• Products

    World Bond Fund Monthly Positioning & Outlook

    View Now >

  • Insights

    Human-Centric Investing Podcast

    Listen to Latest Episode >

  • Practice Management

    Applied Insights Team

    Learn More >

  • Resources

    Tax Center

    View Now >

  • About Us

    Human-Centric Investing

    Learn More >

To retain clients and grow a differentiated business going forward, you’ll need to become more than a source of investment advice: You must become an essential partner. By having broader conversations about your clients’ lives and connecting them to relevant and helpful resources, you’ll build better, deeper relationships. 

Not only that, but incorporating the following simple steps into every client meeting can also help you grow your business. The stronger your connection with clients—and their children—the easier it is to retain the next generation of clients.

Step 1: Converse

When you meet with clients, portfolio review is often the focal point. But as you review their financial details, encourage them to talk about themselves more broadly, too. What are they enjoying these days, or what’s been a challenge? To get them thinking about the complexity of life in retirement, the MIT AgeLab offers these three questions as a starting place:

Who will change my light bulbs?

Do you have a plan to continue living independently?

How will I get an ice cream cone?

How will you manage transportation?

Who will I have lunch with? 

How will you stay socially connected in retirement?

Step 2: Connect

As your clients talk, listen actively. Just as you’d jot down numbers about financial goals, including personal notes can be equally useful in understanding broader goals. The information they provide now may lead to a natural, authentic lead-in to a beneficial resource later. When you come across something helpful, you can introduce it with a phrase such as:

  • “I thought of you the other day because…”
  • “I remembered that conversation we had about…”
  • “I thought you would benefit from this kind of information…”

"Clients value personalization more than they value your expertise."

- Source: In Their Own Words, Hartford Funds

Common Objections

“This is a long-term client, won’t they think it’s weird if I start discussing personal topics out of the blue?”

The beauty of this is its simplicity: You’re not prying, you’re just talking and paying close attention to what you’re told. It should feel authentic—never forced.

“What kind of connections can I offer?”
Something as simple as a relevant news article, or we also have a suite of research from the MIT AgeLab that deals with many of the challenges your clients may be facing. View our full list of client-approved seminars for some good places to start.

“Will my clients think I have ulterior motives by mentioning these nonfinancial topics?”
Your motive is simply going above and beyond. You can explain how you serve as a connector between clients and any information that improves their quality of life, not just investing or financial topics.

Practice Makes Perfect

Serving as a connector could take a little practice if it’s not something you, or your clients, are accustomed to. Your Hartford Funds Advisor Consultant can help you get more familiar with the specific resources you can share and can also serve as a coach to help you practice and make these conversations flow more naturally.

For help becoming an essential partner for your clients, please view our client seminars and contact your Hartford Funds representative.

 

The MIT AgeLab is not an affiliate or subsidiary or Hartford Funds.

WP561 219702

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, ETF or closed-end interval fund prospectus or summary prospectus, which can be obtained from a financial professional and should be read carefully before investing.

Mutual funds and the closed-end interval fund are distributed by Hartford Funds Distributors, LLC (HFD), Member FINRA/SIPC. Exchange-traded products 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. Schroder Investment Management North America Ltd. serves as a secondary sub-adviser to certain funds. Hartford Funds refers to Hartford Funds Management Group, Inc. and its subsidiaries, including HFD, HFMC, and Lattice, 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 2021 Hartford Funds Management Group, Inc. All Rights Reserved. Not FDIC Insured | No Bank Guarantee | May Lose Value