Magellan’s Mark Burgess reveals secrets on sales and leadership under pressure

“No…not now” is not the typical response a business development manager offers a client. Yet it is precisely the advice Magellan’s head of distribution, Mark Burgess, gives to emerging sales executives in the latest episode of Capital Conversations.

Hosted by respected investment consultant Steve Robertson, the podcast series covers open conversations with CEOs, founders and managing directors from Australia’s leading financial institutions, uncovering the successful sales tactics in the wealth and asset management industry. 

Uncovering leadership tactics in wealth management

In the newly released second episode, Robertson explores the nuances of the sales approach that helped take Magellan from a $600 million business to a $100 billion investment firm.

Having joined Magellan in its infancy and remaining with the company for more than 15 years, Burgess was a “key player in that growth, and I wanted to understand how he built and leveraged his personal brand to open doors for the company,” Robertson says.

Mentorship, Burgess divulges in the episode, was one of the master keys: the key that taught him when unlocking opportunities matters and knowing when to say no matters even more.

Reflecting on his early career as BDM at Challenger Financial Services, Burgess says he “just wanted to say yes, I wanted to please.”

Often leading to misaligned client expectations, it was Matt Gaden – Burgess’ then boss and now managing director of Janus Henderson Investors – that taught him the importance of saying no to clients, explaining why, and to ultimately realise that it is more harmful to say yes all the time.

Lessons in credibility and integrity

Highlighting the influence of mentors such as Gaden, the now‑retired Rob Adams, and Barwon’s non‑executive chairman Chris Freeman, Burgess offers further insight into the lessons that shaped his credibility during the episode.

“It’s this grounding in integrity and authenticity that made Burgess an attractive podcast guest,” Robertson says. “I wanted to uncover the career lessons and insights that made (Burgess) into such a strong leader in the financial services industry, particularly during periods of difficulty.”

While Burgess helped steer Magellan through the high tides, he also remained at the helm when the company faced its most challenging lows. According to Robertson:

“I respected how both Burgess and Magellan handled themselves post the 2008 Global Financial Crisis when the company’s performance fell off the perch and the corporate brand was being beaten up. They always showed up and played the long game. They owned the challenge and its difficulties.”

Empathetic leadership and long-term thinking

Exploring the strategic and empathetic approach Burgess implemented during the stressful period, Robertson described the episode as “one marked by subtlety and humanity, rather than bravado. (Burgess’) willingness to discuss restraint and accountability offered a refreshing take on the industry,” says Robertson.

“It’s a reminder that leadership isn’t always about having the answer or pleasing clients in the short term,” he adds. “Sometimes the most responsible thing you can do is slow down, say no, and protect trust. That mindset of consideration and long term thinking is what really set the conversation apart.”

Capital Conversations is now available on the Capital Outcomes website, Spotify and Apple Podcasts platforms.

Releasing fortnightly, catch the next Capital Conversations episodes featuring leaders from Franklin Templeton, Spire Capital and Shed Enterprises.