copyright © 2012 by hartford funds. confidential. for internal distribution only. all rights...

Copyright © 2012 by Hartford Funds. Confidential. For internal distribution only. All rights reserved. No part of this document may be reproduced, published or posted without the permission of Hartford Funds.

GROWTH CONNECTIONSDrive new business by focusing on the types of clients you serve best

PRIVILEGED AND CONFIDENTIAL- PROPRIETARY COMMUNICATION AND IS NOT FOR DISTRIBUTION TO BROKERS OR THE GENERAL PUBLIC.


The Agenda

FocusProfile of client you serve best

StrategiesSimple tactics for growth

Value PropositionDifferentiate your practice


FocusProfile of the client you serve best

Profile of The Client You Serve Best—Benefits

• More is not bettero Grow Assets o Net new assets

• Average assets per household

• Prospecting guide

• Marketing content focus


Profile of The Client You Serve Best

• General characteristics

• Wealth issues and challenges

• Geographic location

• Total net worth and investable assets

• Sphere of influence

• Client sourcing

• Personality and connectivity

FocusProfile of the client you serve best



Top 25 Connection Dashboard

• Overcome challenges of traditional referral /prospecting

• Pipeline of 75 prospects

• 15 Minutes a day

• “Who do we know that they know?”

• Asking for advice and counsel

Top 25 Households Connection 1 Connection 2 Connection 3

1. ____________________ ____________________ ____________________ ____________________2. ____________________ ____________________ ____________________ ____________________3. ____________________ ____________________ ____________________ ____________________4. ____________________ ____________________ ____________________ ____________________5. ____________________ ____________________ ____________________ ____________________6. ____________________ ____________________ ____________________ ____________________7. ____________________ ____________________ ____________________ ____________________8. ____________________ ____________________ ____________________ ____________________9. ____________________ ____________________ ____________________ ____________________

10. ____________________ ____________________ ____________________ ____________________11. ____________________ ____________________ ____________________ ____________________12. ____________________ ____________________ ____________________ ____________________13. ____________________ ____________________ ____________________ ____________________14. ____________________ ____________________ ____________________ ____________________15. ____________________ ____________________ ____________________ ____________________16. ____________________ ____________________ ____________________ ____________________17. ____________________ ____________________ ____________________ ____________________18. ____________________ ____________________ ____________________ ____________________19. ____________________ ____________________ ____________________ ____________________20. ____________________ ____________________ ____________________ ____________________21. ____________________ ____________________ ____________________ ____________________22. ____________________ ____________________ ____________________ ____________________23. ____________________ ____________________ ____________________ ____________________24. ____________________ ____________________ ____________________ ____________________25. ____________________ ____________________ ____________________ ____________________


Top 25 Connection Dashboard

“ Mr. and Mrs. Jones,I am calling you to ask for your advice and counsel. I am getting ready to touch base with Fred and Joan Smith to discuss some of the services we provide our best clients and I remember from a conversation with you that you have a relationship with them. As a result, I need some help. In your opinion, what is the most professional way to approach Mr. and Mrs. Smith?”



Centers of Influence Matrix

• 7-10 COIs (mix of Personal & Professional)

• Centers of Influence (COI):o People with influence & credibility o Have a pulse on the needs, issues and

challenges of the target groupo Willing to providing guidance to you

• Personal COI vs. Professional COI



Niche Focus Conversational competence How to Indentify Niche Markets

o Top 25 Connection Dashboardo Top 3 COIso Your passions

Telling your story Streamlines prospecting process




Value Proposition—Benefits

Your distinctive brand message

Stand out in a crowded marketplace


Value Proposition

1. Define your mission

2. Define your approach

3. Articulate your resources and support

4. Brag on your people

5. Your unique value and your commitment



Growth ConnectionsDrive new business by focusing on the clients you serve best





GROWTH CONNECTIONSDrive new business by focusing on the clients you serve bestGrowth Connections

These tools can help you:

• Identify the right clients for your practice

• help you better serve your clients’ needs

• Grow and enhance the value of your business over time.


GROWTH CONNECTIONSDrive new business by focusing on the clients you serve bestGrowth Connections Next Steps

• 15 min. per day workbook

• Contact your Hartford Funds Advisor Consultant

• Your first action step


All investments are subject to risk, including possible loss of principal.

You should carefully consider investment objectives, risks, charges, and expenses of Hartford Funds before investing. This and other information can be found in the Fund's prospectus or summary prospectus, which can be obtained from your investment representative or by calling 888-843-7824. Please read them carefully before you invest or send money.

Hartford Funds are underwritten and distributed by Hartford Investment Financial Services, LLC.

All information and representations herein are as of 4/13, unless otherwise noted.

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copyright © 2012 by hartford funds. confidential. for internal distribution only. all rights...

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