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State of the Nation. PAUL CAMPBELL – AUGUST 2011. Agenda. Business Update 2012 Business Plan Next 100 days and beyond…. Business Update. Production results Team Updates Regulatory . 2011 FUA. * Includes estimate of FUA off platform # Preferred platforms only. 3. 2011 Risk.

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state of the nation

State of the Nation


  • Business Update
  • 2012 Business Plan
  • Next 100 days and beyond…
business update
Business Update
  • Production results
  • Team Updates
  • Regulatory

RIAG Adviser | Vision

2011 fua
2011 FUA

* Includes estimate of FUA off platform

# Preferred platforms only


2011 risk
2011 Risk

* Estimated based on data collected at 30/6/10 and 30/6/11


rolling 12 months new business income by region
Rolling 12 Months New Business Income by Region

Beginning to see a trend up in all regions, but FING & OPFP flat to slightly down.

new business productivity by region
New Business Productivity by Region

On a per Adviser basis, NSW/ACT behind the pack on New Business productivity, but all regions trending up. OPFP shows strongest productivity levels, but dropping.

new bus income per adviser 6 months jun 11 annualised
New Bus Income per Adviser (6 months Jun 11 Annualised)

>70% of practices generating <$100k New Business Income per adviser

recurring income per adviser 6 months jun 11 annualised
Recurring Income per Adviser (6 months Jun 11 Annualised)

~70% of practices in the $100k - $300k recurring income per adviser bracket

team update
Team Update
  • Arrivals
    • Jason Coggins, Head of Research
    • Chetan Trehan, Investment Research Analyst
    • Kate Stinson, EA to CEO
    • Sally Fraser, Brokerage Officer
    • Robert Williams, Professional Standards Officer
  • Promotions
    • Deepthi Ravi Kumar, Professional Standards Manager
    • Sophie Perkes, Marketing Specialist (prev coordinator)
  • Departures
    • Yvettte Elliott, Marketing Specialist
  • Vacancies
    • Marketing Specialist
    • Advice Consultant
    • Advice Support Officer
    • Professional Standards Officer
  • Extended Leave
    • Vanessa Waters, Maternity

Congratulations Narelle

– expecting a baby!

pr activity trade press
Uplift in media activity in last quarter

Money Management – B&E alliance

Investor Daily – B&E alliance

Financial Standard – B&E alliance

IFA – Grant Howe profile

Financial Standard – Risk uplift figures

Money Management – Appointments (JC/DRK)

Investor Daily – Appointments

Risk info – 3 new recruits (CMS, Insight, Kevin Anderson)

Money Management – 3 new recruits

Money Management – Col Fullagar risk features

PR Activity – trade press

“Strong business growth opportunities and customised technology solutions have attracted three new practices”


l d update risk program
L&D Update – Risk program

Final workshops completed in Adelaide, Brisbane, Melbourne and Sydney:

Underwriting - 28 participants

Product types - 32 participants

75% participants completed both workshops

Next component – Business Insurance, scheduled for post August PD Days

Interest being sought for repeat of workshops (incorporating Sales skills)

August PD Days – claims disputes session

Ongoing training via APL providers:

Results to June 2011: Risk production from those attending program shows increase of 62% for the past six months when compared with results from the preceding period

learning and development update national conference
Learning and Development Update – National Conference

Save the dates!

Accommodation and conferencing in newly renovated Hotel Grand Chancellor in the centre of Hobart

11 - 13 April 2012


Valuing Advice for Growth Program

OnePath are partnering with RI in a structured program to actively support practices to navigate the proposed FoFA reforms and transition business models to a post-FoFA world

  • MODULE 1
  • Clarify your ideal target client
  • Develop your CVP
  • Define your client segmentation
  • MODULE 2
  • Develop your client service – advice and ongoing
  • Determine your price and how to charge

Valuing Advice for Growth Program

  • MODULE 4
  • Develop your operational plan to transition the business to Fee for Services
  • MODULE 3
  • Ensure you can effectively communicate your offer and price
  • Have the confidence to sell your fee


advice update
Advice update

Research transition complete

Guyon to update on other matters:

Advice project update


FSG update

Audit methodology changes

Compliance awards

our purpose
Our purpose

To help people achieve their lifestyle goals and achieve financial peace of mind by enabling advisers

2012 strategic plan18
2012 Strategic Plan

Alignment and trust

Collaborative and innovative




To be regarded as the #1 premium holistic advisory group in Australia


Revolutionise advice

The RI way





OnePath product


Succession solutions


FoFA ready

RI business model

Cultural road map


guiding principles
Guiding principles


  • Remain focused on our clients
  • Protect what is important to us
    • Our Culture
    • Choice
  • Collaborate
    • Listen and work with all stakeholders in the design and transformation process
    • Align interests
    • Win-win
  • Communicate, communicate, communicate
    • Webinars
    • Workshops
    • 1-1
short term initiatives
Short-term initiatives
  • FOFA
  • OnePath Platforms
  • OnePath Advantage Program

Draft legislation expected this month (we think!)

Important we respond quickly and collaboratively

Key milestones

+ 1 day: Immediate legislative response

+ 3 days: Proprietor webinar

+ 2 weeks: FoFA workshops: PAC, High Achievers, RI and OnePath

September / October : Proprietor / Adviser workshops

onepath platforms
OnePath Platforms


  • Current State of Play
    • Service is not acceptable
    • We need OnePath platforms to lift
    • Critical success factor for RI going forward
    • Need to take an active and assertive role in addressing this
  • Acknowledging the problem!
    • Appointment of Paul Barrett
    • Appointment of Craig Brakenrig (replacing Ross Bowden)
    • Significant allocation of budget / resources to address
  • Initiatives
    • Platform enhancements
    • OnePath Advantage program
e forms onepath advantage program
E-forms (OnePath Advantage Program)





Fact Find


XPLAN OnePath Wizard


Fact Find



e forms onepath advantage program26
E-forms (OnePath Advantage Program)_





Fact Find


Soft copy lodgment form + e-mail + Priority processing = Major time saving for your office and improved OnePath admin

XPLAN OnePath Wizard


Fact Find




RIAG Adviser | Vision

e forms onepath advantage program27
E-forms (OnePath Advantage Program)


  • Now
  • EPM for OnePath FREE





Fact Find


  • August/September
  • OneAnswer e-forms pilot
  • October/November
  • OneAnswer e-forms

Soft copy lodgment form + e-mail + Priority processing = Major time saving for your office


Improved OnePath Admin

  • Q1 2012
  • Portfolio 1 and OneCare

XPLAN OnePath Wizard


Fact Find




RIAG Adviser | Vision

succession solutions
Succession solutions


Need for proprietors to market to find potential successors/acquire books

RI has not been well positioned to support this previously

Commitment going forward to better support practices

Leverage the entire OnePath Aligned Group

New Initiatives

ANZ practice funding

Practice exchange

Recruitment / Broking services

key milestones
Key milestones
  • July
    • Board Sign off on 2012 Strategic Plan
    • PAC sign off on 2012 Strategic Plan
  • August
    • PD Days: Communicate Strategic Plan
    • FoFA Draft legislation
    • FoFA Workshop
    • FoFA Group Teleconference
  • September-November
    • PAC Adviser Terms/LTI workshop
    • Proprietor Adviser Term/LTI workshops
  • December
    • PD Days: Announce New RI operating model
new award lifetime award
New award - Lifetime award

Designed to recognise advisers and RI staff who have made a significant contribution to the group over a long period of time to such an extent that is of cultural significance that they are remembered in years to come.

Given RI's long history this is an important

opportunity to continue to maintain the great

camaraderie established over the years

lifetime award
Lifetime award

Geoff Taylor


20 years of service

adviser development award
Adviser Development award


John Mant

high achievers 2011 new business 1 july 2010 to 30 june 2011
High Achievers 2011 – new business 1 July 2010 to 30 June 2011

Congratulations to…

1. Mark Tidbury - RI Rockhampton/Varsity Lakes

2. Craig Ralph - RI Donvale

3. Jurgen Schonafinger - RI Wangaratta

4. Troy MacMillan - The Wealth Designers

5. Kathy Paget - RI Wide Bay

6. Sandy Miller - RI Shepparton

7. John Muchmore - RI Mandurah/Rockingham

8. Tamara Klose - RI Holden Hill

9. Grant Howe - RI Devonport/Burnie

10. Rob Hutchison - RI Subiaco/ Cannington


platinum club
Platinum Club

Not awarded in Fiji – MELBOURNE ONLY

Paul Huggins

Rob Hutchison