RICHARD M. FOLLIS
San Diego
Summary
Performance-driven Vice President with 16 years of experience aligning systems with business requirements, policies and regulatory requirements. Passionate about applying excellent organization and communication skills to manage and lead teams. Results-oriented individual well-versed in interfacing and consulting on business processes to drive results based on sound overall business judgment.
Overview
20
20
years of professional experience
Work History
VP Internal Sales
Orchard Securities, LLC
09.2022 - 05.2024
- Supporting the central & eastern regions by driving call activity and sales for the Orchard sponsored programs in DST/1031's, QOZ's and private placements.
- Conducting weekly internal sponsor calls to share sales ideas, initiatives and feedback from the advisor community to drive sales and increase brand recognition.
- Among conference and industry travel, facilitated face to face meetings for sponsors, conference calls and driving attendance to several due diligence meetings.
- Handling inbound prospect calls to provide product information and educate the benefits of DST/1031 exchanges, QOZ's and private placements.
- Achieved the most productive internal salesman in 2023 & 2024 by activity and sales metrics utilizing SalesForce and Score CRM's.
Senior Associate Regional VP
Bluerock Capital Markets LLC
08.2018 - 09.2022
- Provided the Mid-Atlantic territory internal sales support, facilitating virtual meetings, educating advisors on Bluerock investments (interval 1940 act fund, preferred stock and 1031 exchanges).
- Aligned organizational objectives with company mission, increasing sales 20% year over year with over $360million raised since hire date by collaboratively developing integrated strategies.
- Utilizing Discovery Data to prospect new producers, working with SalesForce and placing 50+ dials per day to outpace my peers and bring our territory to top the quartile.
- Accomplishments: Able to be more efficient appointment setting and working from my home office. Landed a selling agreement on my own with personal relationships that brought in over $20m into the BRG Preferred offering and have participated in the last 3 quarterly bonuses for standout metrics.
Senior Associate VP
SC Distributors LLC
02.2016 - 07.2018
- Performed internal wholesaler support along with desk management, training for all new hires. including video pitches and how to be successful sales associate. One of only two internals that held that role.
- Cultivated a top fund raising territory by educating advisors value in diversified selection of alternative investments: emerging markets, bdc's, reits, renewable energy (ESG) fund.
- Accomplishments: earned numerous quarterly bonuses from standout work ethic and continued high volume (50+ dials and emails per day) of metrics.
Assistant Vice President
Realty Capital Securities
02.2011 - 12.2015
- Assistant VP Rocky Mountains, top 5 territory, helped facilitate over 10 full cycle events valued over $20billion in investor capital back to shareholders in profit.
- Conducted seminars with senior management, client events and traveled many times outside for face to face meetings.
- Traveled to reps office to help complete over 700 applications for $25million allocation. Participated in several bonus pools too.
Regional Sales VP
Smart Stop Self Storage
02.2009 - 01.2011
- Actively developed and maintained relationships with first and only public self storage fund.
- Generated leads, territory management and helped start up Smart Stop brand with advisors
- Accomplishments: Was able to drive sales from $500k per month in Midwest markets to consistently hitting over $1mm.
Registered Representative
HLW Advisors
05.2004 - 01.2009
- Obtained ground level experience in portfolio management, asset allocation and built client relationships
- Developed marketing initiatives for HLW Advisors and was lead contact for due diligence purposes on different investment strategies
- Coordinated client events and sponsor workshops
Education
Orange Coast College
Costa Mesa, CA2004
Skills
- Microsoft Excel and Office Suite
- Communication
- Business development
- Customer service
- Marketing
- Appointment Setting
- Territory management
- Workshops
Accomplishments
- Certifications: Miller Heiman certified in Strategic Selling
- Assisted management in training new internals in overall best practices
Timeline
VP Internal Sales
Orchard Securities, LLC
09.2022 - 05.2024
Senior Associate Regional VP
Bluerock Capital Markets LLC
08.2018 - 09.2022
Senior Associate VP
SC Distributors LLC
02.2016 - 07.2018
Assistant Vice President
Realty Capital Securities
02.2011 - 12.2015
Regional Sales VP
Smart Stop Self Storage
02.2009 - 01.2011
Registered Representative
HLW Advisors
05.2004 - 01.2009
Orange Coast College