Course Title: Establish client relationship and analyse needs

Part B: Course Detail

Teaching Period: Term2 2013

Course Code: BAFI5197C

Course Title: Establish client relationship and analyse needs

School: 650T TAFE Business

Campus: City Campus

Program: C4297 - Certificate IV in Banking Services

Course Contact : Clem Simonetto

Course Contact Phone: +61 3 9925 5426

Course Contact

Name and Contact Details of All Other Relevant Staff

Nominal Hours: 50

Regardless of the mode of delivery, represent a guide to the relative teaching time and student effort required to successfully achieve a particular competency/module. This may include not only scheduled classes or workplace visits but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.

Pre-requisites and Co-requisites

There are no pre-requisites to this course but it is co-delivered with:

FNSINC402A - Develop and maintain in-depth knowledge of products and services used by an organisation or sector
FNSCRD401A - Assess credit applications 
FNSASIC302A - Develop, present and negotiate client solutions

Course Description

Upon completion of the course participants will be able to understand and establish a relationship with client.

Be able to assist the client in helping them identify teir objectives, needs and verify their financial situation.

Be able to analyse your client’s objective, needs, financial situation and risk profile.

If you are undertaking this course in Melbourne from semester 2, 2012 onwards your teacher will advise you if you require access to a computer for the course. It is recommended that you have access to a mobile computing device to allow greater flexibility in terms of where you can work on campus outside class times.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSASIC301C Establish client relationship and analyse needs


1. Analyse client objective, needs, financial situation and risk profile

Performance Criteria:

1. An assessment of client’s needs is undertaken, utilising all information gathered and taking into account client’s product expectations and specific needs
2. Client isconsulted throughout the analysis for further clarification where necessary
3. The need for specialist advice is analysed and the client is referred to an appropriate adviser for higher level or specialist advice if required
4. Product risk profile of the client is assessed and agreed demonstrating understanding of the ASIC identified generic and specialist knowledge relevant to the products being offered


2. Establish relationship with client

Performance Criteria:

1. A range of communication and interpersonal skills are used to establish the knowledge level of the client
2. Enquiries in relation to products and services are responded to by explaining the range of products and services available and their relevant fee and charging methodology
3. Client is informed of the role of the adviser and the licensee/principal responsible for the adviser’s conduct including procedures for complaints handling and the circumstances in which they should be engaged


3. Identify clients objectives, needs and financial situation

Performance Criteria:

1. A range of communication and interpersonal skills are used to gather client personal, financial and business details
2. Client’s needs and their product risk profile are identified by encouraging expression of their objectives and goals (short-, medium- and long-term goals as relevant to the product)
3. Client expectations of cash flow and relevant taxation obligations are established and confirmed

Learning Outcomes

To achieve competency in this unit you must be able to understand and establish a relationship with client, be able to identify a client’s needs and objectives and have the analytical skills to verify a client’s financial situation.

And be able to demonstrate a sound knowledge and skill in the area of analysing your client’s objective, needs, financial situation and risk profile.

Details of Learning Activities

A range of learning activities are planned for this course including self-paced and collaborative classroom based activities.

The self-paced activities will be delivered via Blackboard and access to and use of the internet to collect, analyse and use information on a range of financial products and financial organizations.

The collaborative classroom based activities will include group discussion, group problem solving activities and opportunities to practice your skills in a simulated/real workplace environment.

You are expected to participate and contribute in all scheduled learning activities including completion of tutorial exercises consisting of practical problems, short answer questions, multiple choice, case studies and extension exercises.

Teaching Schedule


1 - 8 JulyFamiliarisation with Course, Blackboard, Course requirements
Overview of assessment requirements
Where to get support, Student responsibilities
2 - 15 JulyIntroduction to financeTask 1 – Introductory assessment task - Due
You will receive the feedback in week 3. 
3 - 22 JluyBanking products and services – Personal loans 
4 - 29 JulyIntroduction to personal financial statements 
5 - 5 AugustIntroduction to personal financial statements 
6 - 12 AugustPersonal Bank Overdrafts 
7 - 19 AugustMortgage loans 
8 - 26 AugustAssessment Task 2: Students will work on assessment task 2 in class / seek feedback on work in progress. 
Mid-semester break: 2nd to 6th September
9 - 9 SeptDeposit taking products - Part ATask 2 Due
You will receive the feedback in week 11. If required, resubmission for this assessment is due by the end of week 13.
10 - 16 SeptDeposit taking products - Part B 
11 - 23 SeptDeposit taking products - Part B 
12 - 30 SeptConcepts of General Insurance, General Insurance Contracts, Insurance Products 
13 - 7 OctoberSum Insured, Excesses, Taxes & Levies, Stamp Duty, Fine Service Levy (FSL), Goods and Services Tax (GST). 
14 - 14 OctoberGeneral Insurance - continued 
15 - 21 OctoberGroup assignment - dueTask 3 Due
You will receive the feedback in week 16. If required, resubmission for this assessment is due by Friday 8th November - week 17.
16 - 28 OctoberFeedback on assessment 

Learning Resources

Prescribed Texts


Other Resources

Learning Resources

Learning support materials are made available on the Online Learning Hub

All students can take advantage of our student computer labs, some of which are open 24 hours, 7 days a week. For those who’d prefer to use their own laptop, tablet or smartphone - you can connect to our wireless network on any RMIT campus.
Please refer to the following link for details.;ID=8h8t9c77nv961
College of Business students can use myDesktop to access their learning and teaching software, printers and the internet.

Overview of Assessment

Assessment may incorporate a variety of methods including written tests, a group assignment and final assessment.

Tests are closed book and consist of multiple choice, practical exercises and short answer questions.

The group assignment requires students to research the role and function of a financial institution or a major contemporary issue relating to the financial system and of concern to consumers.

Students are advised that they are likely to be asked to personally demonstrate their assessment work to their teacher to ensure the relevant competency standards are being met. Students will be provided with feedback throughout the course to check their progress.

Assessment Tasks

Overview of Assessment
Students must demonstrate an understanding of all elements of competency to be deemed competent. A range of assessment methods are used to assess practical skills and knowledge.

Critical aspects of assessment
Evidence of the ability to:
• identify and maintain current knowledge of the financial products and services an organisation uses and provides
• identify unique characteristics of financial products, how they rate to competitors, and the type of customers and customer needs they are best suited for.

Assessment Tasks
You are required to complete 3 tasks. You must successfully complete all 3 tasks to be deemed competent in this unit.

TASK 1 (Due Date: End of week 2)
Introductory assessment task. This assessment will consist of a practical case-study requiring you to identify and briefly describe financial products and services provided by a bank or deposit-taking institution; this will include identifying the 6 CC of lending.
Please note: students who are unable to attend class until week 3 can seek an extension from the course coordinator of the due date until week 4.
To be deemed competent in this task you must identify and briefly describe a variety financial products provided by a bank or deposit-taking institution. You must also relate the products to the 6 CC of lending.

TASK 2 (Due Date: End of Week 9)
Individual Assignment. A case study exercise requiring students to assess a customer or customers’ financial needs prior to providing the customer with general advice on the following products:
- a personal loan;
- personal overdraft;
- mortgage loan

To be deemed competent in this task you must:
- accurately check all application forms;
- complete a personal loan checklist;
- advise client of suitable loan products, including monthly repayments, fees and charges;
- assist client in preparation of personal financial statements;
- make a recommendation on the outcome of the application;
- respond to client enquiries regarding an application for a mortgage loan, including the documentation required by the financial institution, interest rates, fees and charges;
- identify the advantages of overdrafts for a client.

TASK 3 (Due Date: End of Week 15)
A group assignment requiring students working in groups to research a general insurance product that meets the general insurance, personal and finance needs of a client.

To be deemed competent in this task you must write recommendations for a general insurance product that covers the following:
- risks covered;
- premium including and excesses, extensions and exclusions;
- taxes, charges and discounts;
- recommendation that addresses the client’s needs.
The above task will be presented in report format (approx. 300-500 words per recommendation).

Assessment Matrix

Other Information

Marking Guide (competency):
Vocational Education and Training (VET) is based on current industry needs and the focus on preparing you for the workplace. Because VET courses are informed by practical application of knowledge and skills, they are based on a system known as ‘competency based training’ (CBT). So when you are assessed in VET it is about whether you are competent to do the job, as well as having a firm grasp on the knowledge and skills required to do that job, as opposed to traditional curriculum based education settings that are often based on knowledge retention.

You need to demonstrate you are competent in each element of the unit of competency you are studying.   You will receive feedback on each assessment task that will inform you whether you are competent or not and how well you are performing. Once competent in all elements of the unit you receive a competency grading.   Please refer to the Final Grades table below.

Marking Guide (Grading)
After achieving competency we then grade your performance in the unit; this gives you the opportunity to have the level of your performance formally recognized against industry standards and employability skills.
The grading is according to the following criteria:

You are required to demonstrate a high level of ability to complete all tasks independently as per the specifications as well as demonstrating a high level of initiative in your access of information required for the assessments tasks, accuracy and quality of information presented to the client and appropriate recommendation using the information you have access, analysed and presented.

You need to show a depth of understanding of the key concepts and knowledge of the financial products covered in the assessment tasks, including personal loans and overdrafts and general insurance products. Accuracy of all related interest rates, repayment calculations, fees and charges is essential.

Demonstration of appropriate use of technology to assist in presenting all tasks clearly and suitable for the intended audience. This requires use of bank and financial institution web sites to access financial data and demonstrate a capacity to use financial calculators to calculate repayments and credit limits.

You must complete all work requirements as per course requirements and timely submission of all required assessment tasks. You need to collate data and organize it in a presentable format that meets the requirements of the assessment tasks.

You are required to work in groups to complete assessment task 3. Communication skills and teamwork is required to collaboratively complete this task. Additionally you will need to network to collate financial data for personal loan products required in assessment task 2.

Final Grade Table
CHD Competent with High Distinction
CDI Competent with Distinction
CC Competent with Credit
CAG Competency Achieved – Graded
NYC Not Yet Competent
DNS Did Not Submit for assessment

Course Overview: Access Course Overview