Learn marketing strategies to help you communicate and demonstrate your value effectively so clients understand why they shouldn't live with out you, with Kim Payne - founder of 9rok Consulting.

1. Marketing strategies to
communicate your value effectively
Presented by
Kim Payne
Managing Director
9Rok Consulting
7 August 2019

2. | netwealth2
1 CPD point available
• Must have attended for
>30 minutes
• CPD details will be
included in the post-
webinar email
This webinar is being
recorded
• Slides will be sent to you
after the webinar via email
Enter your questions in the
chat
• We will get to them at the
end of the webinar
Posting to social?
• Make sure to use
#netwealthinvest or tweet
@netwealthInvest
Housekeeping

3. | netwealth
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
• Ranked #1 for overall satisfaction
• Awarded best reporting
• Awarded best client portal
• Awarded best transaction tools
*InvestmentTrends Platform Competitive Analysis & Benchmarking Report (Dec 17)
3
See wealth differently
A little bit about Netwealth

4. | netwealth
Key features of our platform
Market leading adviser portal Market leading client portal
• Rated No.1(1) for functionality
• Intuitive design and useability
• Quick access to information and clients
• Sophisticated portfolio tools
• In depth business and client reporting
• Rated No.1(1) for functionality
• Intuitive design and useability
• Can be white labelled for adviser groups
• Allows consolidation of all accounts
(1) Investment Trends: December 2016 Platform Competitive Analysis and Benchmarking Report
Mobile access
• PC, tablet and mobile access
• Adviser and client versions available

5. | netwealth
Key features of our platform
Innovative transactional capability Comprehensive reporting
• Online domestic & international trading
• Online fund switching
• Sophisticated rebalancing technology
• Automated account and cash settings
• A wide range of business, client &
portfolio reports
• Interactive and static reports available
• Can be white labelled
Research and insights
• Engaging investor and adviser insights
• Articles, webinars and white papers
• Wide range of investment research
• Managed funds and equities

6. | netwealth
Kim Payne
Managing Director
9rok Consulting
6
Meet today’s speakers

7. MARKETING
TIPS TO
COMMUNICATE
YOUR VALUE
Kim Payne

10. HELIUM OR HOT AIR?

11. BEING GOOD
AT ADVICE
IS NOT
ENOUGH

12. THE
BEST
MARKETERS
WIN

13. WHAT IS THE
REAL PURPOSE
OF MARKETING?

15. to answer the
number one question
on your prospects mind…
at just the right time
Thank you Dov Gordon

16. Q1: SHOULD I PAY
ATTENTION?

17. Q2: CAN I TRUST YOU?

18. Q3: IS WHAT YOU
RECOMMEND RIGHT
FOR ME?

19. CLARIFY
YOUR
MESSAGE
DEMONSTRATE
YOUR
VALUE
EXPLAIN
YOUR
GOODNESS

20. CLARIFY
YOUR
MESSAGE

21. WHO you’re for
WHY they need it
WHAT you do
HOW you do it
WHEN you do it

22. YOU
HAVE A
SERIOUS
CONDITION

23. THE CURSE OF KNOWLEDGE

24. WHAT
BUSINESS
ARE YOU IN?

25. HELPING PEOPLE LIVE
A BETTER LIFE…
BY MAKING
SMART DECISIONS
WITH THEIR
MONEY…

27. 2 THINGS
GET PEOPLE
INTERESTED

28. A PROBLEM THEY HAVE…
THAT THEY DON’T WANT

29. A RESULT THEY WANT…
THAT THEY DON’T HAVE

30. THE HOLY GRAIL

31. WHAT you do

32. I DON’T
WANT
YOU

33. ROL
life advice

34. WHAT’S
THE
MONEY
FOR?

35. LIFE…

36. A
HAPPY
LIFE
Life Insurance Aged Care Wills Managing debt Tax Planning
Income
Protection
Buy/Sell
Insurance
SMSF Gearing Superannuation
Savings Plan Critical Illness Estate Planning Investments Powers of
Attorney
Business
planning
Key Person
InsuranceBudgeting
TPD
Refinancing
Mortgage Succession
Planning
Business
expense
insurance
Retirement
planningCentrelink

37. 10 REASONS PEOPLE SEEK FINANCIAL ADVICE
REDUCE COMPLEXITY
TAKE ACTION
MAKE BETTER TRADEOFFS
INCREASE CONFIDENCE
MAKE SOMEONE ELSE HAPPY
OFFLOAD UNPLEASANTNESS
HAVE SOMEONE TO BLAME
FEEL SAFER
RECEIVE ENCOURAGEMENT
SAVE TIME

38. EXPLAIN
YOUR
GOODNESS

39. BOLOGNAISE SOUP

40. THE
DRINK
TEST

42. MAKE THE UNKNOWN,
KNOWN

43. ANALOGIES & METAPHORS
ANALOGY:
Insurance is like a parachute, you don't always need it,
but when you do, you want it to be there.
METAPHOR:
The business is a sinking ship

45. AN ADVISER IS LIKE A PILOT
An Adviser is like an airline pilot. When you fly there are 3 things you want to do: take off
and land safely, get where you’re going and get there on time.
But there are 2 rules that govern the relationship:
1. The Adviser did not build the plane, so en-route if there are mechanical difficulties (ie.
interest rates move, markets fall, tax and legislation changes etc.) don’t blame the
Adviser.
2. The Adviser can’t predict the weather, but they can react to it. So there will be times
when they’ll tell you to “fasten your seatbelt”, and times when they’ll say “the seatbelt
sign is off, you’re clear to walk around’.
And when the journey is over, they’ll get you where you wanted to be, on time, safely.
That’s their role.

46. SEE IT HEAR IT FEEL IT
HELP PEOPLE UNDERSTAND

47. The investment to get you where you want
We provide is a solid framework, guidance and ongoing support so you can
make smart decisions with your money that impact every part of your life.
Reduces effort
& hassle
Keep things
simple &
organised
Reduces
costs
Saves you
time
Alleviates
anxiety /
stress
Makes you
money
Reduces
risks
Prevents
excuses holding
you back
Now is the time to invest in your happiness.

48. Get to know you
We need to get to know you. The more we know (the big
picture stuff and the nitty gritty details), the more valuable our
advice will be.
Strategize and crunch your numbers
Once we have all your information we’ll get technical and
analyse it, conduct financial modelling and forecasting,
crunch the numbers, develop strategies and overall…
determine the best solution for you.
Document the results
All the recommendations are documented in a
comprehensive plan (called a Statement of Advice) which
details all our advice, benefits, actions, risks, fees and
expectations. It’s includes everything you need to know to
move forward.
Understand the advice
We present all the advice so you fully understand what’s
involved and importantly how it will help. If something is not
clear, speak up so we can further explain until it makes
sense.
Additional expertise
If you need advice from other experts, and we’ll bring the
right ones into the mix at the right time and co- ordinate it so
we are all on the same page. We’ve got relationships with
trustworthy professionals who’ll also have your back.
Make it happen
Don’t have time or patience for completing and following up
tedious administration and paperwork. We’ll manage it on
your behalf, follow it through to completion and make sure all
boxes are ticked so it gets processed sooner. And we can skip
the que with our VIP relationships.
A relationship, not a transaction
We’re in this for the long haul. Helping you make financial
decisions for a better life is our calling. We’re not going
anywhere so be prepared for a ‘happily ever after’.
We're here to help
So you feel confident about the decisions you make with your
money – decisions that can measurably impact every part of
your life.
Life is unpredictable.
Making decisions about it shouldn’t be.
INITIAL ADVICE – SETTING YOU UP FOR SUCCESS
Building a house starts with a blueprint and laying solid foundations.
It’s no different when it comes to managing your money.

49. Just like getting fit, you can’t go to the gym once and expect to be fit for life.
The real value is created by frequently revisiting your plan and
making necessary changes as your life plays out
Keep on improving – Eye on the ball Service
Tokeep your financial affairs performing at their best, they
need an expert eye cast over them on a regular basis.
A helping hand – Take action Service
Whether it’s direction, guidance, a helping hand, a firm
word, an honest opinion, or a friendly push, we make it happen
Stay in the know - Knowledge & Education Program
Financial issues have become extremely complex and so we’ll help you
understand what’s important and what’s not.
We’ve got your back – Observing Service
While you are doing your thing, we are actively
involved in keeping what’s going on behind the scenes under control.
Something on your mind – On call Service
If you need to talk, to discuss something sensitive, raise an issue or make
a decision (big or small), come in and talk to us, or give us a call.
Don’t miss a thing – Notifications or Alert Service
We have our eyes on the ball keeping tabs of what’s going on and
what’s coming up that will impact you. And we’ll be the first to let you know.
Keep it simple – Uncomplicate the confusing Service
Confused about something you’ve heard or unsure of the
impact something that’s changed, get in touch.
Need extra help – The black book Service
When you need an extra hand, we’ve got an extensive black book of
trustworthy connections we’ll happily introduce to you.

50. HELPING YOU MAKE SMART FINANCIAL DECISIONS THAT IMPACT YOUR ENTIRE LIFE
You wouldn’t get a plumber to build your house
Some of the areas where we can help:
Big picture strategic planning
Creating a framework for clarifying and prioritising what you
want from life? The things you need money for. And a process
to help you make financial decisions that cater for your future
without sacrificing all of the good things in life today
Protect what you value | Insurance
Do you have affordable cover in place that adequately
protects your life, health, family and income if something
unexpected happened? Has it been reviewed in the last 12
months to ensure it covers what you expect?
Retire on your terms | Retirement
Planning & Superannuation
Are you making the most out of your super? Is it structured in
the best way to help improve your situation? Will you have
enough money for what could be a 30+ year retirement?
Buy property, the right way | Mortgage
Solutions
Making sure you have the right loan structure in place can
potentially save you thousands and take years off your
mortgage. Have you had it reviewed in the last 2 years and
explored opportunities to ensure you have the best deal?
Leave your legacy | Estate Planning
Will you be remembered the way you want? What legacy do
you want to leave? Is your will up to date? Have you
considered all the options for distributing your assets when
you’re gone?
Protect your assets | Structure and asset
ownership Are your assets held in the most tax-effective
way and protected from unforeseen risk? Have you explored
all possible options to ensure this is the case?
Pay less tax, legally | Tax Planning
Do you work closely with an accountant? One that considers
your big picture when it comes to minimising your tax? One
that takes advantage of your current situation and your future
plans?
Grow your wealth | Investment Planning
Do you have a disciplined investment plan in place? One
where your investments are sensibly and carefully managed
without taking unnecessary risk?
Make debt work for you | Debt Management
Is your debt structured to fully support your personal, lifestyle
and business decisions? Could you be paying it off
sooner and using it effectively to grow your wealth?

52. Your plan for success 2019
Living life without money worries inspired you to take this important first step
towards making smart financial decisions that impact your entire life.
Become proud owners of a beautiful
backyard swimming pool
June 2019 | Estimated cost $45,000
You would like to enjoy more quality time together as
a family and believe this could be achieved with a
swimming pool in your own backyard.
Upgrade the family car to a 7 seater SUV
November 2019 | Estimated cost $40,000
To keep your family safe, taxi kids around and
enjoy road-trips and getaways, you want to
upgrade the family car to a safer model SUV that
seats 7 people.
Establish a feel good spending plan
Immediate | Set and measure a personal budget
In order to understand where your money goes and
get the most out of every dollar, you agreed to a 12
month plan to track and monitor your spending.
Protect your family from a nasty 'what-if'
Immediate | Personal insurances assessment
You would like to protect you and your family by
ensuring you have appropriate cover in place to meet
your needs in the event of serious injury, illness or
worse.
3 mini breaks throughout the year
2019 | Estimated cost $10,000
To refresh and reconnect with the family you want
3 mini breaks (Easter, mid year and Christmas) to
enjoy the outdoors and go fishing, hiking and
camping.
Protect your legacy
2020 | Estate Planning review
Conduct a review of your estate planning needs to
ensure your legacy is protected and your estate ends
up in the hands of the people you choose.

53. THERE’S A
MESSAGE IN
THE NAME
OR TITLE

54. DEMONSTRATE
YOUR
VALUE

55. We pride ourselves being fee for service and deliver comprehensive advice to help our clients achieve their
goals and objectives and enjoy peace of mind.
By drawing on our extensive experience and providing excellent customer service, we build
lasting relationships to meet our clients needs.
We are a leading,
privately owned, locally
based financial planning
business operating
since 1987.
LOGO
Investment Planning Superannuation Insurance
Retirement planning Budgeting Estate Planning
OUR SERVICES:

56. WHAT THEY DO
WHO THEY HELP
NEXT STEP

57. WHAT THEY DO
WHO IS HE FOR?

58. #Get Your Financial Sh*t Together
H.E.N.R.Y.s ~ #High Earners. Not Rich Yet
WHO
THEY
HELP
WHAT
THEY
DO

59. WHAT THEY DO
NEXT STEP
Enjoy better profit, better
cashflow and better quality
time with the family

60. PROBLEMS THEY SOLVE
ANALOGY TO
MAKE THE
UNKNOWN,
KNOWN
VIDEO TO
EXPLAIN IT

61. VIDEO

62. VIDEO TO
COMMUNICATION
is like
COMPOUNDING IS
TO INTEREST

63. IT’S NOT ABOUT YOU

64. LEVERAGE

65. THE GEAR… AROUND $120

66. MARKETING
DOESN’T
FINISH WHEN
THE SALE IS
MADE

67. THERE’S NO ‘WOOPS’

68. www.bit.ly/2OR1YVY
Or
www.9rok.com.au/get-paid-what-youre-worth
To get the templates used to
explain what you do client
friendly words and icons,
go to:
Kim Payne

69. Questions and answers

70. | netwealth70
1 CPD point available
• Must have attended for >30 mins
• CPD details will be included in the
webinar resources email
Webinar recording and slides
• These will be included in the
webinar resources email
Thank you

71. | netwealth
The role of alternative investments in a diversified
investment portfolio
• CPD Portfolio Construction webinar
How to build your value proposition
• Guide and articles
71
Registration links will be in the follow-up email
You may be interested in

72. | netwealth72
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.