Post on 07-Jul-2020
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 1
2016 Self Managed Super Fund:
Accountant & Planner Surveys
1Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
Report released: April 2016 Reproduction strictly prohibited
Highlights from the
2016 Self Managed Super Fund:
Accountant & Planner Surveys
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 2
Thank you
I would like to thank all the survey respondents who participated in our 2016
Self Managed Super Fund Surveys in February.
Your participation provides valuable feedback to our clients and the regulator
on how accountants and planners interact with SMSFs, the challenges they
face and where the opportunities to help you and your SMSF clients exist.
These highlights gather some of the most interesting results from our
accountant and planner research. We have also included some key results
from our latest research of SMSF trustees highlighting the current advice
opportunities.
We hope you find the insights in this pack as fascinating as we did.
Many thanks,
Mark Johnston
Founder & CEO
Investment Trends
Suite 2102, Goldfields House
1 Alfred Street
SYDNEY NSW 2000
Australia
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 3
Table of contents
Methodology & scope 4
Trends in super fund assets 5
Trends in number of SMSFs 6
Areas of advice sought by SMSF trustees 7
Relationships between planners and accountants when servicing SMSFs 8
Financial planner selection criteria 9
Planners’ challenges in servicing SMSFs 10
SMSF planners’ investment priorities 11
Planners’ view on best platform for SMSFs 12
Planners’ admin support provider 13
Accountants’ challenges in servicing SMSFs 14
Accountants’ licensing intentions 15
Accountants’ involvement in investment advice 16
Accountants’ view on best platform for SMSFs 17
About Investment Trends 18
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 4
Methodology & scope
The February 2016 Self Managed Super Fund Accountant Report and February
2016 Self Managed Super Fund Planner Report are based on detailed online
surveys of accountants in public practice and financial planners conducted in
February 2016.
The surveys examine the roles played by accountants and planners in servicing
SMSF trustees and their interactions with other professional advisers, software
providers, specialist SMSF administrators, investment platforms and
investment product providers.
After data cleaning and de-duplication, a total of 1,182 responses were
received from accountants in public practice. The maximum sampling error
(centre of the range) at the 95% confidence interval for the accountant sample
is +/-2.8%. For the planner research, a total of 573 responses were received,
393 of which were from planners who actively advise clients with an SMSF.
This gives a maximum sampling error of +/-4.9% for SMSF planners. Note that
analysis of smaller subgroups will have a higher sampling error.
Throughout this report, we refer to planners who currently advise SMSF clients
as ‘SMSF planners’ and accountants who currently service SMSF clients as
‘SMSF accountants’.
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 5
Trends in super fund assets
According to APRA, SMSF assets grew by 6% to $595bn
in the year to December 2015
According to the APRA Quarterly Superannuation Performance Report, SMSFs
retained the largest proportion (29%, $595bn) of super fund assets, followed by
retail super funds (26%, $540bn) and industry super funds (22%, $446bn).
The SMSF sector has continued to grow over the 12 months to December 2015, with
total SMSF assets increasing by 6% ($32bn). After outpacing the growth of SMSFs
over the preceding two years, APRA-regulated super funds grew at a similar pace
over the year to December 2015 (6%, $85bn) to $1.4trn.
2Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
According to APRA, SMSF assets increased by just 6% ($32bn) to $595bn in the year to December 2015. After outpacing SMSFs over the past two years, APRA-regulated funds grew at a similar rate in the year to Decembe r 2015
0
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$ b
illio
n
SMSFs
Retail
Industry(retrospectivelyreclassified)
Public sector(retrospectivelyreclassified)
Corporate
Super fund assets (Source: APRA Quarterly Superannuation Performance Report)
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 6
Trends in number of SMSFs
The number of SMSFs reached 567,000 in December 2015 The number of SMSFs continued to grow over 2015, reaching 567,000 in December
2015, up from 541,000 in December 2014. This represents a 4.8% annualised (net)
SMSF establishment rate (up from 4.5% in 2014), but remains below the longer term
average of 5.9%.
SMSFs’ pathway to establishment has evolved in recent years with word of mouth
and the media playing increasing important roles in initiating SMSF establishment
(27% of SMSFs established in the last year, versus 10% 10 years ago)
Advisers still play a significant role in initiating SMSF establishment, with 32% of
SMSFs saying they were established following a recommendation from their
accountant, and a further 13% due to advice they received from a planner.
3Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
APRA reports there were 567k SMSFs as of December 2 015, up 5% over the year
Number of SMSFs(Source: APRA Quarterly Superannuation Performance Report)
567k552k
354k
382k
414k428k
440k
458k474k
493k503k
517k525k
541k
341k
315k302k
367k
403k393k
Jun-
06
Sep-0
6
Dec-0
6
Mar-
07
Jun-
07
Sep-0
7
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Mar-0
8
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-09
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9
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-10
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Sep-1
0
Dec-1
0
Mar
-11
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Sep-1
1
Dec-1
1
Mar
-12
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12
Sep-1
2
Dec-1
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Mar-
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Jun-
13
Sep-1
3
Dec-1
3
Mar-
14
Jun-
14
Sep-1
4
Dec-1
4
Mar
-15
Jun-
15
Sep-1
5
Dec-1
5
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 7
Areas of advice sought by SMSF trustees
45% of SMSFs say they have unmet advice needs SMSFs’ appetite for advice rebounded to the highest level observed, with 45% (up
from 39% in 2015) saying they have unmet advice needs. The most common areas
that SMSFs would like to receive advice on are related to retirement, including
inheritance & estate planning, SMSF pension strategies and the Age Pension & other
entitlements.
In the current market environment, SMSFs are finding it increasingly challenging to
identify investment opportunities for their fund. As a result, more would like to
receive advice on investment-related topics than prior years, including investment
strategy/portfolio review, identifying undervalued assets and ETFs.
Only 30% intend to turn to a financial planner for their advice needs, while 52%
would turn to an accountant. Planners can win from forming referral relationships
with accounting firms, as this will help them reach a greater share of the SMSFs with
unmet advice needs.
4Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
% of SMSFs who have unmet advice needs
45% 43%
39%
45%
2013[n=1116]
2014[n=1078]
2015[n=1001]
2016[n=2519]
The proportion of SMSFs who say they have unmet adv ice needs reached the highest level observed. Advice needs most often rel ate to retirement, though more are citing investment-related advice ga ps
Excerpt from 2016 SMSF Investor Report
24%
22%
22%
20%
20%
0% 10% 20% 30% 40% 50%
Inheritance &estate planning
SMSF pensionstrategies
Age pension (&other social
securityentitlements)
Investmentstrategy/portfolio
review
Identifyingundervalued
assets
2015 [n=1001]
2016 [n=2519]
Q26 Are there any areas in regards to your SMSF in which you would like to be receiving financial advice, but cu rrently aren't?
(Multiple responses permitted) Among SMSFs with adv ice needs
Inheritance & estate planning
SMSF pension strategies
Age pension (& other socialsecurity entitlements)
Investment strategy/portfolio review
Identifying undervalued assets
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 8
Relationships between planners and
accountants when servicing SMSFs
Most planners and accountants are already working
together to service the SMSF market Five out of six planners say they currently work with accountants to service the SMSF
market. This includes 33% who have in-house accountants or joint ventures with one
and 51% who have established referral relationships with accountants. Similarly,
85% of SMSF accountants have established relationships with planners. Over the past few years, both planners and accountants have been moving to
establish working relationships with each other to service the SMSF market and both
groups expect this trend to continue over the medium term. Our analysis reveals
that accountants and planners who partner up tend to be more successful in the
SMSF space.
8Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
One in three financial planners say they currently employ in house accountants (or have a joint venture with accounting firms). Just o ver half of accountants (53%) say they employ in-house planners (or have a joint vent ure with planning firms)
Relationships between SMSF planners and SMSF accoun tants when servicing the SMSF market
In-house/joint venture with accounting firms, 33%
In-house/joint venture with financial planning firms,
53%
Have referral relationship with accounting firms,
51%
Have referral relationship with financial planning
firms, 32%
No relationship with accounting firms, 16%
No relationship with financial planning firms,
15%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
All SMSF planners [n=430] All SMSF accountants [n=822]
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 9
Financial planner selection criteria
Planners who promote SMSF expertise will find it
easier to attract these clients
Half of SMSFs say ‘honesty/integrity’ is the top quality they look for when selecting a
financial planner. Compared to last year, there are more SMSFs who cite SMSF
expertise (46%, up from 38% in 2015), ability to explain concepts in a way they can
understand (45%, up from 38%) and experience (40%, up from 35%) among the top
three attributes they look for when selecting a financial planner.
When it comes to selecting accountants, tax expertise (52%), SMSF expertise (47%)
and honesty/integrity (44%) are the most widely desired qualities.
5Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
50%
46%
45%
43%
40%
0% 10% 20% 30% 40% 50% 60% 70%
Honesty/integrity
Expertise in SMSFs
Ability to explain concepts in away I can understand
Detailed knowledge ofinvestment products
Experience2015 [n=194]
2016 [n=447]
Q22 What were the top three things you were looking for when selecting [your main adviser]? (Multiple responses permitted) Among SMSFs who have used a financial planner in th e last 12 months
(Top 5 shown)
Expertise in SMSFs, the ability to explain concepts and experience are growing in importance as drivers when selecting a financial planner
Excerpt from 2016 SMSF Investor Report
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 10
Planners’ challenges in servicing SMSFs
SMSF planners typically cite fewer challenges (4.0, down
from 4.2 in 2015) in servicing the SMSF market
The top three challenges faced by financial planners when servicing SMSF clients are
‘compliance’ (35%, down from 40%), ‘accountants setting up SMSFs for unsuitable
clients’ (33%, steady) and ‘educating clients about their responsibilities as trustees’
(29%, down from 32%).
SMSF generalists (planners with 1 to 20 SMSF clients) face different challenges to
SMSF specialists (planners with more than 20 SMSF clients), partly because the latter
group has closer relationships with accountants. SMSF generalists find it more
challenging to acquire SMSF clients and deal with clients’ accountants, while
specialists say lack of integration between their systems and the accountants’
systems is a critical issue.
7Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
SMSF planners typically cite 4.0 challenges each in servicing the SMSF market, down from 4.2. A growing proportion see grey areas on wh at accountants can/can’t advise on and lack of integration between systems a s a challenge
35%
33%
29%
28%
25%
0% 10% 20% 30% 40% 50%
Compliance
Accountants set up SMSFs forunsuitable clients
Educate clients aboutresponsibilities as trustees
Administration
Grey areas on what accountantscan/can’t advise 2015 [n=390]
2016 [n=325]
Q70 What are your biggest challenges in servicing t he SMSF market? (Multiple responses permitted) Among SMSF planners ( Top 5 shown )
Average no. of selection:
4.2
4.0
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 11
SMSF planners’ investment priorities
70% of SMSF planners cited diversification as their main
goal when selecting investments for SMSF clients
When selecting investments for SMSF clients, diversification (70%) is planners’ top
investment priority, followed by capital growth (51%) and capital preservation (47%).
Compared to last year, more planners see capital preservation (47%, up from 42% in
2015) to be a priority when selecting investments for their SMSF clients, which
corresponds with SMSF trustees moving to a more conservative investment
approach.
More planners are also citing high income (31%, up from 28%) as an investment
priority. This is in line with more SMSFs prioritising building a sustainable income
stream when selecting investment for their fund.
9Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
Q29 What are your top priorities when selecting inv estments for your SMSF clients? (Multiple responses permitted) Among SMSF planners [n=358]
70%
51%
47%
46%
40%
37%
32%
31%
30%
30%
22%
20%
16%
7%
4%
3%
3%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Diversification
Capital growth
Capital preservation
Liquidity
Transparency
Lower cost products
Investments are simple to understand
High income
Investments are tax effective
Financial strength of provider
Good research provider ratings
Outcome oriented investments
Security (low risk)
Investments are 'set and forget'
Short term growth prospects (<12 months)
Geared/leveraged products
Other
Diversification, capital growth and capital preserv ation are SMSF planners’ top investment priorities when selecting investments fo r their SMSF clients
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 12
Planners’ view on best platforms for SMSFs
BT Wrap is nominated by planners as the most suitable
platform for making SMSF investments
BT Wrap is the platform which SMSF planners most widely consider to be the ‘best’
for their SMSF clients (cited by 16%), followed by North (10%), Macquarie Wrap (9%)
and CFS FirstWrap (9%). The recently launched BT Panorama and CFS FirstChoice
round out the top 6 best platforms for SMSF clients.
10Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
Q59 Which platform do you think is the best for mak ing SMSF investments? Among SMSF planners who use platforms for their SMS F clients [n=231]
(Top 6 shown )
16%
10%
9%
9%
7%
6%
0% 5% 10% 15% 20% 25% 30%
BT Wrap
North
Macquarie Wrap
CFS FirstWrap
BT Panorama
CFS FirstChoice
BT Panorama has surged by share of SMSF planners no minating it as the best platform for SMSF investments
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 13
Planners’ admin support provider
37% of SMSF planners use SMSF admin services to
administer their SMSF clients
More planners are turning to accountants to administer their SMSF clients (46%, up
from 30% in 2013), which comes at the expense of SMSF admin services (37%, down
from 48% in 2013).
Where planners use SMSF admin services, AMP is the most-widely used provider
with over half of planner relationships. AMP has further extended its lead in this
space with its acquisitions of superMate and JustSuper.
11Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
Q46 Do you use SMSF admin services to administer yo ur SMSF clients? Among SMSF planners
48% 44%40% 37%
30% 38% 45%46%
23%18% 16% 18%
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
2013 [n=229] 2014 [n=252] 2015 [n=412] 2016 [n=340]
We do the adminwithin our firm only
We use anaccountant only
Yes, for some (orall) of my SMSFclients
Planners are increasingly turning to accountants fo r SMSF admin,with fewer using SMSF admin services
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 14
Accountants’ challenges in serving SMSFs
Changes to the licensing regime is the top cited challenge
faced by accountants when servicing the SMSF market
Nearly all SMSF accountants say they face challenges when servicing the SMSF
market. Changes to the licensing regime (50%), competitive pricing & fee recovery
(47%) and educating clients on their responsibilities as trustees (44%) are the top
challenges.
Being restricted in their advice stands out as a key challenge among accountants
who are not authorised representatives. Results from our 2016 SMSF Investor Report
shows that accountants who offer a comprehensive financial advice proposition will
be setting themselves up for success, with many SMSFs saying they would like to
turn to an accountant for their unmet advice needs.
13Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
Nearly all SMSF accountants are facing challenges i n servicing the SMSF market. These challenges most often relate to the licensing regime (50%)and competitive pricing & fee recovery (47%)
Q14 What are your biggest challenges in servicing t he SMSF market? (Multiple responses permitted) Among SMSF accountan ts [n=1079] ( Top 5 shown )
50%
47%
44%
38%
32%
31%
Changes to the licensing regime
Competitive pricing & fee recovery
Educating clients
Compliance obligations
Attracting new clients
Restrictions on providing financial planning advice
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 15
Accountants’ licensing intentions
13% of SMSF accountants already operate under a full AFSL,
and a further 11% intend to do so by July 2016
With the deadline for the removal of accountants’ licensing exemption looming,
some accountants have already made the move to become licensed. 17% of
accountants currently operate under either a full or limited AFSL, and an additional
39% intend to do so by July 2016. 27% of accountants say they do not intend to
become licensed and will instead outsource SMSF advice to someone else, while few
(4%) plan to stop advising on SMSFs altogether.
Among accountants who intend to operate under a limited AFSL, two-thirds intend
to outsource the advice if it goes beyond the scope of what they can advise. Financial
planners can further grow their SMSF business by working closely with these
accountants.
14Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
Q23 With the implementation of the new licensing re gime, what do you intend to do by July 2016? Among SMSF accountants [n=721]
11%
28%
27%
4%
13%
4%
13%
0% 10% 20% 30% 40% 50%
Plan to obtain a full (RG146)licence
Plan to obtain the limitedlicence
Do not intend to be licensed &will outsource SMSF advice
Plan to stop advising onSMSFs altogether
Other
I don't know
Operating under limited AFSL
Operating under full AFSL
As more accountants move to operate under a full (o r limited) AFSL, fewer say they intend to do so
Plan to obtain a full (RG146)licence
Plan to obtain the limited licence
Do not intend to be licensed &will outsource SMSF advice
Plan to stop advising on SMSFsaltogether
Other
I don't know
Operating under limited AFSL
Operating under full AFSL
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 16
Accountants' involvement
in investment advice
One in four of SMSF accountants plan to recommend
investments to their SMSF clients in the future
Only 11% of SMSF accountants currently recommend investments to their SMSF
clients. A further 14% intend to do so in the future.
15Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
Only 11% of SMSF accountants say they currently rec ommend investments to their SMSF clients. A further 14% intend to do so in the future
Q60 Do you currently recommend investments to your SMSF clients? Among SMSF accountants [n=777]
I have advised on this & intend to continue, 11%
I haven't advised on this & don't intend to do so, 69%
I haven't advised on this but may do so in the
future, 14%
I have advised on this but won't in future, 5%
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 17
Accountants’ view on best platform for SMSFs
BT Wrap is most widely nominated by accountants as the
most suitable platform for their SMSF clients
61% (up from 57% in 2015) of SMSF accountants are able to nominate a platform as
most suitable for SMSFs. Among those who do, BT Wrap is the platform which SMSF
accountants most widely consider to be the ‘most suitable’ for their SMSF clients
(cited by 34%), followed by Macquarie Wrap (26%) and Asgard eWRAP (7%). MLC
Wrap (7%) and netwealth (4%) round out the top five platforms accountants
consider to be the 'most suitable' for SMSFs.
16Copyright 2016 Investment Trends Pty Ltd. Highlights from the 2016 SMSF Accountant & Planner Survey. Reproduction prohibited.
SMSF accountants most widely consider BT Wrap and M acquarie Wrapto be the ‘most suitable’ platforms for SMSFs
34%
26%
7%
7%
4%
BT Wrap
Macquarie Wrap
Asgard eWRAP (including Infinity)
MLC Wrap/Navigator
netwealth
Q99 Which investment platform do you think is the m ost suitable for SMSFs? Among SMSFaccountants who nominated a platform as being 'most suitable [n=268] ( Top 5 shown )
% able to nominate a platform as most suitable for SMSFs
49%57% 61%
2014 [n=229] 2015 [n=679] 2016 [n=442]
Survey Highlights 2016 Self Managed Super Fund: Accountant & Planner Surveys
© 2016 Investment Trends 18
About Investment Trends
Investment Trends is a specialist research organisation which provides new
business insights and decision support information to many leading financial
services organisations. We combine analytical rigour and strategic thinking
with the most advanced market research and statistical techniques to help our
clients gain competitive advantage.
Investment Trends is headed by Mark Johnston. Mark has been a leading
industry analyst in the brokerage, CFD, FX and wealth management industry
since 1999.
Investment Trends was started in Australia and is now a multi-national
research organisation servicing clients in Australia, Asia, Europe and the US.
Our work is focused on helping clients answer three fundamental questions:
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Investment Trends’ clients include many of the leading banks, investment
platform providers, online brokers, product providers, as well as major
industry regulators.
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© 2016 Investment Trends 19
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Investment Trends produces annual syndicated reports on a range of financial
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