State of the Nation

1. State of the Nation PAUL CAMPBELL – AUGUST 2011

2. Agenda • Business Update • 2012 Business Plan • Next 100 days and beyond…

3. Business Update • Production results • Team Updates • Regulatory RIAG Adviser | Vision

4. 2011 FUA * Includes estimate of FUA off platform # Preferred platforms only 3

5. 2011 Risk * Estimated based on data collected at 30/6/10 and 30/6/11 4

6. Rolling 12 Months New Business Income by Region Beginning to see a trend up in all regions, but FING & OPFP flat to slightly down.

7. New Business Productivity by Region On a per Adviser basis, NSW/ACT behind the pack on New Business productivity, but all regions trending up. OPFP shows strongest productivity levels, but dropping.

8. New Bus Income per Adviser (6 months Jun 11 Annualised) >70% of practices generating <$100k New Business Income per adviser

9. Recurring Income per Adviser (6 months Jun 11 Annualised) ~70% of practices in the $100k - $300k recurring income per adviser bracket

10. Team Update • Arrivals • Jason Coggins, Head of Research • Chetan Trehan, Investment Research Analyst • Kate Stinson, EA to CEO • Sally Fraser, Brokerage Officer • Robert Williams, Professional Standards Officer • Promotions • Deepthi Ravi Kumar, Professional Standards Manager • Sophie Perkes, Marketing Specialist (prev coordinator) • Departures • Yvettte Elliott, Marketing Specialist • Vacancies • Marketing Specialist • Advice Consultant • Advice Support Officer • Professional Standards Officer • Extended Leave • Vanessa Waters, Maternity Congratulations Narelle – expecting a baby!

11. Uplift in media activity in last quarter Money Management – B&E alliance Investor Daily – B&E alliance Financial Standard – B&E alliance IFA – Grant Howe profile Financial Standard – Risk uplift figures Money Management – Appointments (JC/DRK) Investor Daily – Appointments Risk info – 3 new recruits (CMS, Insight, Kevin Anderson) Money Management – 3 new recruits Money Management – Col Fullagar risk features PR Activity – trade press “Strong business growth opportunities and customised technology solutions have attracted three new practices” 10

12. L&D Update – Risk program Final workshops completed in Adelaide, Brisbane, Melbourne and Sydney: Underwriting - 28 participants Product types - 32 participants 75% participants completed both workshops Next component – Business Insurance, scheduled for post August PD Days Interest being sought for repeat of workshops (incorporating Sales skills) August PD Days – claims disputes session Ongoing training via APL providers: Results to June 2011: Risk production from those attending program shows increase of 62% for the past six months when compared with results from the preceding period

13. Learning and Development Update – National Conference Save the dates! Accommodation and conferencing in newly renovated Hotel Grand Chancellor in the centre of Hobart 11 - 13 April 2012

14. Valuing Advice for Growth Program OnePath are partnering with RI in a structured program to actively support practices to navigate the proposed FoFA reforms and transition business models to a post-FoFA world • MODULE 1 • Clarify your ideal target client • Develop your CVP • Define your client segmentation • MODULE 2 • Develop your client service – advice and ongoing • Determine your price and how to charge Valuing Advice for Growth Program • MODULE 4 • Develop your operational plan to transition the business to Fee for Services • MODULE 3 • Ensure you can effectively communicate your offer and price • Have the confidence to sell your fee 13

15. Advice update Research transition complete Guyon to update on other matters: Advice project update ACL FSG update Audit methodology changes Compliance awards

16. 2012 Strategic Plan

17. Our purpose To help people achieve their lifestyle goals and achieve financial peace of mind by enabling advisers

18. 2012 Strategic Plan Alignment and trust Collaborative and innovative Excellence Community VISION To be regarded as the #1 premium holistic advisory group in Australia Success Revolutionise advice The RI way Growth Enablers Operational excellence OnePath product integration Succession solutions Core FoFA ready RI business model Cultural road map 17

19. Guiding principles 18 • Remain focused on our clients • Protect what is important to us • Our Culture • Choice • Collaborate • Listen and work with all stakeholders in the design and transformation process • Align interests • Win-win • Communicate, communicate, communicate • Webinars • Workshops • 1-1

20. The Next 100 Days and beyond…

21. Short-term initiatives • FOFA • OnePath Platforms • OnePath Advantage Program

22. FoFA Draft legislation expected this month (we think!) Important we respond quickly and collaboratively Key milestones + 1 day: Immediate legislative response + 3 days: Proprietor webinar + 2 weeks: FoFA workshops: PAC, High Achievers, RI and OnePath September / October : Proprietor / Adviser workshops

23. OnePath Platforms 22 • Current State of Play • Service is not acceptable • We need OnePath platforms to lift • Critical success factor for RI going forward • Need to take an active and assertive role in addressing this • Acknowledging the problem! • Appointment of Paul Barrett • Appointment of Craig Brakenrig (replacing Ross Bowden) • Significant allocation of budget / resources to address • Initiatives • Platform enhancements • OnePath Advantage program

24. OneAnswer Enhancements – Available from 1 September 2011 23

25. E-forms (OnePath Advantage Program) Post Lodgment SOA PDS App Fact Find XPLAN XPLAN OnePath Wizard SOA Fact Find XPLAN 24

26. E-forms (OnePath Advantage Program)_ Post Lodgment SOA PDS App Fact Find XPLAN Soft copy lodgment form + e-mail + Priority processing = Major time saving for your office and improved OnePath admin XPLAN OnePath Wizard SOA Fact Find XPLAN 25 <date> RIAG Adviser | Vision

27. E-forms (OnePath Advantage Program) Deliverables • Now • EPM for OnePath FREE Post Lodgment SOA PDS App Fact Find XPLAN • August/September • OneAnswer e-forms pilot • October/November • OneAnswer e-forms Soft copy lodgment form + e-mail + Priority processing = Major time saving for your office & Improved OnePath Admin • Q1 2012 • Portfolio 1 and OneCare XPLAN OnePath Wizard SOA Fact Find XPLAN 26 <date> RIAG Adviser | Vision

28. Succession solutions Background Need for proprietors to market to find potential successors/acquire books RI has not been well positioned to support this previously Commitment going forward to better support practices Leverage the entire OnePath Aligned Group New Initiatives ANZ practice funding Practice exchange Recruitment / Broking services

29. Key milestones • July • Board Sign off on 2012 Strategic Plan • PAC sign off on 2012 Strategic Plan • August • PD Days: Communicate Strategic Plan • FoFA Draft legislation • FoFA Workshop • FoFA Group Teleconference • September-November • PAC Adviser Terms/LTI workshop • Proprietor Adviser Term/LTI workshops • December • PD Days: Announce New RI operating model

30. AWARDS

31. New award - Lifetime award Designed to recognise advisers and RI staff who have made a significant contribution to the group over a long period of time to such an extent that is of cultural significance that they are remembered in years to come. Given RI's long history this is an important opportunity to continue to maintain the great camaraderie established over the years

32. Lifetime award Geoff Taylor Congratulations! 20 years of service

33. Adviser Development award Congratulations! John Mant

34. High Achievers 2011 – new business 1 July 2010 to 30 June 2011 Congratulations to… 1. Mark Tidbury - RI Rockhampton/Varsity Lakes 2. Craig Ralph - RI Donvale 3. Jurgen Schonafinger - RI Wangaratta 4. Troy MacMillan - The Wealth Designers 5. Kathy Paget - RI Wide Bay 6. Sandy Miller - RI Shepparton 7. John Muchmore - RI Mandurah/Rockingham 8. Tamara Klose - RI Holden Hill 9. Grant Howe - RI Devonport/Burnie 10. Rob Hutchison - RI Subiaco/ Cannington 33

35. Platinum Club Not awarded in Fiji – MELBOURNE ONLY Paul Huggins Rob Hutchison