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Invesco Global Consulting
How to demonstrate your worth to your clients
Key takeaways
The challenge
Clients need to know that you're worth it. You need to defend, define, and deliver value to them.
Our solution
Using a word specialist to study what clients think, there are three key things clients want from a financial professional.
Our program
Priceless, our business-building program, will help you show clients you’re smart with their money.
The challenge: Making sure clients know your value
Are my service providers worth it? Many people ask themselves that question. It’s especially important for financial professionals to ensure clients know their value and that they’re worth it. Think of three Ds: defend, define, and deliver.
Invesco Global Consulting turned to word specialist, Maslansky + Partners, to study what investors think. What do they value and how should their financial professionals respond? Do they want low-cost or high-value? A financial plan or financial planning? Discretionary accounts or financial professional-managed accounts? We learned there are three key things clients want from a financial professional:
- Be smart with my money
- Help me with more than my money
- Show me my progress
Our solution: Demonstrate that you’re worth it
Our business-building program, Priceless, the language of value, will teach you how to show that you’re smart with their money, that you can help them with more than money, and how you can communicate their progress toward their financial goals at review meetings. Three key strategies:
1. Have a smart statement
Use a 30-second smart statement on costs and your value to show you’re smart with their money.
2. Make the most of client reviews
Prioritize client reviews with a pre-meeting checklist, agenda, and client-centered opener.
3. Words to use — and lose
Communicate with words that resonate with your clients. It’s not what you say, it’s what they hear.
Learn more
Read the Priceless program overview.
Total Client Experienceᵀᴹ — Invesco Total CX
It's all part of our focus on you. Invesco Total CX is a powerful all-in-one platform that is designed to empower you to achieve greater possibilities for your clients, business, and portfolios.
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