I am thrilled to announce that the Getting to Know series will be sponsored by TEC Services Group in 2024. TEC Services Group is the leading technology and professional services firm in the credit collections industry offering both leading industry solutions along with unrivaled, unbiased, and experienced support. TEC is now extending its services by offering proven, industry-leading technology solutions alongside of our Professional Services to help Clients feel confident in their technology decisions. Learn more at ww.tecsg.com.
Give Neil Mastellone a target, and he will hit it. It is that kind of consistent performance that has helped him become one of the industry’s most respected sales professionals during his two decade career in the ARM industry. Read on to learn more about Neil, why he loves making appointments with himself, and why he’s the kind of guy you want to call when you are in a jam.
Name: Neil Mastellone
Job Title: Director of Business Development
Company: Velo Law
Length of time at current company: 1 yr
Length of time in industry: 17 years
How did you get your start in the industry?
I got my start brokering debt sales in West Palm Beach, Fla. I have been in sales my entire professional career.
What is your career highlight so far?
I’ve had the opportunity to help supercharge sales and business development at a few of the organizations I’ve worked for. In some cases by tenfold. That feeling that it’s catching on, or the realization that you were right and this plan of yours is going to work – for me, those are the real highlights.
When or how are you most productive?
I do everything I can to work a structured day. There are an embarrassing number of appointments with myself in my calendar. I think all that regimentation allows me to handle the inevitable curveballs, fire drills, etc. better than if those other more routine activities were not organized the way that they are. I am most productive when my objectives are clear and I have the autonomy/authority etc. to manage a process, any process, toward successful outcomes. I need to know what success really means to the client, investor, etc. Once I have that target, I can hit it.
Which industry professional do you admire most?
There are a lot of people to look up to in this business. I think the type of industry professional I admire most is one who is able to adopt long range outlooks. Our business changes very quickly, but our results can take a long time to fully realize. I also appreciate people who realize that no one is doing this alone. Teamwork, integration among and between teams – and all the associated relationship management that that entails are critical. I also love run-on sentences 😉.
What is one thing you do better than everyone else?
It’s hard to think of anything, really. I have such talented colleagues. I learn a great deal from the people around me. I’m a good listener, I suppose. I don’t know that I’m any better at that than anyone else, but I do work at it.
What do you like most about this industry?
I enjoy the entrepreneurial spirit of the people I deal with. So many people seem to find our industry along some unconventional paths. I think that variety of experience makes for great innovation and collaboration opportunities.
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What is one thing you wish you could change about this industry?
Public perception, of course. That’s a long row to hoe. I think the trade organizations and a lot of the firms themselves do as good a job as can be done in that effort.
If you weren’t in this industry, what would you be doing?
I think I’d do sales consulting. I have very disciplined work habits that have been effective for me in multiple organizations across a spectrum of sales/business development roles. I suppose you could describe it as a “sales system”.
What is your guilty pleasure?
Chipwiches. Game, set, match.
What is the best advice you’ve ever received?
A professional is not someone who gets paid to do their job. A professional is someone who performs no matter what else happens.
What are you currently reading?
“Mind Over Muscle” by Jigoro Kano
What is one fact you’d like everyone in the industry to know about you?
If you call me, I will try to help you with what you’re working on. I’m not always selling what you need and that’s fine. I’m happy to point people in wise directions, make introductions, kick around ideas – any and all of that. That kind of thing has a way of coming back you. At least it has for me.
Who else would you like to see answer these questions?
I nominate COO to the Stars, Daniel Fallon – of KnovaOne.
The Getting to Know series is sponsored by TEC Services Group. TEC Services Group is the leading technology and professional services firm in the credit collections industry offering both leading industry solutions along with unrivaled, unbiased, and experienced support. TEC is now extending its services by offering proven, industry-leading technology solutions alongside of our Professional Services to help Clients feel confident in their technology decisions. Learn more at ww.tecsg.com
