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

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

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

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  1. 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.

  2. The Agenda FocusProfile of client you serve best StrategiesSimple tactics for growth Value PropositionDifferentiate your practice

  3. FocusProfile of client you serve best

  4. FocusProfile of the client you serve best • Profile of The Client You Serve Best—Benefits • More is not better • Grow Assets • Net new assets • Average assets per household • Prospecting guide • Marketing content focus

  5. FocusProfile of the client you serve best • 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

  6. StrategiesSimple tactics for growth

  7. StrategiesSimple tactics for growth BusinessDevelopment Planning Investments/Financing Relationship Management Service & Admin-istration • 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

  8. StrategiesSimple tactics for growth BusinessDevelopment Planning Investments/Financing Relationship Management Service & Admin-istration 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?”

  9. StrategiesSimple tactics for growth • Centers of Influence Matrix • 7-10 COIs (mix of Personal & Professional) • Centers of Influence (COI): • People with influence & credibility • Have a pulse on the needs, issues and challenges of the target group • Willing to providing guidance to you • Personal COI vs. Professional COI

  10. StrategiesSimple tactics for growth • Niche Focus • Conversational competence • How to Indentify Niche Markets • Top 25 Connection Dashboard • Top 3 COIs • Your passions • Telling your story • Streamlines prospecting process

  11. Value PropositionDifferentiate your practice

  12. Value PropositionDifferentiate your practice • Value Proposition—Benefits • Your distinctive brand message • Stand out in a crowded marketplace

  13. Value PropositionDifferentiate your practice Value Proposition Define your mission Define your approach Articulate your resources and support Brag on your people Your unique value and your commitment

  14. Growth Connections Drive new business by focusing on the clients you serve best FocusProfile of client you serve best StrategiesSimple tactics for growth Value PropositionDifferentiate your practice

  15. GROWTH CONNECTIONS Drive new business by focusing on the clients you serve best • Growth 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.

  16. GROWTH CONNECTIONS Drive new business by focusing on the clients you serve best • Growth Connections Next Steps • 15 min. per day workbook • Contact your Hartford Funds Advisor Consultant • Your first action step

  17. 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. REP_GrowthConnections_0413 XXXXXX

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