Application
This unit is applicable to individuals working within insurance broking enterprises and in broking adviser job roles. For those brokers seeking to meet ASIC training standards:
General advice is defined by ASIC in its regulatory guide relating to the conduct and training of financial service product advisers. This unit requires the application of skills and knowledge to identify where the client is seeking general rather than personal product advice and to follow the appropriate steps to provide this level of advice. It also requires clarification of the broker’s role in providing this service.
Tier 2 products are defined by ASIC as:
General insurance products other than personal sickness and accident. These products:
Do not have any investment component
Are subject to standard terms and conditions except for previously disclosed variations
Are of a limited life, e.g. 12 months
Travel insurance products including where the product covers losses arising due to sickness or accident while travelling; and
Client credit insurance including where the product covers client credit liabilities that cannot be paid due to sickness or accident.
There is a substantial core and specialist general insurance product and insurance broking knowledge component that must be developed by the adviser as part of the requirements to meet ASIC training standards for Tier 2 general advice.
The unit may be applied within organisations of various sizes and across a range of customer bases.
Prerequisites
Not applicable.
Elements and Performance Criteria
1. Deal with initial client enquiry for general insurance | 1.1 Client enquiries are attended to in a timely and courteous manner 1.2 A range of communication and interpersonal skills are used to clarify the general insurance products and broking services the client is requesting to be provided 1.3 Active listening skills are demonstrated in dealing with client enquiries and help and assistance is provided to ensure the full and accurate completion of initial documentation where required 1.4 The role of the broker and licensee/principal responsible for the adviser’s conduct is explained to the client 1.5 The range of products of interest to the client are analysed to determine their categorisation as areas of general advice in line with legislation and organisation policy 1.6 Clients are informed that general advice will be provided to them in relation to the products of interest and that only personal information for underwriting and calculating the cost of the product will be sought 1.7 An explanation of the relevant fees and charging methodology is provided 1.8 The client is referred to appropriate specialist personnel within the brokerage where required advice is deemed to fall outside the category of general advice |
2. Prepare general advice to client | 2.1 The correct disclosure documentation is provided in accordance with legislation and organisational policy 2.2 A general advice warning is given to the clientclient in line with legislative and organisation policy 2.3 Special communication needs of clients or clients are considered in delivering general advice warning |
3. Provide general advice | 3.1 The product advice is given to the client in a clear and unambiguous way avoiding jargon and in a language appropriate to the receiver and using organisational tools 3.2 Product and industry knowledge appropriate for advice offered is demonstrated when providing advice to the client 3.3 Product advice is explained and discussed with the client in language that avoids giving the impression the adviser has considered the client’s personal circumstances in providing the advice 3.4 Client is requested to consider the appropriateness of the advice in the light of their own circumstances 3.5 Client is advised to read the product disclosure statement before making a decision |
Required Skills
Required skills
communication skills to:
determine and confirm information, using questioning and active listening techniques
liaise with others, share information, listen and understand
Interpersonal communication including questioning techniques to gather information and explain products in language that avoids unnecessary industry specific jargon
use language and concepts appropriate to cultural differences
numeracy and IT skills to:
perform calculations related to achieving required outcomes
use IT calculators to determine insurance premiums
use computer applications (word processing, spreadsheet, database, specific purpose computer systems) to assist in achieving required outcomes
access and update records electronically
access web-based information services
literacy skills to read and interpret documentation from a variety of sources and record and consolidate relevant related information
research and analysis skills for accessing and interpreting relevant information
effective interpersonal skills
organisational skills, including the ability to plan and sequence work.
Required knowledge
core insurance knowledge:
characteristics and participants of the Australian insurance market
types of general insurance products, conditions, inclusions and exclusions, levels of coverage and pricing
advisory functions:
the role of the broker/representative/adviser
participants in the advisory services market
range of services provided
appropriateness of a risk assessment
legal environment - disclosure and compliance:
the role of the broker/representative/adviser
relevant legal principles (e.g. Corporations Act, Financial Services Reform Act (FSRA), Trade Practices Act)
the relationship between ethics and regulatory requirements (e.g. good faith, utmost good faith)
full disclosure of remuneration/fees and any other conflicts of interest which may influence the adviser’s recommendation
Insurance Brokers Code of Practice and organisational codes of conduct
complaints resolution procedures (internal and external)
ASIC guidelines on adviser conduct and training
specialist knowledge of insurance broking products and services provided:
types of general insurance products/policies
standard cover (and deviations)
policy wordings
taxes and charges
insurance claims
premium rating/risk selection
reporting
product development
underwriting
binder products
legislative and organisational compliance requirements in relation to advice
relevant legislation and ASIC advisory guides relating to the provision of general and personal advice
the role of different advisers within the brokerage
brokerage policy and guidelines related to the provision of general advice
details of relevant marketing and disclosure documents, including product disclosure statements and marketing brochures on the relevant products.
Evidence Required
The evidence guide provides advice on assessment and must be read in conjunction with the performance criteria, required skills and knowledge, range statement and the Assessment Guidelines for the Training Package.
Overview of assessment | |
Critical aspects for assessment and evidence required to demonstrate competency in this unit | Evidence of the ability to: apply broking advisory procedures to provide appropriate general advice in general insurance broking products and services. |
Context of and specific resources for assessment | Assessment must ensure: competency is demonstrated in the context of the work environment and conditions specified in the range statement either in a relevant workplace or a closely simulated work environment access to and the use of a range of common office equipment, technology, software and consumables access to organisation records access to organisational policies and procedures. |
Method of assessment | A range of assessment methods should be used to assess practical skills and knowledge. The following examples, in combination, are appropriate for this unit: evaluating an integrated activity, which combines the elements of competency for the unit, or a cluster of related units of competency observing processes and procedures in workplaces verbal or written questioning on underpinning knowledge and skills evaluating samples of work accessing and validating third party reports. |
Guidance information for assessment |
Range Statement
The range statement relates to the unit of competency as a whole. It allows for different work environments and situations that may affect performance. Bold italicised wording, if used in the performance criteria, is detailed below. Essential operating conditions that may be present with training and assessment (depending on the work situation, needs of the candidate, accessibility of the item, and local industry and regional contexts) may also be included.
Client enquiries may include: | electronic communication face-to-face enquiries telephone enquiries written communication. |
Initial documentation may include: | computer and manual application forms. |
Legislation and organisation policy may include: | ASIC Act and its regulatory guides brokerage guidelines, operating and policy manuals General insurance Brokers code of Practice. |
Disclosure documentation may include: | financial services guide product disclosure statement. |
General advice warning: | has a specific definition under the Financial Services Reform Act. |
Special communication needs may include: | people with a disability or from different cultural backgrounds. |
Sectors
Insurance broking
Employability Skills
This unit contains employability skills.
Licensing Information
Not applicable.