Sevens: Research-based lists on what to do or not to do to get, keep and grow business

M.A.I.N. Street

7 Words and Phrases to Avoid When Addressing Risks with Investors

  1. Me/My
  2. New and improved
  3. Exposure
  4. Predict the markets
  5. Risk threshold
  6. Managing longevity risk
  7. Not correlated to the market

From the Invesco Consulting program, "M.A.I.N. Street"

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Boardroom Presenting

7 Things to Avoid in the Boardroom

  1. Sitting where you don't have sightlines with the decisionmakers
  2. Presentations without page/slide numbers
  3. Unrehearsed openers
  4. Generic pitch books
  5. Undefined roles when presenting in teams
  6. Glancing at your Blackberry or phone
  7. Not being ready for "yes"

From the Invesco Consulting program, "Boardroom Presenting"

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StorySelling

7 Analogies Designed to Simplify Investing*

  1. "You can't change the direction of the wind, but you can change the direction of your sails."
  2. "Investing with one security in your portfolio is a little like golfing with one club in your bag."
  3. "Investment decisions based only on historical performance is a little like driving while looking in your rearview mirror."
  4. "Investing is not a sprint. It's a marathon."
  5. "Battles aren't lost in the field. They're lost in the planning. That's why investors need a long-term financial plan."
  6. "Even the safest ships have lifeboats. That's why even growth portfolios should include downside protection."
  7. "The only one who gets hurt on a roller coaster is the one who jumps off."

From the Invesco Consulting program, "StorySelling"

* For illustrative purposes only.

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RainMaker

7 Secrets of HNW Client Acquisition

  1. 72.7% of the wealthy found their primary advisor through an attorney or CPA.* Shouldn't you look for the wealthy where they look for you?
  2. If you want introductions to an attorney or CPA's clients, you must manage them with the same care as a top client. Do you know the attorney's favorite pastime?
  3. There is no such thing as a referral from an attorney or CPA, only joint venture business. Do you have a strategy to build a communication strategy with them on their clients?
  4. 3 is more than 30. This is called "The Law of Small Numbers". Our research indicates less is more productive. How do you find the right ones?
  5. Some attorneys and CPAs will take referrals, but never give them. Do you know the telltale signs of these time-wasters?
  6. Our research shows the most successful advisors in the country have figured out how to trump your referral into an attorney to win them over. Do you know how to deliver economic glue to your partnerships?
  7. Elite advisors have cracked the code on creating a referral annuity, but a goal without a plan is a dream. Do you have a dream, or do you have RainMaker?

From the Invesco Consulting program, "RainMaker"

HNW = High Net Worth

* Source: Prince & Associates, 2010 Sample: Minimum Investable Assets $1M. Median $3.1M. N = 334 affluent investors.

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Tell Me More

7 Provocative Phrases Designed to Spice Up Your Value Proposition

I Help

1. At-risk investors

Who Want

2. Financial security
3. To relay wealth
4. To grow the family tree

And overcome

5. Outdated portfolios
6 .The tax invasion

With...

7. Team-built plans

From the Invesco Consulting program, "Tell Me More"

* For illustrative purposes only.

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"M.A.I.N. Street" is based on our firm's research with Maslansky + Partners 2007-2012. Invesco Distributors, Inc. is not affiliated with Maslansky + Partners.

"Boardroom Presenting" is based on our firm's research with Jim Morel of JAM Consulting (2000) and Maslansky + Partners (2007-2011). Invesco Distributors, Inc. is not affiliated with Jim Morel, JAM Consulting or Maslansky + Partners.

"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. Invesco Distributors, Inc. is not affiliated with Mitch Anthony.

"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. Invesco Distributors, Inc. is not affiliated with Prince & Associates or Russ Alan Prince. 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. Please note that the term "partnership" in this piece does not signify a formal legal relationship, but is simply intended to describe a mutual, informal relationship among professionals

"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 either John Evans or Bob DeRosa.

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

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 f nding 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 2014.

Invesco Consulting programs are 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 these program or utilization of any presented content will result in increased business.