Discover how to unlock the most powerful tool in your saleskit - "stories" with Eleece Quilliam, National Manager of Invesco Consulting Australia.
Learn from Eleece how highly-effective advisers use 'StorySelling' to help them establish stronger personal connections and convert more prospects.
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Learn how to master the art of storyselling
1. Learn how to
master the art of storyselling
Presented by
Eleece Quilliam
National Manager
Invesco Consulting Australia
2 October 2019
2. | netwealth2
1 CPD point available
• Must have attended for
>30 minutes
• CPD details will be
included in the post-
webinar email
This webinar is being
recorded
• Slides will be sent to you
after the webinar via email
Enter your questions in the
chat
• We will get to them at the
end of the webinar
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#netwealthinvest or tweet
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Housekeeping
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As a specialist platform provider, Netwealth provides
financial advisers with a wide range of financial
products & services to help manage their clients’
investments and superannuation.
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Key features of our platform
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Key features of our platform
Innovative transactional capability Comprehensive reporting
• Online domestic & international trading
• Online fund switching
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• Automated account and cash settings
• A wide range of business, client &
portfolio reports
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Research and insights
• Engaging investor and adviser insights
• Articles, webinars and white papers
• Wide range of investment research
• Managed funds and equities
9. VKC-STO-PPT-1I 4.17 FOR INSTITUTIONAL INVESTOR USE ONLY – NOT FOR USE WITH THE PUBLIC
• Advice becomes compelling, engaging and
persuasive.
• Faster, more confident decisions from clients
• Develops loyal clients – not just satisfied
customers
Potential benefits of “StorySelling”
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10. VKC-STO-PPT-1I 4.17 FOR INSTITUTIONAL INVESTOR USE ONLY – NOT FOR USE WITH THE PUBLIC
VKC-STO-PPT-1I 10/12
Invesco Distributors, Inc is not affiliated with Frank Luntz, Franklin Covey or Russ Alan Prince.Book image shown is for illustrative purposes only. Book: StorySelling for Financial Advisors: How Top Producers Sell, by Scott West and Mitch Anthony (2000),
published by Kaplan Publishing
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18. Decision Time
Confidence Level
-30% -15% 0%+15% +30%
-20%
+10%
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Source: Invesco Consulting, 2000. In a selling exercise with 1,000 financial advisors, a one-word metaphor reduced the decision time by 20% and
increased the confidence level by 10%.
The whole-brain conversation
22. VKC-STO-PPT-1I 4.17 FOR INSTITUTIONAL INVESTOR USE ONLY – NOT FOR USE WITH THE PUBLIC
• Build trust
• Establish personal connections
• Uncover client intuition or “gut feelings”
The top ten questions top advisors ask:
Why it matters to be curious
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23. Curiosity rules
It’s who they are – not what they
have.
A question is something you don’t
know the answer to.
Dig for gold mines; avoid the land
mines.
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Why it matters to be curious
24. The top ten questions
1. “Where are you from, and what did you like
about living there?”
2. “Outside of work, what consumes most of
your time?”
3. “What was your first experience when you
learned the value of money?”
4. “What is your life’s work?”
5. “What is the best financial decision you’ve
ever made?”
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Why it matters to be curious
25. The top ten questions
6. “What principles do you follow with your
money?”
7. “Are there any investments you would
avoid as a matter of principle?”
8. “What do you want your money to do for
you?”
9. “What other people have you assumed
some financial responsibility for?”
10. “What do you expect from an advisor?”
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Why it matters to be curious
27. “We look for undervalued
companies with potential earnings
catalysts, P/Es and/or P/Bs below
that of their peers in addition to
quality management.”
Warren Buffett
What types of companies do you look for?
Wrong
27
Stories from the field
28. “Wonderful castles surrounded by
deep, dangerous moats where the
leader inside is an honest and
decent person…”
What types of companies do you look for?
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Warren Buffett,“StorySeller”
Stories from the field
36. “‘StorySelling’ Guide”
• Brochure with additional
stories from the field
• Recap of key points from
today’s presentation
If you like what you heard here
today…
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37. “’StorySelling’ Office Stories”
• Turning your office into a
powerful sales tool
• Conversation starters that
are designed to help build
personal relationships with
clients
• “Age-justments” for older
clients
If you like what you heard here
today…
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41. | netwealth42
1 CPD point available
• Must have attended for >30 mins
• CPD details will be included in the
webinar resources email
Webinar recording and slides
• These will be included in the
webinar resources email
Thank you
42. | netwealth
Why emerging markets are too important
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Revamped Insights webpage
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Registration links will be in the follow-up email
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Disclaimer
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