Drawing on CoreData's just completed research Andrew Inwood shares insights into how Australian investors are reacting to the coronavirus uncertainty and how advisers can best support clients in this environment.

1. How clients are reacting to
uncertainty
and how best to deal with it
Presented by
Andrew Inwood
Principal
CoreData
8 April 2020

2. | netwealth2
Disclaimer
This information has been prepared and issued by Netwealth Investments Limited (netwealth),ABN 85 090 569 109,AFSL 230975,
RSE L0000192). It contains factual information and general financial product advice only and has been prepared without taking into
account your individual objectives, financial situation or needs.The information provided is not intended to be a substitute for
professional financial product advice and you should determine its appropriateness having regard to your particular circumstances
and seek any independent financial or other professional advice you may require.The relevant disclosure document should be
obtained from netwealth and considered before deciding whether to acquire, dispose of, or to continue to hold, an investment in any
netwealth product.
While all care has been taken in the preparation of this document (using sources believed to be reliable and accurate), no person,
including Netwealth, or any other member of the netwealth group of companies, accepts responsibility for any loss suffered by any
person arising from reliance on this information. Unless specified, all information in this document as at 1/4/2020.

3. | netwealth3
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Housekeeping

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As a specialist platform provider, Netwealth provides
financial advisers with a wide range of financial
products & services to help manage their clients’
investments and superannuation.
• Ranked #1 for overall functionality
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*Investment Trends Platform Competitive Analysis & Benchmarking Report (Dec
17)
4
See wealth differently
A little bit about Netwealth

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Key features of our platform
Market leading adviser portal Market leading client portal
• Rated No.1(1) for functionality
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(1) Investment Trends: December 2016 Platform Competitive Analysis and Benchmarking Report
Mobile access
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Key features of our platform
Innovative transactional capability Comprehensive reporting
• Online domestic & international trading
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• A wide range of business, client &
portfolio reports
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Research and insights
• Engaging investor and adviser insights
• Articles, webinars and white papers
• Wide range of investment research
• Managed funds and equities

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Andrew Inwood
Principal
CoreData
7
Meet today’s speakers

8. 8
Living through the new normal of COVID-19
2020

9. 9
Today
• A History Of Disease
• How The Country Is Feeling
• The Investment Sentiment
• What Success Looks Like

10. 10
A History Of Disease

11. 11
Der Zeitgeist

12. 12
Covid Pulse Research
• Researching Mass Affluent Or Better
• Online Pulse Survey
• Weill Remain In Field As Long As Required
• What Success Looks Like

13. 13
Immediate impact of COVID-19
n=991

14. 14
Anxious And Confused
21%
31%
n=991

15. 15
National fear tracker
n=991

16. 16
Household Financial Position Holds Steady
n=991

17. 17
Immediate Financial Impacts Currently Subdued
38.3%*
61.2%
36.4%
21.1%
18.0%
*Percentage of respondents (and/or
respondents’ immediate family) suffering from it
n=991

18. 18
Cash Flow Cover Remains Relatively Robust
n=343

19. 19
Employment Concerns Spike
worried about losing current job worried about finding employment
n=991

20. 20
Investor Sentiment Plummets (For Some)
Negatively impacted Feel financially secure Happy about their
current investments
Household financial
position
Financial security Investment
satisfaction
n=343

21. 21
Overall Investor Sentiment

22. 22
Asset Class Sentiment

23. 23
Investing Intention Mixed
Buying the dip
n=343

24. 24
Recession Seems Likely
n=343

25. 25
The Sco Mo Glow
n=991

26. 26
Dealing With The Crisis

27. 27
Choose Your Guru

28. 28
Understanding How Trust Works
Benevolenc
e
Competence Authenticity Predictability

29. 29
Understanding How Trust Works
74.4%
71.7%
73.3%
70.3%
68.8%
% Rating (6-10)
Financial Adviser
CompetentCompetent
Share all of my goals
Does what they say
Competent
Reliable
Acts in my best interests

30. 30
The Hats Of Utility
• The Strategist – able to guide clients through their financial and non-
financial concerns, playing a role akin to a high performance coach to an
elite athlete (suitable for ‘coach seeker’ clients)
• The Partner – able to offer peace of mind and reduce tension of uncertainty
• The Implementer – able to take control of the clients’ finances and turn
their, goals and dreams into action (suitable for ‘outsourcer’ and time
poor clients)
• The Tactical Adviser – able to advise clients on investment and portfolio
strategy (suitable for ‘controller’ and data-driven clients)

31. 31
Understanding Richard Thaler
People Are Hedonistic
People Are Very Bad At The Future
People Hate Big Decisions
Your Are A Choice Architect
Every Communication Is A “Nudge.”

32. 32
Understanding How People React To A Crisis
• Shadow
• Animus
• Persona
• Self

33. 33
Understanding How People React To A Crisis
• Controller
• Worrier
• Externaliser/Coach Seeker
• Avoider

34. 34
What’s Common And What’s Likely
• Controller
• Worrier
• Externaliser/Coach Seeker
• Avoider

35. 35
Remember The Hats? Lets Re Order Them For Now
• The Strategist – able to guide clients through their financial and non-
financial concerns, playing a role akin to a high performance coach to an
elite athlete (suitable for ‘coach seeker’ clients)
• The Partner – able to offer peace of mind and reduce tension of uncertainty
• The Implementer – able to take control of the clients’ finances and turn
their, goals and dreams into action (suitable for ‘outsourcer’ and time
poor clients)
• The Tactical Adviser – able to advise clients on investment and portfolio
strategy (suitable for ‘controller’ and data-driven clients)

36. 36
Guru 2: Ernest Shackleton
• Polar Explorer
• Got Trapped By Sea Ice
• Incredible Communicator
• Got Everyone Home

37. 37
Shackleton’s Rules – Five Things To Do Right Now
• Be Micro Ambitious – (See Jung)
• Over Communicate
• Hone In On The Detail
• Make The Path Through Clear
• Keep The Team Focused On The Long Plan

38. 38
Every Body Gets Out Safely
“For scientific discovery give me Scott; for speed and
efficiency of travel give me Amundsen; but when disaster
strikes and all hope is gone, get down on your knees and
pray for Shackleton.”

39. 39
CoreData is a global specialist
research and strategy
consultancy, with a head office in
Sydney, Australia. Our primary
focus is providing clients with
research insights to help their
businesses grow. Founded in
2002, we are independently
owned with the capabilities and
expertise to conduct bespoke and
syndicated research on six
different continents. Our aim is to
deliver clients with timely and
actionable research and market
intelligence that will drive
transformational change in their
business.
We have offices in:
ABOUT US:
WHO WE ARE
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• Boston
• Manila
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• Capetown
• Singapore

40. Questions and answers

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Thank you

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Retirement income strategies
during volatile and uncertain
markets
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Between Meetings
with Matt Heine
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42
Registration links will be in the follow-up email
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Disclaimer
This information has been prepared and issued by Netwealth Investments Limited (netwealth),ABN 85 090 569 109,AFSL 230975,
RSE L0000192). It contains factual information and general financial product advice only and has been prepared without taking into
account your individual objectives, financial situation or needs.The information provided is not intended to be a substitute for
professional financial product advice and you should determine its appropriateness having regard to your particular circumstances
and seek any independent financial or other professional advice you may require.The relevant disclosure document should be
obtained from netwealth and considered before deciding whether to acquire, dispose of, or to continue to hold, an investment in any
netwealth product.
While all care has been taken in the preparation of this document (using sources believed to be reliable and accurate), no person,
including Netwealth, or any other member of the netwealth group of companies, accepts responsibility for any loss suffered by any
person arising from reliance on this information. Unless specified, all information in this document as at 1/4/2020.