TONY FARINARO, CFP®, CIMA®, CEPA®
Summary
Results-oriented external wholesaler leading teams to maximize sales across Wirehouse, IBD, RIA, and Edward Jones channels. Successfully built a segmented advisor targeting strategy that enhanced productivity and engagement. Recognized for driving innovative sales initiatives and achieving exceptional performance metrics in complex product adoption.
Overview
11
11
years of professional experience
1
1
Certification
Work History
VP, Market Leader — External Wholesaler
Invesco
06.2021 - Current
- Grew territory AUM from $6.5B to $8.1B (∳25%) in 17 months, generating $287M in net sales across multi-channel coverage: Wirehouse, IBD, RIA, Edward Jones, and select Washington BD relationships.
- Led division in sales in 2021, 2022, 2023, and 2024; led division in % to goal in 2024 and 2025; exceeded annual goals in four of five full years, including 132% in 2024 and 123% in 2025; tracking ahead of 2026 pace at 51.8% as of June.
- Grew fixed income SMA sales from $0 to $240M (2021–2025); closed a $380M custom model mandate with a major LPL team within one year of program launch; led division in 1031 exchange sales and tickets since 2023 program launch.
- Activated newly approved Wirehouse platforms for private real estate debt and 1031 exchange strategies, adding new buying units through advisor education, due diligence support, and targeted follow-up.
- Built adoption for a newly launched private real estate debt strategy—translating structure, liquidity, risk, and portfolio-construction considerations into advisor-ready positioning for advisors largely unfamiliar with the asset class.
- Lead territory team of a hybrid Market Consultant, Internal Consultant, and five specialist partners; regularly selected to present at due diligence events, divisional calls, and national sales meetings on product positioning, practice management, and advisor-facing sales themes in partnership with Invesco Global Consulting.
Senior Advisor Consultant
Invesco
06.2019 - 06.2021
- Managed advisor relationships across a six-state Edward Jones territory; built segmentation process that improved targeting, follow-up quality, and productivity across higher-potential relationships.
- Created and executed a virtual prospecting program that generated 20+ leveraged meetings during travel restrictions; supported ETF business development through consistent advisor outreach and specialist-led calls.
Internal Sales Consultant
Invesco
09.2017 - 06.2019
- Drove sales across active and passive strategies through consultative advisor engagement; developed a segmented focus list that contributed to a 43% year-over-year sales increase in 2018.
Progressive Investment & Retirement Sales Roles
Fidelity Investments
Covington
07.2015 - 09.2017
- Progressed through client-facing investment and retirement roles covering trading, money movement, managed account flows, wealth management referrals, and a 500+ participant book; exceeded net inflow and managed account targets by 150–160%.
Education
B.S. - Business Administration, Finance
Miami University, Farmer School of Business
Skills
- Sales strategy
- Sales leadership
- Market analysis
- Data-driven decision making
- Relationship management
- Presentation skills
- Public speaking
- Verbal and written communication
- Market analysis
Certification
- CFP
- CIMA
- CEPA
Credentials And Education
FINRA Series 7, FINRA Series 66, Certified Financial Planner (CFP), Certified Investment Management Analyst (CIMA), Certified Exit Planning Advisor (CEPA), Miami University, Farmer School of Business, B.S. in Business Administration, Finance
Timeline
VP, Market Leader — External Wholesaler
Invesco
06.2021 - Current
Senior Advisor Consultant
Invesco
06.2019 - 06.2021
Internal Sales Consultant
Invesco
09.2017 - 06.2019
Progressive Investment & Retirement Sales Roles
Fidelity Investments
07.2015 - 09.2017
B.S. - Business Administration, Finance
Miami University, Farmer School of Business