This was a presenetation that I gave to a number of advisers as part of the Professional Investment Services National Risk Roadshow.

1. “How our Business is Evolving”

2. Disclaimer The material shown in this presentation is for general information purposes only. It is not intended to be, nor should it be read as specific personal risk advice. Whilst all care is taken in the preparation of this material no warranty is given with respect to the information provided, and accordingly no responsibility for errors or omissions, including responsibility to any person by reason of negligence is accepted by Bourke Financial Services Pty Ltd or any member or employee of Bourke Financial Services Pty Ltd. Before acting on any of the information contained in this presentation you should obtain special advice from a specialist risk professional, which is appropriate to your specific risk needs, objectives and financial situation.

3. Core Objectives Where we started Where we are now? Transitioning the Change Our Process Now How can we be different? The Future

4. Where we are now? Today we have around 1200 Risk Insurance Clients 1000 Super Clients(Corporate & Retail)

5. Salesman or Businessman? A Question we pondered: “Where we would like our business to be in 5 to 8 years.” Upfront/Level brokerage? Or Level Brokerage over Stepped Brokerage?

6. Stepped Vs Level

7. Price Sensitive Clients Want to pay minimum premiums Don’t want to pay for advice See products as commodities Want to go direct (cut out the middleman) Don’t value expertise

8. Advice Sensitive Clients Want to have tailored solutions More needs and lifestyle oriented Will pay for quality advice/expertise Want a long term relationship Want optimum returns solutions Vulnerable to better solutions

10. Our U.S.P. We specialise in the areas of: Insurance Superannuation Wills/Estate Planning Finance. Do you Pass the Question Mark Test?

11. Insurance Questions – Part of Question Mark Test? What Funding arrangements do you have in place for your family if you were to die or become disabled tomorrow? If you were to die tomorrow would you like you family to be worse off, the same or better off financially? Do you want me to take these problems and give them to someone who can handle them or do you want to look after them yourself?

12. Superannuation Questions – Part of the Question Mark test? Do you have a binding or non-binding nomination in your super fund? What is your Investment Strategy?

13. Finance Questions -Part of the Question Mark test? Would you like the debt on your Home/Investment Loan extinguished if you were to die or become disabled? Have you signed any personal guarantees for Business Loans that you have in place?

14. Estate Planning/Wills –Part of the Question Mark test? Do you have a will? Who is the Executor? Is there a testamentary trust setup? Who is the guardian of your children if you and your wife died tomorrow? Would you like the distribution of your assets decide by a court?(“What do you mean?”)

15. The E-lawyer Solution Provided by McCullough Robertson Only one of it’s kind in Australia Web based data collection Utilises Go To Meeting technology with 2 Solicitors Tiered pricing Project Manage entire process

17. And if they say “No"

19. “People don’t buy Life Insurance because someone might die, they buy because someone has a chance to live. Dave Buckwald

24. Technology-Friend or Foe Online Applications+ Skype + Pamela+ Go to Meeting LivescribeSmartpen = TIME

25. Skype Free to Download Allows free calls from computer to computer. Even if your clients do not have Skype the call rates are extremely cheap compared to normal rates. Available to people Worldwide But I hear you as …How can we record the phone call?

26. Pamela Automatically records all phone calls with Skype. Great for Duty of Disclosure Issues with Online Applications as all calls are saved for future reference.

27. Go to Meeting Enables Individuals & Organisations to easily conduct online meetings without leaving your office. Client can see your computer whilst you are completing paperwork. Fantastic for online Applications & Reviews. Decrease Costs & Expand Reach Increase in Productivity & Revenue

28. Smart Pen-Livescribe Paper Replay Record Audio & Paper Sessions for Future Reference Send to clients for confirmation of meeting and they also become responsible for actions that are to be taken.

29. “Where Are You At?” Life Insurance TPD Insurance Trauma Insurance Income Protection Business Expense

30. “Where Are You At?” Business Insurance Binding Death Nominations Wills & Estate Planning

31. “Where Are You At..?” NOT for your clients BUT FOR YOU

33. Thank You Presentation by: Bourke Financial Services David Bourke Authorised Representative of Professional Investment Services