Course Title: Establish client relationship and analyse needs

Part B: Course Detail

Teaching Period: Term1 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: 99255519

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 the 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 methodology
1.3. 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


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

Performance Criteria:

2.1. A range of communication and interpersonal skills are used to gather client personal, financial and business details
2.2. 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)
2.3. Client expectations of cash flow and relevant taxation obligations are established and confirmed


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

Performance Criteria:

3.1. An assessment of client's needs is undertaken, utilising all information gathered and taking into account client's product expectations and specific needs
3.2. Client is consulted throughout the analysis for further clarification where necessary
3.3. The need for specialist advice is analysed and the client is referred to an appropriate adviser for higher level or specialist advice if required
3.4. 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

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


19 Feb

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 - In-class Assessment distributed


216 Feb Introduction to finance 
323 Feb Banking products and services – Personal loans 
42 March Banking products and services – Personal loans

Task 1- In-class Assessment Due 

You will receive the feedback in week 6.

59 March Introduction to personal financial statements 
616 March Introduction to personal financial statements

Task 2 - Group Assignment distributed


723 MarchPersonal Bank Overdrafts 
8a30 MarchMortgage loans 
8b9-10 AprilAssessment Task 2: Students will work on assessment task 2 in class / seek feedback on work in progress


913 AprilAssessment Task 2: Students will work on assessment task 2 in class / seek feedback on work in progressTask 2 - Group Assignment Due
You will receive feedback in week 12.


1020 AprilDeposit taking products - Part A 
1127 AprilDeposit taking products - Part B 
124 MayConcepts of General Insurance, General Insurance Contracts, Insurance Products 
1311 May Sum Insured, Excesses, Taxes & Levies, Stamp Duty, Fine Service Levy (FSL), Goods and Services Tax (GST). 
1418 May In class Assessment

Task 3 -  In- class Assessment due

You will receive feedback in week 16.

1525 May Resits 
161 JuneFeedback on assessment You will receive the overall course  feedback in week 16
178 June Re-submissions if required and feedback on assessments 

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 with the following competencies:

BAFI 5196C Assess credit applications
BAFI 5323C Develop and maintain in-depth knowledge of products and services used by an organisation or sector

BAFI 5198C Develop and present and negotiate client solutions

Critical aspects of assessment

Evidence of the ability to:

  • 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
  • analyse the characteristics of financial products and services, financial markets and the roles of other specialist providers and licensees
  • assess the impacts of taxation on client’s financial requirements for specific products considered

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  - In-Class Assessment  (28 July: Week 4)

For this assessment task you will be undertaking a two hour open book in class assessment during your normal scheduled class.
This task will assess your knowledge of Financial Industry Terms and characteristics of investment instruments.

TASK 2 - Group Assignment (8 Sept: Week  9)

For this assessment task you will work in groups of two to three 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 (13 October: Week 14)

For this assessment task you will be undertaking a two hour open book 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.

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 is 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