Showtime. Presentation Guide. How to show your story. Presentation Guide

Transcription

1 Showtime Presentation Guide How to show your story Presentation Guide A

2 The Showtime principles: An effective presentation deck Answers their questions It s not what you want to say; it s what they want to hear...1 Opens with the big picture Your brand is your first opportunity to differentiate yourself...2 Includes direction A compelling, three-point, potential benefits-based agenda will help your audience follow your story...3 Emphasizes information graphics over text Brevity on the slide enhances comprehension and focuses attention on the presenter Is introduced using a client-centered opener Getting off to a strong start is critical to winning in the boardroom...21

3 Showtime recap worksheet Question 1 Do you understand the complexities that come with our situation? Core team bios The 9-box story structure Support resources Your firm resources Question 2 What will you do with our money? Investment process Investment philosophy Investment process via case study Question 3 What other services do you provide in addition to investments? Financial services (non-investment) Wealth transfer and charitable giving Concierge services For illustrative purposes only. Offer non-retirement services only as appropriate and applicable. Presentation Guide 1

4 A. B. C. Cover Just like the cover of a book or a movie poster, a great story begins with a cover image that captures your brand. D. E. F. Cover themes: A. Entire team B. Partners C. Regional/landmark D. Clients generations G. H. I. E. Clients business owners F. Clients executives G. Abstract concept 1 H. Abstract concept 2 I. Abstract concept 3 2 Invesco Consulting Firm shown is fictional.

5 Information graphic: forward agenda Smith & Hadley Agenda Agenda Keep your agenda to three key points. Our comprehensive resources for complex wealth Investment process designed to help clients reach their goals Services for comprehensive wealth management Make the points compelling with plain-language potential benefits that are relevant to your clients. A team of specialists supported by extensive resources and a strong parent company Our approach to portfolios that fit, what guides our decisions and putting it all together Coordinating your financial care, taking care of others and services to make your life easier For illustrative purposes only. Phrases and words utilized should always be appropriate, applicable and provable. Presentation Guide 3

6 Information graphic: quick-view bio Resources designed to meet your needs Meet the partners Our team Resources Strength Core team bios Mike Smith, CFP Partner, Smith & Hadley Jennifer Hadley, CFP Partner, Smith & Hadley Focus your comments on what each team member does for clients. An effective bio consists of three main paragraphs: 1. Role: your role in working with clients Specializes in Helps clients with Uniquely qualified 2. Credibility: how your background supports your credibility Relevant experience Awards Education 3. Connections: what prospective clients might have in common with you Family Hobbies Organizations 4 Invesco Consulting How we can help you What makes us knowledgeable Getting to know us Mike focuses on working with clients to create long-term, personalized financial plans in addition to overseeing portfolio design. Mike is Certified Financial Planner and has served high-net-worth families for fifteen years. He earned a B.A. in Political Science at Wheaton College. In his free time, Mike enjoys golf and skiing and donates his time to the XYZ charity. He lives in Wheaton, Illinois with his wife, two daughters and their Dalmatian. Jennifer specializes in coordinating the financial care of clients, working with specialists inside the firm as well as clients other advisors. She has five years of experience serving high-net-worth investors. She graduated from Michigan State in 1994 with a B.S. in accounting. When she is not analyzing numbers, Jennifer is training for her next triathlon. She lives in Naperville, Illinois with her husband. Firms and persons depicted are fictional, as is the referenced charity. Certified Financial Planner Board of Standards, Inc. owns the certification marks CFP, CERTIFIED FINANCIAL PLANNER and CFP in the U.S., which it awards to individuals who successfully complete CFP Board s initial and ongoing certification requirements.

7 Information graphic: infield / outfield Resources designed to meet your needs Meet the team Our team Resources Strength Strategic partners Team resources Support resources Client Partners Mike Smith Financial Advisor Jennifer Hadley Financial Advisor Robert Lewis Concierge services Trevor Davis Philanthropy management Your CPA Illustrate the support, depth of resources and the specialists they will work with directly or indirectly. Partners members who interface with clients Donna Brennan Registered analyst Your attorney Team resources members who have contact with clients on a regular basis Strategic partners members inside or outside of your firm who you work with on a regular basis Firms and persons depicted are fictional. Presentation Guide 5

8 Information graphic: rising triangles Resources designed to meet your needs Who we are Our team Resources Strength Who we are, part I: your firm A team of professionals inside a global organization As part of a larger organization, Smith & Hadley has access to significant resources and the support of a large and well-capitalized organization. Provides a visual context of the entities within the organization and the primary role and potential benefits of each 6 Invesco Consulting Firms and firm information depicted are fictional.

9 Information graphic: rising triangles Resources designed to meet your needs Who we are Our team Resources Strength Private Wealth Management (PWM) Portfolio design Asset allocation and balanced strategies Tax-smart strategies Outcome-based strategies Retirement income strategies Open architecture Economic outlooks and strategies Global economist 3 strategists Monthly and quarterly research reports Investment research 57 equity analysts in 14 locations around the world 35 fixed-income analysts in 12 locations around the world 23 alternative investment managers Technical research Alternative investments Real estate Private equity Commodities Hedge funds Who we are, part II: supporting organization Focused on the specialized resources available to you This level could be used for departments you are part of that focus on high-net-worth, institutional services, specialized departments such as ESOPs, and the like Opportunity to talk about the support and access available to meet their specific challenges and goals Firms and firm information depicted are fictional. HNW = high-net-worth = < $5 million in assets. UHNW = ultra-high-net-worth = > $5 million in assets. ESOP = employee stock ownership plan. PWM = The private wealth management group at any firm. Presentation Guide 7

10 Information graphic: rising triangles Resources designed to meet your needs Who we are Our team Resources Strength Who we are, part III: financial services firm Focused on giving prospects the peace of mind that you are part of a large, stable, strong and regulated organization Many & Moore Confidence One of the world s largest and strongest financial institutions, serving individuals and institutions since 1937 A global and diversified financial services firm with more than 45,000 employees in 23 countries Resources Specialized services and strategies designed to meet the needs and complexities of each client A network of economists, strategists and analysts designed to make sense of the global markets, risks and opportunities More resources, services and programs for HNW and UHNW investors than any other financial services firm Strength Over $1 trillion in assets under management Diversified global relationships in nearly every sector and industry 8 Invesco Consulting Firms and firm information depicted are fictional.

11 Information graphic: client bars Resources designed to meet your needs Clients we serve and understand Our team Resources Strength AGE ASSETS % 42% 29% 7% < $1M $1-3M $3-5M Over $5M 8% 35% 26% 31% Clients we serve and understand (OPTIONAL) Executives Business owners Institutions Retired ACCOUNTS 49% 18% 23% 10% West coast Central East coast REGION 66% 16% 18% Firms and firm information depicted are fictional. This slide offers quantitative evidence that you work with similar clients and are knowledgeable in the potential issues, risks and opportunities they face. This can illustrate your relationships by: Age Assets Accounts Business owners Entrepreneurs Executives Institutions Regions Retirees Presentation Guide 9

12 Information graphic: forward agenda, divider Smith & Hadley Agenda Divider The investment discussion should be divided into three sections to help prospective clients understand what you will do with their money, why you believe yours is the right process, and a relevant story on how your process has helped investors like them. 1 2 Investment process designed to help clients reach their goals Our approach to portfolios that fit, what guides our decisions and putting it all together 3 10 Invesco Consulting Firms depicted are fictional.

13 Information graphic: steps for progress Consistent and personalized investment process A consistent and continuous investment process Coordinating the specialists, knowledge and resources to manage wealth Our process Philosophy How it works 1 Discover Understand your financial goals, obstacles and preferences. Gather documentation. Open dialogues with your accountant and attorney if necessary. 2 Propose Personalized financial plan Investment portfolio Working together and scheduling briefings and reviews 3 Implement Initiate the financial plan. Phase in the investment recommendations. Enroll in selected services. Review forthcoming client statements. 4 Monitor Monitor progress according to the plan. Adjust the plan and investments when needed. Inform you, your accountant and attorney of anything any of you should be aware. Help you navigate your options. Investment process The goal is to offer prospective clients a high level understanding of your investment process and what you will do with their money. Place emphasis on the discovery step (everything is personalized) and the monitoring phase (this is an ongoing partnership, not a one-time transaction). Finally, make the process your own. Emphasize your unique process in putting money to work. Firms depicted are fictional. Presentation Guide 11

14 Information graphic: word grid Consistent and personalized investment process Our process Philosophy How it works Our consistent and enduring investment beliefs We will continue to have bull and bear markets. These are the principles that guide our investment decisions in all markets. Philosophy Focus on giving prospective clients confidence in your core beliefs about managing money. Principles are placed in random order to avoid the appearance of preference or priority. Aligned with the plan Tax-smart investing Maintain objectivity Manage risks Fees matter 12 Invesco Consulting Firms depicted are fictional.

15 Information graphic: narrative Consistent and personalized investment process Guiding clients towards their goals Our process Philosophy How it works Challenge Married, Chicago working couple in their 50s 3 children in college $7.5 million in investable assets Primary goal is to consolidate finances and retire comfortably in 10 years Recommendation Consolidate accounts on the Many & Moore Prime One platform. Update portfolio to focus on wealth protection. Create income projections with various scenarios. Create an estate strategy. Results Clients gained control and confidence with consolidated statements. The assets were more secure, diversified and resilient to market downturns. With their finances are updated and organized, they are potentially in a better position to plan for a retirement on their terms. Case study Provide prospective clients with stories designed to illustrate how your process has benefited clients like them. When sharing a case study with a prospective client, organize your story around the following topics: 1. What challenges that this client faced did you identify? 2. What were your recommendations to solve these issues? 3. What were the results of your recommendations? Firms and clients depicted are fictional. This hypothetical example is included for illustrative purposes only and is not intended to represent any actual client nor investment advice for any specific client. Presentation Guide 13

16 Information graphic: forward agenda, divider Smith & Hadley Agenda Divider Instead of packing a long list of services into one overwhelming slide, Showtime buckets the non-investment services into three digestible sections Services for comprehensive wealth management Coordinating your financial care, taking care of others and services to make your life easier 14 Invesco Consulting Firms depicted are fictional.

17 Information graphic: donut and pie, the larger portfolio Simplifying the complexities of wealth Services for comprehensive wealth management Financial Charitable Concierge Wealth transfer & charitable giving Investments Financial services Financial planning Establishing a comprehensive plan Coordinating information with your accountant and attorney Finances Bill paying Cash management College education planning Banking Consumer loans Credit lines Mortgages Services part I: financial services (non-investment) This slide will include all the financial services outside of the investment portfolio. If there are more than five services, the list should be categorized into similar services for easy reference. Concierge services Business Business financing Coordinating with accountants Coordinating with attorneys Liquidity event planning Firms depicted are fictional. Invesco Distributors, Inc. does not offer any of these services. Offer non-investment services only as appropriate and applicable. Presentation Guide 15

18 Information graphic: donut and pie, the larger portfolio Simplifying the complexities of wealth Services for comprehensive wealth management Financial Charitable Concierge Services part II: wealth transfer and charitable giving Concierge services Investments Wealth transfer & charitable giving Philanthropy Estate planning Family governance Succession planning This is a chance to discuss estate plans and charitable strategies. It s also an opportunity to tell a story about helping clients like them. Because these strategies have the potential to save clients substantial sums of money on taxes, they serve as very compelling reasons for the value of comprehensive financial planning advice. Financial services 16 Invesco Consulting Firms depicted are fictional. Invesco Distributors, Inc. does not offer any of these services. Offer non-investment services only as appropriate and applicable.

19 Information graphic: donut and pie, the larger portfolio Simplifying the complexities of wealth Services for comprehensive wealth management Financial Charitable Concierge Financial services Investments Wealth transfer & charitable giving Concierge services Specialty Private travel Executive services Family College entrance consulting Pet care Private healthcare concierge Security Home security International travel emergency evacuation Personal security Services part III: concierge services This slide focuses on additional services like concierge, web and mobile services and the like. Rather than reading the points, you can select one or two that may be of particular interest to your audience and tell a short story about how the service has benefited clients like them. Firms depicted are fictional. Invesco Distributors, Inc. does not offer any of these services. Offer non-investment services only as appropriate and applicable. Presentation Guide 17

20 Information graphic: hub and spoke Simplifying the complexities of wealth Client community Financial Charitable Concierge Client community (OPTIONAL) This slide is an opportunity to tell a story of how you are at the hub of a client community. With this graphic as a visual framework, you can tell any story of how you connected two clients for the mutual benefit of each. The potential to connect with other clients: With similar hobbies and interests For mutual business interests For charitable events For expert advice in other fields For referrals 18 Invesco Consulting Firms depicted are fictional.

21 Information graphic: communications gallery Simplifying the complexities of wealth Financial Charitable Concierge Keeping our clients informed Educational pieces Principles of asset allocation Tax harvesting College savings with 529 plans Research papers Reducing risks with alternative investments The impact of elections on the markets Investment reports Annual outlooks Monthly updates Special reports Communications Smart beta ETFs (OPTIONAL) When showcasing the marketing and communications literature: Communicate that they are available through print, web and mobile devices. List the topline topics and potential benefits of each. Firms depicted are fictional. Beta is a measure of risk representing how a security is expected to respond to general market movements. Smart Beta represents an alternative and selection index based methodology that seeks to outperform a benchmark or reduce portfolio risk, or both. Smart beta funds may underperform cap-weighted benchmarks and increase portfolio risk. Presentation Guide 19

22 Information graphic: forward agenda, summary Smith & Hadley Summary Potential benefitsbased close The last slide of your deck should be a review of your agenda points. More importantly, though, talk to the client about the potential benefit of each agenda point. Our comprehensive resources for complex wealth A team of specialists supported by extensive resources and a strong parent company Investment process designed to help clients reach their goals Our approach to portfolios that fit, what guides our decisions and putting it all together Services for comprehensive wealth management Coordinating your financial care, taking care of others and services to make your life easier 20 Invesco Consulting Firms depicted are fictional.

23 Information graphic: narrative Smith & Hadley Client-centered opener Thanks for coming in today. As is the case any time a couple like you comes in for the first time, there are a few things I would like for you to walk away with in the time we have today. First, I want you to leave here confident, should you choose us as your advisor, that we can handle the complexities that come with wealth and your situation. So, I d like to share with you the team members and resources we have and how we can work to help you achieve your personal financial goals. Second, I want you to have a clear understanding as to what we will do with your money, so I d like to share with you the investment process and our core beliefs about managing money. And finally, we are always looking for ways to add simplicity and convenience to our clients lives, so I would like to conclude with a discussion about the services we offer beyond managing your money. That s what we are prepared to discuss, but is there anything I ve missed or anything else you would like to cover before we get started? If not, we can get started right away. Client-centered opener Open the meeting with questions and discovery, then follow with what you are prepared to discuss, the potential benefits to them and an opportunity for them to modify the agenda. The key points are: Demonstrate that you are prepared. Open with the purpose of the meeting. List three agenda points, leading with the potential benefits followed by the topic. Close by giving them a chance to modify the agenda. For illustrative purposes only. Firms depicted are fictional. Presentation Guide 21

24 Information graphic: narrative Smith & Hadley The confident close The confident close Show respect for their time. Demonstrates that you have listened explicitly to them and that you have addressed their concerns. Review the potential benefits as well as the points you have covered. Emphasize the potential benefits of a partnership and working together. Avoiding putting ANYTHING on their plates. Thank them for their time. I d like to be sensitive to the fact that we ve reached the end of our time today. What I d like to leave you with is a reminder of what we covered here today. First, I hope you feel confident that we understand the complexities that come with your situation. Next, I hope that you understand our investment process and how we would put your money to work if you choose us. Finally, I hope that you have a clear picture of the services we offer that are designed to make your life a little easier. We stand ready to answer any additional questions you have. On behalf of our team and our firm, thank you so much for your time today. 22 Invesco Consulting For illustrative purposes only.

25 Notes Presentation Guide 23

26 This guide is to be used by financial advisors who have attended Invesco Consulting s Showtime presentation. Showtime is based on our firm s work with Jim Morel of JAM Consulting, Maslansky + Partners, R.A. Prince & Associates, Inc., The Question Guys (Bret Nicholaus and Paul Lowrie), John Evans (Screenwriter) and Bob DeRosa (Screenwriter), as well as the books, 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, Wealth Management: The New Business Model for Financial Advisors, by Russ Alan Prince and Hannah Shaw Grove (2003), published by Penton Media, 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, The Top Performer s Guide to Speeches and Presentations, by Tim Ursiny and Gary DeMoss (2007), published by Sourcebooks, Inc., StorySelling for Financial Advisors: How Top Producers Sell, by Scott West and Mitch Anthony (2000), published by Kaplan Publishing. Used with permission. Invesco Distributors, Inc. is not affiliated with Russ Alan Prince, R.A. Prince & Associates, Inc., 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. Invesco Distributors, Inc. does not offer any of the additional services referenced in this guide. Offer non-investment services only as appropriate and applicable. Invesco does not provide tax advice. The tax information contained herein is general and is not exhaustive by nature. It is not intended or written to be used, and it cannot be used by any taxpayer, for the purpose of avoiding tax penalties that may be imposed on the taxpayer under U.S. federal tax laws. Federal and state tax laws are complex and constantly changing. Investors should always consult their own legal or tax advisor for information concerning their individual situations. Smith and Hadley and Many & Moore are fictional firms shown for illustrative purposes only and are not intended to represent any real firms. Firm profiles and personnel depicted are also fictional and are similarly presented for illustrative purposes only. The purpose is to provide hypothetical illustration of Invesco Consulting s Showtime principles at work. Please note that the term partner in this piece does not signify a formal legal relationship. It is simply intended to describe a mutual, informal relationship among professionals. This program is neutral to the practice of fee-sharing with accountants or attorneys. This program espouses the potential benefits of using indirect financial incentives as one of the ways to build your business, and should be considered in conjunction with your firm s overall review of its business practices for potential conflicts. Asset allocation/diversification does not guarantee a profit or eliminate the risk of loss. 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. Invesco Consulting (I C) specializes in unique and creative ideas for financial professionals. Each of our 25-plus compelling programs -- based on leading-edge research and organized into 5 sales consulting disciplines -- is designed to help you turn your biggest challenges into opportunities. Whether you need to improve your communication skills with clients and prospects, build and maintain your high-net-worth client base, or master today s fast-changing retirement landscape, we have multiple programs tailored to fit your needs. Our team of presenters, developers and support staff is dedicated to finding actionable answers to the unique challenges within financial services. Founded in 1998, I C has helped more than 560,000 financial advisors, high-net-worth teams, variable annuity producers, retirement specialists and home office managers get, keep and grow business through our speaking engagements from December 2001-December Invesco Consulting

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28 Our group Our programs Our contacts Designed to help advisors with... Get Keep Grow Helping select financial professionals with skeptical clients get, keep and grow business with never-before-seen ideas Leaders in helping advisors, worldwide Founded in 1998, I C is a team of 14 specialists with over 25 programs and 15 books that is seen by over 40,000 advisors each year.* Proprietary, relevant and actionable research I C presentations are based on extensive research, streamlined into actionable steps and implementable with I C Studios follow-up. The complete advisor experience Each presentation is complemented by online video reviews and toolboxes designed to help advisors easily apply the research into their businesses. * as of 12/15 Presentation development and delivery Value propositions shown to resonate with investors Public seminars that fill rooms Communication skills Retirement strategies simplified Proven referral strategies Strategies for gathering assets National Wirehouse Regional Broker Dealer Independent Advisor Retirement Division Institutional and Insurance Sales Registered Investment Advisor Client Services Closed-End Funds Global Cash Management , option 2 FOR INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC NOT FDIC INSURED MAY LOSE VALUE NO BANK GUARANTEE 2016 Invesco Ltd. All Rights Reserved. invesco.com/ic Invesco Distributors, Inc. VKC-ST-BRO-1 12/16 US-14271