Unison SME Discovery Processunisonfgpartners.com.au/pdf-2015/05-SME-Discovery-Process-03-20… · 4. Your Success Kit: Material Which Will Assist You in the Referral Process and in

Helping SME clients to maximise their wealth potential

Unison SME Discovery Process

A tool to help you identify your SME clients financial needs and opportunities

Small / Medium Enterprise (SME) Asset Builders Asset Protectors

» Family run business / partnership

» 10-100 staff with turnover of $2M (min) to $20M+

» Potentially tertiary qualified

» Run as a business rather than just a job

» Looking for expansion opportunities

» Incomes of $250K+ pa

» Value and pay for advice

» Cash flow rich

» 30s-40s

» Family income of $200K+ / Individual $120K+

» Investable assets / super combined of $500K+


» Time poor

» Technology savvy

» Professionally qualified

» Young and growing family with debt

» Early 50s - early 60s

» Professional / successful business people (SME owners)

» Mix of assets of $3-10M with up to $1M+ of investable assets

» Family income either from work ($250K+) or retirement ($100K+ streams


» Focus on retaining & growing their wealth

» Family Groups / Wealthy Individuals & Couples

Online Referral Process

How to notify Unison of a potential client referall in 3 easy steps

Step 1: Go to: www.unisonaccountinggroup.com.au

Step 2: Complete the Online - Client Health Check form and the discovery box

Step 3: Press Submit

Unsion will call to discuss the client.

Ensure you have attached any material relevant to the clients circumstances for Unsion to review.

1 | Copyright © Unison Financial Group 2014

Building the Bridge of Client Engagement by Identifying their Critical Needs

The Unison Discovery Process is an integral part of the Unison Vision Programme - along with the:

» SMSF Matrix - focussing on SMSF Funds, and the

» Client Diagnostics - focussing on clients in general.

1. Discovery Process Primary Objectives for a successful review session are:

1) focussing on assisting SME (or Business ) clients improve their financial positon,

2) ensuring each session focusses on the review by a Unison adviser, of a prioritised selection of between 4 - 6 SME client files (i.e. max review of say 30 mins per file) which have been identified by you as clients who need assistance,

3) confirming a minimum of 2 client referrals each month.

Note: Time required for each session: a maximum of 2hrs on a set day / time each month.

2. Please use the Qualifying Criteria in Selecting which SME Client Files To Review:

3. What Happens Once We Review A File and Identify a Client Who Needs Assistance

a. Step 1: Call the Client - with a follow-up email re-confirming the key points of your discussion and confirming the “Next Steps”. You may also wish to send them the SME Flyer.

1) Key Points to emphasise: the reason you are making contact is that you believe the client can enhance their wealth / financial position (re any of the items listed above) and would benefit from an introduction to your wealth partner Unison.

2) You may wish to send a letter first for some clients – refer to our standard Wealth letter in the Success Kit – point 4.

SME Characteristics: a desire to create and protect wealth both inside and outside their business using strategies such as:

» Establishing or reviewing their Personal, Key Person or Business insurance

» Refinancing or securing new investment loans for commercial or residential property

» Finding the right investment property or acquiring a new business premises (via the Unison Property Wealth Solutions offering)

» Requiring finance for plant & equipment, or vehicle finance (inc. fleet finance)

» Estate Planning needs

» Preparing Buy / Sell Agreements

» TTR Strategies

» Business Succession Planning



a. Step 2: “Next Steps” - when speaking to the client – allow several days if you decide to send a letter - it is CRITICAL to let them know that:

1) You can either schedule the meeting directly with Unison, or request that Unison call the client to do so.

2) If the latter, it is Very Important that you advise the client the following:

a. You will be asking Eli Palma of Unison Financial Group to call the client with the aim of arranging an appointment for the reasons stated above

b. Request the client to please take the call from Eli Palma of Unison Financial Group, who is calling to schedule an appointment

c. Note: once we have secured the appointment we will advise you of the respective detail or if we are having difficulties in contacting the client we will revert back for your assistance.

4. Your Success Kit: Material Which Will Assist You in the Referral Process and in your discussions with select SME’s, comprising:

a. Client Focus - SME’s …. although the process can be used for other client groups if needed

b. Client Script - please refer to the attached script for guidance and in handling any potential objections when you are speaking with the client

c. Email Confirmation - please refer to the attached draft Confirmation email.

d. Draft Client Wealth letter - if this type of first contact is preferred,

e. Discovery Form - this form has a dual purpose and can be used either for SME clients or when reviewing clients in general (Asset Builders / Wealth Creators or Asset Protectors / Pre-Post Retirees) – either in meetings or when completing their tax returns.

f. FAQ - which covers further Q’s the client may ask you.

g. SME Flyer - Copies of our flyers (Female and Male versions) are also attached for your review and distribution to selected SME clients.





Suggested Script as follows

Hi <client>

I’ve been reviewing your financial / tax position closely and believe that you are in a great position to leverage your business cash-flow / capital / growth opportunities / market position – and use the business to create some real wealth outside the business.

We felt it’s important to be “on the front foot” and make this contact so that we can introduce you to our wealth and advice partners Unison Financial Group. One of Unisons senior advisers / Directors is working with <accounting firm> very closely and has assisted several other clients in a similar position as you.

Given the importance of your business it’s critical that we review all options to make sure we maximize the value it holds for you and the family. I.e. we need to make sure it’s working for you the way it should – I.e. to increase your wealth.

That why we have been working with Unison – they also specialize in working with business owners such as yourself and can are very capable in delivering sound and practical advice.

I’ll also have <adviser / Director> attend the meeting as a starting point.

What day / time would you suit you to meet?

Client Confirms - Great – I will also send you an email confirming the scheduled meeting time (you may wish to attach select client collateral) / date, OR I will ask Eli Palma of Unison to call you and schedule a meeting time. Please ensure you take Eli’s call.

Client Defers - Suggest again as per above reason, to schedule meeting – if there is no progress – defer the discussion until the client meets you for their annual tax discussion….. but, send them an email with select marketing collateral, advising that when they are ready to take this step you will be very pleased to arrange the meeting with Unison.

Suggested Client Contact Script

Accounting firm principal makes the client call at all times to convey his/her belief that the SME Client has the opportunity to create wealth with the benefit of meeting with Unison Financial Group.

» to confirm the client will agree to meet with Unison in order to discuss their financial position.

» confirm the meeting date, time and location.

» ensure you advise the client Unison will be making contact and they must take the call.



Potential ObjectionsDo I really need to? Absolutely – given the importance of your business and the opportunities provided you, we really need to make sure we help you maximize its value. I wouldn’t suggest it if I didn’t think so.

Who is Unison? Unison is our Wealth & Advice partner. We have been working with them now for several years. They’ve assisted a number of clients improve their financial position and we have absolute faith in them.

What is Unison trying to sell? The reason we’re referring you to Unison is because as your accountant, we want to make sure we are looking after you, and that you achieve your wealth objectives. We feel Unison can genuinely help you.

Too Busy Yes I know your time is limited, but we’re talking about 45 mins – it’s important enough to at least meet with Unison because they are specialist in this area.

What will it cost? The meeting will cost absolutely nothing.

Unison Discovery – Suggested Client Email Confirmation

Hi <Client>

As agreed, we have confirmed our meeting for: • Date • Time • Location

The purpose of the session is to review how we could use the businesses <cash-flow / capital / growth opportunities / market position / other> to help you maximise your financial position.

I will also invite <adviser / Unison Director> to join us.

<adviser / Unison Director> has worked with many businesses in a similar situation and can discuss firsthand how he and Unison can help us.

Optional - I have also attached some material for your review about the services Unison provides.

I look forward to catching up.

<Accounting Principal>


<Print Date>

<Title> <First Names> <Surname><Address Line 1><Address Line 2><Suburb> <State> <Postcode>

Dear <Title> <Surname>

We’d like to meet with you to discuss using tax-effective strategies to build and protect your wealthWe are always looking for ways to help you build and protect the wealth that our clients have worked so hard to create. So after reviewing your file and assessing your situation, I believe you’d benefit from meeting with us and a representative from our Wealth & Advice partner, Unison Financial Group.

Our initial meeting should last for no more than one hour and there is no fee payable for this session, giving you the chance to find out more about some tax-effective strategies you might not know about.

How our advice can help you (note: remove items not appropriate)At our meeting, we’ll explain a number of strategies that could help you, including:

» Building your super and reducing your tax with salary sacrifice.

» Using franking credits within your super to reduce your tax or get a refund.

» Borrowing to purchase an investment property so that your interest and property maintenance expenses may be tax-deductible.

» Safeguarding your ability to earn a living with Income Protection insurance and claiming a tax deduction on your premiums.

» Protecting your wealth for vulnerable family members, from potential creditors and enjoying better tax rates, by setting up a family trust or company structure.

» Creating a simpler, more flexible SMSF by setting up a corporate trustee structure.

» Making a smooth, profitable exit from your business by putting buy/sell agreements in place.

What happens next?We’ll be in touch within the week to schedule an appointment time that suits you. But in the meantime, if you have any questions, please call me on [phone number].

I look forward to meeting with you soon.

Yours sincerely

<Signature>

<Signatory Name><Signatory Title>

1. How much does it cost for the first meeting - our financial strategy consultation?

There is no cost for the first 30 minutes of our meeting. This time is set aside to establish good will, discuss the possible ways we could assist the client and agree on “next steps”.

Should you decide to proceed with the consultation, the fee is normally a maximum of $495.00 and is rebated should you decide to formally engage Unison.

2. Will I be locked into a contract for any period of time?

No, there is no minimum contract period that applies. If you decide to cease all services and advice, we will cease fees and service, within 30 days of being formally advised.

3. How much will I be charged if I request all or part of your services?

There is no standard fee. We provide an estimate of costs based on the services you request us to undertake on a fee-for-service basis. As no two people have the same situation, no one person will require the same services in the same manner.

Frequently Asked Questions

4. What if my situation changes?We are experienced in dealing with constantly changing circumstances and our advice allows for changes that will inevitably occur.

5. There is a significant change happening shortly in my life, should I wait until after that before we seek financial advice?No! it is always better to seek advice before any significant changes so that you are best prepared and have the most effective strategy in place ahead of the change. Should you begin by establishing the right structure to receive an inheritance, devise a strategy in place to maximise a redundancy payment or even find a better finance option for the next property purchase you could be able to prevent paying additional tax or fees unnecessarily.

6. If we prefer direct shares and properties, can you help us?Yes. There are many areas of your financial world that we assist with, investments being a key component. We have a direct investment model that is transparent and not aligned with any major institution.

7. I already have a financial adviser, why do I need to see you?Unison works in association with your accountant to address issues in your financial world. When you see Unison for advice, we review your overall situation and work with you and your accountant to ensure that all aspects of your financial world are working in unison.

8. Can you advise me over the phone rather than having a meeting? If not, does my spouse/partner need to be present at the meeting?Much like seeing a doctor, it is difficult to accurately assess issues completely over the phone. We are happy to call and discuss some of the preliminary information and processes, but we will need to meet you in person, usually in the same meeting as when you see your accountant. If we are going to provide advice to you and your spouse/partner as a couple, then it is important that we meet both of you to ensure we have agreed and measureable objectives.

9. Why has my accountant chosen to work with Unison?Your accountant recognised the need for clients to receive sound financial advice. Unison has an experienced executive and advice team and only works with professional services firms, such as your accountant.

10. Is the service expensive?Unison provides a very cost-effective service and don’t take investment advice commission. Unison charge on a fee-for-service basis, meaning you only pay for the services that add value to you. Unison’s direct advice and investment model strips away the layers of fees associated with a typical financial planning business.

11. Is my accountant involved in the advice process?Absolutely. Unison believes that advice always works better if it integrates the financial and tax components. That is why your accountant has engaged Unison and is involved in the advice process - from their area of expertise.

12. How do I know Unison will add value?You were specifically referred to Unison as your accountant believes there are a number of areas where Unison can add value to your circumstances.

13. How does Unison get paid?Unison operate under a fee-for-service arrangement. This means that prior to any work being undertaken, a fee is agreed to by all parties. This fee is paid by you, or via your superannuation, directly to Unison. It is important to note that as Unison do not accept investment advice commission, you should at all times clearly understand how much you are paying and what is actually paid to Unison.

HEAD OFFICE VICTORIA: Level 4, 863 High Street, Armadale VIC 3143POSTAL: PO Box 8094, Armadale VIC 3143 Australia

t: 1300 UNISON (1300 864 766)www.unisonfg.com.au | www.unisonaccountinggroup.com.auUnison Financial Group Pty Ltd ABN 78 143 491 605

Unison Wealth Management Pty Ltd AFSL 289621 Unison Finance Services Pty Ltd ACL 426 273

Unison Property Pty Ltd - Estate Agents License 074045L(member of REIV) Copyright © Unison Financial Group 2014 October 2014

Business Owners

Are you Looking for more from your Business... Financially Speaking?

Have you asked yourself: » “ Are there smarter ways to manage my cashflow that will reduce my debt and lower the amount of tax I pay?” » “ How do I extract more value from my business so I can create personal wealth, like growing a portfolio of property and shares? ” » “ Could I be doing more by making use of Private Trusts and Self Managed Super? ” » “ Am I building a saleable business or am I just building myself a job? ” » “ How long would my business last if I wanted to take an extended holiday, or was temporarily unable to work? ” » “ Do I have adequate general insurance cover in place to protect my business assets and indemnify myself

against unforeseen liabilities? ” » “ Is there a better way to build my business, achieve an enjoyable lifestyle, pay off my debt, fund the kids through

school, and build a valuable asset base to fund a great retirement? ” » “ How do I replace lost business income due to the loss of a key person in my business? ” » “ How do I protect my equity interest in my business? Do I need a business succession plan? ” » “ How do I repay business debts when they fall due, should a business owner be unable to work due to illness or injury? ”

Unison will work with you to implement a cohesive strategy and plan to make the most of your money and investment opportunites. You will save time, save money and receive expert support for all your planning and decision making requirements – simple or complex. Contact Unison on 1300 UNISON or www.unisonfg.com.au

Your Trusted Adviser TeamUnison works in partnership with the clients’ accountant and other professional advisers to provide relevant and comprehensive financial solutions, tailored to the needs of our clients, their families and their business.

Our Integrated Services OfferingUnison provides an integrated financial services and wealth offering to clients of accounting firms on the fee-for-service basis, delivered by salaried advisers. We operate under our own Australian Financial Services Licence - Unison Wealth Management Pty Ltd (AFSL 289621).

Our ServicesOur wide range of services cater for the varying needs of clients at every stage of their lives.

Advice Investments Superannuation Insurance Property Finance Legal

» Strategic advice

» Wealth Creation

» Cash-flow, tax & debt structuring

» Retirement Planning

» Direct shares

» Actively managed portfolios

» Industry leading investment research

» Domestic & international investments

» Self Managed • Establishment • Administration • Investment • Compliance

» Group Superannuation

» Personal super

» Life and TPD

» Income Replacement

» Trauma

» Business

» Group Schemes

» General

» Professional Indemnity

» Residential

» Investment

» Off the Plan

» Commercial

» Buyer’s advocacy

» Property Management

» Development Syndication

» Residential

» Commercial

» SMSF /Investment

» Development

» Plant & Equipment

» Vehicle

» Estate Planning

» Property & Conveyancing

» Matrimonial

» SMSF Advisory

» Commercial




Unison Property Pty Ltd - Estate Agents License 074045L(member of REIV) Copyright © Unison Financial Group 2014 April 2014

Unison Financial Group is not owned by any financial institution, and is not obligated to any fund manager or investment house. This means that any advice offered by our professionally qualified salaried advisers is done so on, a completely unbiased basis.

Unison’s financial advisers form part of the client’s team of professional advisers.

The Way we Work with You is DifferentOur strategic advice process ensures that all aspects of out clients’ wealth issues - personal, family and business - are considered to formulate out initial recommendations, and to be used as the platform of our ongoing review and advice.

We need you to know:

» We are not owned by, or associated with, any provider of financial products » You engage our services on a free-for-service basis - no hidden fees and commissions » All of our advisers are salaried employees and successful investors in their own right » We do not engage in any work unless first authorised by the client » Our focus remains exclusively on meeting clients’ personal, family and business wealth planning objectives

Client Name: Date of Brith:

Spouse Name: Date of Brith:

Do you have any children / financial dependants Yes No Age(s):

Client Information Request

Client Discovery Form

Do you have?

Lawyer: Yes No Details:

Financial Advisor: Yes No Details:

Employment Status: Employee Self-Employed

Employment Start Date:

Do you have a company? Yes No

What does your Company Do?

Do you have a trust? Yes No

Do you have a self managed superannuation fund? Yes No

Do you make salary sacrifice contributions? If so, how much? Yes No $

How much do you have in superannuation? $

Do you have investments in managed / retail funds? * Value? Yes No $

Do you have investment properties? If so, how many? Yes No Number:

Residential Status: Own Mortgage Rent

With Parents

When did you start living here? Month Year

If you have a mortgage on your home? Yes No Amount $

Do you have any other loans in place? If so, their value? Yes No $

What is the market value of your home and what is the loan on it? $ Loan $

If you have a current will, when was it last updated? Yes No Date:

Does your will have a testamentary trust? Yes No

Do you have any powers of attorney? Yes No

Do you have life insurance? If so, cover amount? Yes No $

Do you have income protection insurance? If so, cover amount p/m? Yes No $

Do you have trauma insurance? If so, cover amount? Yes No $

Do you have TPD cover? If so, cover amount? Yes No $




Unison Property Pty Ltd - Estate Agents License 074045L(member of REIV) Copyright © Unison Financial Group 2014

Documents

Unison SME Discovery Processunisonfgpartners.com.au/pdf-2015/05-SME-Discovery-Process-03-20… · 4. Your Success Kit: Material Which Will Assist You in the Referral Process and in