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Evidence Guide: FNSASICX503 - Provide advice in life insurance

Student: __________________________________________________

Signature: _________________________________________________

Tips for gathering evidence to demonstrate your skills

The important thing to remember when gathering evidence is that the more evidence the better - that is, the more evidence you gather to demonstrate your skills, the more confident an assessor can be that you have learned the skills not just at one point in time, but are continuing to apply and develop those skills (as opposed to just learning for the test!). Furthermore, one piece of evidence that you collect will not usualy demonstrate all the required criteria for a unit of competency, whereas multiple overlapping pieces of evidence will usually do the trick!

From the Wiki University

 

FNSASICX503 - Provide advice in life insurance

What evidence can you provide to prove your understanding of each of the following citeria?

Establish relationship with client and identify client’s objectives, needs and financial situation

  1. Establish client’s knowledge about financial products and services
  2. Respond to enquiries about life insurance products and services by explaining range of products and services available and their relevant fee and charging methodology
  3. 1.3 Inform client about role of adviser and licensee or principal responsible for adviser's conduct, including procedures for complaints handling and circumstances in which they should be engaged
  4. Ask client about objectives and goals, and obtain personal, financial and business details to identify client needs
  5. Establish product risk profile about client, including expectations of cash flow and relevant taxation obligations
Establish client’s knowledge about financial products and services

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Respond to enquiries about life insurance products and services by explaining range of products and services available and their relevant fee and charging methodology

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

1.3 Inform client about role of adviser and licensee or principal responsible for adviser's conduct, including procedures for complaints handling and circumstances in which they should be engaged

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Ask client about objectives and goals, and obtain personal, financial and business details to identify client needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish product risk profile about client, including expectations of cash flow and relevant taxation obligations

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse client’s objectives, needs, financial situation and risk profile to develop appropriate strategies and solutions

  1. Undertake assessment of client needs using all information gathered, taking into account client’s product expectations and specific needs
  2. Consult client throughout analysis for further clarification where necessary
  3. Analyse need for specialist advice and ensure client is referred to appropriate adviser for higher level or specialist advice if required
  4. Assess and confirm product risk profile of client, demonstrating ASIC identified generic and specialist knowledge relevant to products being offered
  5. Determine appropriate strategy to provide for identified needs and outcomes based on analysis of products, client risk profile and assessment of client needs
  6. Conduct relevant research, analysis and product modelling, and draft appropriate solution, plan, policy or transaction for presentation to client
Undertake assessment of client needs using all information gathered, taking into account client’s product expectations and specific needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Consult client throughout analysis for further clarification where necessary

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse need for specialist advice and ensure client is referred to appropriate adviser for higher level or specialist advice if required

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assess and confirm product risk profile of client, demonstrating ASIC identified generic and specialist knowledge relevant to products being offered

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Determine appropriate strategy to provide for identified needs and outcomes based on analysis of products, client risk profile and assessment of client needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Conduct relevant research, analysis and product modelling, and draft appropriate solution, plan, policy or transaction for presentation to client

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Present appropriate strategies and solutions to client and negotiate financial plan, policy or transaction

  1. Apply appropriate knowledge for service or product offered when presenting product
  2. Clearly and unambiguously explain proposed transaction to client
  3. Reinforce all relevant details, terms and conditions of product and service
  4. Disclose impacts and possible risks of solution in clear and concise manner
  5. Provide supporting written documentation and guide client through key aspects of documentation
  6. Discuss and clarify any concerns or issues client has regarding proposed plan, policy or transaction
  7. Confirm that client understands proposed plan, policy or transaction
Apply appropriate knowledge for service or product offered when presenting product

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Clearly and unambiguously explain proposed transaction to client

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Reinforce all relevant details, terms and conditions of product and service

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Disclose impacts and possible risks of solution in clear and concise manner

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Provide supporting written documentation and guide client through key aspects of documentation

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Discuss and clarify any concerns or issues client has regarding proposed plan, policy or transaction

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Confirm that client understands proposed plan, policy or transaction

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Agree to plan, policy or transaction and complete documentation

  1. Obtain client’s formal agreement to proposed plan, policy or transaction
  2. Clearly explain and confirm that client understands all associated fees, cost structures and timeframes for execution and processing
  3. Ensure that proposal and all other statutory and transactional documents are completed and signed off by client
  4. Exchange copies of signed agreement and other appropriate documentation
Obtain client’s formal agreement to proposed plan, policy or transaction

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Clearly explain and confirm that client understands all associated fees, cost structures and timeframes for execution and processing

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Ensure that proposal and all other statutory and transactional documents are completed and signed off by client

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Exchange copies of signed agreement and other appropriate documentation

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Provide ongoing service where requested by client

  1. Ensure that type and form of ongoing service, including reporting on performance and review of plan, policy or transaction, is agreed with client
  2. Clearly explain all fees and costs for ongoing and specifically defined services, and check that client understands these details
  3. Provide ongoing service as required
Ensure that type and form of ongoing service, including reporting on performance and review of plan, policy or transaction, is agreed with client

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Clearly explain all fees and costs for ongoing and specifically defined services, and check that client understands these details

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Provide ongoing service as required

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish relationship with client and identify client’s objectives, needs and financial situation

  1. Establish client’s knowledge about financial products and services
  2. Respond to enquiries about life insurance products and services by explaining range of products and services available and their relevant fee and charging methodology
  3. Inform client about role of adviser and licensee or principal responsible for adviser's conduct, including procedures for complaints handling and circumstances in which they should be engaged
  4. Ask client about objectives and goals, and obtain personal, financial and business details to identify client needs
  5. Establish product risk profile about client, including expectations of cash flow and relevant taxation obligations
Establish client’s knowledge about financial products and services

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Respond to enquiries about life insurance products and services by explaining range of products and services available and their relevant fee and charging methodology

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Inform client about role of adviser and licensee or principal responsible for adviser's conduct, including procedures for complaints handling and circumstances in which they should be engaged

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Ask client about objectives and goals, and obtain personal, financial and business details to identify client needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Establish product risk profile about client, including expectations of cash flow and relevant taxation obligations

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse client’s objectives, needs, financial situation and risk profile to develop appropriate strategies and solutions

  1. Undertake assessment of client needs using all information gathered, taking into account client’s product expectations and specific needs
  2. Consult client throughout analysis for further clarification where necessary
  3. Analyse need for specialist advice and ensure client is referred to appropriate adviser for higher level or specialist advice if required
  4. Assess and confirm product risk profile of client, demonstrating ASIC identified generic and specialist knowledge relevant to products being offered
  5. Determine appropriate strategy to provide for identified needs and outcomes based on analysis of products, client risk profile and assessment of client needs
  6. Conduct relevant research, analysis and product modelling, and draft appropriate solution, plan, policy or transaction for presentation to client
Undertake assessment of client needs using all information gathered, taking into account client’s product expectations and specific needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Consult client throughout analysis for further clarification where necessary

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Analyse need for specialist advice and ensure client is referred to appropriate adviser for higher level or specialist advice if required

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assess and confirm product risk profile of client, demonstrating ASIC identified generic and specialist knowledge relevant to products being offered

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Determine appropriate strategy to provide for identified needs and outcomes based on analysis of products, client risk profile and assessment of client needs

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Conduct relevant research, analysis and product modelling, and draft appropriate solution, plan, policy or transaction for presentation to client

Completed
Date:

Teacher:		 Evidence:

 

 

 

 

 

 

 

Assessed

Teacher: ___________________________________ Date: _________

Signature: ________________________________________________

Comments:

 

 

 

 

 

 

 

 

Instructions to Assessors

Evidence Guide

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Establish relationship with client and identify client’s objectives, needs and financial situation

1.1 Establish client’s knowledge about financial products and services

1.2 Respond to enquiries about life insurance products and services by explaining range of products and services available and their relevant fee and charging methodology

1.3 Inform client about role of adviser and licensee or principal responsible for adviser's conduct, including procedures for complaints handling and circumstances in which they should be engaged

1.4 Ask client about objectives and goals, and obtain personal, financial and business details to identify client needs

1.5 Establish product risk profile about client, including expectations of cash flow and relevant taxation obligations

2. Analyse client’s objectives, needs, financial situation and risk profile to develop appropriate strategies and solutions

2.1 Undertake assessment of client needs using all information gathered, taking into account client’s product expectations and specific needs

2.2 Consult client throughout analysis for further clarification where necessary

2.3 Analyse need for specialist advice and ensure client is referred to appropriate adviser for higher level or specialist advice if required

2.4 Assess and confirm product risk profile of client, demonstrating ASIC identified generic and specialist knowledge relevant to products being offered

2.5 Determine appropriate strategy to provide for identified needs and outcomes based on analysis of products, client risk profile and assessment of client needs

2.6 Conduct relevant research, analysis and product modelling, and draft appropriate solution, plan, policy or transaction for presentation to client

3. Present appropriate strategies and solutions to client and negotiate financial plan, policy or transaction

3.1 Apply appropriate knowledge for service or product offered when presenting product

3.2 Clearly and unambiguously explain proposed transaction to client

3.3 Reinforce all relevant details, terms and conditions of product and service

3.4 Disclose impacts and possible risks of solution in clear and concise manner

3.5 Provide supporting written documentation and guide client through key aspects of documentation

3.6 Discuss and clarify any concerns or issues client has regarding proposed plan, policy or transaction

3.7 Confirm that client understands proposed plan, policy or transaction

4. Agree to plan, policy or transaction and complete documentation

4.1 Obtain client’s formal agreement to proposed plan, policy or transaction

4.2 Clearly explain and confirm that client understands all associated fees, cost structures and timeframes for execution and processing

4.3 Ensure that proposal and all other statutory and transactional documents are completed and signed off by client

4.4 Exchange copies of signed agreement and other appropriate documentation

5. Provide ongoing service where requested by client

5.1 Ensure that type and form of ongoing service, including reporting on performance and review of plan, policy or transaction, is agreed with client

5.2 Clearly explain all fees and costs for ongoing and specifically defined services, and check that client understands these details

5.3 Provide ongoing service as required

Required Skills and Knowledge

ELEMENT

PERFORMANCE CRITERIA

Elements describe the essential outcomes.

Performance criteria describe the performance needed to demonstrate achievement of the element.

1. Establish relationship with client and identify client’s objectives, needs and financial situation

1.1 Establish client’s knowledge about financial products and services

1.2 Respond to enquiries about life insurance products and services by explaining range of products and services available and their relevant fee and charging methodology

1.3 Inform client about role of adviser and licensee or principal responsible for adviser's conduct, including procedures for complaints handling and circumstances in which they should be engaged

1.4 Ask client about objectives and goals, and obtain personal, financial and business details to identify client needs

1.5 Establish product risk profile about client, including expectations of cash flow and relevant taxation obligations

2. Analyse client’s objectives, needs, financial situation and risk profile to develop appropriate strategies and solutions

2.1 Undertake assessment of client needs using all information gathered, taking into account client’s product expectations and specific needs

2.2 Consult client throughout analysis for further clarification where necessary

2.3 Analyse need for specialist advice and ensure client is referred to appropriate adviser for higher level or specialist advice if required

2.4 Assess and confirm product risk profile of client, demonstrating ASIC identified generic and specialist knowledge relevant to products being offered

2.5 Determine appropriate strategy to provide for identified needs and outcomes based on analysis of products, client risk profile and assessment of client needs

2.6 Conduct relevant research, analysis and product modelling, and draft appropriate solution, plan, policy or transaction for presentation to client

3. Present appropriate strategies and solutions to client and negotiate financial plan, policy or transaction

3.1 Apply appropriate knowledge for service or product offered when presenting product

3.2 Clearly and unambiguously explain proposed transaction to client

3.3 Reinforce all relevant details, terms and conditions of product and service

3.4 Disclose impacts and possible risks of solution in clear and concise manner

3.5 Provide supporting written documentation and guide client through key aspects of documentation

3.6 Discuss and clarify any concerns or issues client has regarding proposed plan, policy or transaction

3.7 Confirm that client understands proposed plan, policy or transaction

4. Agree to plan, policy or transaction and complete documentation

4.1 Obtain client’s formal agreement to proposed plan, policy or transaction

4.2 Clearly explain and confirm that client understands all associated fees, cost structures and timeframes for execution and processing

4.3 Ensure that proposal and all other statutory and transactional documents are completed and signed off by client

4.4 Exchange copies of signed agreement and other appropriate documentation

5. Provide ongoing service where requested by client

5.1 Ensure that type and form of ongoing service, including reporting on performance and review of plan, policy or transaction, is agreed with client

5.2 Clearly explain all fees and costs for ongoing and specifically defined services, and check that client understands these details

5.3 Provide ongoing service as required

Evidence of the ability to:

interpret and comply with industry regulations and codes of practice

analyse client’s needs, financial situation and risk profile, and prepare appropriate strategies or solutions relating to life insurance

provide accurate and ethical advice on life insurance products and services

implement the plan, policy or transaction once agreed by the client and complete documentation accurately.

Note: If a specific volume or frequency is not stated, then evidence must be provided at least once.

To complete the unit requirements safely and effectively, the individual must satisfy generic, core and specialist knowledge requirements relevant to the products and activities in which advice is given.

Generic knowledge

analyse and provide an overview of the economic environment including:

characteristics and impact of economic and business cycles

interest rates and exchange rates

inflation

government monetary and fiscal policy

analyse and provide a detailed explanation of the operation of financial markets including:

roles played by intermediaries and issuers

structure and interrelationships within the financial markets

interrelationship between industry sectors

outline financial products including:

concept of a financial product – general definition, and specific inclusions and exclusions

types of financial investment products

types of financial risk products.

Core insurance knowledge

explain the operation of insurance markets including:

definition of insurance product

characteristics and participants of the Australian insurance market

roles played by intermediaries

describe types of insurance products including risk insurance products, investment life insurance products and general insurance products

explain the following aspects of insurance products:

conditions, exclusions and levels of coverage of risk transfer products

pricing

outline taxation issues in relation to insurance products and markets

describe advisory functions including:

role of insurance adviser, broker or agent

participants in the insurance advisory services market

range of services provided

profile and financial information of the client

appropriateness of a risk assessment

discuss the legal environment including disclosure and compliance covering:

role of the representative or adviser

relevant legal principles relating to the Corporations Act, Australian Securities and Investments Commission (ASIC) Act, Insurance Contracts Act, Life Insurance Act, Privacy Amendment (Private Sector) Act, Financial Services Reform Act (FSRA) and Competition and Consumer Act

relationship between ethics and regulatory requirements including good faith, faith, utmost good faith, full disclosure of remuneration and fees, and any other conflicts of interest which may influence the adviser's recommendation

relevant industry standards and codes of conduct

regulators’ guidelines including ASIC Regulatory Guide (RG)146 requirements

complaints resolution procedures (external and internal)

explain theories of investment, portfolio management and management of investment and risk:

investment concepts

investment strategies

identification of types of risk

client risk profile.

Specialist knowledge

outline the following aspects of life insurance:

types and classes of life insurance products and policies

standard cover and relevant deviations

product development

policy wordings

underwriting

insurance claims

premium rating and risk assessment

investment strategy

investment component of life insurance products.