Showtime – How To Tell Your Story - Upcoming Events 2015-16

Transcription

FOR US INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC
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What’s at stake?
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What’s at stake?
Your
Brand
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What’s at stake?
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Showtime
Today’s goal:
A refresher on creating and presenting
your story…
…to capture new clients
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IC Resources… Seeking the right language
Maslansky + Partners
word specialists
Helping advisors get, keep
and grow business
&




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 teams






Fox News
CNN
Meet the Press
Hannity & Colmes
Hardball
The O’Reilly Factor
Data 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
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Largest study ever done on financial language…
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Unique dial technology
100
90
80
70
60
50
40
30
20
10
0
For illustrative purposes only.
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Creating your story…
A Format Designed…
 to tell your story in a clear, concise and
compelling manner
 to tell your story with consistency
 to answer 3 questions that prospective clients likely
want to know about you
 to allow you to present your story in 15 minutes, 30
minutes or an hour
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For client
conversations
(verbal only)
Your
story for
prospective
clients…
Told in a
pitchbook…
Which is
designed to
serve as a
blueprint…
For formal
boardroom
presentations
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Today
Answering the 3 critical questions that
prospective clients likely want to know about
you.

Do you understand the complexities that
come with our situation?

What will you do with our money?

What other services do you provide in
addition to investments?
For illustrative purposes only
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Q1
Do you understand
the complexities that
come with our
situation?
Q2
What will you do
with our money?
Q3
What other
services do you
provide in addition
to investments?
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Q1
Do you understand
come with our
situation?
For
illustrative
purposes
only.
Core
Team
Bios
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Paragraph 1
Role
 What you do for clients
 Specialty
Paragraph 2
Credibility
 Experience
 Awards
 Education
Paragraph 3
Personal
 Hobbies
 Organizations/charities
 Family
Biographical image shown is for illustrative purposes only
and does not depict any real person at any real firm.
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Head shot
Circa
1950’s
Source: Gary Parker Photography
Body shot
Personality shot
Circa
1990’s
 Caught in the Action
Energetic location shots where the
camera is focused on you; you are
not focused on the camera
 Personality
Someone they want to work with
 Media Worthy
Photos the media will use to
accompany quotes and stories
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Q1
Do you understand
come with our
situation?
For
illustrative
purposes
only.
Core
Team
Bios
Support
Resources
Any persons depicted/shown are fictional and do
not represent any real person at any real firm.
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Senior Partners
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
Investment Professionals
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
Client Service Associates
Julie Doe
For
illustrative
purposes
only.
 Client Concierge Services
 Client Operations
James Doe
 Rule 144
 Asset Transfers
Janice Doe
The persons
depicted/shown
are fictional and
do not represent
any real person
at any real firm.
 Restricted Stock
 Client Cash Management
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Q1
Do you understand
come with our
situation?
For
illustrative
purposes
only.
Core
Team
Bios
Support
Resources
Your
Firm
Resources
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Creating your story… Frame it First
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Stability – Your Firm
Your team is backed by a large,
stable and secure corporation.
Resources – Your Space
Your team is supported by a vast
network of specialists essential to
the needs of HNW investors.
Expertise – Your Group
Highly specialized individuals
serving the unique needs of the
UHNW/HNW market place.
For
illustrative
purposes
only.
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Q1
Do you understand
come with our
situation?
Q2
What will you do
with our money?
For
illustrative
purposes
only.
Core
Team
Bios
Support
Resources
Investment
Process
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Our process for the Personalized Investment Plan
For
illustrative
purposes
only.
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Our process for the Personalized Investment Plan
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For
illustrative
purposes
only.
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For
illustrative
purposes
only.
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Ifyou
you come to me with a concern about something happening in the
market or around the world, my job is to put it in the context ofyou
you.
IIbelieve we should take a step back and talk about where you
you are in
your financial plan.
your
Because it’s not about my opinion. It’s about your
yourindividual goals
and how this risk could affect them. So the first thing II will do is
work withyou
you to determine your
your exposure to this risk. How it could
or could not affect you
you personally. II will give a realistic assessment
and have those tough conversations with
you so you
you
youwon’t be
caught off-guard.
And lastly, II think it’s important to analyze and bring to life the
potential benefits of any choice we make.
For
illustrative
purposes
only.
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Q1
Do you understand the
complexities that come
with our situation?
Q2
What will you do
with our money?
For
illustrative
purposes
only.
Core
Team
Bios
Support
Resources
Investment
Philosophy
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Investment Philosophy… What we believe
Five Rules
Maintain Objectivity
Control Risks
Comprehensive Discovery
Fees Matter
Tax Smart Investing
For
illustrative
purposes For illustrative purposes only. This does not constitute a recommendation of the suitability of any investment strategy for any particular investor.
only.
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Q1
with our situation?
Q2
What will you do
with our money?
For
illustrative
purposes
only.
Core
Team
Bios
Support
Resources
Investment
Philosophy
Investment
Process via
Case Study
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Illustrate the
investment process
via case study
Case Study Structure
 Challenges
 Recommendations
 Results
For
illustrative
purposes
only.
Case Study images shown are for illustrative purposes only and do not depict any actual case study of any actual financial advisor.
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Q1
with our situation?
Core
Team
Bios
Q2
Support
Resources
Investment
Philosophy
What will you do
with our money?
Q3
What other services
do you provide in
addition to
investments?
Any persons depicted/shown are fictional and do not
represent any real person at any real firm.
For illustrative purposes only. *as applicable and
appropriate.
Financial
Services
(noninvestment)*
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Financial
FinancialServices
Services(non-investment)*
(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.
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Q1
with our situation?
Q2
What will you do
with our money?
Core
Team
Bios
Support
Resources
Investment
Philosophy
Q3
What other services
do you provide in
addition to
investments?
appropriate.
Wealth
Transfer and
Charitable
Giving*
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*
Wealth
WealthTransfer
Transferand
& Charities
Charities*

Estate planning

Family governance

Succession planning

Philanthropy
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Q1
with our situation?
Q2
What will you do
with our money?
Core
Team
Bios
Support
Resources
Investment
Philosophy
Q3
What other services
do you provide in
addition to
investments?
appropriate.
Concierge
Services*
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Concierge
ConciergeServices*
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
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Q1
with our situation?
Q2
What will you do
with our money?
Core
Team
Bios
Support
Resources
Investment
Philosophy
Q3
What other services
do you provide in
addition to
investments?
appropriate.
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Q1
with our situation?
Q2
What will you do
with our money?
Core
Team
Bios
Support
Resources
Your
Firm
Resources
Investment
Process
Investment
Philosophy
Investment
Process via
Case Study
Financial
Services
(noninvestment)*
Wealth
Transfer and
Charitable
Giving*
Concierge
Services*
Q3
What other services
do you provide in
addition to
investments?
appropriate.
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Images shown are for illustrative purposes only.
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Images
shown
are for
illustrative
purposes
only. *As
applicable
and
appropriate.
Core
Team
Bios
Support
Resources
Your
Firm
Resources
Investment
Process
Investment
Philosophy
Investment
Process via
Case Study
Financial
Services
(noninvestment)*
Wealth
Transfer and
Charitable
Giving*
Concierge
Services*
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Putting it
all together
Q1
with our situation?
Q2
What will you do
with our money?
Q3
What other services do
you provide in addition
to investments?
appropriate.
Client Centered Opener
Core
Team
Bios
Support
Resources
Your
Firm
Resources
Investment
Process
Investment
Philosophy
Investment
Process via
Case Study
Financial
Services
(noninvestment)*
Wealth
Transfer and
Charitable
Giving*
Concierge
Services*
Benefits-Based Close
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Image shown is for illustrative purposes only.
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What’s at stake?
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"Showtime" is based on the Invesco Consulting programs, "The Nine Lives of the Affluent," "Boardroom Presenting," "Brand
U", "Fi-natical Curiosity," "New Word Order," "RainMaker," "Speak Performance," "StorySelling" and "Tell Me More." ”The
Nine Lives of the Affluent” is based on the book, The Millionaire's Advisor: High-Touch, High Profit Relationship Strategies of
Advisors to the Wealthy, by Russ Alan Prince and Brett Van Bortel (2003) published by Institutional Investor News. All
research 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-natical
Curiosity” is based on our firm's work with Russ Alan Prince, Prince & Associates, “The Question Guys” (Bret Nicholaus and
Paul Lowrie) as well as the book, Wealth Management: The New Business Model for Financial Advisors, by Russ Alan Prince
and Hannah Shaw Grove (2003), published by Penton Media. Used with permission. ”New Word Order” is based on our
firm's ongoing research with Maslansky + Partners. ”RainMaker” is based on research conducted by Prince & Associates in
2000, 2003 and 2010 and on the book, RainMaker: Strategic Partnering with Attorneys and Accountants to Create a
Pipeline of New Affluent Clients, by Russ Alan Prince and Brett Van Bortel (2006) published by the National Underwriter
Company. All data contained within this material can be attributed to one of these sources unless otherwise noted. ”Speak
Performance” is based on our work with Jim Morel of JAM Consulting Group (1998-2011) and the book, The Top Performer's
Guide 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 Mitch
Anthony (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 Alan
Prince, 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 of
the designated audience, it is the respective user's responsibility to ensure that such material complies with all applicable
regulations and is filed with the appropriate regulatory bodies if so required. We make no guarantee that participation in
this 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 accordance
with your firm's policies and procedures. Should you have any questions regarding such, please consult your branch
manager 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 from
those of other Invesco investment professionals.
“Smith and Hadley” and “Many & Moore” are fictional firms and persons depicted in this material are fictional, are shown for
illustrative purposes only and are not intended to represent any real firm or persons at any real firm. The purpose of this
guide is to provide a physical hypothetical illustration of Invesco Consulting’s “Showtime” principles at work.
Photos sources with permission from Thinkstock®
FOR
USUS
INSTITUTIONAL
INVESTOR
USE
ONLY
- NOT
FOR
USE
WITH
THE
PUBLIC
FOR
INSTITUTIONAL
INVESTOR
USE
ONLY
- NOT
FOR
USE
WITH
THE
PUBLIC VKC-ST-PPT-3I
VKC-ST-PPT-3I 4/15
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FOR US INSTITUTIONAL
InvescoINVESTOR
Distributors,
USE
Inc.
ONLYVKC-ST-PPT-3I
- NOT FOR USE WITH
4/15 THE PUBLIC US-3578
VKC-ST-PPT-3I
4/15
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Showtime – How To Tell Your Story - Upcoming Events 2015-16

Transcription

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