Retail Banking Essentials Training from CBT Direct

Retail Banking Essentials Curriculum Outline

Trust Customer Referrals

Overview/Description
Many financial institutions offer trust services. It is important for bank employees to know what these services are and who might need or benefit from them. Estate planning, administering the accounts, creating guardianships and settling estates are primary functions of trust services. This course will prepare bank employees to present accurate information and answer customer questions about trust services.

Target Audience
banking personnel involved in directly selling or cross-selling trust products

Expected Duration
2.5 hours

Lesson Objectives:

Trust Services

Select the benefits of understanding trust services.

Identify the definition of a trust.

Match trust terminology with the correct definitions.

Translate a hypothetical clients expressed needs into appropriate trust terminology.

Identify the different types of trusts from a list.

Customer Trust Needs

Select the benefits of understanding customer trust needs.

Identify the four key reasons customers need trusts.

Match advantages and disadvantages of a revocable living trust with examples of each.

Determine whether or not a trust should be created for a hypothetical customer.

Implementing Trusts

Recognize the value of understanding how to implement a trust.

Determine the financial snapshot needed to choose the appropriate living trust in a given scenario.

Identify key reasons why clients should simplify their assets.

Assess a hypothetical clients need to simplify and consolidate assets to assure the success of a living trust.

Identify the actions needed to create a foundation living trust.

Determine how to fund a foundation living trust in a given situation.

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Financial Planning

Overview/Description
Financial planning has become essential in the lives of consumers. Meeting financial goals takes time and the expertise of individuals who understand customer needs and can, in turn, offer viable strategies for meeting those needs. Financial institutions offer a variety of products and services to assist planners, which ultimately benefit customers. This course is designed to arm employees with the knowledge necessary to assist customers in identifying financial goals and executing strategies to meet those goals.

Target Audience
any financial service employee who wants to understand the basics of financial planning

Expected Duration
2.0 hours

Lesson Objectives:

Plan for Financial Success

Recognize the benefits of planning as a strategy for gaining financial success.

Identify seven reasons why financial planning is important.

Select the four greatest obstacles to building wealth.

Determine the minimum rate of return to beat specified tax and inflation rates.

Determine a Financial Position

Select the advantage of knowing how to establish a current financial status for the purpose of financial planning.

Use cash flow analysis to reach a conclusion about specified financial planning issues.

Establish assets and liabilities to calculate net worth in a given scenario.

Use cash flow and net worth to establish the foundation for establishing financial goals in a given scenario.

Establish Financial Planning Priorities

Choose the benefits of knowing how to establish a personal investment profile.

Identify the characteristics that define an investment profile.

Choose the typical risk outcomes based on a specified type of investment.

Determine the investors risk tolerance profile in a scenario.

Understand Investment Vehicles

Identify the benefits of knowing the three primary types of investments.

Identify the primary securities that characterize cash investments.

Match the types of bonds to their description.

Identify the types of stocks.

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Consumer Credit Products

Overview/Description
Buying with credit has become the American solution for making purchases. This course aims to provide bank employees insight into how to attract and retain profitable customers while offering customized credit solutions. These solutions help customers minimize risk and maximize opportunity. In addition, bank personnel will learn how to help customers get the most for their credit dollar or deal with debt: the pros, the cons and their rights.

Target Audience
banking employees who will be discussing or selling consumer credit products

Expected Duration
2.5 hours

Lesson Objectives:

Defining Consumer Credit Products

Recognize the value in understanding consumer credit products as a consumer financial need.

Identify the basic philosophy driving consumer credit products.

Use the Three Cs of credit to qualify a hypothetical loan applicant.

Differentiate between various consumer credit products.

Define basic terminology used when discussing consumer credit products.

Understanding Consumer Credit Products

Select the advantages of understanding consumer credit products.

Identify features of consumer credit products.

Identify whether to recommend or not recommend a consumer credit product in a given situation.

Determine debt consolidation techniques for a consumer in a given scenario.

Identify the techniques for recommending proper credit products to a consumer.

Providing Consumer Credit

Recognize the benefits of understanding consumer credit details.

Identify obvious and not-so-obvious credit pricing criteria.

Determine the probable pricing range of credit based on estimated risk of the consumer in a given scenario.

Choose which bank regulation is being violated in a given scenario.

Demonstrate proper consumer credit product documentation skills in a given scenario.

Apply the steps necessary for the successful cross-selling of consumer credit products in a given scenario.

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Financial Planning Products

Overview/Description
Financial planning is the process of establishing personal and financial goals and creating a way to reach them. This ongoing process involves taking stock of existing resources, developing a plan to utilize them, and systematically implementing the plan in order to achieve short- and long-term goals. The plan must be monitored and reviewed periodically so that adjustments can be made, if necessary, to assure that it continues to move toward meeting financial goals. This course will present the products and process that customer contact employees need to understand and present to customers in order to help them achieve their financial goals and dreams.

Target Audience
All new and existing bank employees.

Expected Duration
2.0 hours

Lesson Objectives:

Financial Planning Basics

Recognize the benefits of understanding financial planning.

Identify the definition of financial planning.

Select the goal categories that a given client should use for financial planning.

Financial Planning Core Disciplines

Select the advantages of understanding financial planning core disciplines.

Match the insurance types to the correct definition.

Predict the insurance needs that clients must have to protect themselves from financial loss in a given situation.

Determine whether or not the three principle steps in investment planning were completed in a case study.

Apply the principal steps in the investment planning process to a given scenario.

Identify four steps that will help clients pay for their childrens college tuition.

Match examples of the income tax planning techniques to appropriate scenarios.

Apply potential tax saving strategies for a client to a given situation.

Match the primary types of retirement plans to the correct examples.

Identify tools used to pass property to client beneficiaries.

Financial Planning Considerations

Select the benefits of understanding financial planning considerations.

Match given scores from the Client Risk-tolerance Survey to appropriate investment strategies.

Interpret a risk analysis for a specific client in a given scenario.

Match the five regulatory issues to the regulatory situations where they arise.

Determine if a regulatory issue has been compromised in a given situation.

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Insurance and Annuities Referrals

Overview/Description
The annuity and variable life insurance products industry is varied, dynamic, and extremely competitive. Bank personnel serve as a valuable medium for customer education and exchange of related information. This course will provide personnel with valuable information to educate customers on the benefits of the industrys products and services. This course is designed to help employees learn how to capitalize on networking opportunities and make skillful referrals to a licensed insurance sales representative in their organization.

Target Audience
any employee who has the opportunity to refer customers to designated licensed insurance sellers in a bank

Expected Duration
1.5 hours

Lesson Objectives:

Understanding Insurance Products

Select the benefits of understanding how insurance products meet customer needs.

Match the definitions to insurance product types.

Identify the five companies that evaluate insurance carriers.

Match the methods of evaluating an insurance company with the correct evaluation techniques.

Life Insurance Products

Recognize the value of understanding life insurance products.

Identify the required expense categories for determining the amount of insurance needed for a customer.

Determine the amount of life insurance needed for a customer in a given situation.

Differentiate life insurance types.

Determine the appropriateness of a term or permanent life product for a customer in a given situation.

Insurance Product Considerations

Recognize the value of understanding the details of recommending, referring and selling insurance products.

Identify the key insurance regulations.

Identify proper referral procedures.

Use proper referral procedures in a given scenario.

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Making Securities Referrals

Overview/Description
Securities such as stocks, mutual funds and IRAs are now available through many retail banks. Understanding the basic features of these investment opportunities enables bank personnel to accurately refer their customers to bank-designated, licensed securities broker-dealers and thereby meet their rising investment demands. This course is designed to define securities products, identify the risks associated with them and equip personnel with the tools necessary to effectively refer customers to broker-dealers.

Target Audience
retail bank personnel who manage customer relationships or are in a position to identify referral opportunities.

Expected Duration
4.5 hours

Lesson Objectives:

The Value of Making Referrals

Identify the benefits of understanding the factors involved in making securities referrals.

Identify the definition of securities.

Recognize what kind of customer information clearly correlates to a securities need.

Evaluate customer information to make the determination that someone is a potential securities customer.

Recognize the factors involved in referring customers to securities specialists.

Securities Products

Recognize the benefits of being able to differentiate between securities products when referring customers to broker-dealers.

Select customer characteristics that indicate that the customer can benefit from the purchase of stocks.

Determine whether to suggest the purchase of stocks through a broker-dealer.

Select customer characteristics that indicate that the customer can benefit from the purchase of mutual funds.

Determine whether to suggest the purchase of mutual funds through a broker-dealer.

Select customer characteristics that indicate that a customer can benefit from the purchase of IRAs.

Regulations and Considerations

Recognize the benefits of knowing the FDIC regulations that govern referring a customer to a securities specialist.

Determine the appropriate moment at which to refer a customer to a licensed broker-dealer.

Identify FDIC regulations that govern making referrals.

Demonstrate appropriate application of FDIC regulations in a given scenario.

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Retail Banking Essentials

Consumers are becoming more and more dependent on financial services and it is important for financial planners to be prepared to assist them with their individual needs. This means having extensive knowledge of financial services, products and both credit and trust solutions. You need to be able to help them set and achieve their financial goals and make decisions on when a customer needs to be referred out. Our online training will cover all of this and more.

Our online training will discuss how to handle situations that call for outside broker-dealers on top of the methods used for handling customer credit options. Professionals will learn how to effectively answer any questions their customers may have as well as utilize networking opportunities. From trust services to funds and annuities, CBT Direct will teach you the banking essentials that can help a financial planner stay on top of things and keep their customers satisfied.

Benefits of CBT Direct’s Online Financial Services Banking and Investment Training

CBT Direct boasts the most beneficial online training on the market. With CBT Direct’s online training, you have the flexibility to study on your schedule, and with the speed and reliability of the internet, CBT Direct’s Financial Services Banking and Investment training course is accessible anywhere you have an internet connection. Convenience finally costs less with CBT Direct - the most affordable online training solution today.

The unique design of CBT Direct’s Financial Services Banking and Investment course emphasizes learner initiative, self-management and experiential learning. CBT Direct’s online course design begins with the definition of user-focused performance objectives and then proceeds to the selection and implementation of instructional strategies and learning activities appropriate for those objectives. This effective instruction model for CBT Direct’s Financial Services Banking and Investment training course ensures the greatest level of comprehension and retention.

Who Benefits from CBT Direct’s Online Financial Services Banking and Investment Training?

Our online training course is designed to help financial planners, banking personnel and/ or any individual working within financial services that would like to know about financial planning, referrals and/or sales.

What Professionals Will Learn from CBT Direct’s Online Financial Services Banking and Investment Training?

Financial planners will evaluate strategic planning as well as the obstacles and return rates involved with building wealth. CBT Direct will explain how to use cash flow analysis to figure out issues involved with financial planning along with the methods used for concluding someone’s net worth. Our online training will cover risk factors involved with specific investments in conjunction with identifying primary forms of investment. Professionals will also encompass the many ways to offer, maintain and protect consumer credit and trusts.

Our online training will discuss the core disciplines involved with financial planning. CBT Direct will show the different types of insurances along with the businesses that assess the insurance companies. Financial planners will consider investment planning, tax strategies and retirement planning options. Our financial services course will explore risk analysis as well as the many types of regulatory issues that can come up.

Financial planners will go over what needs to be known before offering security referrals on top of how to define securities and correlate them to the customers needs. Our online training will explicate dealing with situations that call for broker-dealers and whether it would be beneficial for the customer to purchase stocks, IRAs and/or mutual funds through the dealer. Additionally, CBT Direct will discuss the FDIC regulations that need to be observed when making these referrals.

The financial services you offer today are going to benefit your customer’s financial future, so it is imperative that you know how to guide them to success. With our online training the financial planner will gain a strong knowledge of the proper directions and options available, along with the rules and guidelines that need to be observed to keep your dealings legitimate. CBT Direct’s Online Financial Services Banking and Investment Training is focused on helping you handle your accounts, make the best deals and keep your boss, your customer and yourself ahead of the game.

Retail Banking Essentials