1 FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE …...1 for institutional investor use only - not for use with the public

FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC 1




Priceless | Trends in providing worth

Many people today areasking the same question…

“Are my service providers worth it?”


Clients today are asking, “Are you worth it?”

Our response is…“YES!!”

You are worth every penny.


FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC 21For illustrative purposes only

OUR CHALLENGE:

To become priceless to ourclients by demonstratingthat we are worth it



TODAY’S GOAL:

To create your “WORTH IT”story by answering the3 cries of today’s clients… becoming priceless



&Invesco Consulting

Helping advisors get,keep and grow business

Over 25 programs seenby over 40,000 advisors each year*

Helping advisors have better conversationswith investors

Maslansky + Partners

Leaders in uncovering emotional responsesto language

Political consultantsand word specialists

Research in 21 countries and 16 languages

Priceless | Methodology


*as of 12/17“Priceless" is based on our work with Maslansky + Partners and “The Question Guys” (Bret Nicholaus and Paul Lowrie). Invesco Distributors, Inc. is affiliated with

neither Maslansky + Partners nor “The Question Guys.” Founded in 1998, I·C has helped more than 644,000 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 2017.



National survey

Validate findings

In-depth interviews

Get conventional language

Dial-sessions

Instantaneous, anonymous & simultaneous

1. 2. 3.

100

90

80

70

60

50

40

30

20

10

0




National survey

Validate findings

In-depth interviews

Get conventional language

Dial-sessions

Instantaneous, anonymous & simultaneous

3.

Words matter…

It’s not what you say,

it’s what they hear.®

Priceless

FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC 28“It’s not what you say, it’s what they hear.” is a registered trademark of Maslansky + Partners. Used with permission.

Priceless


Word cards

“Words to use”facing up

“Words to lose”facing down

Word card images shown are for illustrative purposes only.

What arethey saying?


Priceless | What investors are crying for



CRY 2

Help me with more thanmy money.

CRY 1

Be smartwith mymoney.

CRY 3

Showme my

progress.

For illustrative purposes only




CRY 2


CRY 1


CRY 3

Showme my

progress.

33FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC 33

Image shown is for illustrative purposes only

FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC 34Image shown is for illustrative purposes only

35FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC 35

Image shown is for illustrative purposes only

Priceless | Investors choose “smart”

Which is more compelling?

Smart technology

State-of-the-art technology

Cutting-edge technology

Tax-smart investing

Tax-managed investing

Tax-aware investing

59%

22%

19%

40%

20%

14%

FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC 36Word card images shown are for illustrative purposes only.

FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC 37Image shown is for illustrative purposes only.

http://www.google.com/url?sa=i&rct=j&q=&esrc=s&source=images&cd=&cad=rja&uact=8&ved=0ahUKEwip7vzEgcvWAhVJ7yYKHfFVAe0QjRwIBw&url=http://www.funnyism.com/i/sillypics/smart-car-vs-squirrel&psig=AFQjCNHiBeeDCkLnJ0kSAUdOpMRdN0o9Zg&ust=1506795558480278

Priceless | What investors mean by “smart”

Which of the following is most important to you?That my investments are… (top 2)

Cost-efficient

High-value

Low-cost


36%

83%

80%



Which does a better job explaining what ETFs are?

ETFs are a low-cost, liquid investment that use the market capitalization of an index and can be traded intraday

ETFs are cost-efficient index investments that trade like stocks on the major exchanges


30%

70%



Low-cost-efficient

+ high-value

= Smart withmoney




Needed:

The 30-second smart statement

= Smart withmoney



Jim,

Thanks for asking about our costs. First, let me say

that it’s important that we’re smart with your

money. What you pay matters to us. We feel that it

is important for you to know exactly what you pay

so there are no unexpected or unexplained costs.

As a client of ours, you should know that our

ultimate goal is to make sure you achieve your

financial goals. With that in mind, we are always

looking to design long-term diversified investment

strategies built within a planning process and are

always looking for the most cost-efficient, high-

value ways to manage your money.

With that said, the costs are as follows…Straightforward

descriptionon costs

State your value

Acknowledge respect for costs

Diversification does not guarantee a profit or eliminate the risk of loss. For illustrative purposes only

30-second smart statement

PHOTONOTES

important for you to know exactly what you pay

no unexpected or unexplained costs.

make sure you achieve your

financial goals.

long-term diversified

strategies planning process

cost-efficient,high-

value

costs

we’re smart with your

money. What you pay matters


Not prepared with your smart statement? Advisor conversation: part 1


Priceless | What investors are crying forNot prepared with your smart statement? Advisor conversation: part 1




CRY 1


Our response:

Be prepared withyour 30-secondsmart statement.




Price matters most–

in the absence of value.

Price matters least–

in the abundance of value.




CRY 2


CRY 1


CRY 3

Showme my

progress.

Priceless


It’s not about less;

it’s about more…

More matters.

Priceless | Investors want more

A good financial advisor does more than just execute trades

Strongly agree /agree

Neither

Strongly disagree /disagree


95%

4%

1%

Priceless | How to talk about a financial plan

Which financial advisor/firm would you mostlike to work with? An advisor/firm that is…

Full-value

Full-service

Premium-service


61%

24%

15%


FOR INSTITUTIONAL INVESTOR USE ONLY – NOT FOR USE WITH THE PUBLIC

What they want



Priceless | What investors want

The top 10 services in order of importance (6-10)

6. Estate plan

7. Online and mobile access

8. Insurance products

9. Coordination of financial care with attorneys and accountants

10. Active cash management


8%

9%

20%

11%

10%


Priceless | What investors want

The top 5 services in order of importance (1-5)

1. A financial plan that fits yourlife goals

2. Finding the right investments

3. Construction of a portfolio with complementary investments

4. Personal attention withregular communication

5. Minimization of taxeson your investments


39%

38%

35%

67%

64%“A financial plan withthe right investments that

fits your life goals”


Which of the following is most important?That my advisor uses ___________ strategies

Current

Modern

Progressive

Leading


15%

14%

44%

27%



Your financial advisor wants to explain his/herfirm’s business principles. Which interests you most?

Our approach

Our mission

Our values


20%

49%

31%



Which is the best label for an account where the advisor is authorized to make investment decisions and transactions on your behalf?

Discretionary account

Advisor-managed account

Advisor-authorized account


11%

58%

31%



What do clients likeabout this “financial planning” statement?

Priceless







Ask

Ask theright questions.

Agree

Agree on realistic goals.

Adjust

Adjust to meet your goals.

PHOTONOTES

Describing the financial planning process




CRY 2

Help mewith more than my money.

Our response:

Be proactive in talking to clients about your financial planning capabilities.



Advisor conversation: part 2



Advisor conversation: part 2





CRY 2


CRY 1


CRY 3

Showme my

progress.

Priceless | Make us feel confident we’re on the right track

Which financial plan is best?

Determines which investments are in

your best interests

Helps you set goals for the future

Lays out—and keeps you on—a path to achieve your goals


25%

16%

59%



Renew theclient review.


Clients unsure if they areon-track

Over 2/3 unsure ofthe value they were getting

6x more likely to look elsewhere

Clients who feel they are on-track

??? ???

FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC 67IOOF Australia survey of 312 financial planning clients, 2014. Used with permission.


Clients unsure if they areon-track

Over 2/3 unsure ofthe value they were getting

6x more likely to look elsewhere

Clients who feel they are on-track

2x more likely to feel they were getting value

3x more likely to refer someone to their advisor

??? ???

FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC 68IOOF Australia survey of 312 financial planning clients, 2014. Used with permission.

Priceless | The new review meeting conversation

Overall, how satisfied are you with the reviewmeetings you have with your financial advisor?

Satisfied withreview meetings

Neither

Dissatisfied withreview meetings

I do not have review meetings with my advisor


3%

12%

79%

6%



What would make the review meeting better?

Mutual preparation and getting documents in advance of my meeting


Response: review meeting toolkit

Pre-meeting checklist


Your pre-meeting checklist





Having a definitive goal andpurpose for the meeting



The agenda andclient-centered opener

What do clients likeabout this “review meeting” opener?

Priceless


Priceless | Having a definitive goal and purpose




“First, I wouldlike to hearfrom you.”

“Second, I would like you

to feel confident about the

investments in your portfolio.”

“Finally, I would like you to

review your services…”






The review meeting conversation guide

Hear from the client

Review holdings

Review their services

Flyer image shown is for illustrative purposes only.





Having a definitive goal andpurpose for the meeting

Receiving a follow-up email every time to summarize the conversation and planned trades



The agenda andclient-centered opener

Client summary letter


Does your advisor need to be nearby? My advisor’s location…

…matters a lot to me because I want to meet with him or herin-person

…does not matter a lot to me because we can meet with eachother online and by phone


50%

50%

What do clients likeabout this “worth it”statement?

Priceless






Priceless | Review


CRY 1

“Be smart withmy money.”

CRY 3

“Show me myprogress.”

CRY 2

“Help me with morethan my money.

Our response

Be prepared with your 30-second smart statement on fees.

Our response

Resurrect and renewthe client review.

Our response

Be proactive in talking to clients about your financial planning capabilities.


mattersPriceless

when you are worth it,

and we believe you are

Priceless | If you like what you heard today…

“Priceless” toolkit

“Priceless” catalog withthe keynote research findings

Client-centered opener


FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC 85Images shown are for illustrative purposes only

“Priceless" is based on our work with Maslansky + Partners and “The Question Guys” (Bret Nicholaus and Paul Lowrie). InvescoDistributors, Inc. is affiliated with neither Maslansky + Partners nor “The Question Guys.”

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. Words and phrases utilized should always be appropriate,applicable and provable. We make no guarantee that participation in this program or utilization of any of its content will result in increased business.

This does not constitute a recommendation of any investment strategy or product for a particular investor. Investors should consult a financial professional before making any investment decisions.

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 US federal tax laws. Federal and state tax laws are complex and constantly changing. Investors should always consult their own legal or tax professionals for information concerning their individual situations.

Invesco Distributors, Inc. does not offer all of the products or services referenced herein.

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

All data created by Invesco unless otherwise noted.

Founded in 1998, I·C has helped more than 644,000 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 2017.

FOR INSTITUTIONAL INVESTOR USE ONLY – NOT FOR USE WITH THE PUBLICNOT FDIC INSURED | MAY LOSE VALUE | NO BANK GUARANTEE

©2018 Invesco Ltd. All rights reserved.

invesco.com/ic VKC-PRI-PPT-1I 02/18 Invesco Distributors, Inc. US-2212

86FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE WITH THE PUBLIC


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1 FOR INSTITUTIONAL INVESTOR USE ONLY - NOT FOR USE …...1 for institutional investor use only - not for use with the public