FPC007B Client Engagement Skills (aligns to FASEA bridging course: Client and Consumer Behaviour, Engagement and Decision Making)

This subject focuses on Behavioural Finance concepts to understand different types of behavioural biases that impact an individual’s financial decision-making. It examines Portfolio and Prospect theories and the application of behavioural finance on the outcomes of client engagements. It explains how emotional intelligence and critical thinking can assist a financial adviser to understand their client’s decisions.

Students can apply their understanding of the above key concepts, by critically evaluating their own emotional intelligence strengths and weakness and evaluate personal communication styles, to support client relationships.

For more information, please refer to the subject outline.

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  • Learning outcomes
    • On successful completion of this subject, individuals should be able to:

      1. Critically evaluate the explanations of market and investor behaviour according to Portfolio and Prospect theories
      2. Extend the insights of behavioural finance to understand the nature of client relationships in the context of financial planning
      3. Compare and contrast the effects of emotionally intelligent behaviours and critical thinking behaviours on the outcomes of client engagements in a financial services company or licensee
      4. Critically examine the authenticity of communications from a financial adviser to a client with feedback from an assessment of communication styles
      5. Evaluate a range of heuristics, biases and decision errors made by financial advisers and clients in a context of financial services
      6. Build a professional development plan based on results and feedback from various sources
  • Subject contents
    • Topic Title
      Topic 1 Introduction to behavioural finance
      Topic 2 Emotional intelligence
      Topic 3 Authentic communication
      Topic 4 Consumer behaviour

  • CPD
    • Kaplan Professional has assessed this subject. Click here for the following CPD hours applicable from 1 January 2019 on successful completion of this course. For subjects or courses completed prior to this date, please contact Kaplan Professional’s CPD Support team on 1300 527 526 or pdmail@kaplan.edu.au.

  • Duration
    • The duration of this subject is one study period (12 weeks).

  • Assessment
  • Prerequisites
    • There are no prerequisites for this subject.

      However, individuals should review the ‘Assumed Knowledge’ tab to understand the prior knowledge Kaplan advises they should hold before enrolling in this subject.

  • Assumed knowledge
    • Whilst there are no prerequisites for this subject, Kaplan assumes that individuals have completed FPC001B Economic and Legal Context for Financial Planning, FPC002B Ethics and Professionalism in Financial Advice, FPC003 Superannuation and Retirement Advice and FPC004 Insurance Advice, or understand the content covered in those subjects, prior to undertaking FPC007B Client Engagement Skills.

  • Course transition subject equivalence
    • Individuals may not be required to complete this subject if they have transitioned from a SIA/Finsia/Kaplan course and have completed the following subjects:

      • there are no equivalences for this subject.
  • Reading list
    • Pompian, M 2012, Behavioural finance and investor types: managing behaviour to make better investment decisions, John Wiley & Sons, Hoboken, New Jersey.

  • Recognition of Prior Learning (RPL)
    • RPL for FASEA’s Behavioural Finance subject may be awarded if your completed prior studies are listed on the FASEA Approved Courses by Institute of Higher Education list and are deemed equivalent to this subject. RPL may also be awarded based on prior post graduate studies in accordance with the Kaplan Professional Recognition of Prior Learning Policy.

  • Key Dates
    • Next available intake

      Study Period 6, 2021 important dates  
      Enrolments open Now
      KapLearn opens (early access) 11 October 2021
      Early access to assessments 25 October 2021
      Study period commences 8 November 2021
      Assessment dates Click here >
      Enrolments close / Census 24 November 2021
      Study period ends 28 January 2022

      For a full list of annual study period dates, click here >


  • Fees
    • Enrolment fees Fee
      Subject fee 2021 $2,500

      Note: If this subject is undertaken as a standalone subject, no FEE-HELP is available.

      FEE-HELP is available for individuals undertaking this subject as part of a qualification. Click here to find out if you’re eligible.

      Click here for a full list of fees and allowances.