Summary
Work History
Education
Skills
Telephone - Mobile
Timeline
Generic

Steven Ayers

Mt Ommaney,QLD

Summary

I have more than 20 years of experience working within the Insurance and Finance Industries and have held various positions throughout this period in most sectors. I've spent a considerable amount of time in Business Development and Sale focused roles, most notably, during my tenure at Tower Financial Services, ANZ Wealth Management, Heritage Bank, RAMs Home Loans, and AWN Insurance. During my time with Tower Financial Services, one of my primary functions involved liaising directly with local and regional farmers with the goal of assessing their individual General and Life Insurance needs and providing real tangible insurance-related solutions to address and protect their exposure to risk as appropriate. Having come from an extended family line of farmers myself, (my parents, grandparents, great-grandparents, uncles, aunties, and brother were all once farmers themselves) I truly appreciate the day-to-day challenges faced by farmers and the need to ensure they are fully protected against unforeseen events, that if left unchecked, would most likely have a devastating impact on their livelihoods. I have an impeccable record for achieving results and exceeding sales expectations and overall KIPs. I put my success down to my work ethic, eye for detail, and desire to treat every customer/client as I would like to be treated. I believe in the value of personal integrity and honesty and above all, putting the customers' needs first.I look forward to meeting you and having a more detailed conversation relating to examples of my previous work success. Kind regards Steve Ayers

Work History

Branch Manager

Bendigo Bank
Ipswich , QLD
10.2023 - Current
  • Managed staff scheduling, hiring and training processes.
  • Managed and inspired team members to perform to full potential, driving branch profitability.
  • Conducted regular performance reviews for all employees in the branch.
  • Directed daily operations of the branch, including customer service, human resources, sales and marketing activities.

Business Development Manager

AWN Insurance
  • Enhance relationships with existing accounts (mainly Motor Vehicle Dealers and Finance Brokers), with the goal of increased retention, productivity, and revenue outcomes for both accounts and insurers
  • Upskilling of existing accounts through delivery training of product and regulation, the introduction of new product suite as developed and launched, training and upskilling thereof
  • Identify and procurement of new business opportunities, training, and ongoing support thereof
  • Providing daily sales and underwriting support to all accounts
  • Attending to collection and receipt of accounts payable within the contracted time frames
  • Assisting with claims issues and providing mediation between account, customer, and insurer as appropriate
  • Ensuring account, customer, and insurer relationship is mutually beneficial for all parties
  • Achieved by ensuring the customer is receiving appropriate protection tailored to suit their individual needs, dealer/broker is enhancing customer relationship with customers financial welfare front of mind and is receiving appropriate remuneration to strengthen business financial viability, and insurer (AWN), is providing appropriate coverage at a sustainable premium level to meet company underwriting and financial objectives.

Mortgage Broker

RAMS Home Loans
  • Ascertain individual customers' needs through set processes and tailor home loan structures as appropriate to meet those needs in accordance with customers' instructions
  • The process includes discussing and explaining the benefits of offset accounts, interest-only structures, split loans, fixed and variable options, the term period of the loan, repayment frequency, etc
  • Introduce and explain the financial benefits of associated protection products (mortgage protection insurance, fire, and general, income protection, etc.)
  • Arrange and/or implement coverage as appropriate
  • Referrals to Third Party Providers as appropriate including LMI underwriting/implementation, Fire and General Insurance, and Income Protection
  • Self-motivated lead generation via networking existing relationships and 'cold calling' to obtain new relationships
  • Professionals such as Accountants, Solicitors, Insurance Brokers, and competitor banking staff are valuable contributors to developing strong lead opportunities
  • Responding to internal lead opportunities in a timely manner
  • Daily generation could be as many as 40 leads with an average acknowledgment time expectation achieved of around 5 minutes 7 days a week
  • Maintaining a high level of professional service in all cases resulted in consistently achieving the highest 'lead to application' and 'application to settlement' conversion ratios for the franchise
  • As such KIPs looked after themselves, achieved, and exceeded.

Sales Consultant

SUNCORP Insurance
  • Attending inward sales calls and discussing customers' insurance requirements in a 'needs-based' manner from the initial call through to the 'close of sale'
  • The product offering was Fire and General including CTP coverage
  • Any requirements over and above suite offering referred to appropriate underwriters within the Sun Crop family, e.g., QBE and AAMI
  • Issuing insurance products are taken out and receipt of payment
  • General policy maintenance/endorsements made as required
  • Following up on outstanding quotes as appropriate
  • Outbound calls are made at a predetermined time as agreed with the customer
  • Exceeded KPI targets set based on call volume to the number of sales converted
  • My personal conversion rate was highest in a team of 15 consultants and was consistently in the top 5 percentile nationwide, achieving an average of 40% conversion ratio.

Branch Manager (Community Branch)

HERITAGE Bank
  • Managing day-to-day effectiveness and performance of the Branch including meeting of set KIPs over 13 product lines
  • Liaising with Community Investors in the branch and advising on profitability
  • Attending monthly investor meetings and reporting branch profits/performance to the board and discussing current and future branch operations
  • Business Development, identifying and introducing new Alliances partners, managing Alliances, building, and maintaining existing networks in the local community, and attracting new business and retail customers
  • Ensuring quarterly business plans are based on a thorough understanding of the needs of existing and potential customers in the local market
  • Utilizing available resources such as the 'Census' to conduct necessary research to reflect demographics of potential customer base
  • Provide regular reviews of business plans and measure against branch performance
  • Team building, performance management, staff development, and one-on-one coaching using Know and Grow Model techniques of the counter, lending staff, and management personnel
  • Implementing and maintaining a 'People First' culture in line with the companies' core values
  • Mortgage Lending to home buyers from the first interview stage through to the drawing down of loans
  • Attending after 'draw down' follow-up and maintenance as required
  • Conducting home loan reviews of existing loans to ensure structure and loan type is appropriate for customers' requirements
  • Overseeing and authorizing Personal Loan and Credit Card applications as prepared by branch staff
  • Issuing Risk Products and referring business to Third Party suppliers as appropriate.

Business Insurance Manager (Regional Role)

BNZ Bank
  • Advising BNZ clients (internal and external clients), in specialist areas of Business Risk Management including the detailed preparation and implementation of risk management plans pertaining to their commercial operations
  • Advice given pertained mainly to clients' commercial and personal risks including Life, Income Protection, Key Person, Medical Insurance needs, and to a lesser degree, Fire and General risk
  • A regional role encompassing a large geographic area and a large existing book requires extensive travel and exceptional time management skills
  • Developing and maintaining relationships through the BNZ branch network at all levels and across all divisions including that of Third-Party Insurers
  • Training and motivating branch staff to identify customer need for referral purposes and appropriate follow-up
  • Seek out and address the needs of new customers, servicing the existing book and reviewing the changing needs of customers to ensure their risk management plan remains current
  • External Business acquisition is achieved via building rapport with Third Party referral partners and maintaining a mutually beneficial relationship
  • KPIs achieved via company premium dollar value of business written monthly.

Financial Advisor (Specialist)

ANZ Bank
  • Advising ANZ Bank clients in areas of Wealth Creation, Investment Advice, Risk Management, Asset and Income Protection, and Retirement Planning
  • Consulting with customers to identify the best possible solution to meet individual needs and implementing the desired solution or recommendation (in the form of Managed Fund Investments across all risk categories), including the writing and delivery of Personal Financial Plans
  • Developing and maintaining relationships through the ANZ branch network at all levels and across all divisions
  • Training, motivating, assisting, and encouraging branch staff to identify customer needs and refer customers for appropriate follow-up and wealth-creation solutions
  • Developing relationships and open communication with Insurance Companies from Business Development Managers to underwriters and claims staff
  • Enhanced relationships assisted in gaining access to insurance solutions that may have been otherwise unattainable and created a more fluid transition from claim notification to settlement.

Business Development Manager (TOWER Insurance) Regional Role

TOWER Financial Services
  • A regional role encompassing a large geographic area and an extensive existing book which required regular travel and exceptional time management skills
  • Strong focus on Rural Fire and General Insurance needs (Farm Insurance Packages), and sales coaching of Rural Corporate Business Lending Customers - i.e..
  • National Bank, ANZ Bank, and Wrightson Insurance Broker staff
  • Enhancing rapport with Regional Sales Managers of corporate business customers and agreeing on sales targets and plans involved in achieving these targets
  • Training and coaching of Fire and General Products Lines to wholesale clients such as brokers, banks, and car sale yards
  • Developing and delivering training material for internal and external customers
  • Providing advice and making decisions as necessary to solve problems as they arose for key Corporate Accounts, Intermediaries and Brokers
  • Involved discussions with senior personnel including Area and Regional Managers
  • Seeking out new business opportunities to assist in expanding the business and act as a primary point of contact for all allocated clients on a regional basis
  • Build and maintain relationships at all levels across the business
  • Ensure business written was of good quality through sound underwriting practice
  • On-site inspections were conducted to ensure assets met company underwriting criteria prior to issuing cover
  • Providing internal support to the branch network including training and new business decision making.

Education

Diploma of Business Planning - Financial Planning

Massey University
Palmerston North
11-2005

Diploma in Insurance And Finance - Insurance And Finance

Australia And New Zealand Institute
Melbourne, VIC
01-2004

Certificate of Insurance - Insurance

Insurance Institute of New Zealand
Wellington, NSW
03-2000

Skills

  • Business Development
  • Sales Development
  • Coaching and Mentoring
  • Relationship Building and Management
  • Client Relationship Management
  • Decision-Making
  • Multi-Tasking Ability
  • Excellent Work Ethic

Telephone - Mobile

0481455808

Timeline

Branch Manager

Bendigo Bank
10.2023 - Current

Business Development Manager

AWN Insurance

Mortgage Broker

RAMS Home Loans

Sales Consultant

SUNCORP Insurance

Branch Manager (Community Branch)

HERITAGE Bank

Business Insurance Manager (Regional Role)

BNZ Bank

Financial Advisor (Specialist)

ANZ Bank

Business Development Manager (TOWER Insurance) Regional Role

TOWER Financial Services

Diploma of Business Planning - Financial Planning

Massey University

Diploma in Insurance And Finance - Insurance And Finance

Australia And New Zealand Institute

Certificate of Insurance - Insurance

Insurance Institute of New Zealand

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Steven Ayers