5 Learning Objectives Developing Professional Connections Identify the type of professional connections to target and define their characteristics Discover how to successfully approach professional connections and gain their trust and confidence Describe how to effectively present to professional connections - and what criteria are likely to be used to assess your pitch Understand what you can do to maximise value from the relationship Identify the type of professional connections to target and define their characteristics Discover how to successfully approach professional connections and gain their trust and confidence Describe how to effectively present to professional connections - and what criteria are likely to be used to assess your pitch Understand what you can do to maximise value from the relationship
6 Stuart Wilson Head of Marketing LV= Retirement Solutions David Dunn Managing Director Designo Marketing Developing Professional Connections
The scale of the opportunity The connection pathway Define your target market Pitching your proposition Making it happen Questions 7 Developing Professional Connections Agenda
8 Developing Professional Connections Defining the opportunity There are 150,000 practicing Solicitors and 140,000 practicing Accountants 70% of Solicitors and 83% of Accountants already refer clients to advisers Nearly half of all Accountants and more than a third of all Solicitors who refer clients to advisers, refer on average one per month Source: JP Morgan Asset Mngt (though more than half believe there is potential to increase this level of referral)
9 Developing Professional Connections RDR will help catalyse the opportunities Number of advisers has fallen significantly over the last few years Estimated that there will be circa 20,000 advisers by end of 2013 1 Fewer advisers Higher standards Fees not commission Higher standards can allay reputational fears professional connections may have: QCF Level 4 CPD requirements Increased capital Fees more directly aligned with other professionals
10 1. Defining your target market Developing Professional Connections The connection pathway 123 Who do you want to target? What are their characteristics? Find out all you can about them
11 2. Establishing contact HELLO! Developing Professional Connections The connection pathway
12 Establishing contact Developing Professional Connections The connection pathway 1234512345 Check if you have any connections to these firms. Invite key individuals to events you are running. Attend local business events that may provide opportunities to socialise. Send added value communications on topical issues. Offer to run bespoke seminars on subjects the practice may be interested in.
13 Developing Professional Connections The connection pathway 3. Pitching your proposition US + YOU = SUCC ESS
14 Developing Professional Connections The connection pathway Pitching your proposition Is this firm knowledgeable and professional? Does the firm share our values? Do they understand our needs? How will they interact with us? Do I like the people in this firm?
15 Developing Professional Connections The connection pathway Pitching your proposition Whats your proposition to introducers? Highlight your professionalism and expertise. Talk about what your business stands for. Present yourself
16 Developing Professional Connections The connection pathway 4. making it happen
17 Developing Professional Connections The connection pathway Making it happen Set up joint events or seminars on subjects that are relevant to both parties Offer to speak at events set up by the professional connection for their clients Run training sessions or regular briefings on topical issues for the staff and partners Agree with the professional connection that their literature will refer to the availability of advice on financial services matters Offer to conduct personal reviews for staff and partners of the Professional connection
18 Developing Professional Connections The key to success Adding value… The key to engaging with an accountant or solicitor is to demonstrate your expertise and the value that your expert knowledge can bring to their business or their core activity.
19 Developing Professional Connections Summary The opportunity is significant RDR should make it easier for advisers to forge relationships The start point is to define your target market clearly Next its about establishing contact Spend time thinking about your pitch and what makes you different The real work begins once they agree to refer to you…
20 Developing Professional Connections Further information Strategic Partnerships Stuart Bate Business Development Manager Telephone: 07435 971046 Email: Stuart.Bate@LV.com Pensions Development John Davis Technical Development Manager Telephone: 07740 921626 Email: John.Davis@LV.com Scotland Alan Cross Telephone: 07435 751033 Email: Alan.Cross@LV.com North Tim Richmond Telephone: 07836 209705 Email: Tim.Richmond@LV.com Nottingham and Grantham Ian Ferguson Telephone: 07501 495147 Email: Ian.Ferguson@LV.com West Matthew Quinn Telephone: 07552 120644 Email: Matthew.Quinn@LV.com South Matthew Wadham Telephone: 0800 756 5854 Email: Matthew.Wadham@LV.com Flexible Guarantee Bond Vincenzo Lomonaco Telephone: 08458 506491 Email: Vincenzo.Lomonaco@LV.com
21 Developing Professional Connections Further information LV= Adviser Retirement Centre - http://retirementcentre.lv.com http://retirementcentre.lv.com LV= 2013 Pension Opportunities - http://2013opportunities.lv.com http://2013opportunities.lv.com ICAEW, Institute of Chartered Accountants in England and Wales - www.icaew.com www.icaew.com SIFA - www.sifa.co.ukwww.sifa.co.uk STEP, Society of Trust and Estate Practitioners - www.step.orgwww.step.org SOLLA, Society of Later Life Advisers - http://societyoflaterlifeadvisers.co.ukhttp://societyoflaterlifeadvisers.co.uk
22 LV= Webinar Developing Professional Connections Questions & Answers
23 LV= Webinar Summary/further information http://retirementcentre.lv.com Other info Webinar recordings Podcasts Guides
24 LV= Webinar Summary/further information Feedback & Questions
25 The LV= Retirement Proposition Comprehensive pension products Personal Pension & SIPP Drawdown/Flexible Drawdown Enhanced Annuity Investment Linked Annuity Fixed Term Annuity Guaranteed Bond Equity Release LV= Webinar Summary/further information www.lv.com/adviser
This is for financial advisers only Not to be used after November 2013 This views expressed in this webinar by the guest presenter are those of the individual themselves and do not necessarily reflect the views of LV=. Liverpool Victoria Friendly Society Limited, Keynes House Tilehouse Street, Hitchin, Herts, SG5 2DX. Liverpool Victoria Friendly Society Limited is authorised by the Prudential Regulation Authority and regulated by the Financial Conduct Authority and the Prudential Regulation Authority, register number 110035. NM Pensions Trustees Limited, (registered in England No. 4299742), act as Trustees and Scheme Administrators. Authorised and regulated by the Financial Conduct Authority, register number 463402. Registered address for all companies: County Gates, Bournemouth BH1 2NF. Tel: 01202 292333 FS21334056 05/13 26 LV= Webinar Important notes