1. Alliance Took Kit Neil O’Grady

2. 1 The opportunity Over the last 42 months there is more than enough evidence… Use it as a guideline Compilation of Best Practice across multiple dealer groups Use it as a road map A work in progress Not prescriptive We are all good at lots of things but not necessarily everything

3. 2 The alliance process We have also refreshed and re-printed the Alliance Partner Brochure which is now available to order via the online store.

4. 3 Alliance Process TARGETING PRESENTING PROPOSING CLOSING EXTRACTION & ONGOING MANAGEMENT Prospects - - Accountants - Brokers - HR Managers - Solicitors - Aged Care facilities

5. 4 Targeting TARGETING Identify your ideal referrer and sector Compile a list of suspects in your local area Make contact with suspects Sure initial meeting Pipeline tracker Accountant/Solicitor Introduction Letters Employer Human Resources Manager Introduction Letter HR Manager Approach Letter Introduction Letter to Professionals Introduction Letter to Professionals version 2 Mutual Client Letter version 1 Mutual Client Letter version 2 Reintroduction Letter to Professionals Reintroduction Letter to Professionals version 2 Solicitor Introduction Letter Local Franchise Profile 1st Appointment Confirmation Letter Handling Objections Initial Contact and Alliance Appointment Request Scripts Strategic Alliance Brochure Alliance Kit – Alliance Brochure, Corporate Brochure, Location Franchise Profile, Value Proposition TOOLS ACTIVITIES

6. 5 Presenting Prepare for initial meeting – set agenda and provide Alliance kit Prepare your value proposition and be able to articulate how you see the Alliance working Decide on follow up meeting and set second meeting if necessary Call checklist Proceed or do not proceed 1st Appointment agenda 1st Appointment Information Gathering Guide Do Not Proceed letter – Termination 2nd Appointment Confirmation letter Handling objections Marketing flyers and brochures PowerPoint Presentation - Accountants PowerPoint Presentation - Solicitors PowerPoint Presentation – HR Managers PowerPoint Presentation Aged Care Accountant & Solicitor Referral Prompts Solicitor Referral Prompts HR Manager Referral Prompts Calendar of Events sample Advice Process Flow Chart PRESENTING TOOLS ACTIVITIES

7. 6 Proposing Tail proposal Prepare draft referral agreement (using case studies and marketing material where appropriate) Present proposal 2nd Meeting Script & Agenda Proposal – Aged Care Proposal – Redundancy Support Services Proposal – Accountant Proposal – Accountant – alternative Proposal – Solicitor Proposal – Salary Packaging Proposal – Employer Super Referral Agreement – cross referral no fees Referral Agreement – cross referral with fees Referral Agreement – one way with fees Referral Agreement – one way no fees Service Level Agreement PROPOSING TOOLS ACTIVITIES

8. 7 Closing Sign agreement Develop implementation plan Launch Referral agreements Information agreement letter Implementation plan document CLOSING TOOLS ACTIVITIES

9. 8 Extraction and Ongoing Management EXTRACTION & ONGOING MANAGEMENT Finalise calendar of events Conduct targeted campaign Provide feedback and regular reviews Conduct joint seminars e.g. KYIT Send e-Insight to all contacts quarterly Social events / entertainment Accountants & Broker Referral Prompts Solicitor Referral Prompts HR Manager Referral Prompts SMSF Accountants Covering letter SMSF Accountants Flyer Alliance Partner Authority letter Alliance Partner Portfolio Changes letter Alliance Referral Thank You letter Client Letter from Accountant / Solicitor / Broker Client Letter from Accountant / Solicitor / Broker version 2 Client Letter from Accountant / Solicitor / Broker version 3 Alliance introductory letter Referral Process Check letter Calendar of Events sample e-Insight newsletter Sales & Marketing campaigns Alliance Referral Thank You letter TOOLS ACTIVITIES

10. 9 Summary These tools are now available on Adviser Services. They can be found in Practice Development/Alliances/Alliance kit See Rose at the Marketing Stand for more info

11. Questions?