Running an effective client seminar

2 ActivityResponsibilityCompleted byComments Identify your target market Consider the following:  Existing clients or new clients?  Age group?  Occupation categories?  High net worth/medium net worth?  Life stage?  Small business owners? Insert name of staff member responsible Insert date (Should be completed 8 weeks before seminar date) Decide your seminar topic Consider the following:  Specific topics  Delivery order of presentation topics Insert name of staff member responsible Insert date (Should be completed 8 weeks before seminar date) Select a date and time Consider the following:  Tuesdays – Thursdays are generally the best days  Avoid weekends and public holidays  Avoid school holidays  Avoid Christmas and Easter holiday periods  Avoid dates that conflict internally  Avoid major sporting events  Avoid election days  Avoid local events Insert name of staff member responsible Insert date (Should be completed 6 weeks before seminar date) Use this checklist to ensure your workshop runs smoothly

3 ActivityResponsibilityCompleted byComments Decide the seminar venue Consider the following:  Branch  Conference centre  Local club  Restaurant  Hall or community centre  Parking and public transport Insert name of staff member responsible Insert date (Should be completed 8 weeks before seminar date) Decide on a format for your target market Consider the following:  Breakfast  Lunch  Dinner  Morning/afternoon tea  Evening drinks Insert name of staff member responsible Insert date (Should be completed 8 weeks before seminar date) Confirm logistics Consider the following:  Confirm agenda  Seating arrangements, U shape, Circular tables (known as ‘cabaret’) or rows (known as ‘theatre’)  Ensure the venue will supply water, notepads and pens  Confirm if a lectern is required  Confirm AV and equipment requirements  Plan menu (ensure vegetarian options)  Plan food service start and finish time  Ensure the venue sets up a registration table Insert name of staff member responsible Insert date (Should be completed 6 weeks before seminar date) Seminar checklist

4 ActivityResponsibilityCompleted byComments Organise marketing material Consider the following:  Invitation and envelopes  Work books, brochures and other seminar material  Take home packs inc brochures  Feedback forms  Local newspaper advertising  Branded giveaways  Signage for the venue Insert name of staff member responsible Insert date (Should be completed 8 weeks before seminar date) Staff training Consider the following:  Answers to common questions  Key prospect information to obtain  Overview of seminar  How to handle objections Insert name of staff member responsible Insert date (Should be completed 8 weeks before seminar date) Send invitations Consider the following:  Mail  Insert name of staff member responsible Insert date (Should be completed 6 weeks before seminar date) Seminar checklist

5 ActivityResponsibilityCompleted byComments Check supplies Consider the following:  Supplies of marketing material  Sign-in list  Printed name cards and blank spares  Pens and pencils  Business cards  Feedback forms  Supplies of take home packs Insert name of staff member responsible Insert date (Should be completed 8 weeks before seminar date) Rehearsal Consider the following:  Ask a colleague to provide feedback  Get your staff involved by acting as participants Insert name of staff member responsible Insert date (Should be completed 8 weeks before seminar date) Final preparation Consider the following:  Send confirmation or SMS 2 days before  Confirm final catering with the venue Insert name of staff member responsible Insert date (Should be completed 6 weeks before seminar date) Seminar checklist

BT Portfolio Services Ltd ABN (BTPS) operates Wrap including Wrap Essentials (Wrap) and administers SuperWrap including SuperWrap Essentials (SuperWrap). BT Funds Management Limited ABN is the trustee and issuer of SuperWrap. Your Dealer Group may also operate a Wrap offering, otherwise its role in relation to Wrap and SuperWrap (Wrap Products) is limited to distributor only. This document has been prepared and is provided solely for the general guidance of advisers and has been prepared without taking into account any individuals objectives, financial situation or needs. The information in this publication provides an overview or summary only and it should not be considered a comprehensive statement on any matter or relied upon as such. This disclaimer is subject to any contrary requirement of the law. Information current as at 1 January © BT Funds Management Limited 2012.