Veteran broker prevents large clients from slipping away

Register now

After 25 years in the insurance industry, Jenna Klein, health and benefits major market leader as well as executive vice president for HUB International Midwest Limited, is still managing to deliver new and innovative ways to inform her clients about the latest benefits, remain up-to-date on the top benefits administration systems and train other brokers to provide the same level of service. Her dedication to the profession led EBA to select Klein as a 2017 Most Influential Women in Benefit Advising honoree.

“Over this time, she has made a tremendous contribution to the industry as well as HUB,” says Kristin Calaguire, strategic resource manager at HUB International Midwest Limited. “For the last 18 years, at HUB and previously Laurus Strategies, she has built strong relationships within the company, which in turn greatly help our clients.”

In choosing this year’s recipients, EBA editors asked readers to submit the names of thought leaders who are making their mark on the benefit business through their unique approaches to client relations, benefits technology and/or mentoring other women. From the dozens of submissions received, the editors chose 30 benefit advisers to recognize for their outstanding achievements.

One of Klein’s major accomplishments from the past year was the streamlining of HUB’s client experience. She led the initiative to build out a new and improved client deliverable system that included templates, calendars, best practices, three to five-year client strategies and stewardship reports.

“Jenna held developmental training sessions for peers and colleagues to explain the details of the process,” Calaguire says. “She was motivated to accomplish this client experience to implement a solution both internally and externally – to build consistency internally and provide a more seamless, strategic plan to all clients.”

Klein also assisted in maintaining a client that was being acquired by a larger organization. “HUB had what seemed to be a very low chance of keeping the account, as the larger organization already had a strong relationship with another broker,” Calaguire says.

With Klein’s help, HUB was able to make it into a finalist meeting where her team had the opportunity to present and eventually win back the account. “Without Jenna on this, HUB would have likely lost the account and revenue,” Calaguire says. “Because of her leadership and motivation, we ended up developing existing relationships and gaining a larger client.”

Also see: New program speeds up employee enrollment.”

Michael Booth, president of employee benefits and chief sales officer at HUB International Midwest Limited, says he is very grateful and appreciative to have Klein on his team because she is one of the best large group national account benefit consultants in the industry.

“In addition to working on some of our largest accounts she also serves as a manager and mentor to our large group consulting teams and subject matter experts,” Booth says. “Jenna is also a road warrior all while effectively balancing her responsibilities as a wife and a mother.”

During Laurus Strategies’ acquisition into HUB, Calaguire says Klein played a pivotal role in keeping the other Laurus employees intact during the transition by maintaining positivity and strong culture throughout the transition. “During an uneasy period, she provided stability confidence and a ‘we’re all in this together’ mindset for her peers,” Calaguire says.

30 leaders whose unique client management strategies, innovative data manipulation and other industry-leading skills are transforming the field
December 19

Through her time as a mentor, Klein has a received high praise by many of her colleagues such as Steffanie Piazza, senior account manager at HUB International Midwest. “Jenna has been my mentor since Laurus Strategies,” Piazza says. “Having a female as a mentor in a male-dominated industry has played a major role in both my career and personal development.”

Traci Gleason, vice president at HUB International Midwest, says she has worked with Klein for almost 20 years and says she can count on her for solid advice, coaching opportunities and optimistic guidance. “She has helped my personal development and made me a better leader,” she says.

Klein acts as a conduit between all of HUB’s different employee benefit practices, ensuring they deliver the best overall experience and solutions for clients while working as a strong and motivated internal team.

“She is always willing to help and volunteer with all HUB clients when they are in need or when she sees an opportunity to offer a solution,” Calaguire says. “Recently, the senior manager of benefits at a large company handpicked Jenna to be the lead on the account once again signed on as a client. According to Rachel Hamilton, senior account manager at HUB Midwest, ‘Jenna was a fantastic leader every step of the way, all the way down to helping bind and complete final edits at 10:00 p.m.”

For reprint and licensing requests for this article, click here.