growth connections drive new business by focusing on the types of clients you serve best
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GROWTH CONNECTIONS Drive 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. Focus Profile of client you serve best - PowerPoint PPT PresentationTRANSCRIPT
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.
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.
The Agenda
FocusProfile of client you serve best
StrategiesSimple tactics for growth
Value PropositionDifferentiate your practice
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.
FocusProfile of client you serve best
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.
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
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.
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
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.
StrategiesSimple tactics for growth
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.
StrategiesSimple tactics for growth
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 31. ____________________ ____________________ ____________________ ____________________2. ____________________ ____________________ ____________________ ____________________3. ____________________ ____________________ ____________________ ____________________4. ____________________ ____________________ ____________________ ____________________5. ____________________ ____________________ ____________________ ____________________6. ____________________ ____________________ ____________________ ____________________7. ____________________ ____________________ ____________________ ____________________8. ____________________ ____________________ ____________________ ____________________9. ____________________ ____________________ ____________________ ____________________
10. ____________________ ____________________ ____________________ ____________________11. ____________________ ____________________ ____________________ ____________________12. ____________________ ____________________ ____________________ ____________________13. ____________________ ____________________ ____________________ ____________________14. ____________________ ____________________ ____________________ ____________________15. ____________________ ____________________ ____________________ ____________________16. ____________________ ____________________ ____________________ ____________________17. ____________________ ____________________ ____________________ ____________________18. ____________________ ____________________ ____________________ ____________________19. ____________________ ____________________ ____________________ ____________________20. ____________________ ____________________ ____________________ ____________________21. ____________________ ____________________ ____________________ ____________________22. ____________________ ____________________ ____________________ ____________________23. ____________________ ____________________ ____________________ ____________________24. ____________________ ____________________ ____________________ ____________________25. ____________________ ____________________ ____________________ ____________________
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.
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?”
StrategiesSimple tactics for growth
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.
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
StrategiesSimple tactics for growth
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.
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
StrategiesSimple tactics for growth
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.
Value PropositionDifferentiate your practice
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.
Value PropositionDifferentiate your practice
Value Proposition—Benefits Your distinctive brand message
Stand out in a crowded marketplace
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.
Value Proposition1. 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
Value PropositionDifferentiate your practice
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 clients you serve best
FocusProfile of client you serve best
StrategiesSimple tactics for growth
Value PropositionDifferentiate your practice
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 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.
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 clients you serve bestGrowth Connections Next Steps
• 15 min. per day workbook
• Contact your Hartford Funds Advisor Consultant
• Your first action step
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.
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All information and representations herein are as of 4/13, unless otherwise noted.
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