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  • #972718
    V.Vanderbuilt
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    • Total posts: 12
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    I have started my own self managed superannuation fund advisory service. I am finding it hard to attract customers. Any ideas as to where I would find them calls during the day are unsuccessful due to the key decision makers generally are not in the households and are holding down jobs???

    Im looking to find investors of the age 35 and up or individuals looking to find investment properties.

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    Many thanks,

    Vanessa-Lee Van Der Built
    Synergy Investment & Capital
    The self managed superannuation fund specialists
    http://www.synergyic.com.au

    #1057585
    MarketingHQ
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    • Total posts: 142
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    I’ve done some work in this area and you might have more success targeting Accountants and Financial Planners who can refer business to you rather than targeting individuals.

    Accountants and Financial Planners tend to have stronger relationships with your target market and would use your service if recommending them to create a SMSF.

    Good luck.

    #1057586
    V.Vanderbuilt
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    • Total posts: 12
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    Thanks I have tried this but they generally set them up themselves.

    MarketingHQ, post: 70982 wrote:
    I’ve done some work in this area and you might have more success targeting Accountants and Financial Planners who can refer business to you rather than targeting individuals.

    Accountants and Financial Planners tend to have stronger relationships with your target market and would use your service if recommending them to create a SMSF.

    Good luck.

    #1057587
    hmirz
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    • Total posts: 69
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    G’day Vanessa

    Most of the SMSF legal work that I do concerns clients that are based on the Gold Coast. Suggest you target potential clients there.

    Cheers,
    Hamid Mirza
    Barrister-at-Law
    http://www.panachelegal.com

    #1057588
    Vossy
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    • Total posts: 71
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    Hi Vanessa

    This is a tough one to crack because most of them are not looking for any solutions as they don’t think they have a problem that needs to be solved. The banks get to target them via the Trustee for… details in the cash account names and even this is unsuccessful much of the time because there is no need.

    So your thinking needs to be along the line of targeting them when they think they have a need or where the ones that have a need go. The Trustees of SMSFs are more likely to be higher socio-economic levels and most of them are males. So my suggestions are:

    • PR about poor performance of SMSFs or holding too much in cash etc. offer the write a column / articles for your local paper on the topic
    • Advertising in magazines/newsletters/websites that are likely to get read by them e.g. ATAA, Australian Shareholders Association, Guppy Traders, Personal Investor, Louise Bedford etc – along those lines.
    • Find out where the banks are holding their client seminars (they sometimes advertise in the newspaper) and attend or set up a stall or advertising hoarding outside the venue.
    • Advertising / DM to retail shareholder’s of blue chips offering a seminar or online webinar .
    • You could also try a range of limited tests with pay per click advertising on Google or Bing – limiting the cost.

    I’ve had a look at your website and if you are driving people there, it needs some changes to capture them when they land there. Eg – it says download ebook – but there is nothing there that says what the ebook is about and what the benefits are. The onpage selling is not so hot for retail.

    Hope that helps a bit. Its a tough market to crack because advice is a credence service – like buying a lawyer and a psychologist and people see it as a massive risk and therefore stay with the devil they know.

    The first step is to establish your relationship and prove your credibility. That’s why seminars work.

    Good Luck!

    #1057589
    AgentMail
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    • Total posts: 1,741
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    Hi Vanessa,

    Have you thought about working with some real estate companies? These guys are always looking for good content for their newsletters, whether print or online, so if you have something of value for their clients, that might be interested in working with you. And if you offer to pay for a portion of the postage etc. I am sure they would jump at the chance!

    Just a thought

    #1057590
    Alan Maddick
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    I could tell you but then i would have to kill you! What state are you in i might share a few tips if not in direct competition.

    Accountants are moving out of this area as the ATO & Prof associations discourage as walking the line of financial advice.

    Most successful for us has been high budget marketing campaigns but you do need a fair amount of courage to run them. (we have spent up to $15k / month at times)

    If you’re not in Victoria send me an e-mail and i will share some of knowledge.

    #1057591
    Klublok
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    • Total posts: 70
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    My target market has been exclusively SMSFs and I have built up my practice from scratch by working exclusively with small accountants.

    The thing I find is that most SMSF clients and accountants don’t want any “traditional” financial planning help, so I really have to focus on giving strategic advice. By strategic advice I mean:

    • how their super can integrate with their business
    • how their SMSF can be a vehicle for building a family legacy by involving the children etc
    • asset protection – in terms of creditors and family breakdowns
    • compliance – how to rectify breaches
    • pre-99 unit trusts, non controlled trusts, non gearing trusts etc and how they can be helpful
    • estate planning, minimizing the potential for family provision claims etc
    • business succession using their SMSF
    • cashflow solutions

    I have about 50 accountants that I deal with. I visit them every two or three months (plus keeping in touch via newsletter and updates) – on visits I show them what is happening around the SMSF space, answer any of their questions, and show them the current hot topics around SMSFs. The only catch is that they must feed me when I am there :p

    I don’t get work from all of them everytime, but each round I usually get about 3 new clients/cases. I figured that if each of them gives me one new client/case per year, I am doing extremely well.

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