Needs Based Advice Suitability and Product Fit

Результаты обучения

Conduct a structured needs analysis

Путь курса

7 модулей. Один практический план действий.

1. 1

   Start with the client not the product

   A recommendation is suitable only when it begins with the client’s objectives, risks, existing protection, financial capacity and time horizon.

   17 мин.
2. 2

   From needs to product fit

   Suitability requires a traceable connection between each important client need and the recommended coverage, term, limits, exclusions and flexibility.

   17 мин.
3. 3

   Cost trade offs and comprehension

   A client cannot make an informed choice without understanding premiums, coverage limits, exclusions, lapse risk and what happens when circumstances change.

   17 мин.
4. 4

   Ongoing suitability and change

   A recommendation can become unsuitable when family, business, income, property, beneficiary or risk information changes.

   17 мин.
5. 5

   Applied decision practice

   Apply Suitability to a complete client or file scenario before acting.

   17 мин.
6. 6

   Documentation and escalation

   Record the basis for Suitability, the uncertainty that remains and the person accountable for the next decision.

   17 мин.
7. 7

   Practice transfer and review

   Turn Suitability learning into a controlled practice change and a deliberate review point.

   18 мин.