Centre of
Influence
Toolkit.
TAL Life Limited, ABN 70 050 109 450, AFSL 237848, GPO Box 5380, Sydney NSW 2000
T +61(0)2 9448 9000, F +61(0)2 9448 9100 www.tal.com.au
Centre of Influence Toolkit
Contents
1.
Overview .................................................................... 3
2.
Important Information ............................................... 3
4.
Centre of Influence Letter Templates ...................... 4
4.1.
4.2.
Centre of Influence Toolkit
Centre of Influence Introduction Letter – Succession Planning
Centre of Influence - Terms of Engagement Letter 5
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2
1. Overview
Focus your efforts and reduce marketing costs by developing strategic referral relationships. To
support and assist your referral strategy, we offer a ‘Centre of influence’ kit with templates to help
you establish referral partners and agree terms of engagement.
2. Important Information
The centre of Influence letters contained within this document have been provided as suggestions
only, which you may wish to consider when developing strategic referral relationships. Before doing
so, you should consider your obligations in issuing such a communication under the financial
services laws and any procedures required by your Dealer Group, including general advice warnings
and requirements for issue of a financial services guide.
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4. Centre of Influence Letter Templates
4.1. Centre of Influence Introduction Letter – Succession Planning
>place on your company letterhead<
Dear >Name<,
Do your clients need advice about business succession planning?
For business owners, succession planning is an integral component of a wealth protection strategy. If
things go wrong, a succession plan gives their business every chance of survival and protects their
interests.
Offer your clients a safeguard to protect their business.
Tragically, many business owners are unprepared for death or disability and the impact it can have on
their business and everything else they hold dear. A succession plan considers what the future may
hold and plans for those contingencies. It offers clear action and outcomes that address important
questions like:



Who owns and runs my business if something should happen to me?
What is the business worth now and what is the business worth without me?
What position will my family be left in?
A tailored plan can prevent the loss of business value, litigation involving family members and
business partners, and in extreme cases, the destruction of the business.
Let’s work together.
Succession planning is a complex area that requires an understanding of legal, financial and
insurance-related issues. I believe that we could work together to offer a holistic wealth accumulation
and protection strategy that benefits your clients.
I would like to meet with you to discuss our experience with succession planning, what we can offer
>insert Referral Firm name< and how we can work together to deliver valuable protection to your
clients.
For more information, please visit our website: >www.xxxx.xom.au< or refer to the brochure I have
included for your convenience.
I will call you to personally introduce myself later this week. I look forward to exploring this business
opportunity with you.
Yours sincerely,
Signature
Title
Contact details
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4.2. Centre of Influence - Terms of Engagement Letter
>place on your company letterhead<
Dear >Name<,
Thank you for the opportunity to work with >insert Referral Firm<, I look forward to a strong, long-term
relationship that benefits both you and your clients.
Based on our discussions, I have set out the terms of our engagement.
Nature of services to be provided by >Adviser Practice<
We will arrange meetings on a regular basis with your partners and managers to review their client
lists to identify points of vulnerability, and those clients likely to benefit from business succession
planning.
We will then prepare for a meeting with those clients identified to discuss their points of vulnerability
and how the associated risks can be mitigated.
A >Referral Firm< representative should then arrange for us to meet with the relevant client to discuss
these issues. It is important that >Referral Firm< be represented at this meeting to emphasise its
support for this initiative.
Following this meeting, we will jointly review the meeting dynamics, and determine whether or not any
follow-up action is warranted. Where no action is warranted, this fact will be documented. Where
follow- up action is warranted, we will arrange for the presentation of a needs analysis and statement
of advice before arranging a follow-up meeting with the Client. All analyses and statements of advice
will be prepared in accordance with the requirements of the relevant legislation and the Australian
Financial Services Licence governing the operations of >Adviser Practice<.
>Adviser Practice< will provide a monthly report outlining the progress of each client review.
Obligations of >Adviser Practice<
>Adviser Practice< will maintain confidentiality of all information concerning the clients of >Referral
Firm<. This information will not be disclosed to any third party without the express written consent of
the Client, unless >Adviser Practice< is under a statutory obligation to disclose such information.
>Adviser Practice< acknowledges that the Client is the client of >Referral Firm<, and will use its best
endeavours to enhance and maintain this client relationship.
>Adviser Practice< also acknowledges that >Referral Firm< has compliance obligations under various
statutes plus the governing rules of its professional body. >Adviser Practice< will provide all assistance
required to enable >Referral Firm< to fulfil these obligations.
Obligations of >Referral Firm<
>Referral Firm< will endeavour to supply sufficient information to >Adviser Practice< to enable
completion of the review of points of vulnerability and preparation for the initial meeting with the Client.
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>Referral Firm< also acknowledges that >Adviser Practice< has compliance obligations under various
statutes plus the terms governing the relevant Australian Financial Services Licence. >Referral Firm<
will provide all assistance required to enable >Adviser Practice< to fulfil these obligations.
Remuneration of >Adviser Practice<
>Adviser Practice< will receive remuneration in the form of commission income from the relevant
insurance product provider. The level and terms of this commission will be disclosed to the Client in
terms of the requirements of the relevant legislation.
Remuneration of >Referral Firm<
>Referral Firm< will not receive remuneration, other than professional fees which may be payable in
respect of services provided to the Client. All fees payable by the Client to >Referral Firm< will be
subject to the normal engagement terms agreed between the Client and >Referral Firm<.
>Adviser Practice< may agree to pay the professional fees of >Referral Firm< Staff for attendance at
succession plan meetings with the Client.
Termination of this arrangement
This arrangement may be terminated at any time by either party giving notice of termination. In this
event, the termination will be immediate except for work in progress. In the event of termination, the
parties will endeavour to complete work in progress as soon as possible. These terms will continue to
operate in respect of this work in progress.
I trust that the above terms reflect our discussions to date. If there is any matter which requires
clarification, please do not hesitate to contact me.
Kind regards,
>Signature<
Title
Practice name
Contact details
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