Fee Advisor Round Table ~ The Language of Value: How Financial Professionals Communicate Fees So Price Matters Less

    March 31, 2021
    9:00 AM - 10:15 AM
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    Zoom Call


    March Fee Advisor Round Table 


    Fees are on sale. Should you join the discounters, or should you learn how to better communicate your value?

    Invesco Global Consulting teamed up with political consultant and word specialist, Maslansky + Partners, for a six-month study on 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”?  The study included financial professional interviews, investor dial sessions, and a survey of 1,000 North American investors. The research uncovered new “cries” from investors and resonating responses from financial professionals when defending, defining, and delivering value.

    Attendees will be shown:
    ♦ How to communicate fees in a confident manner
    ♦ How to deliver value
    ♦ Resonating words, phrases and sequence of the value conversation

    The research highlights:
    ♦ It's not about less; it's about more.
    ♦ Investors want financial professionals to be proactive in demonstrating that they are more than just money managers.
    ♦ Only 3% of investors are "satisfied" or "very satisfied" with their review meetings.

    1 CE Credit for CFP®, CIMA, CPWA & CIMC

    Sponsored by:

    Presented by:
    John Penney, CFA®
    John Penney is a Market Leader for the Registered Investment Advisor (RIA) Division at Invesco.  In his role, he focuses on partnering with RIAs, family offices, and asset managers in New York, New Jersey, Maryland and Delaware.

    Mr. Penney joined Invesco in 2017.  Prior to joinng the firm, he was vice president of exchange-traded fund (ETF) sales and trading at Credit Suisse, where he worked within the prime services group, helping the firm's institutional clients evaluate and access ETF liquidity.  Before that, he has head of ETF capital markets at Emerging Global Advisors.

    Mr. Penney earned a BS degree in business administration from Boston University.  He is a Chartered Financial Analyst® (CFA) charterholder and a member of CFA Society New York.  In addition, he holds the Series 7 and 66 registrations.



    $18 per Member 
    $36 per Non-Member
    (For one CE Credit)