From Roleplay to Revenue: Operationalizing Real-World Sales Readiness

A live conversation with Rich Kettley, VP of Marketing & Development at WestPac Wealth Partners — on what it actually takes to build a practice model that scales without losing what makes coaching effective.

There's a ceiling most coaching models hit as a team grows — not because the approach is wrong, but because there are only so many hours in a manager's day.

WestPac Wealth Partners grew from roughly 80 to 350+ advisors with a high-touch development culture at the center of everything they do. As the firm scaled, they needed a way to extend that model — giving advisors a consistent, private space to practice high-stakes conversations, and giving leadership real visibility into readiness without sitting in on every session.

In this on-demand session, Rich Kettley walks through:

• Why traditional practice models reach their limits as a team grows — and what that looks like in practice
• How WestPac introduced AI-powered roleplay to extend their existing coaching culture, not replace it
• What the pilot looked like, how advisors responded, and what changed for reps and leadership on the other side
• How to think about measuring readiness beyond completion data

This isn't a product demo. It's an operator-to-operator conversation about what it actually looks like to turn practice into performance.