Practical Applications of Need‐based Sales Approach

Practical Applications of Need‐based Sales Approach

This workshop aims to enable participants to apply the needs‐based sales process used in various aspects of financial planning and equip Representatives of FA/Insurance Agents/Bank Relationship Managers to conduct proper data fact-finding, quantitative analysis and disclosure to clients in alignment to the Balanced Scorecard (BSC) framework.

Through the examples and discussions of case studies used in the workshop, participants will also understand the pertinent FAA Guidelines and requirements and be mindful of the common infractions and how to avoid them using the best practices techniques covered in the workshop. The workshop places significant emphasis to do what is right for the client and empowers participants with a proper sales process instead of product pushing.

The overall outcome of the workshop aims to empower participants to maximize their business opportunities and equip them to be proficient and confident in providing a sound basis of recommendation of investment products to meet their clients’ financial goals and objectives.

  • The importance of needs‐based approach and overview of the pertinent FAA Guidelines and Frameworks and expectations of FARs affecting of Financial Adviser Representatives (FARs) Practitioners will appreciate the importance of providing high quality and standard of advice backed by reasonable basis of recommendation through proper data fact-finding and analysis using the needs quantifications approach
  • Applying the needs‐based sales advisory framework
    • Overview of the sales process and frameworks
      • E.C.R.E.T.
      • T.I.R.
      • G.A.D.I.M.
      • Selling using a consultative and client‐centric approach
    • Fact finding and creating a strong basis of recommendation through financial analysis
    • Budget analysis and case size targeting
    • Needs quantification approaches for
      • Risk Management Planning
      • Retirement Planning
      • Education Planning
      • Capital Preservation approach for Legacy Planning applications
      • Investment Portfolio Design and Allocation
    • Case studies and discussion
  • Appreciate the traits and practices of an ethical and professional Adviser
  • Understand the top 10 common infractions and how to avoid them
  • Incorporating sound practices to avoid common infractions
    • Importance of documentation and practice management
    • Writing the basis of recommendation
    • Non‐face‐to‐face considerations

*S$400 after 80% IBF-FTS funding.
(U.P. S$2,000)
Subject to GST. T&C Apply.

For more details, please email to

– 80% of direct training cost for Singapore Citizen below 40 and all PRs, who are eligible for the IBF-FTS funding;
– Singapore Citizens aged 40 years old and above will be eligible for 90% co-funding of direct training costs.

If you are licensed Agents or Representatives in financial industry, IBF allows personal payment of the nett fee with a letter of support from your principal company upon registration. If you are an employed staff, only employer-sponsored courses are eligible for the funding. FP will assist to claim for the IBF-FTS Funding. Students have to fulfil the funding requirement, or the full course fee should be claw back by the training provider.Individuals may use the SkillsFuture Credit to pay the 20% nett course fee if available.

*TAG is at the rate of S$10 per training hour from Jul 2021 till Jun 2022. Company-sponsored candidates (or eligible candidates with Letter of Support) may get the TAG via company submission.

Eligible Individuals#
Only company-sponsored individuals+; and Include licensed representatives such as insurance agents, financial advisers, and remisiers supported by FI principal and General insurance (GI) agents registered with the General Insurance Association’s (GIA) Agent Registration Board.

Singapore Citizens or Singapore Permanent Residents, physically based in Singapore; and
Successfully completed FTS recognised programme (including passing all relevant assessments and examinations).

For full details, please visit IBF website

6 Core FAA‐CPD hours (inclusive of online assessment)

Virtual Workshop via Zoom or Face‐to‐Face (subject to COVID‐19 restrictions)



Jan 08 2022


9:30 am - 5:30 pm

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    Ronald has a “3-E Mission” in the Marketplace: to Educate the public about the importance of financial planning, to Encourage them to take practical actions for their financial future, and to Empower them to make the right choices with a positive attitude to take personal responsibility about their financial future.