Products August 7, 2008

The Hartford Program Helps Advisers Sell Retirement Plans

The Hartford’s Retirement Plans Group introduced the “No Gaps Four-Point Sales System” to help advisers sell the company’s qualified plans as part of their retail sales initiative.
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The company says the new program is market-, product- and firm-neutral, and is flexible enough to apply to both novice and veteran professionals. It also educates advisers about the Pension Protection Act.

The sales system includes three tools that lets wholesalers talk to advisers about the opportunity in selling qualified plans, how advisers can take advantage of that opportunity, and how The Hartford can help.
The tools are:
  • The No Gaps in Opportunity brochure is a sales brochure that explains to advisers the opportunities in the retirement plans marketplace and why they should sell qualified plans.
  • The Four-Point Adviser Sales System uses flyers to support advisers as their experience grows.
  • The Four-Point Sales System Kit enables wholesalers to package materials for small meetings or for face-to-face meetings with advisers. Shaped by feedback from financial advisers, information in the kit is color-coded and categorized according to the four topics they said they wanted most from The Hartford:
oProspecting: Tools and sales ideas to help identify, target and generate sales leads.
oPlan Design: Support that helps the adviser uncover opportunities with prospects based on legislative activity or alternative plan designs.
oProgram: The Hartford’s product, program and service features.
oPractice Management: A new section with tools, resources and tips to help strengthen the adviser’s sales, presentation and service skills to help grow and retain their client base.
“The qualified plans market is perceived as being intense and time-consuming to learn and support. The No Gaps Four-Point Sales System simplifies and demystifies the business for the financial adviser,” said Chris Chaia, assistant vice president of marketing for The Hartford’s retirement plans group. “The ‘No Gaps in Opportunity’ tagline speaks to the fact that this system can be used from start-up to existing plans, with a corporate or non-profit plan sponsor, and with different types of product solutions, including life insurance.’

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