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 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.

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 Focus Profile of client you serve best Strategies Simple tactics for growth Value Proposition Differentiate 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. Focus Profile 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. Focus Profile of the client you serve best Profile of The Client You Serve Best—Benefits More is not better o 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 Focus Profile 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. Strategies Simple 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. Business Developm ent Planning Investmen ts/ Financing Relations hip Managem ent Service & Admin- istration Strategies Simple 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 HouseholdsConnection 1Connection 2Connection 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.____________________

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. Business Developm ent Planning Investmen ts/ Financing Relations hip Managem ent 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?” Strategies Simple 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 group o Willing to providing guidance to you Personal COI vs. Professional COI Strategies Simple 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 Dashboard o Top 3 COIs o Your passions  Telling your story  Streamlines prospecting process Strategies Simple 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 Proposition Differentiate 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 Proposition Differentiate 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 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 Value Proposition Differentiate 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 Connections Drive new business by focusing on the clients you serve best Focus Profile of client you serve best Strategies Simple tactics for growth Value Proposition Differentiate 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 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.

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 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

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. 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 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