Page 14 - Newsletter

Second Quarter / 13
Sales Success Story
by Kelly Elkins
Fiduciary Counselling Inc – BOR 3/22/20
Back in in November I I was talking with with my contact at Walton Enterprises She told me “I spoke with with some people that that you need to connect with the the other day”! Her CEO had asked that that she be on on a a a a a a a call with with another Family Office to to determine what they needed to to do with with their benefits At the the the the end of the the the the call she told the the the the group that they really needed to to connect with with me and I could help them with with any any needs they had I I I waited a a a a a a a a a few days to see if I I I ever heard from anyone then I I I reached back out to my contact and requested information on on on the the company which she provided I then lobbed an an an simple email advising how I I received their contact information as as well as as introducing myself I I gave a a a a a a a a a very brief description of HUB’s focus in their market space attached a a a a a a a a a simple flier and asked for for a a a a a a 30 minute slot to connect I received an an email back within hours stating “Thank you you for for your outreach – we truly appreciate it ” We scheduled our discovery call for the next morning at at 8:00 During this call we took the the opportunity to to to discover more of their wants and needs in in an an an effort to to to have a a a a a full meeting with the the the entire team We were told that they needed to to make it it through their 1/1 Open Enrollment before they could proceed Within days we had our next meeting scheduled for for mid-January This group is is actually officed in in St Paul Minnesota so so we offered to travel but at their request we we we conducted our next meeting via the the the web During the the the call between November and January I requested some simple employee benefits information including census data in in in in an an effort to to enhance our discussion with the the entire team After the the video call I continued to to follow up periodically asking to to connect with the the HR Director During these “catch up” calls we learned that part of of video presentation was was confusing to her and she she felt like she she was was caught a a a a a a a a bit off guard with her her management team We took that opportunity to to educate her her on the Captives which we had discussed during the the call and and then I followed up with some 101 decks to help her understand all all of the different funding options as as as well as as as a a a a a a Broker of Record letter She was most appreciative! At that that that point she she she told me me that that that she she she had another broker that that that she she she was meeting with and would connect with with me me afterwards The day that I was going to to reach out to to see how the the meeting went with with the the other broker she sent an email confirming what we we could could do for her her advising that if we we could could look at all all funding scenarios she was willing to to to move to to to HUB I responded to to to her email and advised all all we we needed with the BOR letter which I sent again for ease The next day we we had it it back!
I was asked by management what won this group for us especially receiving a a a a a a a a BOR during all all of the the COVID-19 hype I I I simply answered I I I thought it was the the diligent follow-up doing what we we said we would do and trying to to make it it “easy” for them I had an an opportunity to to directly ask the the group and was essentially told the same thing I do know that Walton mentions this from time to to to time in the world of service our team truly does what we we say we we will do!