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

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Dennis Wright
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5 Priceless Trends in providing worth Many people today are asking the same question Are my service providers worth it? 20

6 Priceless Trends in providing worth Clients today are asking, Are you worth it? Our response is YES!! You are worth every penny. 21 For illustrative purposes only

7 Priceless Trends in providing worth OUR CHALLENGE: To become priceless to our clients by demonstrating that we are worth it 22

8 Priceless Trends in providing worth TODAY S GOAL: To create your WORTH IT story by answering the 3 cries of today s clients becoming priceless 23

Priceless Methodology & Invesco Consulting Helping advisors get, keep and grow business Over 25 programs seen by over 40,000 advisors each

Political consultants and word specialists Research in 21 countries and 16 languages 24 *as of 12/17 Priceless" is based on our work with

is affiliated with neither Maslansky + Partners nor The Question Guys.

9 Priceless Methodology & Invesco Consulting Helping advisors get, keep and grow business Over 25 programs seen by over 40,000 advisors each year * Helping advisors have better conversations with investors Maslansky + Partners Leaders in uncovering emotional responses to language Political consultants and word specialists Research in 21 countries and 16 languages 24 *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.

10 Priceless Methodology In-depth interviews Get conventional language Dialsessions Instantaneous, anonymous & simultaneous National survey Validate findings 25

12 Priceless Methodology 3. In-depth interviews Get conventional language Dialsessions Instantaneous, anonymous & simultaneous National survey Validate findings 27

13 Priceless Words matter It s not what you say, it s what they hear. 28 It s not what you say, it s what they hear. is a registered trademark of Maslansky + Partners. Used with permission.

14 Priceless Word cards Words to use facing up Words to lose facing down 29 Word card images shown are for illustrative purposes only.

15 Priceless What investors are crying for What are they saying? 30

16 Priceless What investors are crying for CRY 1 Be smart with my money. CRY 2 Help me with more than my money. CRY 3 Show me my progress. 31 For illustrative purposes only

17 Priceless What investors are crying for CRY 1 Be smart with my money. CRY 2 Help me with more than my money. CRY 3 Show me my progress. 32 For illustrative purposes only

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21 Priceless Investors choose smart Which is more compelling? Smart technology State-of-the-art technology Cutting-edge technology 14% 20% 40% Tax-smart investing Tax-managed investing Tax-aware investing 22% 19% 59% 36 Word card images shown are for illustrative purposes only.

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23 Priceless What investors mean by smart Which of the following is most important to you? That my investments are (top 2) Cost-efficient 83% High-value 80% Low-cost 36% 38 Word card images shown are for illustrative purposes only.

24 Priceless What investors mean by smart 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 30% ETFs are cost-efficient index investments that trade like stocks on the major exchanges 70% 39

25 Priceless What investors mean by smart Low-cost-efficient + high-value = Smart with money 40 For illustrative purposes only

26 Priceless What investors mean by smart Needed: The 30-second smart statement = Smart with money 41 For illustrative purposes only

27 PHOTO NOTES Acknowledge respect for costs 30-second smart statement 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 to know exactly what you pay so there are no unexpected or or unexplained costs. State your value 42 Straightforward description on 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, highvalue ways to manage your money. With that said, the costs are as follows Diversification does not guarantee a profit or eliminate the risk of loss. For illustrative purposes only

28 Priceless What investors are crying for Not prepared with your smart statement? Advisor conversation: part 1 43

29 Priceless What investors are crying for Not prepared with your smart statement? Advisor conversation: part 1 44 For illustrative purposes only

30 Priceless What investors are crying for CRY 1 Be smart with my money. Our response: Be prepared with your 30-second smart statement. 45 For illustrative purposes only

31 Priceless What investors are crying for Price matters most in the absence of value. Price matters least in the abundance of value. 46

32 Priceless What investors are crying for CRY 1 Be smart with my money. CRY 2 Help me with more than my money. CRY 3 Show me my progress. 47 For illustrative purposes only

33 Priceless It s not about less; it s about more More matters. 48

34 Priceless Investors want more A good financial advisor does more than just execute trades Strongly agree / agree 95% Neither 4% Strongly disagree / disagree 1% 49

35 Priceless How to talk about a financial plan Which financial advisor/firm would you most like to work with? An advisor/firm that is Full-value 24% Full-service 61% Premium-service 15% 50 Word card images shown are for illustrative purposes only.

36 What they want 51 FOR FOR INSTITUTIONAL INSTITUTIONAL INVESTOR INVESTOR USE USE ONLY ONLY - NOT NOT FOR FOR USE USE WITH WITH THE THE PUBLIC PUBLIC

37 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 20% 11% 10% 9% 8% 52 FOR FOR INSTITUTIONAL INSTITUTIONAL INVESTOR INVESTOR USE USE ONLY ONLY - NOT NOT FOR FOR USE USE WITH WITH THE THE PUBLIC PUBLIC

38 Priceless What investors want The top 5 services in order of importance (1-5) 1. A financial plan that fits your life goals 2. Finding the right investments 64% the right investments that 39% 3. Construction of a portfolio with complementary investments fits your life goals 38% 4. Personal attention with regular communication 67% A financial plan with 5. Minimization of taxes on your investments 35% 53 FOR FOR INSTITUTIONAL INSTITUTIONAL INVESTOR INVESTOR USE USE ONLY ONLY - NOT NOT FOR FOR USE USE WITH WITH THE THE PUBLIC PUBLIC

39 Priceless How to talk about a financial plan Which of the following is most important? That my advisor uses strategies Current 15% Modern 14% Progressive 44% Leading 27% 54 Word card images shown are for illustrative purposes only.

40 Priceless How to talk about a financial plan Your financial advisor wants to explain his/her firm s business principles. Which interests you most? Our approach 49% Our mission 20% Our values 31% 55 Word card images shown are for illustrative purposes only.

Priceless How to talk about a financial plan Which is the best label for an account where the advisor is authorized to make investment decisions and transactions

41 Priceless How to talk about a financial plan Which is the best label for an account where the advisor is authorized to make investment decisions and transactions on your behalf? Discretionary account 11% Advisor-managed account 58% Advisor-authorized account 31% 56 Word card images shown are for illustrative purposes only.

42 Priceless What do clients like about this financial planning statement? 57 FOR FOR INSTITUTIONAL INSTITUTIONAL INVESTOR INVESTOR USE USE ONLY ONLY - NOT NOT FOR FOR USE USE WITH WITH THE THE PUBLIC PUBLIC

43 Priceless How to talk about a financial plan 58

44 Priceless How to talk about a financial plan 59 For illustrative purposes only

45 PHOTO NOTES Describing the financial planning process Ask Ask the right questions. Agree Agree on realistic goals. Adjust Adjust to meet your goals. 60 For illustrative purposes only

46 Priceless What investors are crying for CRY 2 Help me with more than my money. Our response: Be proactive in talking to clients about your financial planning capabilities. 61 For illustrative purposes only

47 Priceless What investors are crying for Advisor conversation: part 2 62

48 Priceless What investors are crying for Advisor conversation: part 2 63 For illustrative purposes only

49 Priceless What investors are crying for CRY 1 Be smart with my money. CRY 2 Help me with more than my money. CRY 3 Show me my progress. 64 For illustrative purposes only

50 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 16% 25% Lays out and keeps you on a path to achieve your goals 59% 65

51 Priceless What investors are crying for Renew the client review. 66

52 Priceless Make us feel confident we re on the right track Clients unsure if they are on-track Clients who feel they are on-track Over 2/3 unsure of the value they were getting 6x more likely to look elsewhere?????? 67 IOOF Australia survey of 312 financial planning clients, Used with permission.

53 Priceless Make us feel confident we re on the right track Clients unsure if they are on-track Over 2/3 unsure of the 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?????? 68 IOOF Australia survey of 312 financial planning clients, Used with permission.

54 Priceless The new review meeting conversation Overall, how satisfied are you with the review meetings you have with your financial advisor? Satisfied with review meetings Neither 3% 12% Dissatisfied with review meetings 79% I do not have review meetings with my advisor 6% 69 Word card images shown are for illustrative purposes only.

55 Priceless The new review meeting conversation What would make the review meeting better? Mutual preparation and getting documents in advance of my meeting Response: review meeting toolkit Pre-meeting checklist 70

56 Your pre-meeting checklist 71

57 Priceless The new review meeting conversation What would make the review meeting better? Mutual preparation and getting documents in advance of my meeting Having a definitive goal and purpose for the meeting Response: review meeting toolkit Pre-meeting checklist The agenda and client-centered opener 72

58 Priceless What do clients like about this review meeting opener? 73

59 Priceless Having a definitive goal and purpose 74

60 Priceless Having a definitive goal and purpose 75 For illustrative purposes only

61 Priceless Having a definitive goal and purpose First, I would like to hear from you. Second, I would like you to feel confident about the investments in your portfolio. Finally, I would like you to review your services 76 For illustrative purposes only

62 Priceless The new review meeting conversation The review meeting conversation guide Hear from the client Review holdings Review their services 77 Flyer image shown is for illustrative purposes only.

63 Priceless The new review meeting conversation What would make the review meeting better? Mutual preparation and getting documents in advance of my meeting Having a definitive goal and purpose for the meeting Receiving a follow-up every time to summarize the conversation and planned trades Response: review meeting toolkit Pre-meeting checklist The agenda and client-centered opener Client summary letter 78

64 Priceless The new review meeting conversation Does your advisor need to be nearby? My advisor s location matters a lot to me because I want to meet with him or her in-person 50% does not matter a lot to me because we can meet with each other online and by phone 50% 79

65 Priceless What do clients like about this worth it statement? 80

66 Priceless What investors are crying for 81

67 Priceless What investors are crying for 82 For illustrative purposes only

68 Priceless Review CRY 1 Be smart with my money. CRY 2 Help me with more than my money. CRY 3 Show me my progress. Our response Be prepared with your 30-second smart statement on fees. Our response Be proactive in talking to clients about your financial planning capabilities. Our response Resurrect and renew the client review. 83 For illustrative purposes only

69 Priceless matters when you are worth it, and we believe you are 84

70 Priceless If you like what you heard today Priceless toolkit Priceless catalog with the keynote research findings Client-centered opener Pre-meeting checklist 85 Images shown are for illustrative purposes only

71 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. 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 of other 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 FOR INSTITUTIONAL INVESTOR USE ONLY NOT FOR USE WITH THE PUBLIC NOT 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

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

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