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.

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
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Housekeeping

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As a specialist platform provider, Netwealth provides
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investments and superannuation.
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3
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A little bit about Netwealth

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Key features of our platform
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Eleece Quilliam
National Manager
Invesco Consulting Australia
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Meet today’s speakers

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8. Making the unknown
known
by using the familiar
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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”
9

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
10

11. VKC-STO-PPT-1I 4.17 FOR INSTITUTIONAL INVESTOR USE ONLY – NOT FOR USE WITH THE PUBLIC11 11

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The conventional sales process
The whole-brain conversation

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The conventional sales process
The whole-brain conversation

14. in∙tu∙i∙tion
The vapor of past
experience
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The decision process
The whole-brain conversation

15. Left
brain
Right
brain
15
The whole-brain conversation

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Left
brain
Right
brain
The whole-brain conversation

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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

19. 19VKC-STO-PPT-1I 4.17 FOR INSTITUTIONAL INVESTOR USE ONLY – NOT FOR USE WITH THE PUBLIC

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Why it matters to be curious

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Why it matters to be curious

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.
23
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

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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

29. Simple, clear &
repeatable stories
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Stories from the field

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Stories from the field

31. 0 10
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Stories from the field

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Stories from the field

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Stories from the field

34. Does your office tell
YOUR Story?
• Family
• Hobbies
• Education
• Awards
Stories from the field
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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…
37

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…
38

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“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.
© Copyright of this document is owned by Invesco. You may only reproduce,
circulate and use this document (or any part of it) with the consent of
Invesco. This document has been prepared by Invesco Australia Ltd
(Invesco) ABN 48 001 693 232, Australian Financial Services Licence
number 239916, who can be contacted on freecall 1800 813 500, by email to
info@au.invesco.com, or by writing to GPO Box 231, Melbourne, Victoria,
3001. You can also visit our website at www.invesco.com.au.
39
Bain Swanson
Director, Wholesale Sales
+61 487 699 907
bain.swanson@invesco.com
Lachlan Cameron
Director, Wholesale Sales
+61 2 9006 3038
lachlan.cameron@invesco.com
Sam Sorace
Director, Wholesale Sales
+61 3 9611 3744
sam.sorace@invesco.com
Eleece Quilliam
National Manager, Invesco Consulting
+61 3 9611 3681
invesco.consulting.australia@invesco.com
Contact Us

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40. Questions and answers

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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

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