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

Transcription

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

2 A Boat Story By Captain DeMoss 2 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC

3 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 3

4 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 4

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6 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 6

7 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 7

8 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 8

9 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 9

10 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 10

11 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 11

12 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 12

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14 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 14

15 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 15

16 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 16

17 FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 17

18 Words matter It s not what you say, It s what people hear. 18

19 These words are shown for illustrative purposes only and do not constitute a recommendation of the suitability of any investment strategy for any particular investor. 19

20 Today s presentation How to have better conversations around complex investments (alternatives) with retail investors. 21

21 Research Methodology Helping advisors get, keep and grow business Maslansky + Partners word specialists & Fox News CNN Meet the Press Hannity & Colmes Hardball The O Reilly Factor Invesco Distributors, Inc. is not affiliated with Maslansky + Partners. 23

22 Research Methodology In-depth Interviews Get conventional language 24

23 Research Methodology In-depth Interviews Get conventional language Dial sessions Instantaneous, anonymous and simultaneous 25

24 Research Methodology In-depth Interviews Get conventional language Dial sessions Instantaneous, anonymous and simultaneous For illustrative purposes only. 26

25 Research Methodology In-depth Interviews Get conventional language Dial sessions Instantaneous, anonymous and simultaneous For illustrative purposes only. 27

26 Research Methodology In-depth Interviews Get conventional language Dial sessions Instantaneous, anonymous and simultaneous National Survey Validate findings For illustrative purposes only. 28

27 Today s agenda Approach adjustments make a difference Language replacement words and complementary phrases Talking point the portfolio manager 29

28 Card exercise 7 Cards Words to use, facing up Words to lose, facing down Card images shown are for illustrative purposes only. 30

29 Today s agenda Approach adjustments make a difference Language replacement words and complementary phrases Talking point the portfolio manager 31

30 Approach Three key adjustments to approach Lead by acknowledging the 1. client s personal goals 32

31 Approach Language Talking Point Dial session: Investors reaction For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 33

32 Approach Language Talking Point Dial session: Investors reaction For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 34

33 Approach Language Talking Point Dial session: Investors reaction alternative investments For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 35

34 Approach Language Talking Point Dial session: Investors reaction enhance your portfolios For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 36

35 Approach Language Talking Point Dial session: Investors reaction satellite For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 37

36 Approach Language Talking Point Dial session: Investors reaction Long-short, real estate, commodities, market neutral, unconstrained, arbitrage For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 38

37 Leading with alternatives as an asset class 39

38 Approach Language Talking Point Dial session: Investors reaction For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 40

39 Approach Language Talking Point Dial session: Investors reaction For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 41

40 Approach Language Talking Point Dial session: Investors reaction you and your life For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 42

41 Approach Language Talking Point Dial session: Investors reaction tailored to you For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 43

42 Approach Language Talking Point Dial session: Investors reaction personalized as possible For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 44

43 Approach Language Talking Point Which investment strategy is most appealing?? A goals-based strategy 53% An outcomes-based strategy A risk-based strategy 13% 34% Begin with their goals For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. Card images shown are for illustrative purposes only. 45

44 Approach Language Talking Point Which would you rather invest in? An investment that helps 22 % 78 % Not motivated by treading water For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. Card images shown are for illustrative purposes only. 46

45 Approach Three key adjustments to approach Lead by acknowledging the 1. client s personal goals The path to what s new begins 2. with what s known anchoring 47

46 The Apple Experience New or Known? 50

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51 Which would you rather invest in? Approach Language Talking Point 42 % 58% Anchor to the known, not the new For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. Card images shown are for illustrative purposes only. 55

52 Which would you rather invest in? Approach Language Talking Point Alternative mutual funds that are bought and sold like any other fund 77 % 23 % Liquid alternatives For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 56

53 Approach Language Talking Point What kind of investment product would you be most interested in hearing more about? One that is A brand new, innovative type of investment 21 % 79 % An established investment option newly available to individual investors For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 57

54 Approach Language Talking Point Which is more compelling? That a new investment product had previously been available only to Ultra-high net worth investors 25% Institutional investors such as large college endowments and pension funds Sophisticated investors 27% 48% Don t want hand-me-downs from the 1% For illustrative purposes only. This does not constitute a recommendation of any investment recommendation of any investment strategy for any particular investor. 58

55 Approach Three key adjustments to approach Lead by acknowledging the 1. client s personal goals The path to what s new begins 2. with what s known anchoring 3. The power of the complement 59

56 Approach Language Talking Point Which would you rather invest in? New investments that are specifically designed to Replace some of the investments already in your portfolio 27 % 73 % Complement the investments already in your portfolio Complement, not replacement For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 60

57 Approach Language Talking Point Which type of investments would you like to supplement your core investments? Complementary investments 64% Secondary investments 27% Satellite investments 9% For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 61

58 Approach Three key adjustments to approach Lead by acknowledging the 1. client s personal goals The path to what s new begins 2. with what s known anchoring 3. The power of the complement 62

59 Today s agenda Approach adjustments make a difference Language replacement words and complementary phrases Talking point the portfolio manager 63

60 Replacement words for industry jargon These words are shown for illustrative purposes only and do not constitute a recommendation of the suitability of any investment strategy for any particular investor. 64

61 Approach Language Talking Point Which is more important? The investment s Historic volatility 35% Beta 8% Relative risk 57% For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 65

62 Approach Language Talking Point Which is more compelling? your risks? Offset 17% Hedge 9% Balance 73% For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. Card images shown are for illustrative purposes only. 66

63 Approach Language Talking Point Which best describes an investment that does not rise and fall with the markets? An investment that? Behaves independently 59% Is not reliant 23% Is non-correlated 18% For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. Card images shown are for illustrative purposes only. 67

64 Approach Language Talking Point Which would you most be interested in?? Market engagement 25% Exposure to the market 21% Participation in the market 53% Exposure = risk For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. Card images shown are for illustrative purposes only. 68

65 Invesco Roundtable with the High Net Worth 69

66 For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. 70

67 Approach Language Talking Point Which word is preferable? The manager who divides the investment into different 40 % 60% For illustrative purposes only. This does not constitute a recommendation of any investment strategy for any particular investor. Card images shown are for illustrative purposes only. 71

68 Approach Language Talking Point Which is more important in reducing the impact of falling markets on your portfolio? Take a negative position in a stock 11% Profit from a stock s price decline 65% Short a stock or security 24% For illustrative purposes only. This does not constitute a recommendation of any investment recommendation of any investment strategy for any particular investor. 72

69 Complementary phrases for alternative strategies These words are shown for illustrative purposes only and do not constitute a recommendation of the suitability of any investment strategy for any particular investor. 73

70 Which would you rather invest in? Approach Language Talking Point Portfolio complements 37% Non-traditional investments 4% Alternative investments 9% Goal-directed investments 50% Offer clarity with complement phrases For illustrative purposes only. This does not constitute a recommendation of any investment recommendation of any investment strategy for any particular investor. 74

71 Which would you rather invest in? Approach Language Talking Point Equity funds that give up a little on the upside to get more protection on the downside 25% Funds that focus on more consistent returns 64% Long-short equity funds 11% For illustrative purposes only. This does not constitute a recommendation of any investment recommendation of any investment strategy for any particular investor. 75

72 Which would you rather invest in? Approach Language Talking Point Unconstrained fixed-income funds 14% Go anywhere fixed-income funds 19% Fixed-income funds that allow managers more flexibility in how they invest 68% For illustrative purposes only. This does not constitute a recommendation of any investment recommendation of any investment strategy for any particular investor. 76

73 For illustrated purposes only. FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC 77

74 Which would you rather invest in? Approach Language Talking Point Funds made up of multiple unique and differentiated strategies 32% A diversified portfolio of alternative funds 54% Multi-alternative funds 14% For illustrative purposes only. This does not constitute a recommendation of any investment recommendation of any investment strategy for any particular investor. 78

75 Today s agenda Approach adjustments make a difference Language replacement words and complementary phrases Talking point the portfolio manager 79

76 Approach Language Talking Point The Power of Alternatives Selection Specialty Success 80

77 Approach Language Talking Point The Power of Alternatives Selection Specialty Success 81

78 Approach Language Talking Point If your advisor asked you to choose between the following alternative funds, which would you prefer? The alternative fund run by a team Carefully selected from a wellresearched list 64 % 36 % Carefully handpicked by me as your advisor For illustrative purposes only. This does not constitute a recommendation of any investment recommendation of any investment strategy for any particular investor. 82

79 Approach Language Talking Point The Power of Alternatives Selection Specialty Success 83

80 Approach Language Talking Point Which alternative fund would you rather invest in? The alternative fund run by A firm with more than 3000 investment professionals 27 % 73 % A firm that specializes in managing alternatives For illustrative purposes only. This does not constitute a recommendation of any investment recommendation of any investment strategy for any particular investor. 84

81 Approach Language Talking Point The Power of Alternatives Selection Specialty Success 85

82 Approach Language Talking Point Which alternative fund would you rather invest in? The alternative fund run by A team recognized as pioneers in alternatives 22 % 78 % A team recognized as industry leaders in alternatives For illustrative purposes only. This does not constitute a recommendation of any investment recommendation of any investment strategy for any particular investor. 86

83 Approach Language Talking Point Which of the following teams would you most want to work with? An alternative fund managed by a team That has over 900 million dollars under management 13% That is well-known 16% With a long track record in alternatives 71% For illustrative purposes only. This does not constitute a recommendation of any investment recommendation of any investment strategy for any particular investor. 88

84 Talking Point Selection Specialty Success 89

85 Today s agenda Approach adjustments make a difference Language replacement words and complementary phrases Talking point the portfolio manager 90

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

87 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. All data created and produced by Invesco Consulting unless otherwise noted. Diversification does not guarantee a profit or eliminate the risk of loss. Alternative products typically hold more non-traditional investments and employ more complex trading strategies, including hedging and leveraging through derivatives, short selling and opportunistic strategies that change with market conditions. Investors considering alternatives should be aware of their unique characteristics and additional risks from the strategies they use. Like all investments, performance will fluctuate. You can lose money. The Power of Alternatives" is an evolution of Invesco Consulting's New Word Order program, which is based on our firm's ongoing research with Maslansky + Partners. Invesco Distributors, Inc. is not affiliated with Maslansky + Partners. 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 does not constitute a recommendation of the suitability of any investment strategy for a particular investor. This is not to be construed as an offer to buy or sell any financial instruments and should not be relied upon as the sole factor in an investment- making decision. As with all investments, there are associated inherent risks. Please obtain and review all financial material carefully before investing. Invesco Consulting (I C), wholly owned by Invesco, specializes in unique and creative ideas for financial professionals. Each of our 25 compelling programs -- based on leading-edge research and organized into 5 sales consulting disciplines --are 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 staff of 12 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 500,904 financial advisors, high net worth teams, variable annuity producers, retirement specialists and home office managers to get, keep and grow business through our speaking engagements from December 2001-December Invesco Distributors, Inc. is not affiliated with Apple Inc. FOR US INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC NOT FDIC INSURED MAY LOSE VALUE NO BANK GUARANTEE VKC-POA-PPT-2I 3/15 Invesco Distributors, Inc. US-4515