FORRESTER COHEN Client Engagement – Property Investment Advice

Who are We?  John Moore Business and IT consultant Successful property and stock market investor As Advisor built portfolios from $3M to $50M generating up to $20k passive income per week CEO FCIGL  FCIGL Powers Firstfolio Property Network Advice based property marketplace Supports transparent information without vested interest Results based, sustainable property investment for clients

Firstfolio Property Marketplace  Why advice?  Our Advisors?  Benefits of advice?  How can you participate with your client base?

Background of Advice  What do Investors want?  Investor survey results  Key elements of the experience  The structure and standards of the advice process to support investor needs  Compliance

Investor Survey 2010  What Investors want?  Information  Trust  Transparency  Analysis  Quality Product  Relevant Product  Timely  Accurate  Comprehensive

Greatest Deterrents  Fear of Unknown  Fear of Commitment  Don’t know what they don’t know  Lack of standards  Lack of consistency  No independent assessment of property investment  Little or No recourse for investors  No Industry Support  Fuelled by ‘Spruikers’

Why Advice post GFC?  Market is more complex  More Information – Internet (Paralysis By Analysis)  There is more accountability expected by clients  There are more products:  NRAS  SMSF  Mining or non mining  Markets within markets This has led to a requirement for more professional services and most real estate agents do not have the credentials to support these standards.

Who are the Advisors?  Advisors =>  Educational qualifications in Property Investment Advice  Proven business process  Supported by professional indemnity insurance  Value proposition enables fee for services  Property Assessment  Full Advice  Mentoring

Customer Focused Business Process  Needs Assessment  Goals and Objectives (Fact Find)  Risk Analysis (Risk profile Vs Risk Appetite)  Model Outcomes  May be initial meeting with the client (or the first)  Gain commitment to results  Create SOPIA ( of the conversation with client and agreement)  Sign off – First Steps  Implementation of Plan (Transaction)

Benefits of Advice  Tailored to client’s goals, risk profile and appetite  Performance based on value and time  Virtual modeling and testing  Strategy led  Next steps support  Documented process with client commitment  Leads to client re engagement

Tools – Investment Analysis and Modeling

A Word on Compliance  Real Estate Vs Advice  Advisors are NOT Real Estate Agents  Act for the investor  Don’t have relationships with Vendors Agents or Developers  Pass the FOFA ‘best interest test’

Tools - continued

Engagement (Key Elements of Advice)  Relationships (Trust)  Empowerment (Tools)  Wealth Creation (Profit)  Wealth Management (Retain $)  Simplicity (Easy)

Questions?  Next:  How do I participate?  Grow your business.

How do I Participate?  Fill in a Referral Agreement  Receive a Login and password to Referral page  Fill in details on the page  Form submitted  Work flow process (notifications) =>  Follows steps in advice the process  Affiliate Program  URL for affiliate links

Client Enquiry to Lead  Some enquiries are well qualified  Financial planners  Accountants  Trusted Advisors – tell them what is required  Prequalified for loans but no property  DIY – Self Directed

Qualifying a Client  Why do you want to invest?  Want do you want to achieve?  When to your want to achieve this?  If you could have $2,000 a week passive income in 10 years would you take it?  If you could have $100,000 more in equity in 5 years would you take it?  If you could achieve 50% tax savings would you take it?

Services  Self Directed – Property Selection  Full Advice Process  Mentoring  Brochures will be available on your Login pages – documents.

Other Services  Warming client databases  Articles  The 7 Myths – conditioning clients  Courses  Webinars/Seminars

Login

Referral

Documents

The Management Process

Affiliate Links Use either a text add or an image add on your web pages, signature, forums, google adwords etc., More information available in your resources page.

Questions  If you haven’t started  Referral Agreement  Login and Password allocated  Affiliate Links provided  Start