Selling Equity Funds with Confidence: Try This Roleplay Flow Idea
Whenever investment planning is brought up, many of us naturally reference the growth of global index funds like the S&P 500—boasting long-term average returns of 10–12% per annum. From there, we often pivot to our in-house fund offerings, with global tech funds usually taking the spotlight due to their stellar historical performance.
But here’s the common hurdle: Consultants often stop at showing percentage returns, which can feel abstract and disconnected to clients. It’s hard for prospects to translate “12% p.a.” into what that means for their money.
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With the latest Edge Smart Advisory update, you can now run investment growth simulations using actual historical data—as far back as 2008. More importantly, you can input a specific lump sum or DCA amount to reflect your proposal, making the outcome real and relatable for your prospect.
🔍 Here’s How to Use It:
Start in the Funds Library
Select a fund (e.g., Global Technology).
Plug in a lump sum or DCA starting from 2008.
Show how the actual investment would have grown—bringing percentages to life with dollar figures.
Open the Investment Illustrator
Input a custom CAGR (based on the fund factsheet—usually 10–15% for tech funds).
Paint a future scenario with projected returns based on historical performance.
This builds conviction—not just hope.
🛡️ For the Risk-Averse Prospect
You can now take things further with the custom Market Stress Test tool:
Select a specific financial crisis (e.g., 2008 GFC, COVID-19 dip).
Show how the fund was impacted and how it recovered.
Reinforce the “stay invested” mindset, supported by data—not just advice.
🗣️ Equity Fund Roleplay Walkthrough
When investment comes up in a client meeting—whether casually or as a serious goal—it’s your chance to move from conversation to conviction.
Let’s walk through a sample conversation to show how.
💬 Prospect: “Do you help your clients with investment planning?”
(or any other investment-related question)
💡 Consultant Approach:
Start by acknowledging the interest, asking what sparked it, and listening for goals or concerns. Then move into this flow:
“Here’s an example—this Global Tech fund invests in major U.S. tech names we use every day, like Microsoft, Google, and Apple. It has strong long-term performance, with some years in recent times recording up to 50% growth.”
“If you had invested just $10,000 annually over the past 15 years, you’d be looking at almost 3.3x returns—turning $150,000 into nearly $500,000. This is based on raw, historical data.”
🙋 Objection Handling with Edge
❌ Objection 1:
“My friend said Company XXX’s investment plan is better.”
✅ How to Respond:
Acknowledge and then pivot to policy comparisons + fund performance.
“That's a valid question—different companies have different structures and strengths. Let me walk you through how our offering compares, both in terms of product and performance.”
Consultant to share more about policies and individual value adding adding propositions,
→ Next, open a like-for-like fund comparison (e.g., Global Tech vs. Global Tech from another provider)
“As you can see, despite targeting similar markets, our fund has consistently outperformed. While past performance doesn’t guarantee future results, it does show the strength and track record of our portfolio team.”
Example used - NTUC Global Technology Fund
❌ Objection 2:
“This sounds too good to be true.”
✅ How to Respond:
“That’s a very fair concern—markets do go through ups and downs. But the key is staying invested during those down periods, which all funds experience at some point. For example, this fund saw a significant drop of around 45% in 2022.
However, staying invested allowed investors to accumulate more units at lower prices—and when the market rebounded in 2023 and 2024, those extra units helped drive even stronger gains.”
→ Use Edge’s Market Stress Test to show performance through crises like 2008 or COVID-19.
“Let me show you how this your investment might look if i play out financial crisis events and what would’ve happened if you stayed invested and strategies you can adopt.”
Start the Custom Market Stress Test Roleplay here - Mastering Market Stress Tests: Turning Uncertainty into a Selling Edge — A-Think Lab
