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					 INSERT    DELETE   Click on these buttons to                                                      Total                                 Salary                  Cost per                              Charge-Out
  ROW       ROW                    row
                    insert/delete aHours        Days Per     Weeks Total Hours Productive       Productive                               Related    Business    Productive     Profit                   Rate per
Function Staff Member           Per day          Week       Per Year Worked    Hours (%)          Hours       Base Salary     Super       Costs     Expenses       Hour      Margin (%)     Profit       Hour
Practice Proprietors




Advisers
Sam                                    7.50          5.00      45.00    1,687.50     70%           1,181.25       $90,000       $8,100    $50,000     $50,000      $167.70      33%          $97,572       $250.30
Simon                                  7.50          5.00      45.00    1,687.50     70%           1,181.25       $90,000       $8,100    $50,000     $50,000      $167.70      33%          $99,050       $251.56




Para Planners
Sally                                  7.50          5.00      45.00    1,687.50     70%           1,181.25       $65,000                 $10,000     $45,000      $101.59      33%          $59,104       $151.62
                                                                                                                                                                                33%
                                                                                                                                                                                33%



Client Service Officers
Joe                                    7.50          5.00      46.00    1,725.00     70%           1,207.50       $55,000       $4,950     $2,500     $45,000       $88.99      33%          $53,725       $133.48
Mary                                   7.50          5.00      46.00    1,725.00     70%           1,207.50       $55,000       $4,950     $2,500     $45,000       $88.99      33%          $53,725       $133.48
                                                     5.00      46.00                 70%                                                                                        33%
                                                     5.00      46.00                 70%                                                                                        33%
                                                     5.00      46.00                 70%                                                                                        33%

Admin Support
Dean                                   7.50          5.00      46.00    1,725.00     70%           1,207.50       $42,000       $3,780     $1,500     $45,000       $76.42      33%          $45,451       $114.06




Business Managers
                                                                                                                                                                                33%




Other




Totals                                                                 10,237.50                   7,166.25      $397,000      $29,880   $116,500    $280,000                               $408,627       $171.92
                                                                                                                            Target Gross Revenue Target per annum                         $1,232,007
                                                Ave per                To be
Charge Out Rates                                Above       Override   Used
Proprietor                                                                         Note these
                                                                                   are the
Adviser                                          $250.93                $250.93    charge out
Paraplanner                                      $151.62                $151.62    rates that
CSO                                              $133.48                $133.48    will be
                                                                                   used for
Admin Support                                    $114.06                $114.06    the
Business Mgr                                                                       activities
Other                                                        $300.00     $300.00
Super Concepts                                               $275.00     $275.00
Broker                                                       $350.00     $350.00
Whole Team                                      $1,034.50              $1,034.50
             INSERT    DELETE                 Click on these buttons                                     Service    Performed        Hours    Charge Out    Cost
            ROW      ROW
Activity                      Task to insert/delete a row                                               Provided     by (Role)     to Perform    Rate    of Service
Ongoing Services
Fund Manager/Platform Reports Nothing to do here- service carried out at product level                             Other                            $300


Investment Portfolio Report         Check data-feeds operational                                           Y       CSO                   0.16       $133      $21.36
Investment Portfolio Report         Contact FM (phone or email) to ascertain up to date info where         Y       CSO                   0.50       $133      $66.74
                                    no data feed exists
Investment Portfolio Report         Find & run applicable investment portfolio reports                     Y       CSO                   3.00       $133    $400.43
Investment Portfolio Report         Run through reports to identify errors                                 Y       CSO                   2.00       $133    $266.96
Investment Portfolio Report         Review RI's OGS marketing letter & commentary to identify              Y       Adviser               0.25       $251     $62.73
                                    required changes
Investment Portfolio Report         Print & post reports                                                   Y       CSO                   1.00       $133    $133.48

Investment Portfolio Report -       Check data-feeds operational                                           Y       CSO                   0.16       $133      $21.36
between reporting periods
Investment Portfolio Report -       Contact FM (phone or email) to ascertain up to date info where         Y       CSO                   0.16       $133      $21.36
between reporting periods           no data feed exists
Investment Portfolio Report -       Find & run applicable investment portfolio reports                     Y       CSO                   0.08       $133      $10.68
between reporting periods
Investment Portfolio Report -       Run through report to identify errors                                  Y       CSO                   0.08       $133      $10.68
between reporting periods
Investment Portfolio Report -       Prepare and provide individual commentary for client                   Y       Adviser               0.16       $251      $40.15
between reporting periods
Investment Portfolio Report -       Print & post report                                                    Y       CSO                   0.08       $133      $10.68
between reporting periods


Investment Portfolio Watch          Adviser to review monthly research report & APL update.                Y       Adviser               0.75       $251    $188.20
                                    Identify impact and brief CSO
Investment Portfolio Watch          Find clients impacted by research recommendations (Xplan               Y       CSO                   0.16       $133      $21.36
                                    search)
Investment Portfolio Watch          Create clients comms                                                   Y       Adviser               0.33       $251      $82.81
Investment Portfolio Watch          Send out comms to client (prepare postage and mail)                    Y       CSO                   0.50       $133      $66.74
Investment Portfolio Watch          Ensure comms attached to client file (should be automated              Y       CSO                   0.50       $133      $66.74
                                    through Xplan merges - time taken should be a simply check)



Online Access                       This is a separate licence cost - $84per annum per client. I have      Y       Admin Support         1.00       $114    $114.06
                                    retained at the admin charge out to reflect mark-up on the base
                                    cost.


Technical Watch                     Review monthly technical bulletings/budget updates                     Y       Adviser               2.00       $251    $501.86
Technical Watch                     Attend mthly dealer group/fund manager budget updates for              Y       Adviser              17.00       $251   $4,265.81
                                    education (note should not be included if fund mgr attendance
                                    has been taken out of available wks worked under the 'roles'
                                    tab)

Technical Watch                     Brief CSO on clients to identify who may be impacted by                Y       Adviser               0.16       $251      $40.15
                                    legislative/technical updates
Technical Watch                     Create clients comms                                                   Y       Adviser               1.00       $251    $250.93
Technical Watch                     Search clients impacted on Xplan, run merge reports and post           Y       CSO                   0.50       $133     $66.74
                                    applicable communications
Technical Watch                     Ensure comms attached to client file (should be automated              Y       CSO                   0.75       $133    $100.11
                                    through Xplan merges - time taken should be a simply check)

                                                                                                           Y       Adviser               2.00       $251    $501.86
Centrelink Service                  Speak to client to identify if any non-managed assets have             Y       CSO                   0.50       $133     $66.74
                                    changed (e.g. bank accounts), gifting has occurred or other
                                    changes to circumstances.
Centrelink Service                  Contact each fund manager and request up-to-date                       Y       CSO                   1.00       $133    $133.48
                                    centrelink/DVA schedules
Centrelink Service                  Review Xplan IPS against fund manager statements                       Y       CSO                   1.00       $133    $133.48
Centrelink Service                  Run Xplan Centrelink assessment (Xtools) calculator                    Y       Paraplanner           1.00       $152    $151.62
Centrelink Service                  Merge client letter and report                                         Y       CSO                   0.25       $133     $33.37
Centrelink Service                  Post report and record against client file                             Y       Admin Support         0.16       $114     $18.25

Intouch Magazine                    Search, review and export clients due to receive In Touch              Y       CSO                   0.16       $133      $21.36
                                    magazine on Xplan
            INSERT   DELETE            Click on these buttons                                     Service Performed       Hours      Charge Out    Cost
            ROW       ROW              to insert/delete a row
Activity                      Task                                                               Provided   by (Role)   to Perform      Rate    of Service
Intouch Magazine              Add franchise details to spreadsheet and send through to               Y    CSO                   0.08       $133     $10.68
                              business apps


Intouch Online                Search, review and export clients due to receive In Touch             Y    CSO                  0.16        $133      $21.36
                              magazine on Xplan
Intouch Online                Make any personalisations required to the template and email to       Y    CSO                  0.16        $133      $21.36
                              relevant clients


KYIT                          Hold staff meeting to determine dates and topic of seminar            Y    Whole Team           0.50      $1,035    $517.25

KYIT                          Find keynote speakers                                                 Y    Adviser              0.50        $251    $125.46
KYIT                          Search for venue                                                      Y    CSO                  1.00        $133    $133.48
KYIT                          Create and send out invites                                           Y    CSO                  1.00        $133    $133.48
KYIT                          Maintain RSVP register                                                Y    CSO                  1.00        $133    $133.48
KYIT                          Arrange Catering                                                      Y    CSO                  0.50        $133     $66.74
KYIT                          Put together seminar packs (preso’s, takeaways, feedback form         Y    CSO                  4.00        $133    $533.91
                              etc)
KYIT                          Prepare/review KYIT presentations                                     Y    Adviser              2.50       $251     $627.32
KYIT                          Attend KYIT                                                           Y    Whole Team           2.00      $1,035   $2,069.00
KYIT                          Send thankyou email/letters to attendees                              Y    CSO                  1.00       $133     $133.48
KYIT                          General seminar follow-ups (e.g. client query not linked to an        Y    Adviser              1.00       $251     $250.93
                              appt)


Fund Mgr Lunch                Hold staff meeting to determine dates, discussion topic prior to      Y    CSO                  0.08        $133      $11.12
                              lunch etc
Fund Mgr Lunch                Find fund manager willing to participate                              Y    CSO                  0.08        $133      $11.12
Fund Mgr Lunch                Search for venue, determine set menu etc                              Y    CSO                  0.08        $133      $11.12
Fund Mgr Lunch                Create and send out invites                                           Y    CSO                  0.08        $133      $11.12
Fund Mgr Lunch                Maintain RSVP register                                                Y    CSO                  0.50        $133      $66.74
Fund Mgr Lunch                Put together packs (preso’s, takeaways, feedback form etc)            Y    CSO                  0.03        $133       $4.45

Fund Mgr Lunch                Prepare/review presentation.                                          Y    CSO                  0.03        $133       $4.45
Fund Mgr Lunch                Prepare client name tags.                                             Y    CSO                  0.03        $133       $4.45
Fund Mgr Lunch                Attend luncheon                                                       Y    CSO                  0.17        $133      $22.25
Fund Mgr Lunch                Send thankyou email/letters to attendees.                             Y    CSO                  0.17        $133      $22.25
Fund Mgr Lunch                General luncheon follow-ups (e.g. client query not linked to an       Y    CSO                  0.08        $133      $11.12
                              appt).
                                                                                                    Y    CSO                  0.08        $133      $11.12
Client Dinner                 Hold staff meeting to determine dates, discussion topic prior to      Y    CSO                  0.08        $133      $11.12
                              dinner,key note speakers if applicable etc
Client Dinner                 Follow up key note speakers                                           Y    CSO                  0.08        $133      $11.12
Client Dinner                 Search for venue, determine set menu etc
Client Dinner                 Create and send out invites                                           Y    CSO                  0.08        $133      $11.12
Client Dinner                 Maintain RSVP register                                                Y    CSO                  0.08        $133      $11.12
Client Dinner                 Put together packs (preso’s, takeaways, feedback form etc)            Y    CSO                  0.08        $133      $11.12

Client Dinner                 Prepare/review presentation.                                          Y    CSO                  0.64        $133      $85.43
Client Dinner                 Prepare client name tags.
Client Dinner                 Attend dinner                                                         Y    Adviser              0.50        $251    $125.46
Client Dinner                 Send thankyou email/letters to attendees.                             Y    Adviser              1.00        $251    $250.93
Client Dinner                 General dinner follow-ups (e.g. client query not linked to an         Y    Adviser              0.50        $251    $125.46
                              appt).


Education Webinar             Review Fund Manager/Dealer group produced webinars (guide             Y    Adviser              0.33        $251      $82.81
                              these will go for 20min)
Education Webinar             Send link to applicable clients in Xplan                              Y    CSO                  0.16        $133      $21.36

Annual Budget Update          Review dealer group prepared budget update and make                   Y    Adviser              1.00        $251    $250.93
                              amendments where relevant
Annual Budget Update          Post Budget                                                           Y    CSO                  3.50        $133    $467.17
Annual Budget Update          Email Budget                                                          Y    CSO                  0.16        $133     $21.36

Informed Investor Meetings    Hold staff meeting to determine dates and topic of IM/key note
                              speakers etc
Informed Investor Meetings    Follow up key note speakers                                           Y    CSO                  0.25        $133      $33.37
Informed Investor Meetings    Search for venue                                                      Y    CSO                  0.08        $133      $11.12
Informed Investor Meetings    Create and send out invites                                           Y    CSO                  0.08        $133      $10.68
Informed Investor Meetings    Maintain RSVP register                                                Y    CSO                  0.05        $133       $6.67
             INSERT     DELETE             Click on these buttons                                       Service Performed        Hours      Charge Out    Cost
             ROW      ROW                  to insert/delete a row
Activity                          Task                                                                 Provided   by (Role)    to Perform      Rate    of Service
Informed Investor Meetings        Arrange Catering                                                         Y    CSO                    0.12       $133     $15.57
Informed Investor Meetings        Put together IM packs (preso’s, takeaways, feedback form etc)            Y    CSO                    0.05       $133      $6.67

Informed Investor Meetings        Prepare/review IM presentation.                                         Y    CSO                   0.01        $133       $1.33
Informed Investor Meetings        Prepare client name tags.                                               Y    CSO                   0.01        $133       $1.33
Informed Investor Meetings        Attend informed investor meeting                                        Y    CSO                   0.01        $133       $1.33
Informed Investor Meetings        Send thankyou email/letters to attendees.                               Y    CSO                   0.01        $133       $1.33
Informed Investor Meetings        General IM follow-ups (e.g. client query not linked to an appt).        Y    CSO                   0.01        $133       $1.33


Client Advisory Panel             Agree on objectives for running CAP and date (note, this can            Y    Adviser               0.50        $251    $125.46
                                  also be a below the line service - i.e not necessarily transparent
                                  to client as part of their ongoing service)
Client Advisory Panel             Select Invitees for the CAP                                             Y    Adviser               0.50        $251    $125.46
Client Advisory Panel             Identify & invite external chairperson (eg RM) & minute taker           Y    Adviser               0.25        $251     $62.73

Client Advisory Panel             Book venue & catering                                                   Y    Admin Support         1.00        $114    $114.06
Client Advisory Panel             Telephone invitees & invite them to participate                         Y    Adviser               2.00        $251    $501.86
Client Advisory Panel             Agree on CAP questions (generally with RPM)                             Y    Adviser               1.00        $251    $250.93
Client Advisory Panel             Prepare & send invitation letters and agenda                            Y    Admin Support         1.00        $114    $114.06
Client Advisory Panel             Organise gifts for panel members                                        Y    Admin Support         1.00        $114    $114.06
Client Advisory Panel             Telephone panel members 24 hours before to confirm                      Y    Admin Support         0.75        $114     $85.55
                                  attendance
Client Advisory Panel             Arrange appropriate material for panel (i.e. name tags, note            Y    Admin Support         1.00        $114    $114.06
                                  pads, post it notes, minutes template, copy of questions, pens,
                                  handouts etc)
Client Advisory Panel             Conduct the CAP (generally RM)                                          Y    Other                 1.50        $300    $450.00
Client Advisory Panel             Review responses and summarise results                                  Y    Other                 4.00        $300   $1,200.00
Client Advisory Panel             Identify feedback that helps improve current practice, service          Y    Other                 1.00        $300    $300.00
                                  offering
Client Advisory Panel             Conduct de-briefing session within business                             Y    Adviser               1.00        $251    $250.93
Client Advisory Panel             Agree on recommendations & draft action plan to implement               Y    Adviser               1.00        $251    $250.93
                                  feedback
Client Advisory Panel             Prepare thankyou letters and summary of action plan to panel            Y    CSO                   2.00        $133    $266.96
                                  members


Reviews Offer (low tier client)   Identify clients who are due for review                                 Y    CSO                   0.16        $133      $21.36
Reviews Offer (low tier client)   Merge letter, place in envoloves and send out review invite             Y    CSO                   0.50        $133      $66.74


Reviews Offer (higher tier        For top tier clients, review IPS to ensure no duplicates and data       Y    Admin Support         0.16        $114      $18.25
clients)                          feeds seems accurate, and run review questionnare from Xplan

Reviews Offer (higher tier        Send review pack to clients (includes review questionnaire)             Y    Admin Support         0.16        $114      $18.25
clients)
Reviews Offer (higher tier        Follow up client to confirm appointment and review                      Y    Admin Support         0.08        $114       $9.13
clients)                          questionnaire


SoA existing client               Update Xplan with information received back from review                 Y    Admin Support         0.40        $114      $45.63
                                  questionnaire
SoA existing client               Confirm client appointment                                              Y    Admin Support         0.08        $114       $9.13
SoA existing client               Run reverse PFP and prepare client file                                 Y    CSO                   0.16        $133      $21.36
SoA existing client               Review client file and changes questionnaire prior to meeting           Y    Adviser               0.33        $251      $82.81

SoA existing client               Undertake client appointment                                            Y    Adviser               1.50        $251    $376.39
SoA existing client               Prepare file notes                                                      Y    Adviser               0.50        $251    $125.46
SoA existing client               Update Xplan from Fact Find (most of this should be done if             Y    Admin Support         0.16        $114     $18.25
                                  using review questionnaire)
SoA existing client               Contact fund managers to validate platform and non-mgd                  Y    Admin Support         0.25        $114      $28.52
                                  investment information
SoA existing client               Select product options                                                  Y    Adviser               0.50        $251    $125.46
SoA existing client               Prepare paraplanning request notes (note, this might potentially        Y    Adviser               0.50        $251    $125.46
                                  be carried out as part of the normal file note preparation. DO
                                  NOT DOUBLE UP)
SoA existing client               Prepare advice document (use average SoA charge out for                 Y    Paraplanner           4.00        $152    $606.49
                                  time)
SoA existing client               Review SoA                                                              Y    Adviser               0.33        $251     $82.81
SoA existing client               Bind SoA and prepare client file                                        Y    CSO                   0.16        $133     $21.36
SoA existing client               Present SoA to client                                                   Y    Adviser               1.00        $251    $250.93
             INSERT   DELETE             Click on these buttons                                          Service    Performed        Hours      Charge Out    Cost
             ROW       ROW               to insert/delete a row
Activity                       Task                                                                     Provided     by (Role)     to Perform      Rate    of Service
SoA existing client            Fill in application/PDS forms                                                Y      CSO                     0.25       $133     $33.37
SoA existing client            Review PDS                                                                   Y      Adviser                 0.08       $251     $20.07
SoA existing client            Lodge apps                                                                   Y      CSO                     0.16       $133     $21.36
SoA existing client            Liaise with Insurance Underwriters                                           Y      CSO                     0.50       $133     $66.74
SoA existing client            Liaise with clients accountant/solicitor to outline aspects of               Y      Adviser                 0.50       $251    $125.46
                               advice pertaining to their specialisation (subject to privacy sign
                               off). This is recommended in-order to build rapport with other
                               COI's.
SoA existing client            Check off client file against compliance checklist                          Y       Admin Support         0.25        $114      $28.52

ROA Low tier only              Schedule client appointment (this assumes a process whereby                 Y       CSO                   0.08        $133      $10.68
                               LT client has simply received the letter of offer for a review and
                               has now contacted the office to proceed with this review).


ROA Low tier only              Review Xplan portfolio to ensure data feed active, review                   Y       CSO                   0.16        $133      $21.36
                               portfolio for correctness and run review questionnaire to send
                               out to client prior to the meeting to ascertain changes.


ROA Low tier only              Send out review questionnaire                                               Y       CSO                   0.08        $133      $10.68
ROA Low tier only              Follow up review questionnaire and update changes into Xplan                Y       CSO                   0.40        $133      $53.39

ROA Low tier only              Contact fund mgrs where data feeds not available                            Y       CSO                   0.16        $133     $21.36
ROA Low tier only              Review updated client file and changes questionnaire prior to               Y       Adviser               0.50        $251    $125.46
                               appt with client. Identify if significant changes - if so, hold off as
                               SoA will be required. Determine portfolio strategy (hold, switch,
                               rebalance,etc)
ROA Low tier only              Brief Paraplanner on advice doc (RoA/Snapshot doc)                          Y       Adviser               0.33        $251      $82.81
ROA Low tier only              Prepare advice doc (ROA and or snapshot doc)                                Y       Paraplanner           0.50        $152      $75.81
ROA Low tier only              Review docs                                                                 Y       Adviser               0.25        $251      $62.73
ROA Low tier only              Bind RoA/Snapshot doc and prepare client file (Eg reverse PFP               Y       CSO                   0.16        $133      $21.36
                               for signing)
ROA Low tier only              Undertake client appointment                                                Y       Adviser               1.00        $251    $250.93
ROA Low tier only              Prepare file notes and ROA diary note                                       Y       Adviser               0.40        $251    $100.37
ROA Low tier only              Fill in application/switching forms                                         Y       CSO                   0.33        $133     $44.05
ROA Low tier only              Liaise with existing product providers (investment and                      Y       CSO                   0.50        $133     $66.74
                               insurance) to follow through any changes/lodgements to
                               completion


ROA Higher tier clients        Update changes from review questionnaire into Xplan                         Y       CSO                   0.16        $133     $21.36
ROA Higher tier clients        Contact fund mgrs where data feeds not available                            Y       CSO                   0.08        $133     $10.68
ROA Higher tier clients        Review updated client file and changes questionnaire prior to               Y       Adviser               0.50        $251    $125.46
                               appt with client. Identify if significant changes - if so, hold off as
                               SoA will be required. Determine portfolio strategy (hold, switch,
                               rebalance,etc)
ROA Higher tier clients        Brief Paraplanner on advice doc (RoA/Snapshot doc)                          Y       Adviser               0.33        $251      $82.81
ROA Higher tier clients        Prepare advice doc (ROA and or snapshot doc)                                Y       Paraplanner           0.50        $152      $75.81
ROA Higher tier clients        Review docs                                                                 Y       Adviser               0.25        $251      $62.73
ROA Higher tier clients        Bind RoA/Snapshot doc and prepare client file (Eg reverse PFP               Y       CSO                   0.16        $133      $21.36
                               for signing)
ROA Higher tier clients        Undertake client appointment                                                Y       Adviser               1.50        $251    $376.39
ROA Higher tier clients        Prepare file notes & ROA Diary note                                         Y       Adviser               0.40        $251    $100.37
ROA Higher tier clients        Fill in application/switching forms                                         Y       CSO                   0.33        $133     $44.05
ROA Higher tier clients        Liaise with existing product providers (investment and                      Y       CSO                   0.50        $133     $66.74
                               insurance) to follow through any changes/lodgements to
                               completion


SoT (no advice)                Take call from client                                                       Y       Adviser               0.16        $251      $40.15
SoT (no advice)                File note discussion and provide direction to CSO                           Y       Adviser               0.16        $251      $40.15
SoT (no advice)                Prepare SOT and action request                                              Y       CSO                   0.25        $133      $33.37
SoT (no advice)                Print out and post SOT to client                                            Y       CSO                   0.08        $133      $10.68

Family Succession Planning     Contact client to confirm appointment                                       Y       CSO                   0.08        $133     $10.68
Family Succession Planning     Undertake FSP questionnaire/fact find meeting                               Y       Adviser               2.00        $251    $501.86
Family Succession Planning     Prepare a brief for the lawyer                                              Y       Adviser               1.00        $251    $250.93
Family Succession Planning     Compile all documents needed including those from other prof.               Y       Adviser               1.00        $251    $250.93
                               advisers
Family Succession Planning     Arrange meeting with lawyer                                                 Y       CSO                   0.08        $133     $10.68
Family Succession Planning     Undertake joint meeting with lawyer and client                              Y       Adviser               1.50        $251    $376.39
            INSERT     DELETE             Click on these buttons                                     Service Performed       Hours      Charge Out    Cost
            ROW      ROW                  to insert/delete a row
Activity                        Task                                                                Provided   by (Role)   to Perform      Rate    of Service
Family Succession Planning      Review legal documents prepared by lawyer                               Y    Adviser               0.75       $251    $188.20
Family Succession Planning      Undertake post implementation meeting/phone hook up                     Y    Adviser               0.50       $251    $125.46

Assistance with Executor        Review client file on Xplan and physical file                          Y    Adviser              1.00        $251    $250.93
Assistance with Executor        Run investment portfolio reports                                       Y    CSO                  0.08        $133     $10.68
Assistance with Executor        Meet with executor to outline potential issues                         Y    Adviser              1.00        $251    $250.93
Assistance with Executor        Document outcomes of meeting and prepare briefing paper to             Y    Adviser              1.00        $251    $250.93
                                executor which outlines discussion
Assistance with Executor        Mail/email briefing paper to executor                                  Y    CSO                  0.08        $133      $10.68

Aged Care/"What if" Analysis    Contact client to confirm appointment                                  Y    CSO                  0.08        $133      $10.68

Aged Care/"What if" Analysis    Undertake aged care fact find meeting                                  Y    Adviser              0.75        $251    $188.20

Aged Care/"What if" Analysis    Enter information into Xplan/Aged Care calculator                      Y    Paraplanner          1.00        $152    $151.62

Aged Care/"What if" Analysis    Prepare Aged Care discussion paper “what if” analysis                  Y    Paraplanner          2.00        $152    $303.25

Aged Care/"What if" Analysis    Present result of analysis                                             Y    Adviser              0.45        $251    $112.92


Direct Share Active             Note- the following direct share process may differ from practice
Management                      to practice (eg some businesses will leverage off broker
                                relationship to manage ongoing relationship and transactions)


Direct Share Active             Review weekly research report                                          Y    CSO                  0.33        $133      $44.05
Management
Direct Share Active             Identify clients impacted by recommendations using Xplan               Y    CSO                  0.16        $133      $21.36
Management                      search query
Direct Share Active             Call client to notify them of recommendations & file note              Y    Adviser              0.16        $251      $40.15
Management
Direct Share Active             Email/post research report to client                                   Y    CSO                  0.08        $133      $10.68
Management
Direct Share Active             Create RoA to document position                                        Y    Adviser              0.16        $251      $40.15
Management
Direct Share Active             Transact recommendations (ie buy/sell recommendations)                 Y    Adviser              0.25        $251      $62.73
Management
Direct Share Active             Manage follow ups, amend client file, & check data feed on             Y    CSO                  0.33        $133      $44.05
Management                      xplan to reflect changes


Managed Fund Research           Speak to client to identify the fund they are interested in            Y    CSO                  0.08        $133      $10.68
Managed Fund Research           Run search on Xplan to find mgd fund research report                   Y    CSO                  0.08        $133      $10.68
Managed Fund Research           Email/Post research report to client                                   Y    CSO                  0.08        $133      $10.68

Access to Technical Library     Speak to client to identify information required                       Y    CSO                  0.08        $133      $10.68
Access to Technical Library     Search technical library to find information                           Y    Adviser              0.25        $251      $62.73
Access to Technical Library     Scan and email information or post information out with template       Y    Adviser              0.08        $251      $20.07
                                letter


Proactive phone Call            Adhoc adviser phone call's - simply relationship                       Y    Adviser              0.16        $251      $40.15
                                building/maintenance exercise (average time per call)
Adviser Access                  Assume average phone based conversation - 10 minutes                   Y    Adviser              0.16       $251       $40.15
Adviser Access                  File note discussion and provide direction to CSO                      Y    CSO                  0.25       $133       $33.37
Birthday Card                   Hand written birthday card                                             Y    Adviser              0.08       $251       $20.07
Christmas Card                  Hand written Xmas card                                                 Y    Adviser              0.08       $251       $20.07
Adhoc business planning         Adhoc business planning hours during the course of your week           Y    Whole Team           2.00      $1,035   $2,069.00
                                which you identify takes up a number of business hours during
                                the course of your week for which your clients ultimately benefit
                                from.
Adhoc administrative service    Average number of business hours per week used by admin                Y    CSO                  3.00        $133    $400.43
                                function to cater to clients who call in not linked to standard
                                service
Diaries                         The cost of the diaries should be factored in as part of your          Y    CSO                  2.00        $133    $266.96
                                expense budget. Here, the work is limited to the tasks & time
                                taken to send this out to the client.
           INSERT   DELETE              Click on these buttons                                 Service Performed        Hours      Charge Out    Cost
            ROW      ROW                to insert/delete a row
Activity                      Task                                                            Provided   by (Role)    to Perform      Rate    of Service
Hampers                       The cost of the hampers should be factored in as part of your       Y    CSO                    2.00       $133    $266.96
                              expense budget. Here, the work is limited to the tasks & time
                              taken to send this out to the client.


SOA and Implementaion - New
Client Process
SoA and implementation (new   Schedule appt with prospect                                        Y    CSO                   0.08        $133      $10.68
client)
SoA and implementation (new   Acknowledge referral source                                        Y    Adviser               0.08        $251      $20.07
client)
SoA and implementation (new   Send out prospect folder (includes Cover Letter, FSG,              Y    CSO                   0.16        $133      $21.36
client)                       Adviser/corporate profile, blank PFP, reply paid envelope)
SoA and implementation (new   Follow up prospect for return of PFP                               Y    CSO                   0.08        $133      $10.68
client)
SoA and implementation (new   Input basic PFP data into Xplan                                    Y    CSO                   0.50        $133      $66.74
client)
SoA and implementation (new   Prepare prospect file (authorities, copy of PFP, letter of         Y    CSO                   0.25        $133      $33.37
client)                       engagement, other sales tools)
SoA and implementation (new   Review prospects position and determine potential strategic        Y    Adviser               0.50        $251    $125.46
client)                       options or upskill prior to client appt
SoA and implementation (new   Confirm prospect appt 2 days prior                                 Y    CSO                   0.08        $133      $10.68
client)
SoA and implementation (new   Undertake prospect appt                                            Y    Adviser               1.50        $251    $376.39
client)
SoA and implementation (new   Schedule follow up appt                                            Y    CSO                   0.08        $133      $10.68
client)
SoA and implementation (new   Fill in file notes,consider strategic options and prepare          Y    Adviser               0.75        $251    $188.20
client)                       paraplanning file notes
SoA and implementation (new   Follow up fund managers                                            Y    Admin Support         0.50        $114      $57.03
client)
SoA and implementation (new   Analyse existing investment platform/options for fees and          Y    Adviser               0.75        $251    $188.20
client)                       features vs alternatives
SoA and implementation (new   Prepare advice document (use average SoA charge out for            Y    Paraplanner           4.00        $152    $606.49
client)                       time)
SoA and implementation (new   Review SoA                                                         Y    Adviser               0.50        $251    $125.46
client)
SoA and implementation (new   Confirm 2nd appt with client                                       Y    CSO                   0.08        $133      $10.68
client)
SoA and implementation (new   Prepare invoice, CSA, bind SoA, pre-populate PDS's                 Y    CSO                   0.33        $133      $44.05
client)
SoA and implementation (new   Undertake advice presentation meeting                              Y    Adviser               1.00        $251    $250.93
client)
SoA and implementation (new   Manage all redemeptions/rollovers                                  Y    CSO                   0.33        $133      $44.05
client)
SoA and implementation (new   Confirm with professional COI's that client is proceeding          Y    Adviser               0.16        $251      $40.15
client)
SoA and implementation (new   Liase with underwritters                                           Y    CSO                   0.25        $133      $33.37
client)
SoA and implementation (new   Follow up lodgements to finalisation                               Y    CSO                   0.25        $133      $33.37
client)
SoA and implementation (new   Notify client of finalisation to strategy and products             Y    CSO                   0.16        $133      $21.36
client)

New Client Process - SMSF
establishment
SMSF Prospect (Fixed Costs)   Schedule appt with prospect                                        Y    CSO                   0.08        $133      $10.68

SMSF Prospect (Fixed Costs)   Acknowledge referral source                                        Y    Adviser               0.08        $251      $20.07

SMSF Prospect (Fixed Costs)   Send out prospect folder (includes Cover Letter, FSG,              Y    CSO                   0.16        $133      $21.36
                              Adviser/corporate profile, blank PFP, reply paid envelope)
SMSF Prospect (Fixed Costs)   Follow up prospect for return of PFP                               Y    CSO                   0.08        $133      $10.68

SMSF Prospect (Fixed Costs)   Input basic PFP data into Xplan                                    Y    CSO                   0.50        $133      $66.74
             INSERT    DELETE                 Click on these buttons                                     Service Performed         Hours      Charge Out    Cost
          ROW       ROW                       to insert/delete a row
Activity                            Task                                                                Provided   by (Role)     to Perform      Rate    of Service
SMSF Prospect (Fixed Costs)         Prepare prospect file (authorities, copy of PFP, letter of              Y    CSO                     0.25       $133     $33.37
                                    engagement, other sales tools)
SMSF Prospect (Fixed Costs)         Review prospects position and determine potential strategic            Y    Adviser                0.50        $251    $125.46
                                    options or upskill prior to client appt
SMSF Prospect (Fixed Costs)         Confirm prospect appt 2 days prior                                     Y    CSO                    0.08        $133      $10.68

SMSF Prospect (Fixed Costs)         Undertake prospect appt                                                Y    Adviser                1.50        $251    $376.39

SMSF Prospect (Fixed Costs)         Schedule follow up appt to present advice                              Y    CSO                    0.08        $133      $10.68

SMSF Prospect (Fixed Costs)         Fill in file notes,consider strategic options and prepare              Y    Adviser                0.75        $251    $188.20
                                    paraplanning file notes
SMSF Prospect (Fixed Costs)         Follow up fund managers for up-to-date information                     Y    Admin Support          0.50        $114      $57.03

SMSF Prospect (Fixed Costs)         Analyse existing investment platform/options for fees and              Y    Adviser                0.75        $251    $188.20
                                    features vs alternatives
SMSF Prospect (Fixed Costs)         Set up trust deed, register with the ATO, (This needs to take          Y    Super Concepts         4.67        $275   $1,284.25
                                    place once SMSF is deemed appropriate to the client. This can
                                    be done by Super Concepts, or via the clients own accountant)


SMSF Prospect (Fixed Costs)         Follow up super administrator for fund information                     Y    Adviser                0.25        $251      $62.73

SMSF Prospect (Fixed Costs)         Prepare advice documents (i.e SOA to client, SOA to trustee &          Y    Paraplanner            8.00        $152   $1,212.98
                                    Investment strategy to the trustee where the client has asked for
                                    assistance on this) Note- inorder to do this, you need to wait to
                                    receive information regarding SMSF) - This recommendation
                                    assumes a basic SMSF start-up with no related party loan
                                    structures.
SMSF Prospect (Fixed Costs)         Confirm follow up meeting with client                                  Y    CSO                    0.08        $133      $10.68

SMSF Prospect (Fixed Costs)         Present recommendations                                                Y    Adviser                2.00        $251    $501.86

SMSF Prospect (Fixed Costs)         Set up bank account, arrange redemeptions, rollovers                   Y    Adviser                1.00        $251    $250.93

SMSF Prospect (Fixed Costs)         Confirm with professional COI's that client is proceeding              Y    Adviser                0.16        $251      $40.15

SMSF Prospect (Fixed Costs)         Follow up lodgements to finalisation                                   Y    CSO                    0.50        $133      $66.74

SMSF Prospect (Fixed Costs)         Notifty clients of finalisation of strategy                            Y    Adviser                0.16        $251      $40.15


SMSF Prospect (Variable) -          Additional time on the standard SOA construction required as a         Y    Paraplanner            3.00        $152    $454.87
Limited recouse borrowing           result of the more complex strategy.. This should be added to
                                    the base rate set as a fixed charge out.
arrangement

SMSF Prospect (Variable) -          Preparation of SMSF borrowing arrangement documentation                Y    Super Concepts         6.40        $275   $1,760.00
Limited recouse borrowing           (Carried out by Super Concepts) - Where limited recource
                                    borrowing arrangements are being recommended & you are
arrangement
                                    including super concepts charge as part of your service offer,
                                    this cost needs to be passed onto the client.



SMSF Prospect (Variable) -   Outline the "adviser steps" involved as part of your direct share                  Adviser                            $251
Direct Share Recommendations recommendations when providing SMSF advice (Eg do you
                                    research the investments yourself or engage broker)


SMSF Prospect (Variable) -   This should simply outline any additional time (on-top) of the                     Paraplanner                        $152
Direct Share Recommendations base SOA preparation times outlined as a fixed cost earlier.

SMSF Prospect (Variable) -   Outline the "CSO steps" involved as part of your direct share                      CSO                                $133
Direct Share Recommendations recommendations when providing SMSF advice (Eg any follow-
                                    up etc)




SMSF - Existing client review
process
            INSERT   DELETE               Click on these buttons                           Service    Performed      Hours    Charge Out    Cost
             ROW      ROW
Activity                         Task to insert/delete a row                              Provided     by (Role)   to Perform    Rate    of Service
                                 Note- the ongoing service model (from a pricing
                                 perspective) within a SMSF may not differ in its
                                 entirety from that of existing client service model. The
                                 key differentiators will generally be based on the
                                 number of direct share transactions managed on-
                                 behalf of the client; the fact that an ROA and or
                                 Review SOA is generally provided to both the
                                 individual client/member and the trustee of the fund,
                                 the potential preparation of trustee minutes and
                                 whether the practice is managing the ongoing
                                 relationship with the fund administrator.


SMSF - Existing client additional Preparation of trustee minutes                            Y        Adviser             1.00       $251     $250.93
ongoing service steps from core
ongoing service model




SMSF - Existing client additional Administration and compliance requirements (eg Tax
ongoing service steps from core return, audit etc)… If bundling Super Concepts as part
ongoing service model             of your service package, include this component and
                                  their charge out. If it is a mere referral, ensure no
                                  charge out is included.



TOTAL                                                                                       Y                                              $39,362.01
INSERT    DELETE      Click on these    Provided to                          No of times Service Provided to Segment                        Cost of Serve by Segment                                      Total Revenue by Segment
 ROW       ROW        buttons to                                      Client                                                 Client                                                        Client
                      insert/delete a
                      row
                                        Group (G) or     Cost per    Directed Standard       Tailored   Premium      SMSF   Directed    Standard    Tailored    Premium       SMSF        Directed    Standard    Tailored    Premium       SMSF        TOTAL
Activity                                Individual (I)   Activity       37           65         55          37         5
Investment Portfolio Report                   G               $952                  2.00       4.00        4.00                               $12         $24           $24                                $788      $1,334          $897                  $3,019
Investment Portfolio Report -                 i              $115                                        1.00                                                          $115                                                      $4,251                    $4,251
between reporting periods
Fund Manager/Platform




                                                                                                                                                                                                                                                                         REPORT
                                              i
Reports
Online access                                 i              $114                                        1.00                                                          $114                                                      $4,220                    $4,220
Investment Portfolio Watch                    G              $426     12.00      12.00       12.00      12.00      12.00          $26         $26         $26           $26      $26           $975      $1,712      $1,449          $975     $132         $5,242
Technical Watch                               G             $5,226    12.00      12.00       12.00      12.00      12.00         $323        $323        $323          $323     $323        $11,960     $21,010     $17,778     $11,960      $1,616       $64,323
Centrelink Service                            G              $537                 0.00       2.00        2.00                                             $12           $12                                            $642          $432                  $1,074
Intouch Magazine                              G               $32      4.00       4.00       4.00        4.00       4.00           $1          $1          $1            $1          $1         $24         $43         $36           $24          $3        $131




                                                                                                                                                                                                                                                                     COMMUNICATIONS &
Intouch Online                                G               $43      4.00       4.00       4.00        4.00                      $1          $1          $1            $1                     $33         $57         $48           $33                    $171




                                                                                                                                                                                                                                                                        FUNCTIONS
eNewsletter                                   G                       12.00      12.00       12.00      12.00
KYIT                                          G             $4,725     2.00       2.00       2.00        2.00       2.00          $49         $49         $49           $49      $49         $1,802      $3,166      $2,679      $1,802       $244         $9,693
Education Webinar                             G              $104
Annual Budget Update                          G              $739      1.00       1.00       1.00        1.00       1.00           $4          $4          $4            $4          $4        $141        $248        $210          $141      $19           $759
Client Advisory Panel                         G             $4,327
Platinum forum                                G                                                          1.00
Reviews Offer (low tier client)               G               $88
Reviews Offer (higher tier                    i               $46      1.00       1.00       1.00        2.00       1.00          $46         $46         $46           $91      $46         $1,688      $2,966      $2,509      $3,376       $228        $10,768
clients)
SoA existing client                           i             $2,216                           0.33        0.50       0.50                                 $731      $1,108      $1,108                               $40,213     $40,988      $5,539       $86,740
SoA and implementation (new                                 $2,329
client)
SMSF Prospect (Fixed Costs)                   i             $4,590
SMSF Prospect (Variable) -                                  $2,215
LimitedProspect (Variable) -
SMSF recouse borrowing
DirectLow tier only
ROA Share




                                                                                                                                                                                                                                                                         ADVICE
                                              i              $948      0.00       1.00       1.00                                            $948        $948                                           $61,602     $52,125                              $113,727
ROA Higher tier clients                       I              $988                            1.00        1.50       1.50                                 $988      $1,482      $1,482                               $54,327     $54,821      $7,408      $116,556
SMSF - Existing client                        I              $251                                                   2.00                                                        $502                                                         $2,509        $2,509
additional ongoing service
SoT (no advice)                               I              $124      1.00       1.00       1.00        1.00       4.00         $124        $124        $124          $124     $497         $4,601      $8,082      $6,839      $4,601      $2,487       $26,610
Family Succession Planning                    i             $1,715
Assistance with Executor                      i              $774
Aged Care/"What if" Analysis                  i              $767
Managed Fund Research                         i               $32
Direct Share Active                           i              $263                                        2.00       6.00                                               $526    $1,579                                           $19,474      $7,895       $27,369
management
Access to Technical Library                   i               $93
Proactive phone Call                          i               $40                 1.00       2.00        4.00       4.00                      $40         $80          $161     $161                     $2,610      $4,416      $5,942       $803        $13,771
eBirthday card                                i
Diaries                                       G              $267                 1.00       1.00        1.00       1.00                       $2          $2            $2          $2                    $111         $94           $63          $9        $275




                                                                                                                                                                                                                                                                         OTHER
Gifts/Hampers                                 G                                              1.00        1.00       0.00
Adhoc business planning                       G             $2,069    40.00      40.00       40.00      40.00      40.00         $427        $427        $427          $427     $427        $15,784     $27,729     $23,463     $15,784      $2,133       $84,893
Weekly Team Meeting/Task
Adhoc administrative service                  G              $400     46.00      46.00       46.00      46.00      46.00          $95         $95         $95           $95      $95         $3,513      $6,172      $5,222      $3,513       $475        $18,895
Total                                                      $37,555                                                             $1,095      $2,097      $3,880      $4,684      $6,300       $40,521    $136,295    $213,383    $173,297     $31,499      $594,995
Target Revenue                                                                                                                                                                                                                                          $1,232,007
Surplus/(Shortfall)                                                                                                                                                                                                                                     ($637,013)

				
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