Regional Sales Executive
Resides: Jersey Shore, NJ
Started with POP Yachts: March 2013
Q. What were you doing before coming to POP Yachts?
A. I was in marketing for a few Fortune 500 companies … I worked in the brand merchandising department at Toys R Us headquarters. POP Yachts is my over-50 career. It's a breath of fresh air after all those years.
Q. What was it about POP Yachts that intrigued you?
A. I know Jim Grady; I went to high school with him, and I love boats; I own a Cruiser myself. Jim thought I'd be good at it … and he got me started here. But I knew about POP Yachts before … I knew they were the largest broker. And I knew if I was going to try something like this, it would be safe working with a larger broker. I had experience with POP Yachts, too. I worked with Kevin Stigall three years ago … I liked the way he handled things. He tried to find a boat for me, he never did, but he set a pretty good tone with me.
Q. How does your experience in the corporate world help you at POP Yachts?
A. The hard work and follow-through came a lot from corporate. I'm pretty good at handling people on the phone and getting back to them. I'm a straight-shooter. The most important thing that I use to this day: I put myself in the position as if I were the buyer. I don't say things they want to hear, I tell them what I would want to hear as a buyer. Whether it be service, a type of boat, the type of boating they do, the condition of the boat … I treat everyone very fairly and objectively. I keep everything extremely real with everybody.
Q. That seems to be key for many people who are successful at this job.
A. If you focus on yourself and on making money, that doesn't always get the deal done. I like the way POP Yachts handles things honesty. They run a clean ship here.
Q. What are some of the things that you see that POP Yachts is doing that help it stand out?
A. The code of conduct is definitely No. 1. Our technology, I have a lot of faith in it. I'm happy with the way things are done.
Q. How have you adjusted to this flexible work-from-home life?
A. It takes a lot more discipline to work from home. Having dealt with all different people helps me out a lot. I have a gift of gab a little bit, and a lot of range. I understand what other people's concerns are, whether they're looking at a $10,000 boat or a $200,000 boat. Communication is the key to my success. I can shoot the breeze with the guy at the marina for an hour or shoot it with CEO buying a $280,000 boat.
Q. What interesting sales have you had?
A. I've sent boats to Australia and Europe ... working the timezones is a challenge with overseas purchases. Same with the climate, and knowing when things are heating up over there.
Q. How do you spend your time when you're not selling boats?
A. Fishing and spending weekends out on my boat off a local island with my wife. Boating is a big part of my life during the summer. And I like football games, dining out and spending time with family.
Q. So do you feel this was a good move for you?
A. I love making people happy. I love getting a new boat myself and how I feel when I do that. I'm very genuine about the whole thing. It makes me happy to make somebody's day, especially if they're a nice buyer. I'm looking to retire doing this in the next 15 years. I'm a long-termer.