Find out what matters most to SMSF investors when it comes to choosing a financial adviser. http://count.com.au/adviser/count-commentary/what-smsf-clients-want.html

1. WHAT SMSF
CLIENTS
REALLY WANT

2. There are around
*Australian Tax Office, Self-managed super fund statistical report March 2016.
572,000
SMSFs nationwide*

3. Accounting firms who want to hold onto their
SMSF clients are adding advisory services to
their offering — either by getting licensed
themselves or joining a licensee.

4. But it can take more than the right
qualifications for accountants to
keep their SMSF clients on board.

5. WHY DO SMSF
CLIENTS
JUMP SHIP?

6. The main reason SMSF investors
leave their accountant is to get
advice from someone else.

7. *Investment Trends Pty Ltd,April 2014 SMSF Investor Report, based on a survey of 2,163 SMSF trustees.
Over ¼ of SMSF clients who had left their
accountant in the previous 12 months did
so because they preferred to use an adviser.*

8. SMSF clients are looking for
a broader range of services
beyond tax advice.

9. SOWHATARE CLIENTS
LOOKING FOR IN
AN SMSF ADVISER?

10. 1Trust

11. Research shows that honesty and integrity
are what SMSF clients prize most when it
comes to investment advice.

12. *InvestmentTrends Pty Ltd,March 2016 SMSF Investor Report,based on a survey of 3,531 SMSF trustees.
43% of surveyed SMSF Investors said honesty
and integrity were among the most important
considerations when choosing an adviser.These
qualities are considered as highly as SMSF expertise.*

13. To earn your clients’ trust:
✔ keep your promises
✔ provide transparent advice, and
✔ always put your clients’ needs and goals
at the centre of your advice.

14. 2Rapport

15. SMSF advisers who make the effort
to create meaningful relationships will
also score points with their clients.

16. *Investment Trends Pty Ltd,April 2016 SMSF Investor Report, based on a survey of 3,531 SMSF trustees.
33% of respondents want an adviser
who they can build a strong rapport with.*

17. For many clients, knowing their adviser
is available and accessible to them
when needed is also important.

18. Although customer engagement isn’t
necessarily about being on call 24/7,
responsive service is highly valued.

19. Make sure your support staff have the
right skills, training and attitude to
help you provide the highest quality
customer service to your clients.

20. 3Clarity

21. *Investment Trends Pty Ltd,April 2016 SMSF Investor Report, based on a survey of 3,531 SMSF trustees.
34% of survey respondents said they want
an adviser who can explain financial
concepts in a way that make sense to them.*

22. To get more out of your client conversations,
think about ways to present complex ideas
as simply as possible.

23. Using diagrams, examples and case
studies can also go a long way towards
making your advice and recommendations
clearer to your clients.

24. By creating the best possible client
experience for SMSF investors,
you’ll be rewarded with their loyalty
over the long term.

25. They’ll also be more likely to refer their
family and friends to you as well.

26. Thisdocumentcontainsfactualinformationonly.ItisnotintendedtoimplyanyrecommendationoropinionaboutafinancialproductYoushouldconsidertalking
to a financial adviser before making a financial decision.This document has been prepared by Count Financial LimitedABN 19 001 974 625,AFSL 227232
(Count)awholly-owned,non-guaranteedsubsidiaryofCommonwealthBankofAustraliaABN48123123124.Informationinthisdocumentisbasedoncurrent
regulatory requirements and laws,which may be subject to change.While care has been taken in the preparation of this document,no liability is accepted by
Count,its related entities,agents and employees for any loss arising from reliance on this document.
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