• Products
  • Insights
  • Practice Management
  • Resources
  • About Us
How to hear what your clients aren’t telling you

You’ve seen it before: You’re having a routine conversation about financial planning or a portfolio change and, uncharacteristically, your client shifts uncomfortably in their seat. The tone of their voice changes. Maybe they look away, or their knee begins to bounce. Sensing that your client is distracted or upset, what do you do? 

When we sense there’s more to a client’s story, we're often reluctant to ask. But not digging deeper could mean missing a chance to give them your best guidance. Focused listening helps you identify and respond to clients’ unspoken concerns in a skillful, constructive way.

Focused listening will not only strengthen relationships with existing clients, but also open doors to new relationships as your clients talk about their unique experience with you. 


  • What focused listening is
  • How to use focused listening
  • What do after your client opens up

Overview (2:09) 

Tim Owings, Founder, TL Owings & Associates, LLC

*Contact your Hartford Funds representative or call 800-456-7526 for CE information. Hartford Funds Distributors, LLC, Member FINRA is the provider of CE credits.

TL Owings & Associates, LLC is not an affiliate or subsidiary of Hartford Funds. 

Next Steps

1 Download the workbook
2 Complete the exercises on pages 3 and 7
3 The next time you notice focused-listening cues, ask your client a gentle-inquiry question

The material on this site is for informational and educational purposes only. The material should not be considered tax or legal advice and is not to be relied on as a forecast. The material is also not a recommendation or advice regarding any particular security, strategy or product. Hartford Funds does not represent that any products or strategies discussed are appropriate for any particular investor so investors should seek their own professional advice before investing. Hartford Funds does not serve as a fiduciary. Content is current as of the publication date or date indicated, and may be superseded by subsequent market and economic conditions.

Investing involves risk, including the possible loss of principal. Investors should carefully consider a fund's investment objectives, risks, charges and expenses. This and other important information is contained in the mutual fund, or ETF summary prospectus and/or prospectus, which can be obtained from a financial professional and should be read carefully before investing.

Mutual funds are distributed by Hartford Funds Distributors, LLC (HFD), Member FINRA|SIPC. ETFs are distributed by ALPS Distributors, Inc. (ALPS). Advisory services may be provided by Hartford Funds Management Company, LLC (HFMC) or its wholly owned subsidiary, Lattice Strategies LLC (Lattice). Certain funds are sub-advised by Wellington Management Company LLP and/or Schroder Investment Management North America Inc (SIMNA). Schroder Investment Management North America Ltd. (SIMNA Ltd) serves as a secondary sub-adviser to certain funds. HFMC, Lattice, Wellington Management, SIMNA, and SIMNA Ltd. are all SEC registered investment advisers. Hartford Funds refers to HFD, Lattice, and HFMC, which are not affiliated with any sub-adviser or ALPS. The funds and other products referred to on this Site may be offered and sold only to persons in the United States and its territories.

© Copyright 2024 Hartford Funds Management Group, Inc. All Rights Reserved. Not FDIC Insured | No Bank Guarantee | May Lose Value