Branching Out - Resimac

feature / self-managed super funds
particularly about allowable
borrowing and the
Superannuation Industry
Supervision Act (SIS) Act – if
they are to add genuine value to
their offering.
Alicia Carter, national
sales manager at Australian
Financial, says about 70 per cent
of the firm’s SMSF business
comes from brokers with inhouse
financial planners; only
30 per cent is from brokers
dealing directly with ‘mum and
dad’ clients.
“We feel this split is due to
brokers not being pro-active and
approaching their customers
30 / branching out
about the subject of super and
their investment options,” Ms
Carter says. “Brokers need to
keep clients as informed as
possible because most [clients]
perceive SMSF loans as being
more complicated than they
actually are.”
“Never underestimate
the importance of needing
to understand the legislation
around SMSFs,” adds Mary
Sartinas, who currently runs
SMSF seminars for brokers who
need to increase their knowledge
of the area.
“There are enormous risks
when it comes to these funds as
“Brokers need
to keep clients
as informed as
possible because
most [clients]
perceive sMsf
loans as being more
complicated than
they actually are”
they’re regulated very heavily, so
you must be cautious about the
information you are imparting.”
AFM’s Mr White says lack
of knowledge also prompted
the group to introduce training
for brokers who work with
the lender.
referral
opportunities
Most areas into which brokers
diversify offer benefits that
include an increased referral
network – and SMSF loans
are no exception. Real estate
agents, for example, are likely
to be a significant source of new