Advisable-Australian-Masterclass-Eleece-Quilliam

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Before we get started This information has been prepared by Netwealth. Whilst reasonable care has been taken in the preparation of this presentation using sources believed to be reliable and accurate, to the maximum extent permitted by law, Netwealth and its related parties, employees and directors and not responsible for, and will not accept liability in connection with any loss or damage suffered by any person arising from reliance on this information.

Netwealth Investments Limited (Netwealth) (ABN 85 090 569 109, AFS Licence No. 230975) is a provider of superannuation and investment products and services, and information contained within this presentation about Netwealth’s services is of a general nature which does not take into account your individual objectives, financial situation or needs. Any person considering a financial product or service from Netwealth should obtain the relevant disclosure document at www.netwealth.com.au and consider consulting a financial adviser before making a decision before deciding whether to acquire, dispose of, or to continue to hold, an investment in any Netwealth product.

Housekeeping

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Affluent 30

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Emerging Mass Market Population 5.3m Wealth1.1t Age 30

Age

Mass Market

Meetthe Advisable Australianby age and wealth

Established Affluent Population 2.8m Wealth 4.1t Age 60

Emerging Affluent Population 1.9m Wealth1.8t Age 30

60

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Established Mass Market Population 8.0m Wealth 2.3t Age 61

#action For those considering advice professional referrals are an important referral network, online less so

Today’s speaker • Eleece Quilliam • National Manager of Invesco Consulting Australia • Eleece is a keynote speaker at numerous industry conferences and professional development days.

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| netwealth

Married?

Children or family?

Names?

Top Client Initials

Strategic Partner Initials

Pets?

Hobbies?

Who’s Our Client?

ACCOUNTANT OR LAWYER

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How Many Advisors Make $1MM Net for 3 years in a Row?

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The six shared traits of The Elite 1,200 1. Financially motivated & excellent work habits

2. Deep understanding of clients 3. Identify opportunitie s in real time 6. Extremely adept at wealthy referrals

4. Affluent products & expertise 5. Long term approach

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How the affluent find their primary financial advisor 72.7

Accountants & Lawyers Business Associates

13.8

%

%

Other (Seminars, Advertising, Etc.) Friends & Family

10.2% 3.3%

Source: R.A. Prince & Associates, Inc. 2010 Sample: Minimum Investable Assets $1M. Median $3.1M. N = 334 affluent investors.

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Professional Referrals 3 uniquely powerful benefits:

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Strategic Partnerships The bedrock of professional referrals

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Affiliations vs. Partnerships 1) Occasionally, an affluent client will be referred

1) On a regular basis, affluent clients are referred

2) One of several advisors that referrals are made to

2) You are the only, or primary, advisor given referrals

3) Not actively looking to make a referral to you

3) More inclined to actively look to make a referral to you

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The 5 strategic shifts of The Elite 1200 1) The accountant/lawyer is the client 2) The end of referrals 3) The law of small numbers 4) “You & I, Inc.” 5) Economic glue

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The end of referrals

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Two Types of Referrals…

1. Hand-off referral

“I trust you. Here’s somebody. They’re yours.”

Characteristic of client referral

2. Joint-Venture Business The investor is the professional’s client, and they remain so They are NOT giving you a client They are working with you for a sleeve of products or services that they don’t provide If they feel the client is moving away from them, if they are not kept in the loop…

They will take the client back and shut down future referrals 19

The end of referrals

Banish the word

“REFERRAL” There is only

“JOINT-VENTURE BUSINESS” 20

The Law of Small Numbers

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The law of small numbers

How many strategic partners do The Elite 1,200 have? more than: The LawNoof Small Numbers

Average:

3.9

5

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Subset to the law of small numbers

N.E.X.T.

Never Expend Xtra Time - Is the professional open to working with you? Do you have rapport?

- Is their clientele’s net-worth above your account minimum?

- Is there a pre-existing advisor with whom the professional has a long-standing relationship for the generation of referrals?

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“You & I, Inc.”

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“You & I, incorporated”

NEW financial advisors visiting lawyers & accountants 4.9 every six months 6.2 every six months Source: The Private Client Lawyer: Now and in the Future by Russ Allen Prince (2003), published by Wealth Management Press. Used with permission.

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“You & I, incorporated”

FAs that understand my business…

9.4% understand my business model

12.4% understand my business model

Source: The Private Client Lawyer: Now and in the Future by Russ Allen Prince (2003), published by Wealth Management Press. Used with permission.

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“You & I, incorporated”

“You & I, Inc.”

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“You & I, incorporated”

The professional profiling tool 1) 2) 3) 4) 5) 6) 7) 8) 9)

The person Practice goals & objectives Services/product issues Practice management Their clientele Marketing Compensation/cost structure Financial advisers Close 28

“You & I, incorporated”

Talk clients– not concepts 29

Economic glue

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Economic Glue

In-direct financial incentives Marketing Practice management Educational/seminar support

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Important Information:

Building Strategic Relationships with Attorneys & Accountants for a Pipeline of New Affluent Clients “RainMaker” is based on our firm's research with R. A. Prince & Associates, Inc. and on the book, RainMaker: Strategic Partnering with Attorneys and Accountants to Create a Pipeline of New Affluent Clients, by Russ Alan Prince and Brett Van Bortel (2006), published by the National Underwriter Company. Invesco Distributors, Inc. is not affiliated with R. A. Prince & Associates, Inc. or Russ Alan Prince. © Copyright of this document is owned by Invesco. You may only reproduce, circulate and use this document (or any part of it) with the consent of Invesco. This document has been prepared by Invesco Australia Ltd (Invesco) ABN 48 001 693 232, Australian Financial Services Licence number 239916, who can be contacted on freecall 1800 813 500, by email to info@au.invesco.com, or by writing to GPO Box 231, Melbourne, Victoria, 3001.

You can also visit our website at www.invesco.com.au.

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Any last questions?

Your Advisable Australian Resources Your Advisable Australian Resources www.netwealth.com.au/web/insights/the-advisable-australian Read the full report The Established Affluent 2022 Report

The 6 Dimensions of the Advisable Australian Discover the dimensions

Read the full report The Emerging Affluent report

Advisable Australian Masterclass Series – Coming up Thu 17th Feb at 1pm Setting up your advice practice for HNW clients Tue 22nd Feb at 1pm Building strategic relationships for a pipeline of new, affluent clients Thu 24th Feb at 1pm – Super, SMSFs and technical strategies for HNW clients

Disclaimer This document is for general use.

This information has been prepared by Netwealth. Whilst reasonable care has been taken in the preparation of this presentation using sources believed to be reliable and accurate, to the maximum extent permitted by law, Netwealth and its related parties, employees and directors and not responsible for, and will not accept liability in connection with any loss or damage suffered by any person arising from reliance on this information.

Netwealth Investments Limited (Netwealth) (ABN 85 090 569 109, AFS Licence No. 230975) and Netwealth Superannuation Services Pty Ltd (ABN 80 636 951 310), AFS Licence No. 528032, RSE Licence No. L0003483 as the trustee of the Netwealth Superannuation Master Fund, is a provider of superannuation and investment products and services, and information contained within this presentation about Netwealth’s products or services is of a general nature which does not take into account your individual objectives, financial situation or needs. Any person considering a financial product or service from Netwealth should obtain the relevant disclosure document at www.netwealth.com.au and consider consulting a financial adviser before making a decision before deciding whether to acquire, dispose of, or to continue to hold, an investment in any Netwealth product.