What Matters Most Right Now: The Resilient Advisor – Invesco – 5.7.20

Summary:

Now On Demand.

Invesco Global Consulting has created a program series called “What Matters Most Right Now.” Based partially on the largest study ever done on the language of financial services* that included the yeas of the 2008-2009 recession, the “What Matters Most Right Now: The Resilient Advisor” module is aimed at helping financial professionals find the right words to use at the right times with clients. Join us for this insightful presentation that will cover:

• Best practices in client communication during volatile markets
• Demonstrating your strongest value in difficult times
• Aligning client concerns with appropriate actions

*Study conducted by Invesco Consulting and Maslansky + Partners since 2007

Speakers:

Gary is Director of Invesco Consulting, a group dedicated to helping financial professionals get new clients, keep the clients they have, and grow their businesses. Gary serves as a keynote speaker at numerous top industry conferences both in the US and abroad and coaches top financial professional teams in the industry.

He was selected from an elite pool to be one of the four “Main Platform” presenters at the prestigious Million Dollar Round Table, where he spoke to an audience of more than 12,000 financial professionals. Gary has co-authored multiple books, including his most recent, The Language of Trust: Selling Ideas in a World of Skeptics,** with the goal of helping advisors thrive in an age of client skepticism. Prior to his 30-plus year career in financial services, Gary worked in sales management with Procter and Gamble. He holds a degree in business from Miami University in Oxford, Ohio.

Gary is married and lives in St. Charles, Illinois. He has six adult children who have kept him busy with numerous sports activities over the years. In whatever time is left over, he enjoys boating, skiing in the Rockies, and most other outdoor sports.

**The Language of Trust: Selling Ideas in a World of Skeptics, by Michael Maslansky with Scott West, Gary DeMoss, David Saylor published by Prentice Hall Press(2010)

Scott oversees one of the largest consulting divisions of its kind in the asset management industry. In this position, he works with and presents to financial professionals across North America.

Scott is a sought-after keynote speaker who brings thirty-plus years of industry experience coupled with a creativity known to educate and entertain. He is a co-author of five books, including StorySelling for Financial Advisors: How Top Producers Sell,*** which was named a “must read” by financial-planning.com, and, most recently, Defining Conversations: A Little Book About a Big Idea.****

Scott was with Van Kampen Investments prior to its combining with Invesco in 2010. In the 25+ 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. Scott holds a BA in economics and communications from Wheaton College in Wheaton, Illinois.

Born and raised in Toronto, Canada, Scott is an avid hockey enthusiast. He assumes full credit for his Texas-born wife’s newfound love of the sport. Scott is the father of four children and resides in Wheaton, Illinois.

***StorySelling for Financial Advisors: How Top Producers Sell, by Scott West and Mitch Anthony, published by Kaplan Publishing (2000)

****Defining Conversations: A Little Book About a Big Idea, by Scott West and Mitch Anthony, published by Insights Press (2011)

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 Retirementality,” and “T.E.A.M. Dynamics.” She is co-author of the book, Picture Your Prosperity: Smart Money Moves to Turn Your Vision into Reality.*****

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 grow 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.

*****Picture Your Prosperity: Smart Money Moves to Turn Your Vision into Reality, by Ellen Rogin and Lisa Kueng, published by the Penquin Group (2015)

John Hoffman is the National Sales Director for the Registered Investment Advisor (RIA) channel at Invesco in the United States.

Mr. Hoffman joined Invesco in 2006. Most recently, he was head of ETF Distribution for all retail channels in the United States. Prior to that, Mr. Hoffman was the global head of ETF Capital Markets & Institutional Sales. In this capacity, he built and managed capital markets functions spanning execution and liquidity services, research and content, and sell-side relationship management. Prior to joining Invesco, Mr. Hoffman spent three years with Archstone Consulting as a senior analyst in the CFO Advisory Solutions Group, where he led global implementation of financial reporting and consolidation tools at several Fortune 100 companies.

Mr. Hoffman earned a BS degree in finance from Miami University in Oxford, Ohio. He also holds the Series 7, 24, 51, 63, 65 and 79 registrations.