated multiple advantageous national annuity contracts with insurance carriers making our agents
some of the best paid in the industry
THE ANNUITY STORE – ALLIANZ, Sacramento, CA - (Concurrent) May 2006 – January 2007
President
 Recruited, led, developed and coached 7 Agencies with more than 30 Producers in all aspects of annuity sales
and marketing
 Spearheaded and implemented sales and marketing events across the country, increasing production 25%
 Developed 5 increasingly more effective Agent and Agency recruiting and training programs
 Negotiated multiple advantageous national annuity contracts with insurance carriers
 Achieved team average close ratio of 30 % through frequent coaching of Agents and Agency Managers on
fundamental and complex client presentations and proposals
 Created and diligently managed budget including marketing with national advertising
THE ELECTRIC BEACH, San Francisco, CA February 1992 - October 2004
Founder / President
 Recognized Nationally for Top 10% ‘per square foot’ sales in tanning industry
 Grew to 8 locations in San Francisco Bay Area
 Regularly featured in ‘Today’s Image’, ‘Looking Fit’ and ‘Tanning Trends’ magazines
 Grew sales to excess of $7 million annually (Gross) (Wholesale and retail sales combined)
 Managed and oversaw all aspects of day to day operations (Projections to P&L)
 Tirelessly recruited, trained and mentored sales associates and branch managers
 Developed all advertising and marketing campaigns
 Selected and purchased all equipment, swimwear and beauty products
 Created and managed payroll and budget of over 60 employees
THE EQUITABLE INSURANCE COMPANY, San Francisco, CA August 1988 - May 1992
District Sales Manager
 Consistently exceeded company requirements for personal and district production and growth
 Promoted to work within major league baseball’s pension program
 Created and installed advantageous 401(k)’s for medium sized companies including Wente’ Winery
 Achieved licenses including Life, Health, Disability, Series 6, Series 63, Series 22
 Enthusiastically recruited, hired and coached captive career agents achieving average 30% close ratio

3. PROFESSIONAL NARRATIVE
C.O.P.A. /BANKERS UNITED / LIFE INVESTORS, San Francisco, CA April 1985 - June 1988
National Recruiter / Sales Trainer
 Honored by company as “Grand Man”, only 10th
in company history to achieve this level
 Recognized by company as 15th nationally in personal production
 Consistently exceeded company production records
 Recruited and trained 10 of the top 25 agents nationally in 1988
 Opened 12 new offices throughout the United States
 Conducted agent recruiting seminars, increasing recruiting 30%
EDUCATION
NORTH IOWA AREA COLLEGE, Mason City, IA
Studied Business Management
LICENSES & CERTIFICATIONS
Life Insurance Licensed - 40 states
Health & Disability Insurance - 40 states
Series 6, 63, 22
Certified Senior Advisor
AFFILIATIONS
MDRT (Million Dollar Round Table) 17 years
CSA (Certified Senior Advisory)