FOR US INSTITUTIONAL INVESTOR USE ONLY - WP&BC Portland …wpbcportland.org/resources/Documents/2016...

1FOR US INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC VKC-ST-PPT-3I 4/15FOR US INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC VKC-ST-PPT-3I 4/15

2FOR US INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC VKC-ST-PPT-3I 4/15

What’s at stake?


YourBrand

What’s at stake?


What’s at stake?


Today’s goal:

A refresher on creating and presentingyour story…

…to capture new clients

Showtime


IC Resources… Seeking the right language

Helping advisors get, keepand grow business

Maslansky + Partnersword specialists

Fox News CNN Meet the Press Hannity & Colmes Hardball The O’Reilly Factor

& Historically delivering over

1,000 presentations per year Authored/co-authored 15

books on communications 5 outside research consultants Coaching over 100 HNW,

UHNW & Institutional teamsData as of 04/01/2015. HNW = High net worth.= <$5million in assets. UHNW = Ultra High Net Worth=>$5million in assets.

Invesco Distributors, Inc. is not affiliated with Maslansky + Partners

7FOR US INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC VKC-ST-PPT-3I 4/15 7

Largest study ever done on financial language…

FOR US INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC VKC-ST-PPT-3I 4/15


Unique dial technology

For illustrative purposes only.

100908070605040302010

0


A Format Designed…

to tell your story in a clear, concise andcompelling manner

to tell your story with consistency

to answer 3 questions that prospective clients likelywant to know about you

to allow you to present your story in 15 minutes, 30minutes or an hour

Creating your story…


Yourstory forprospectiveclients…

Told in apitchbook…

Which isdesigned toserve as ablueprint…

For clientconversations(verbal only)

For formalboardroompresentations




Answering the 3 critical questions thatprospective clients likely want to know aboutyou.

Do you understand the complexities thatcome with our situation?

What will you do with our money?

What other services do you provide inaddition to investments?

Today

11

For illustrative purposes only



Q3What otherservices do youprovide in additionto investments?

Q2What will you dowith our money?

Q1Do you understandthe complexities thatcome with oursituation?


CoreTeamBios


Forillustrativepurposesonly.



Paragraph 1Role What you do for clients Specialty

Paragraph 2Credibility Experience Awards Education

Paragraph 3Personal Hobbies Organizations/charities Family

Biographical image shown is for illustrative purposes onlyand does not depict any real person at any real firm.



Head shot Body shot Personality shot

Caught in the ActionEnergetic location shots where thecamera is focused on you; you arenot focused on the camera

PersonalitySomeone they want to work with

Media WorthyPhotos the media will use toaccompany quotes and stories

Circa1950’s

Circa1990’s

Source: Gary Parker Photography



SupportResources

CoreTeamBios



Any persons depicted/shown are fictional and donot represent any real person at any real firm.



John Doe Portfolio Strategy Manager Selection Alternative Investments Concentrated Stock Risk Advanced Planning

Jane Doe Investment Policy Fixed Income Cash Flow Budgeting Liquidity Analysis Risk Management

Jim Doe Portfolio Strategy Manager Selection Cash Flow Budgeting Liquidity Analysis Risk Management

Senior Partners

Joe Doe Equity & Fixed Income Financial Planning Business Development Asset Allocation Manager Review

Jeb Doe Equity & Fixed Income Financial Planning Business Development Asset Allocation Manager Review

Investment Professionals

Julie Doe Client Concierge Services Client Operations

James Doe Rule 144 Asset Transfers

Janice Doe Restricted Stock Client Cash Management

Client Service Associates


The personsdepicted/shownare fictional anddo not representany real personat any real firm.



YourFirm

Resources

SupportResources

CoreTeamBios






Creating your story… Frame it First


Stability – Your FirmYour team is backed by a large,stable and secure corporation.

Resources – Your SpaceYour team is supported by a vastnetwork of specialists essential tothe needs of HNW investors.

Expertise – Your GroupHighly specialized individualsserving the unique needs of theUHNW/HNW market place.




InvestmentProcess

SupportResources

CoreTeamBios








Our process for the Personalized Investment Plan



If you come to me with a concern about something happening in themarket or around the world, my job is to put it in the context of you.I believe we should take a step back and talk about where you are inyour financial plan.

Because it’s not about my opinion. It’s about your individual goalsand how this risk could affect them. So the first thing I will do iswork with you to determine your exposure to this risk. How it couldor could not affect you personally. I will give a realistic assessmentand have those tough conversations with you so you won’t becaught off-guard.

And lastly, I think it’s important to analyze and bring to life thepotential benefits of any choice we make.

you

your

youyou

youyou

you you

your

your

I

I

I

I




InvestmentPhilosophy

SupportResources

CoreTeamBios


Q1Do you understand thecomplexities that comewith our situation?





Investment Philosophy… What we believe

For illustrative purposes only. This does not constitute a recommendation of the suitability of any investment strategy for any particular investor.

Comprehensive Discovery

Five Rules

Fees Matter

Tax Smart Investing

Control Risks

Maintain Objectivity



InvestmentProcess viaCase Study


SupportResources

CoreTeamBios







Illustrate theinvestment processvia case study

Case Study Structure Challenges Recommendations Results



Case Study images shown are for illustrative purposes only and do not depict any actual case study of any actual financial advisor.


FinancialServices

(non-investment)*


SupportResources

CoreTeamBios

Q3What other servicesdo you provide inaddition toinvestments?



Any persons depicted/shown are fictional and do notrepresent any real person at any real firm.For illustrative purposes only. *as applicable andappropriate.



Financial Services (non-investment)*

Financial Services (Non-Investment)*

Coordinating with attorneys and accountants Bill paying & cash management Liquidity events Employer Stock and option planning Insurance planning Trusts Asset protection Business valuation Collectibles management

For illustrative purposes only. Invesco Distributors, Inc. does not offer any of these services. *as applicable and appropriate.



WealthTransfer and

CharitableGiving*


SupportResources

CoreTeamBios







Wealth Transfer and Charities*

Wealth Transfer & Charities*

Estate planning

Family governance

Succession planning

Philanthropy




ConciergeServices*


SupportResources

CoreTeamBios







Concierge Services*

Concierge Services*

Private healthcare concierge Home security Personal security International travel emergency evacuation Pet care Private travel Family education & coaching College entrance consulting Purchasing Property (Home) Management





SupportResources

CoreTeamBios







ConciergeServices*

WealthTransfer and

CharitableGiving*

FinancialServices

(non-investment)*



InvestmentProcess

YourFirm

Resources

SupportResources

CoreTeamBios






39FOR US INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC VKC-ST-PPT-3I 4/15FOR US INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC VKC-ST-PPT-3I 4/15

40FOR US INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC VKC-ST-PPT-3I 4/15Images shown are for illustrative purposes only.


ConciergeServices*

WealthTransfer and

CharitableGiving*

FinancialServices

(non-investment)*



InvestmentProcess

YourFirm

Resources

SupportResources

CoreTeamBios

Imagesshownare forillustrativepurposesonly. *Asapplicableandappropriate.


Putting itall together

For illustrative purposes only. *as applicable andappropriate.

Client Centered Opener

Benefits-Based Close

ConciergeServices*

WealthTransfer and

CharitableGiving*

FinancialServices

(non-investment)*

Q3What other services doyou provide in additionto investments?



InvestmentProcess


YourFirm

Resources

SupportResources

CoreTeamBios



Image shown is for illustrative purposes only.


What’s at stake?


"Showtime" is based on the Invesco Consulting programs, "The Nine Lives of the Affluent," "Boardroom Presenting," "BrandU", "Fi-natical Curiosity," "New Word Order," "RainMaker," "Speak Performance," "StorySelling" and "Tell Me More." ”TheNine Lives of the Affluent” is based on the book, The Millionaire's Advisor: High-Touch, High Profit Relationship Strategies ofAdvisors to the Wealthy, by Russ Alan Prince and Brett Van Bortel (2003) published by Institutional Investor News. Allresearch was conducted by Prince & Associates during their “Nine-Lives” study in February 2013. ”Boardroom Presenting”is based on our firm's research with Jim Morel of JAM Consulting (2000) and Maslansky + Partners (2007-2011). ”Fi-naticalCuriosity” is based on our firm's work with Russ Alan Prince, Prince & Associates, “The Question Guys” (Bret Nicholaus andPaul Lowrie) as well as the book, Wealth Management: The New Business Model for Financial Advisors, by Russ Alan Princeand Hannah Shaw Grove (2003), published by Penton Media. Used with permission. ”New Word Order” is based on ourfirm's ongoing research with Maslansky + Partners. ”RainMaker” is based on research conducted by Prince & Associates in2000, 2003 and 2010 and on the book, RainMaker: Strategic Partnering with Attorneys and Accountants to Create aPipeline of New Affluent Clients, by Russ Alan Prince and Brett Van Bortel (2006) published by the National UnderwriterCompany. All data contained within this material can be attributed to one of these sources unless otherwise noted. ”SpeakPerformance” is based on our work with Jim Morel of JAM Consulting Group (1998-2011) and the book, The Top Performer'sGuide to Speeches and Presentations by Tim Ursiny and Gary DeMoss (2007), published by Sourcebooks, Inc..”StorySelling” is based on the book, StorySelling for Financial Advisors: How Top Producers Sell by Scott West and MitchAnthony (2000) published by Kaplan Publishing. "Tell Me More" is based on our firm's research with John Evans(Screenwriter) and Bob DeRosa (Screenwriter) in October 2011. Invesco Distributors, Inc. is not affiliated with Russ AlanPrince, Prince & Associates, Jim Morel, JAM Consulting , Maslansky + Partners, “The Question Guys,” Hannah Shaw Grove,Tim Ursiny, Mitch Anthony, John Evans or Bob DeRosa.

This material is for illustrative, informational and educational purposes only. If the illustrations herein are used outside ofthe designated audience, it is the respective user's responsibility to ensure that such material complies with all applicableregulations and is filed with the appropriate regulatory bodies if so required. We make no guarantee that participation inthis program or utilization of any of its content will result in increased business.

It is important to remember that discussions regarding any additional services you might offer be conducted in accordancewith your firm's policies and procedures. Should you have any questions regarding such, please consult your branchmanager and/or compliance representative for additional information.

The opinions expressed are those of the author and are subject to change without notice. These opinions may differ fromthose of other Invesco investment professionals.

“Smith and Hadley” and “Many & Moore” are fictional firms and persons depicted in this material are fictional, are shown forillustrative purposes only and are not intended to represent any real firm or persons at any real firm. The purpose of thisguide is to provide a physical hypothetical illustration of Invesco Consulting’s “Showtime” principles at work.

Photos sources with permission from Thinkstock®


46FOR US INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC VKC-ST-PPT-3I 4/15Invesco Distributors, Inc. VKC-ST-PPT-3I 4/15 US-3578

FOR US INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC

FOR US INSTITUTIONAL INVESTOR USE ONLY - WP&BC Portland …wpbcportland.org/resources/Documents/2016...

Documents

Transcript of FOR US INSTITUTIONAL INVESTOR USE ONLY - WP&BC Portland …wpbcportland.org/resources/Documents/2016...