XY On Tour 2021 - The Client Acquisition Process

**Update as at 28th June, 2021**

After a rapid increase in COVID across most of Australia, we are using our COVID contingency plan for XY On Tour. This simply means we are separating the content from the face-to-face element. 

The content sessions will still go ahead as planned, hosted virtually from 6pm-7pm AEST on each event date (see below). Then, when it is safe to do so, we'll organise the face-to-face events at each location. With the rise in vaccinations, and the history of Australia handling the outbreaks well, we look forward to hosting the face-to-face element of the tour as soon as possible.

--

What are the most effective and unique strategies being used by professionals to build brand awareness and acquire new clients? How are high-performing advisers delivering and charging for their upfront advice? How are top advice businesses retaining long-term clients and generating high-value referrals?

Now in its third year, the elusive yellow kombi is hitting the streets once again, stopping at six locations around Australia this July to bring you XY On Tour. Like previous event tours, this will be a combination of high-grade content fused with a healthy dose of social networking. But unlike previous event tours, instead of six different panels discussing one topic, we are bringing you a six-part education series with expert panels from outside Financial Services, and high-performers inside Financial Services to help you improve, and quantify, the success of your Client Acquisition Process.

Having spoken to hundreds of advisers, this topic is a direct result of what we know advisers want to hear. We’ve broken the client acquisition process into six parts - Awareness, Acquisition, Activation, Revenue, Retention and Referrals - and each event will focus on one of these topics.

What you can expect.

Over three weeks, we will host six in-person events around Australia and live-stream each content session. When you grab a ticket for an in-person event, you’ll automatically get an all-access digital pass to watch the other five digital events. And if you don’t live in an event location, don’t worry, you can grab your virtual ticket and tune into all live-streamed sessions on your favourite device, and straight from the comfort of your living room. 

Dates | Locations | Topics.

Wed 7th July - Adelaide - Topic: Awareness

The Duke of Brunswick Hotel - 207 Gilbert St, Adelaide

Our Adelaide panel are the undisputed experts on brand awareness. Maria De Conno, Sam Davies and Stephanie Tuominen are going to help you understand how to leverage your digital marketing channels to make sure you are sharing the right message, to the right audience, at the right time.

Thu 8th July - Perth - Topic: Acquisition

The Globe Perth - 495/497 Wellington St, Perth

In Perth, we're bringing you an all-star lineup who's experience will give you three unique, but complimentary acquisition strategies. 

Ben Nash is an award-winning adviser who has grown his business organically from the ground up. Now with a team of 10, Ben is going to share the successful content strategies he's used to acquire more of his ideal clients.

Amy Jacobsen is a Human Behaviour and Emotional Intelligence expert who's unique approach to acquiring more of your ideal clients has less to do with 'sales' conversations and more to do with understanding human behaviour and amplifying human connection.

Simon Bowen is a global expert in how to draw visual models that help service-based businesses articulate their value. In an industry where so much of our value is 'intangible', Simon's ideas truly bridge the gap between prospective clients and their understanding of the value of a financial adviser. This is particularly true in the new world of sales where powerful sales experiences need to be forged over Zoom.

Wed 14th July - Gold Coast - Topic: Activation

Mo’s Desert Clubhouse - 6/36 Central Dr, Burleigh Heads

In week two we're hitting the sunshine state and heading to the Gold Coast to hear from three forward-thinking advisers - Nat Daley, Felicity Cooper and Ross Marais - who are going to take us through the Activation process they use in the first meeting with a prospect, giving them that 'a-ha moment'. They will explain how they're articulating their value in such a way the prospect is no longer thinking 'do I want to work with this adviser?', and is instead asking 'when can we get started?'.

Thu 15th July - Brisbane - Topic: Revenue

The Prince Consort Hotel - 230 Wickham St, Fortitude Valley

Now that we know how to articulate our value and give prospects the 'a-ha moment', once you've signed a new client - how are you getting the work done and delivering your upfront advice in an efficient and profitable way? Time to head to Brisbane to hear from three forward-thinking advisers - Ben Neilson, Cara Brett and Michael Khouri - who are going to take us through their business models; how they charge for their advice and the creative strategies they've adopted to deliver their advice in an efficient and client-centric way.

Wed 21st July - Melbourne - Topic: Retention

European Bier Cafe - 120 Exhibition St, Melbourne

Whether you've been in business for 2 years or 20 years, your ongoing service packages are the conduit to building long-term relationships with your clients. Our Melbourne panel is a stellar line-up of established and highly accomplished advisers who are going to take us under the bonnet of their profitable, client-centric ongoing service propositions.

David Haintz has had a 26 year career with his own firm and via merger in 2008 and subsequently became a founding director of Shadforth Financial Group. David now teaches other businesses the client-centric approach he used to help grow Shadforth Financial Group to a $165m revenue and $58m EBIT.

Adam Morse is MD of the Private Wealth department at BlueRock. Adam has focused on building a modernised wealth business (check out their website!), with an unwavering passion for continuous improvement, and a thriving team and client culture.

Shane Light is Head of Advice at The Hopkins Group (Australia), with a 13-year history in Financial Planning. Shane is going to share the strategies and ideas he has implemented which has helped him build high-value, long-term relationships with his clients.

Thu 22nd July - Sydney - Topic: Referrals

Verandah Bar - 55/65 Elizabeth St, Sydney

If all good things must come to an end, then it's time to go out with a bang. To close out XY On Tour 2021, we're heading to Sydney and bringing Claire MacKay, Alysia Laird and Julie Bennett to the stage to discuss all things 'referrals' - which is really just another way of generating brand awareness. Except in this 'awareness' scenario, you've got raving fans talking about your brand for you. This becomes less work for you, and more importantly - someone else promoting you is infinitely more persuasive.

Claire, Alysia and Julie are going to take us through the unique and proven referral strategies they've used in their own businesses, and the process they've taken to get there.

Your Host.

Emily Blanch began her career in Financial Planning in 2012. The trajectory she was on to becoming an adviser was put on pause when the itch to go travelling and experience the world needed to be scratched. Since then, Emily has worked in several different industries, met some of the most interesting and inspiring people around the world, and discovered her purpose and professional superpower - human connection and empathetic leadership. 

In 2017, Emily joined XY Adviser and has spent the last four years building a thriving community of financial advisers who are working together to drive the positive evolution of financial advice. Emily has spoken to hundreds of advisers and has gotten to know and learn from the most innovative, forward-thinking and collaborative minds in advice.

Thank you to our event partners.

A big thank you to our event partners for helping us bring XY On Tour 2021 to life and for continuing to support the community driving the positive evolution of financial advice.

---

FAQ's.

How long does each event run for?

In-person events run from 6pm - 9pm in each location time zone.

Virtual events run from between 4:30pm and 8:30pm depending on your local time zone.

What if I miss a virtual event?

Don't worry, we've got your back. All content sessions will be recorded and available to watch on-demand for four weeks after the tour.

Is there a dress code?

Smart casual.

What will happen if there is a COVID lockdown?

If an in-person event can't take place due to a COVID interruption, we will host the content portion of the event virtually, and move the social networking portion of the event to another date. It will essentially become two events, for the price of one.

Do I have to be a financial adviser to attend and is the content only suited to advisers?

While the event and the content has been curated and tailored specifically for financial advisers, anyone in Financial Services who is interested in the content is welcome to attend.

Can I invite my industry friends?

You bet. They don't have to be an XY member either. Send them to this page to grab their ticket. They'll thank you later!