Steve Crawford from Experience Wealth and Your Spending Coach presented at netwealth's educational webinar on February 11, 2016. The topic was around how to provide financial advice solutions for Gen X & Y.

1. netwealth Educational Series

2. Next Gen Thinking
– an innovative way to advise 30 somethings
Steve Crawford
Owner| Senior Wealth Adviser | Lead Spending Coach
Experience Wealth | Your Spending Coach

3. Disclaimer
This information is of a general nature only and has been provided without taking account of your objectives, financial situation or needs.
Because of this, you should consider whether the information is appropriate in light of your particular objectives, financial situation and
needs.
Steve Crawford is an Authorised Representative (AR No. 001237456) of Black Sheep Advisers (AFSL 480012)
3

4. Goals for this session
 Understand what Gen X & Y want – the 3 most common goals
 Get an insight into what we’ve learnt over the past 6 years
 Learn how to build a value proposition that suits your
business and your target clients
 Through using a Case Study, we will explore one of the key
‘new advice’ areas to help our clients see if they can achieve
their goals
 Develop an action plan to build your own XY offer back in the
office

5. Nearly all Gen XY we see want this…
But they still want to maintain this…

8. FutureNow
Financial
Independence
Building your
Wealth
YourWealth Enjoying
your Wealth
Product SolutionsOur AdviceYour Impact
Changing Lifestyle
The Road to Financial Independence
• Spending and Savings Strategies
• Superannuation Strategies
• Investment Strategies
• Debt Reduction Strategies
• Money
Management –
means having
money for today
and tomorrow
• Smart Strategies
– achieve a
balance of
“Lifestyle” &
“Financial”
Goals
• Products –
Banking,
Investments,
Super,
Insurances
• Protection Strategies
• Estate Planning Strategies
• Tax Strategies
• Lifestyle Strategies
Smart Strategies

9. Building Your Wealth Plan
Your Lifestyle Protection Plan Your Retirement Plan
Your Spending & Savings
Plan
Your Lifestyle &
Financial Goals Plan
Your Banking and
Lending Plan
Your Lifestyle Goals and Your Financial Goals
Your Wealth Foundations

10. Your Spending & Savings Plan
10Return to previous slide
Living Lifestyle Savings
• Define & Know the
Objectives
• Set the budget
• Track your Progress
• Measure your
Success

11. We’d like to introduce you to Sally Single
 Sally is a lawyer, working in
OH&S for a large labour hire
company
 She earns $190,000 p.a.
 36 years of age
 Owns an apartment in
Southbank (Melbourne) valued
@ $550,000
 Current Mortgage of $326,000

12. New apartment in Brunswick
Valued at $724,000
Wants to keep Southbank
Must maintain a ‘decent’ lifestyle

13. To help her make a decision let’s take a look at her numbers….

15. Build your Gen XY offer in 5 simple steps
1. Start with what they WANT
help with most (Goals &
Problems)?
2. Then look at all the areas of
advice required to reach the
goals / solve the problems
3. Rank them by level of client
VALUE
4. Compare that with what you
can control
5. Get building (What, How,
When, Who, Price? etc.)

16. Typical Goals Advice Areas needed Do we do these now?
Manage my money better
Buy their first property
Start their family
Manage returning to work
Upgrading their home
Planning for Education
Costs
Career Change
What they want / advice needed?

17. Advice Area Client Value (H/M/L) Level of Control (Adviser)
Spending & Savings Plan
Lifestyle Goal Strategy
Financial Goal Strategy
Banking
Insurances
Superannuation
Investment Strategy –
Shares/Property
Investment
Implementation
Tax
Estate Planning
What they value / What you control?

18. Advice Area Frequency of Advice Format (F2F, GoTo, email etc.)
Spending & Savings Plan
Banking
Insurances (Life)
Superannuation
Investments –
Shares/Property
Tax
Estate Planning
Building the offer…
Pricing your offer
 Your Price = Fixed Costs + Time to deliver advice + Value
 Overlay – What they’ll pay / options to pay

19. Thank you

20. netwealth Educational Series
DISCLAIMER
FOR FINANCIAL ADVISER USE ONLY
This information has been prepared and issued by netwealth Investments Limited (“netwealth”), ABN 85 090 569 109, AFSL 230975, ARSN 604 930 252 for the general information of its
advisor clients only. It is a general summary only and contains opinions on some publically released information and is not advice.
While care has been taken in the preparation of this information (using sources believed to be reliable and accurate), netwealth does not warrant or represent that the information is
accurate, complete or current. netwealth, any other member of the netwealth group of companies, their officers, employees or representatives will not be liable for any loss or damage
suffered by any person arising from reliance on any of this information. Anyone proposing to rely on or use the information should first obtain appropriate independent professional advice.