Personal Financial Services Advices (PFSA) Readings Course, offered by the Canadian Securities Institute, is intended to guide the student in building stronger client relationships and offering financial advice that is specifically tailored to the individual customer. Completion of this course also marks a step towards the earning of the Certificate in Financial Services Advice and the Personal Financial Planner (PFP™) designation.
Oliver’s Study Notes for the Personal Financial Services (PFSA) reading course offers the essential points of this course in a pared-down format, and includes practice questions and answers for each chapter.
Module 1 |
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| | Section 1: | Building a Relationship with Your Client |
| | | Topic One: Personal Variables
Topic Two: Cultural Variables
Topic Three: Relationship Building
Topic Four: Resolving a Conflict
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Answers to Review Questions |
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| | Section 2: | Communicating with Your Client |
| | | Topic One: The Communication Process
Topic Two: Non-verbal Communication
Topic Three: Perceptions
Topic Four: Effective Communication Skills
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Answers to Review Questions |
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| | Section 3: | Conducting a Client Interview |
| | | Topic One: Time Management
Topic Two: Phases of a Client Interview
Topic Three: Use of Questions
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| | Section 4: | Adapting Your Approach to Different Clients |
| | | Topic One: The Elderly Client
Topic Two: The Grieving Client
Topic Three: The Client with Special Needs
Topic Four: Physical Disabilities
Topic Five: Cognitive Disabilities and Mental Disorders
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| | Section 5: | Building Internal Relationships |
| | | Topic One: Principles of Teamwork
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| | Section 6: | Performance Evaluations for Financial Professionals |
| | | Topic One: Approaches to Conducting Performance Evaluations
Topic Two: Performance Evaluation Meetings
Topic Three: Conducting a Structured Performance Evaluation
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Answers to Review Questions |
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Module 2 |
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| | Section 1: | Micro and Macroeconomics Influences on Financial Services |
| | | Topic One: Microeconomics
Topic Two: Macroeconomics
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| | Section 2: | Components of Personal Financial Statements |
| | | Topic One: The New Worth Statement
Topic Two: The Cash Flow Statement
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| | Section 3: | Fundamentals of Financial Math |
| | | Topic One: Time Value of Money
Topic Two: Solving Time Value of Money Problems
Topic Three: Perpetuities
Topic Four: Complex Calculations
Topic Five: Nominal and Effective Interest Rates
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Module 3 |
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| | Section 1: | Creating Value for Your Client |
| | | Topic One: Creating Value
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| | Section 2: | Selling with a Needs-Based Approach |
| | | Topic One: The Needs-Based Sales Approach
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| | Section 3: | Selling Additional Solutions to Meet Your Clients’ Financial Goals |
| | | Topic One: Bundling Products and Services
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| | Section 4: | Building Your Business Through Referrals |
| | | Topic One: Aspects of Business Referrals
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Module 4 |
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| | Section 1: | Ethics in the Financial Services Industry |
| | | Topic One: Guiding Values of the Financial Services Industry
Topic Two: Technical Proficiency
Topic Three: Confidentiality
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Answers to Review Questions |
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| | Section 2: | The Importance of Ethics to an Organization |
| | | Topic One: The Concept of Ethics
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| | Section 3: | Ethical Dilemmas When Working with Your Client |
| | | Topic One: When Values Clash
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| | Section 4: | Using Know Your Client to Manage Risks |
| | | Topic One: The Importance of the Know Your Client Rule
Topic Two: Beyond KYC
Topic Three: Balancing Service with Due Diligence
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| | Section 5: | Recognize Unusual Business Activities |
| | | Topic One: Red Flags and Suspicious Behavior
Topic Two: Securing Information
Topic Three: Identity Theft
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| | Section 6: | Regulatory Regimes and Their Role |
| | | Topic One: Regulatory Bodies
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