Experience

Lifespan Financial Planning

• Australia
• Financial Services
• 1 - 100 Employee

• National Practice Manager

  • Jun 2019 - Present

  I am delighted to be part of the Lifespan Financial Planning team. I had the pleasure to work with John Ardino who is the founder of Lifespan 25 years ago in my first job in the financial services industry. John was both a role model and mentor to me. Recently, I reconnected with John and he introduced me to his son Eugene who is the CEO of Lifespan. We spoke about the need to enhance the security for all advisers in these challenging times and our desire to support them through mutual understanding and solutions to achieve growth. Eugene is now more than my boss but has become a friend. We have the same vision and values grounded in the importance of family and delivering exceptional service for our clients. This is the mission of all Lifespan staff working together in a business with a wonderful culture. With what we have seen over recent years and particularly in the past year, Lifespan Financial Planning is the licensee of choice for advisers because it has been built by a family who know what advice delivery is all about as they are advisers themselves. For me, this is the foundation of what the best interest duty is all about. Institutional dealer group ownership is no longer viable because advisers and what they do cannot be treated as a distribution channel. Equally, corporate ownership does not work very well because an AFSL who places short term shareholder requirements over what their advisers need can become problematic and certainly not in line with the best interest duty. Lifespan Financial Planning understands that the best interest duty applies on us as a dealer group, just as it applies on all advisers and the way they work with their clients. This is why Lifespan Financial Planning is the perfect place for me to make a difference with my passion for practice management, knowledge of the advice industry and experience in creating plus maintaining long lasting relationships. Show less



InterPrac Financial Planning Pty Ltd

• Australia
• Financial Services
• 1 - 100 Employee

• National Practice Manager

  • Jul 2013 - Jun 2019

  InterPrac Financial Planning is (a division of Sequoia Financial Group, a publicly listed company and) a dealer group with over 300 advisers across Australia. InterPrac planners are mostly accountants or part of an accounting practice and focus on providing clients with strategic advice in preference to product solutions. My role was diverse and involved: • Working closely with financial planners to grow their business through a comprehensive practice management and business coaching program. • Marketing consulting and enhancing in-house marketing capabilities. • Co-ordinate compliance implementation and new regulatory requirements. • Support the delivery of a one-stop shop solution in conjunction with the National Tax and Accountants Association and associated business offering which include - NTAA Corporate (an incorporated legal practice for the set up of structures such as trusts, companies and SMSF’s), Self Managed Superannuation Fund administration services through SMSF Engine, mortgage broking, finance (covering equipment finance and vehicle leasing), general insurance and tax plus financial services education services. • Recruitment and on-boarding of new advisers including management of their transition to InterPrac Financial Planning and their induction, training and on-going support. • Co-ordinate and facilitate professional development training days. • Undertaking capital raising activities for unique investment opportunities. • Working with external service providers to enhance functionality of solutions for our financial planners. Show less



Capstone Financial Planning

• Victoria, Australia

• Network Development Manager

  • Jul 2012 - Jun 2013

  Capstone Financial Planning is an independently owned national financial planning dealer group with 70 advisers and $2 Billion in funds under advice. As the Network Development Manager, my role is divided between the recruitment of new advisers and accountants to join the Capstone license as well as assist existing adviser to grow their revenue through practice management and business coaching. My position focus is: • Implement a comprehensive practice management framework to assist advisers to grow their business within Capstone Financial Planning. • Support advisers with increased compliance requirements and ensure adherence to best practice under the new Future of Financial Advice reforms. • Recruit new advisers to Capstone Financial Planning and establish relationships with accountants to become referral partners with existing advisers or join Capstone under a new limited advice Australian Financial Services License framework. Achievements: - Developed and introduced a proven practice management framework for Capstone Financial Planning advisers by adapting business coaching techniques, advice processes and client engagement models which I have used successfully in the past at Shirlaws and Investor Web Limited. - Produced measurable results for advisers by highlighting their limiting beliefs and resulting behaviour and by providing them with a range of solutions to increase their skills and enhance their knowledge which distinguishes the coaching experience from practice management consulting. - I have built a pipeline of prospective financial planners through my own contacts (existing relationships), referral sources and cold calling on target financial planning groups who offer potential candidates due to industry or business specific developments creating timely opportunities. Show less



Springboard Equity

• Victoria, Australia

• Capital Raising Consultant

  • Jul 2011 - Jul 2012

  I joined ASSOB (the Australian Small Scale Offerings Board) as an accredited sponsor to expand my skill sets in the area of capital-raising (which dovetails into my business coaching background) and to re-build my own business (from my time with Shirlaws in 2001). I used this opportunity to broaden my experience within the financial services sector and continue to leverage from relationships with financial planners but with a new product never taken to the adviser market before. Springboard Equity is a wholly owned subsidiary of ASSOB. My focus was: • Lead generation from prospective distribution channels including venture capital experts, business angels, business brokers, consultants, financial planners, accountants and lawyers. • Establishing a network of referral partners who can deliver a pipeline of clients looking to become share issuers (through capital-raising) to fund early start ups, business expansion plans or business succession funding. • Managing the deal flow of new listings and servicing the needs of clients by shepherding them through the process of raising capital from initial concept design to creating offer documents and managing the investment marketing campaign. Achievements: - Assisted 3 clients to raise capital from creating a business plan and developing a compliant offer document to attracting funding from retail, overseas and sophisticated investors. This proved to be a challenging process but intellectually stimulating. - Successfully created awareness and subsequent referrals with the financial planning industry by harnessing my network of advisers. - Assisted a number of clients who were not ready to become a public unlisted company or able to utilise the ASSOB platform due to logistic considerations by accepting board membership (in exchange for equity participation) and an independent chairman role (on a hourly rate basis) offering a reward of new experiences and knowledge in different industries. Show less



TFS Corporation

• Australia
• Paper & Forest Products
• 1 - 100 Employee

• Regional Sales Manager

  • Aug 2007 - Jul 2012

  I was recruited by Tropical Forestry Corporation (TFC) due to my well regarded business development skills, adviser relationships, practice management knowledge and in particular, my passion for Indian Sandalwood as an alternative investment offering. My role as Regional Sales Manager focussed on sales of Managed Investment Schemes with a boutique tax effective Indian Sandalwood investment project. In this role I exceeded budget requirements and continued my reputation as a skilled marketing and distribution professional. My key responsibilities at TFC included: • Relationship management of distribution channels including financial planners, private bankers and stockbrokers as well as accounting and legal referral partners. I was also responsible for acting as a research house liaison to manage the investment project ratings process. • Presenting to advisers (including dealer group professional development events and industry conferences) together with hosting prospective investor (retail client) information sessions on behalf of advisers as well as seminars to shareholders. • Adviser service and support including assistance with technical / tax knowledge as well as finance (investment lending) and financial planning strategies. • Other duties included undertaking market research and obtaining competitor information as well as developing marketing collateral. Achievements: - My key contribution was taking TFC from being one of the smallest players in the MIS / Agribusiness sector with 1% market share to being one of the main players with a 25% market share in July 2010 and a 40% market share in July 2011. As part of a team of four sales staff members, we grew sales from $7M in 2007 to a peak of $65M in 2009. Market share in 2012 was over 90% with $9M raised. - Developed marketing collateral including a comprehensive marketing program demonstrating the tangible qualities of the investment in preference to the return potential. Show less



Elders Forestry

• Victoria, Australia

• Regional Sales Manager

  • Jan 2005 - Aug 2007

  As Regional Sales Manager, my main responsibility was the sale of Managed Investment Schemes (MIS) with a tax effective investment offering. I was accountable for the management of distribution channels including national dealer groups and key adviser accounts. I built long-term relationships with my clients and maintained a sales pipeline with existing and new advisers through a regular contact and follow up schedule. My key responsibilities with Elders included: • Facilitating presentations and running seminars for advisers (including professional development days and conferences) and for their retail clients together with representation of Elders at industry and client related events. • As the first business development staff member for Elders Forestry, I was responsible for training of new distribution team members. Prior to my employment, Elders used independent contractors to fulfill the sales function. Achievements: - I provided advisers with tax effective investment strategies to use with clients and the necessary product training to generate higher practice revenue, which in turn took Elders further as a leading MIS agribusiness provider with increased market share and over $10M per year in additional fund flow from Victoria in 2005, 2006 and 2007. - Developed an interest and understanding of the MIS industry with a particular passion in Indian Sandalwood, which resulted in being headhunted by TFC Ltd. My sales results came from a focus on promoting the Indian Sandalwood Project and took Victoria from producing $8M (out of $30M or 26% in 2004) to $19M (out of $42M or 45% in 2005) to $30M (out of $55M or 54% in 2006) to $39M (out of $70M or 55% in 2007) in my final year with Elders. - Expanded distribution to new financial planners and dealer groups via referral management and prospecting for new accounts by leveraging from my long-term industry relationships and newly established contacts. Show less



IWL Ltd.

• Victoria, Australia

• Practice Management Consultant

  • Nov 2003 - Dec 2004

  My focus at Investor Web (IWL) was the sales of Bizmax Practice Management software, a workflow and business metrics tool acquired by IWL to sit along-side Visy Plan software. After selling the software, I assisted with post-sale specification for each practice and implementation of the software including training for financial planners and operations staff. I provided advice on workflow, policy and procedure development as well as practice management implementation for principals. Key aspects of the role included: • Creating and implementing practice solutions with an emphasis on compliance and client engagement to deliver increased business efficiency in the advice process. • Developing relationships with non-IWL clients using other software creating cross-selling opportunities for the IWL product range. • Providing training and mentoring for the Bizmax Practice Management consulting team from my previous business coaching experience. Achievements: - Provided past coaching clients with a business management and workflow software tool which strengthened relationships I had established as a business coach in my previous role with Shirlaws. Bizmax gave me the capacity to implement the coaching process I had introduced for these clients - turning a conceptual framework into a practical solution to drive change in their business. - Assisted in introducing a new workflow, change management and process automation software system to the financial planning market through presentations for centres of influence with a focus on national dealer groups. - Developed a consulting tool kit for use by Bizmax Practice Management team members and delivered training utilising my experience as a business coach. - Expanded future opportunities into new markets including mortgage broking, accounting and legal by approaching business operators and their existing software providers to establish strategic alliances and work in collaboration on shared client opportunities. Show less



Shirlaws

• United Kingdom
• Business Skills Training
• 1 - 100 Employee

• Business Coach

  • Mar 2001 - Nov 2003

  As an independent consultant running my own business under a franchise model, I provided coaching for SME business clients with an emphasis on financial planning practitioners. My coaching services included sales process training, client management systems, pricing, business management, policy and procedure, human resources, strategy planning, marketing and succession planning. I assisted my clients’ staff members to manage change and best practice implementation in the business while working with business owners to focus on delegation of responsibilities and working “on the business rather than just in the business” as an integral part of the coaching process. Other duties included: • Running my own business as a franchisee and servicing the needs of my clients. • Management of internal business functions including marketing, new business tenders, human resources, information technology, new coach recruitment and training for Shirlaws Victoria (the sub-franchisor) and Shirlaws Australia (the franchisor). • Team leadership role for Victorian coaches and to provide support on coaching concepts and in the field training. Achievements: - Delivered qualified business enhancements for my clients and support for their staff through coaching solutions to achieve measurable impact on performance, turnover and profit. This led to new choices and opportunities for business owners and their staff. My success can be demonstrated through the improvements in the business of my clients with whom I am still in contact today and whose business operations are vastly improved as a result of my input. - Enhanced my own personal sales, communication and business management skills using a broad range of academic, best practice and industry leading coaching techniques. - I instigated change and personal / professional development in the lives and lifestyles of my clients by introducing them to new strategies and concepts to manage their business and work life balance. Show less



Australian Unity

• Australia
• Wellness and Fitness Services
• 700 & Above Employee

• Business Development Manager

  • Jul 1999 - Mar 2001

  At Australian Unity, my focus was generating new adviser relationships to build funds under management against inflow targets, in a traditional product distribution position. I was also responsible for the improvement of adviser communication materials and delivery methods. Other duties included: • Development of distribution strategies and financial planning advice solutions. • Investment market and technical presentations for advisers and their retail clients to position the Australian Unity brand and product range. • Representing Australian Unity at client and industry related functions and conferences. Achievements: - Developed new adviser relationships to build funds under management and surpassed budgeted targets. - Created marketing material to support new business opportunities and achieved sales across the Australian Unity product range, with particular success using funeral bonds and establishing health insurance as an inclusion into financial plans. - Liaised with dealer principals and research houses to advance product representation and gain greater access to approved product lists and wrap / masterfund platforms with noted success through Navigator, Asgard as well as Purvis van Eyk Research. - Represented Australian Unity at industry and client related functions as host and speaker, including an invitation to be a guest speaker for the Diploma in Financial Planning. - Team Leader of the Adviser Services Committee established to share ideas and knowledge across Australian Unity product and client service staff. - Represented Australian Unity within the industry via the Training and Education Committee of the Financial Planning Association. Show less



Norwich Union / Aviva Australia

• Victoria, Australia

• Account Development Manager and Project Management

  • Mar 1998 - Jul 1999

  The development of new adviser relationships to build funds under management and re-establish support levels was my focus. This was actioned via a telephone programme to support the business development team. My success resulted in the development of the Business Development Centre, which became a new approach to manage adviser relationships using low cost technology. Other aspects of the position included: • Development of sales strategies and financial planning solutions with emphasis on insurance, superannuation, pension and bond products with the product team. • Technical services, investment research support, administration and product assistance for Norwich Union supporting advisers. • Developing a project plan for presentation to the Norwich Union Board of Directors to implement the Business Development Centre after identifying and trailing options for re-engaging with lapsed advisers and agents. Achievements: - Building funds under management and attracting support from advisers using low cost technology and marketing solutions with a focus on telephone contact and direct mail and internet follow-up as a test pilot programme to support the business development team. - Assisted in the development, piloting and subsequent implementation of a new approach to business development, using technology to harness efficiencies in servicing financial advisers. Working in association with the Boston Consulting Group, a leading international consultancy, I was responsible for the development of the Norwich Business Development Centre in a project management and team leadership capacity. - Creating and providing training on sales and financial planning / product strategies for new staff, as team leader and the first Business Development Centre Account Manager. - Preparation of marketing material and implementation of promotional campaigns, including the development of telephone scripts for use by Business Development Centre team members. Show less



Count Financial Group Pty. Ltd. (Now Count Wealth Accountants, a wholly owned subsidiary of the CBA)

• Victoria, Australia

• Financial Planning / Adviser Support / Technical Services and Business Development

  • Jan 1994 - Mar 1998

  This was my entry into the financial services industry. Starting with a marketing focus, I was mentored to move into technical services and later providing financial planning advice to my own clients. Key responsibilities included initial induction and on-going training of Authorised Representatives together with technical and research support covering financial planning strategies, investment product solutions and insurance advice for clients of Count advisers. Other duties included: • Compliance supervision of advisers. • Paraplanning services for advisers including plan construction and strategy advice. • Recruitment for new accountants seeking to become advisers. • Co-ordinating and facilitating adviser induction training, a 4 day course to teach accountants the necessary information to allow them to become financial planners. • Design and implementation of marketing material to assist advisers to promote financial planning services to their accounting client base. • Financial planning for retail clients. Achievements: - Established long-term relationships and successful business partnerships with accountants, as their primary dealer group representative by assisting them to develop their financial planning business through the provision of outstanding service. - Developed technical and research skills in all aspects of financial markets and securities, including superannuation and retirement planning, risk insurance, as well as direct share trading and margin lending. - Inspired interest and broader understanding of financial markets and investments for accountants wishing to become advisers through presentations and induction training. - Provided advisers and accountants with motivational support, practice development and marketing advice, research opinions and technical assistance across Victoria. - Attained accreditation to provide financial planning and insurance advice for retail clients. Show less