So yesterday, I went through the exhibit hall. Some of you may have noticed me.
I walked up and down the exhibit hall, made a few laps.
I made eye contact with almost everybody in there and one person actually stepped up and introduced herself to me.
And now, I don't know if this is a good thing or a bad thing,
But Sue Miscik, who is right here, volunteered
To have a little discussion about how we position ourselves against other people, when we're compared against people at the bottom.
So Sue, are you up for coming up? Give Sue a round of applause.
You get microphone 7. It's very special. OK. All right. Thank you. Thanks for coming up. Thank you very much.
All right, so I was talking to Sue yesterday, and
I was asking her about this in terms of the different levels of capabilities they offer.
So, first give everybody just a brief overview of what you guys do in the 3(16) space.
So, my company is NPPG Fiduciary Services and we are a full scope 3(16)
Fiduciary that tacks on to a retirement plan and takes the responsibility and liability off of the plan sponsor.
Perfect.
So, that's in essence what she does and now we're gonna kind of pivot this
To make sure that we're delivering a message that helps those clients who aren't getting the same breadth of services that they offer,
To help them see the difference. See, when you're a client or prospect
When they don't know the difference between what you offer and what other people offer, whose fault is that?
Is it their fault or is it our fault?
It's our fault, right. Which is by the way good news, because it was their fault
There's not much we can do about it, but when it's our fault, we can fix it.
So, when we talked yesterday, you mentioned that there are, basically, three different levels as we discuss this.
So, at the bottom level, what type of services to those people provide?
Those are "3(16)-like" services or lite.
L-I-K-E or L-I-T-E. Sure.
People who are operating and performing 3(16) services,
But they're not taking a shift in the liability. Or, maybe taking a shift in one or two liabilities,
But not really providing liability coverage for the plan sponsor.
Perfect. So it's people who are providing similar service to that,
Maybe not the full breadth. Now at the next level,
So, we'll call that kind of the effective or base level. At the next level, we'll call that kind of the enhanced level.
What kind of services might those people provide?
There's some level of liability protection for the plan sponsor.
There's somebody actually doing some pieces of the 3(16) services the plan administrator services.
But it's limited in scope and breadth and they may or may not be named in a plan document.
They may or may not sign a 5500 form.
Got it.
Okay, and at the highest of the engaged level, kind of the pinnacle the industry, is naturally what you guys do Sue,
So, what are some additional services that you provide?
So, we're named in the plan document.
We become the plan administrator for about 30 different functions, and it's customizable to the level
That the plan sponsor needs. And we take on both the fiduciary liability,
Responsibility and actionability of those functions. Okay, cool.
So, imagine knowing all that at the three different levels,
If now, when Sue goes to meet with somebody and they say, "Well, we're interested in your services," if Sue said to them:
"Well, gee, when our clients come to us for these types of 3(16) services,
They're usually looking for a relationship at one of three levels. At the basic, kind of effective level,
They're looking for somebody who really is just going to provide some level of
Responsibility and kind of help to
Almost, cross the T's dot the I's for them. At the next level, might be somebody who's also doing some third party administration.
Things like that, and takes on a little more liability.
At the top, is a vendor who is fully engaged with your board, with people who have responsibility today, to shift that responsibility, as much as we can, to us.
To actually be in the plan documents. To make sure that we're taking
Responsibility for the TPA financial advisor to make sure everyone's in compliance.
So, which level are you looking for today?"
And now, the client just became educated that there are three different levels and
How that works. So, can you see where that might position Sue's business in a different light
Compared to the competition? Is this something that can work for you? Yes. Great. Thanks so much. Thank you very much.
Wait, I come bearing gifts, too. Give Sue a round of applause.
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