Course Title: Establish client relationship and analyse needs

Part B: Course Detail

Teaching Period: Term2 2015

Course Code: BAFI5197C

Course Title: Establish client relationship and analyse needs

School: 650T Vocational Business Education

Campus: City Campus

Program: C4342 - Certificate IV in Banking Services

Course Contact : Doug Gourlay

Course Contact Phone: +61 3 9925-5944

Course Contact

Name and Contact Details of All Other Relevant Staff

Michael Elliot
Phone:  9925 5519


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


Course Description

This unit describes the performance outcomes, skills and knowledge required to satisfy the training requirements for authorisation by an Australian ASIC registered License (AFSL) holder to provide advice on deposit products, non-cash payment facilities and general insurance products at Tier 2 level.

This unit is applicable to individuals working within enterprises and job roles subject to licensing, legislative, regulatory or certification requirements including legislation administered by ASIC.

National Codes, Titles, Elements and Performance Criteria

National Element Code & Title:

FNSASIC301C Establish client relationship and analyse needs


1. Establish relationship with client

Performance Criteria:

1.1 A range of communication and interpersonal skills are
used to establish the knowledge level of client
1.2 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
1.3 Client is informed of the role of the adviser and the
licensee/principal responsible for the adviser's conduct
1.4 Familiarity with the procedures for complaints handling
and the circumstances in which they should be engaged is


2. Identify client’s objectives, needs and financial situation

Performance Criteria:

2.1 A range of communication and interpersonal skills are
used to gather clients’ personal, financial and business
2.2 Clients needs are identified by encouraging expression of
their objectives and goals (short, medium and long term
goals as relevant to the product)
2.3 Product risk profile of the client is identified
2.4 Clients expectations of cash flow and relevant taxation
obligations are obtained


3. Analyse client’s objectives, needs, financial situation and risk profile

Performance Criteria:

3.1 An assessment of client needs is undertaken, utilising all
information gathered and taking into account clients
product expectations and specific needs
3.2 Clients are consulted throughout the analysis for further
clarification where necessary
3.3 The need for specialist advice is analysed and/or client is
referred to appropriate adviser for higher level/specialist
advice if required
3.4 Product risk profile of the client is assessed and agreed
3.5 Understanding of the ASIC identified generic and
specialist knowledge relevant to the products being
offered is demonstrated

Learning Outcomes

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 thought various technology platforms and include your contribution to wikis and discussion threads, reflective journals, quizzes and interactive sessions.

Teaching Schedule

            Weeks Commencing Topics Assessments
1  6 July

Introduction to the Course including:
• Course requirements
• Course support documents
• Course Blackboard access
• Accuracy of enrolment
• Assessment requirements/Cover Sheets
• Reminder re Plagiarism
• Reminder re Appeals
• Extensions/Resubmissions
• Feedback in this course
• Reminder re submission requirements
• Getting help


 Familiarisation with Course, Blackboard, Course requirements, Overview of assessment requirements, Where to get support, Student responsibilities

Submission Guidelines as outlined in course guide.

Task 1 - Individual Assignment
distributed. If needed resubmission will be required in week 5. 

Feedback will be given in week 6


2 13 July  Introduction to finance  
3 20 July  Banking products and services – Personal loans  
4 27 July  Banking products and services – Personal loans

Assignment Task 1 Due

Task 2 Assignment Task Handed out

Submission is due in week 10.

Resubmission if needed will be in week 11 

You will receive the feedback in week 12

5  3 August

 Introduction to personal financial statements

Resits for students NYC in Task 1


6 10 August  Introduction to personal financial statements



7 17 August  Personal Bank Overdrafts  
8 24 August  Mortgage loans/Owner Occupied/Investment  
    Mid Semester Break (31 August to 4 Sept)
9 7 September Assessment Task 2: Students will work on assessment task 2 in class / seek feedback on work in progress  
 10 14 September Risk and Insurance Introduction Task 2 - Group AssignmentDue

You will receive feedback in week 12.

11 21 September  General Insurance Products  
12 28 September  Purpose and Identification of risk products  
13 5 October Preparation fro assessment  
14 12 October

 In class Assessment

Students who cannot attend will need to apply for special consideration

Task 3 -  In- class Assessment due

You will receive feedback in week 16.
 If you need to do a resit this will be conducted in week 15

15 19 October  Resits   You will receive the overall course  feedback in week 16
16 26 October   Feedback on assessment  

The nominal hours associated with this are a guide only and represent the total teaching time and student effort required to successfully complete the course. This may include not only scheduled classes but also the amount of effort required to undertake, evaluate and complete all assessment requirements, including any non-classroom activities.

Induction Session

Prior to training commencement a program level induction session will be conducted that comprises the following:

• Program overview and requirements
• MyRMIT/Blackboard
• Overview of assessment requirements
• Pre-Training Review including:
o Recognition of Prior Learning and Credit Transfers
o Assessment of current skills and knowledge
• Competency/Grading Criteria
• Plagiarism
• Appeals
• Extensions
• Feedback
• Privacy
• Submission requirements
• Resubmission policy
• Where to get support
• Student responsibilities

Learning Resources

Prescribed Texts


Other Resources

Other materials will be placed on the Blackboard and will be used when directed so by your teacher.

Overview of Assessment

Assessment may incorporate a variety of methods including technical requirements documentation, homework, assignments, group and/or individual projects, in class exercises, written and practical tests, problem solving exercises, presentations, direct observation of actual and simulated work practice, presentation of a portfolio of evidence which may comprise documents, and/or photographs and/or video and audio files, review of products produced through work-based or course activities.

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

Assessment Tasks

This course is co - delivered and co-assessed with the following competencies:

ACCT5323C Develop & Maintain in depth knowledge of products & services
BAFI 5196C Assess Credit Applications
BAFI 5198C Develop and present and negotiate client solutions

Critical aspects of assessment  

<font size="3" face="Times New Roman">Evidence of the ability to:</font>

<font size="3" face="Times New Roman">    -  Interpret and comply with industry regulations and codes of practice including, for insurance products, the required approval or authority to accept the transfer of risk</font>

<font size="3" face="Times New Roman">    -  Analyse the characteristics of financial products and services, financial markets and the roles of other specialist providers and licensees</font>

<font size="3" face="Times New Roman">    -  Assess the impacts of the taxation on client’s financial requirements for specific products considered.</font>

<font size="3" face="Times New Roman"> </font>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  Assignment ( Due Week 4)

For this assignment task you will be undertaking a an assignment.

This task will assess your knowledge of Financial Industry Terms and characteristics of investment instruments.

If you are deemed NYC in this assessment you will be able to complete (1) resubmission. This resubmission will be needed to be handed in by week 5.

TASK 2 - Group Assignment (Due in Week 10)
Handed out in Week 4. Due in Week 10 of the first class held that week

For this assessment task you will work in groups of  two students  to research financial products and services and provide product comparisons and recommendations. This assessment will also assist you to develop your customer service skills. 

TASK 3 - In - Class Assessment ( Week 14)
For this assessment task you will be undertaking a  (90 minutes) 1.5 hours in class assessment during your normal scheduled class, consisting of Short Answer questions and Financial Calculations based on all Instructional Topics taught throughout the semester.

If you are deemed (NYC) not yet competent in this assessment you will be able to complete (1) resit. The resit will be held in the (2nd) second week following the assessment. If you have to undertake a resit you can only be deemed competent at the CAG level. (CAG is Competently Achieved Graded)

Assessment Matrix

Other Information

Submission Requirements

You should:
• Ensure that you submit assessments on or before the due date.
• Always retain a copy of your assessment tasks. (hard copy and soft copy)
• When you submit work for assessment at RMIT University you need to use a cover sheet that includes a declaration and statement of authorship. You must complete, sign and submit a cover sheet with all work you submit for assessment, whether individual or group work. On the cover sheet you declare that the work you are presenting for assessment is your own work. An assignment cover sheet for submission of each assessment task is available on blackboard.
• Each page of your assessment should include footer with your name, student number, the title of the assessment, unit code and title and page numbers. For example, Julie Macpherson, 324567, Task 2, OHS2345C Ensure safe workplace, Page 1 of 10.

Late Submission Procedures

You are required to submit assessment items and/or ensure performance based assessment is completed by the due dates.
If you are prevented from submitting an assessment item on time, by circumstances outside your control, you may apply in advance to your teacher for an extension to the due date of up to seven calendar days.
More Information:

Form to use:
Where an extension of greater than seven days is needed, you must apply for special consideration. Applications for special consideration must be submitted no later than two working days after the assessment task deadline or scheduled examination.

More Information:;ID=g43abm17hc9w

Form to use:

Resubmissions (VET Programs):
If you are found to be unsuccessful in a Course Assessment Task you will be allowed one resubmission only. Your teacher will provide feedback regarding what you need to do to improve and will set a new deadline for the resubmission. The highest grade you will receive if your resubmission if successful is “CAG”.
If you are still not meeting the assessment requirements you must apply to your Program Manager in writing outlining the steps you will take to demonstrate competence in your course. Your submission will be considered by the Program Team and you will be advised of the outcome as soon as possible.

Adjustments to Assessment
In certain circumstances students may be eligible for an assessment adjustment. For more information about the circumstances under which the assessment arrangements might be granted please access the following website:
More Information:;ID=7usdbki1fjf31

Marking Guide (Competency):

You must demonstrate that you have all the required skills/knowledge/elements in the unit of competency you are studying.

You will receive feedback on each assessment task that will inform you about your progress and how well you are performing.

Marking Guide (Grading)

After achieving competency we then grade your performance in the unit and you will achieve one of the following grades:

Final Grades 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

Further information regarding the application of the grading criteria will be provided by your teacher.

Course Overview: Access Course Overview