Matthew Burgess, Director of elawyer solutions, presented on how the company's web-based platforms enable businesses to provide estate planning solutions online. The platforms allow clients to complete instructions online and have documents reviewed and drafted by a lawyer via a 30-minute video conference. This streamlines the legal process while maintaining quality. Elawyer offers standard template solutions as well as customized options to suit all clients, from individuals to families with complex needs. The goal is to make estate planning affordable and accessible through an empowering digital system.

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elawyer solutions
Web enable business
platforms
Matthew Burgess
Director
April 2013

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Today’s presentation
■ Three parts
■ Why
■ How
■ What
■ Some context, the move forward and questions

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Heads and tails
■ A few things sell a lot and a lot of
things sell a little
□ completely changes 80-20 rule
□ niche offerings
■ The Web is the ultimate marketplace
of ideas, governed by the laws of big
numbers
■ Popularity no longer has a monopoly
on profitability

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The long tail
Then (1970s & 80s)
■ Either you’re hot or you’re not
Now (2010)

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Your existing clients are your best opportunity
■ ‘...never invest anything on winning new clients until you have captured all
the best opportunities in the existing client base’ (Mr Maister)

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What does that mean for each of us
■ Our long tail = exiting clients
■ Strength relationship with existing clients and referrers

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a broken business model
image source: www.freedigitalphotos.net
image creator: graur razvan ionut

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It’s not meant to be hard
■ Web based solutions
■ Only solutions of its kind
■ Public trustee/bespoke
■ Quality and cost appropriate
■ Adviser not lawyer driven
■ Compliance focussed

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Process
■ Core vs single vs multiple trust estate
planning solutions
■ Online instructions
■ Review and confirmation
■ Draft documentation
■ Technology based meeting of up to 30
minutes with a specialist lawyers
■ Final documents signed and stored
■ Compliance certificate

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image source: www.freedigitalphotos.net
image creator: Idea go
Attention
Dog Guardians
Pick up after your
dogs. Thank you
Attention
Dogs
Grrr, bark, woof,
Good dog.District of North
Vancouver
Bylaw 5981-11(i)

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how is elawyer suitable for all clients?
■ Process flexible enough to cater
for every client (bespoke
solution)
■ Standard solution
■ Standard solution with variation
■ Bespoke

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Core Estate Planning Solution
■ Example: Roger in his early 20’s
Roger is a single young adult
with no dependants
No significant assets apart
from small amount of super
death benefit of $240,000 and
life cover

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Core Estate Planning Solution/Single Trust
■ Example: Roger in his late 20’s
Roger and Kerri are a young married
couple with no children.
They are either renting or have just
bought a home and have no plans for
children for a few years.
They have a small amount of
superannuation death benefit of
$240,000 and life cover.

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Single Trust Will – Model A
■ Example: Roger at early 30’s
Roger and Kerri now have a child, Tom
aged two (2).
They have a jointly owned home with
equity of $400,0000 and Roger has
superannuation and life insurance worth
$350,000.

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Multiple Trust Solution
■ Example: Roger is a grandparent
Roger has now been
married to Suzette for 22
years. They are
grandparents, as their
eldest child Anton has
just become a father.
Anton’s marriage to
Annabel is shaky.

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Standard with Variation
■ Example: Tom is 20 and is mixing with a bad crowd
Roger has concerns about Tom
receiving an inheritance outright.

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Strategy canvas of elawyer
Price Risk to
adviser
Marketing Legal
complexity
Complexity
of process
Time frame
to completion
Range of
offering
Quality Lawyer access
(7am-7pm,
7 days/week)
Empowering
of adviser
Low
Offering
level
High
Online solution
elawyer platformBespoke solution

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[#insert payment page from from elaywer website]

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2

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Support services
■ Adviser tools
■ FAQ
■ Continuing development
■ Adviser services site
■ 1300 elawyer (1300 352 993)
■ enquiries@elawyer.net.au

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Pricing
■ Wholesale not retail
■ Lawyer’s role streamlined
■ Relationship driven
■ Technology – volume
■ Legal fees charged to client

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Way forward
■ Do yourself
■ Don’t make it hard
■ Web tutorial
■ Provide feedback
■ Evolve your business model (including pricing)
■ Do it early, do it often

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Contact details
Presenter: Matthew Burgess
Position: Director
Direct line: 1300 elawyer (i.e. 1300 352 993)
Email: mburgess@elawyer.net.au

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Contact
Matthew Burgess
Director
T +61 7 3233 8918
E mburgess@mccullough.com.au
Disclaimer: This presentation covers legal and technical issues in a general way. It is not designed to express opinions on
specific cases. This presentation is intended for information purposes only and should not be regarded as legal advice. Further
advice should be obtained before taking action on any issue dealt with in this presentation .