Advice Process II - Client Needs Analysis

Purpose

This course is a compulsory element of the National Certificate in Financial Services (Financial Advice) (Level 5) and is intended for people who need to learn how to conduct effective fact find meetings and consultations with their clients and how to apply this stage of the six-step advice process

Who should attend this course?

Are you:

• A financial adviser wishing for more formal training in consultative selling and fact find skills?
• Looking to effectively uncover clients' full financial needs?
• Wishing to master the art of client interviews/meetings?

Learning objectives

On successful completion of this course you will be able to:

• Conduct a successful fact find meeting with a client
• Establish and maintain rapport with clients
• Apply effective communication techniques in a meeting
• Explain the financial advice process and services to the client
• Obtain relevant information about a client’s existing financial and personal situation
• Evaluate a client’s objectives, needs and financial situation
• Demonstrate an awareness of the client’s situation
• Determine client expectations and requirements with respect to financial advice
• Prepare and update necessary documentation
• Make effective disclosure or business and regulator matters
• Summarise, record and manage client information

Content

• The six-step advice process
• Client welcome and introduction
• Rapport building
• Disclosure of business and regulatory details
• Stages of advice process and role of the adviser
• Client expectations
• Managing the Fact Find consultation
• The referral process
• Summarising and recording
• Gaining commitment to proceed
• Closing the meeting

Qualification

Upon successful completion of this course, you will receive a Certificate of Competence signifying  attainment of the Advice Process II (Client Needs Analysis)  compulsory element of the National Certificate in Financial Services (Financial Advice) (Level 5).

This course is approved by the New Zealand Qualifications Authority (NZQA) under the provisions of the Education Act 1989, and Adviserlink is  accredited to deliver it.

What next?

• Download registration form (PDF)
• Download printable pamphlet (PDF)

To find out more about our open-entry self-paced distance education or fast-track workshop courses, please call 0800 932 567 or email training@adviserlink.co.nz