Invesco – What Matters Most Right Now: Catalytic Conversations – 9.8.20

Overview:
Title: What Matters Most Right Now: Catalytic Conversations
Date: Tuesday, September 8, 2020
Time: 1:00 PM Eastern Daylight Time
Duration: 1 hour

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Summary:

Now On Demand.

According to research, challenging markets are a surprisingly good time to go on offense. As we have seen, great books of business are often built in the shadow of bear markets since those markets may cause an increase in clients who decide it’s time to find new advisors. “What Matters Most Right Now: The Catalytic Conversation” uses a research-based, proven methodology that has been shown to help financial professionals like you take advantage of this opportunity to convert challenging markets into new clients. What this program covers:

  • How the “catalyst”–the market drop—though historically rare and short-lived, generally increases dissatisfied clients and often creates client acquisition opportunities.
  • Why “asking directly” often doesn’t work and how referrals might be pursued in a better way.
  • The 3 steps to building effective “catalytic conversations.”
  • How financial professionals might build their unique “catalytic conversations” based on their own genuine convictions.
  • Ways to win referrals to advocates’ friends and families who are in search of better advisor situations.

Speakers:
Lisa Kueng Lisa Kueng Director of Creative Campaigns Invesco Global Consulting

Lisa is a national speaker and the developer of many of Invesco’s practice-building programs including the “Your Prosperity Picture” workshops for women investors, “The New Retire mentality,” and “T.E.A.M. Dynamics.” She is coauthor of the book, Picture Your Prosperity: Smart Money Moves to Turn Your Vision into Reality.1 Lisa has been a keynote presenter at hundreds of industry conferences, as well as a Pennsylvania Treasury Department statewide tour and “The Possible Woman” conference with Ann Richards. She has been featured in media including Business Week, The New York Times, NBC News Philadelphia, NPR’s Marketplace Weekend and Fund Marketing Alert. Lisa is also trained as an improv actor and occasionally writes comedy sketches for Invesco-hosted meetings. Prior to joining Invesco in 2010 when the firm combined with Van Kampen Investments, she spent 12 years with Van Kampen’s Consulting Group, (now known as Invesco Global Consulting), a group dedicated to helping financial professionals get, keep and optimize business. Before that, she completed a ten-year stint in advertising account management, including a two-year engagement as an account supervisor at DDB Worldwide. Lisa holds a BS in journalism with a concentration in speech communications from the University of Illinois and earned her Registered Corporate Coach designation in 2004. She is currently a member of the Invesco Women’s Network, a volunteer for One Million Degrees and a regular guest speaker at Loyola University in Chicago. Lisa lives in downtown Chicago with her family. In her free time, she enjoys reading, going to the theatre and eating. To counteract the latter, she has taken up running.
Scott West Scott West Co-Head of Invesco Global Consulting Invesco Global Consulting

As Co-Head of IGC, Scott focuses on the growth and development of the industry’s largest communication and consulting services group,2 as well as presenting to top financial professionals across North America. He is a sought-after keynote speaker who brings more than three decades of industry experience coupled with a creative approach to educating and entertaining. He is a coauthor of five books, including StorySelling for Financial Advisors: How Top Producers Sell,3 which was named a “must read” by financial-planning.com, and, most recently, Defining Conversations: A Little Book about a Big Idea.4 Scott worked for Van Kampen Investments prior to its combining with Invesco in 2010. In the years since he joined the firm, he advanced from field sales to regional sales and finally to national sales positions. In addition, he served as Director of Marketing. Prior to his career in financial services, Scott worked in sales distribution with Procter & Gamble. He holds a BA in economics and communications from Wheaton College in Wheaton, Illinois. Scott is the father of four children and resides in Wheaton, Illinois. Born and raised in Toronto, he is an avid hockey enthusiast and assumes full credit for his Texas-born wife’s newfound love of the sport.
Chris Schwall Chris Schwall Market Consultant Invesco

Chris Schwall is a Market Consultant for the Registered Investment Advisor (RIA) Division at Invesco. In this role, Mr. Schwall serves registered investment advisors and multi-family offices with investment strategies and practice management guidance. Mr. Schwall joined Invesco in 2012 as a regional associate with the RIA Division. Prior to joining the firm, he was a certified public accountant (CPA) serving clients as a senior tax associate at an RIA in Chicago. Mr. Schwall has been working in the RIA community since 2007. Mr. Schwall earned a BS degree in business administration with a focus on finance from Marquette University, as well as a master’s degree in accounting science from Northern Illinois University. He holds the Series 7 and 66 registrations.
1 Picture Your Prosperity: Smart Money Moves to Turn Your Vision into Reality, by Ellen Rogin and Lisa Kueng, published by the Penquin Group (2015) 2 Source: RA Prince & Associates, Inc. as of 3/31/20 3 StorySelling for Financial Advisors: How Top Producers Sell, by Scott West and Mitch Anthony, published by Kaplan Publishing (2000) 4 Defining Conversations: A Little Book about a Big Idea, by Scott West and Mitch Anthony, published by Insights Press (2011) FOR INSTITUTIONAL INVESTOR USE ONLY – NOT FOR USE WITH THE PUBLIC Not a Deposit | Not FDIC Insured | Not Guaranteed by the Bank | May Lose Value | Not Insured by any Federal Government Agency “What Matters Most Right Now: The Catalytic Conversation” is based on Invesco Global Consulting’s work with Maslansky + Partners, Advantage Coaching & Training, Tim Ursiny, Heidi Hanna and R.A. Prince & Associates, Inc. Neither Invesco Distributors, Inc., Invesco Advisers, Inc., RIA Database nor RIA Channel is affiliated with any of the aforementioned. We make no guarantee that participation in this program or utilization of any of its content will result in increased business. This is not to be construed as investment advice or a recommendation of a particular strategy or product for any particular investor. Investors should consult a financial professional before making any investment decisions. Invesco Distributors, Inc. is the distributor for Invesco Ltd.’s retail products. Invesco Advisers, Inc. is an investment adviser and provides investment advisory services to individual and institutional services to individual and institutional clients and does not sell securities. Both firms are indirect, wholly owned subsidiaries of Invesco Ltd. Neither RIA Database nor RIA Channel is affiliated with any of those firms. 08/20 NA8882