USing one of the clients in the rubric

U

Refer to SELL Text section 4.1 and in-class PowerPoints and activities. Use knowledge gained through your Canadian Investment Fund CIFC Course.

Role Play Additional Information:

Please see below for some brief information that you already know about YOUR client. You met the client briefly a week ago when they were in your office to set up an appointment. At that time, they told you they wanted to get some investment advice about some money they had recently received. They will be coming to the appointment alone, and they will be the only person you need to consider for the KYC information.

NOTE:

You need to build rapport, and collect KYC information in this appointment.

The appointment/role play will last about 4-5 minutes.

You will NOT provide any specific investment advice to this client in this meeting

You will provide investment advice at your next meeting, which you will schedule.

You are required to make some notes about the KYC information, and hand that information in at the end of the role-play.

Client(s)	1. Jim and Bernie Poulsen	2. John and Stacey Parker	3. Dr John and Jodi Choy	4. Damon Derendorf & Karen Friesen	5. Jacqueline Carriere
Occupation	General Manager maintenance, instructor	Business Owners	Neurologist/Pharmacist	Accountant/Civil Engineer	Architect
Employer	Pauls Hauling, MITT	Self-employed plastics manufacturing	Health Sciences Centre/Meyers Drugs (part time)	PLC construction (both)	Number 10 Architectural Group
Marital status	Same sex couple- married	Married	married	Common law	widowed
Family	2 adult children each	2 children, 12&14	5 children, age 4-10 (1 set twins)	Karen- twin girls, age 16	Sophie, 7
Age	49	43	40	46	37
Live in:	Winnipeg- St James	Oakbank, Mb	East St. Paul Mb	St Anne Mb	Winnipeg-Wolseley
Leisure	Camping, cycling, skiing, canoeing	Stacey avid runner, John Curler. Volunteer: habitat for Humanity	Wpg Blue Bomers season ticket holders. Childrens activities, Manitoba Theatre	Jets season ticket holders, Caring for Karens ageing parents, Girls: Cross country skiing: provincial team	Gardening, horticultural society member/volunteer, Jazz music
Goal	Retire 10 years	Buy property BC 12 years	Buy cottage, 5 years	Provide home downpayment for both girls 10 years	Buy into architectural partnership in 8 years
Source of funds	Downsized home $100K	Inheritance $135K	Sold pharmacy: 150K	Divorce settlement- Karen $110K	Life insurance $125K
Income	$65,000	$120,000	$40,000	$85,000	$85,000
Debt	None	Mortgage $100K	Mortgage 250,000	Mortgage$60,000	$120K
Net worth	$400,000	$800,000	$950,000	$200,000	$300,000
Investment experience	High: experience with stocks, bonds, MF	Moderate- Bonds, MF	Significant: flow thru shares, tech stocks	Low CSBs and GICs	Dividend paying stocks, MF, GICS
Risk tolerance	Medium-high	high	High-aggressive	Low-medium	medium

Role-play-SPIN Questioning Skills Marks: 15% of grade Objective: To demonstrate the effective use of open-ended and probing questions. To demonstrate the ability to take notes to record client responses for later use. One student will play the role of a new client and the other student will play the advisor. Both students will create the role-play. The format of the interview will be (approximately) as follows: - The student will greet the client appropriately and begin with a quality rapport-building question. - Student will introduce themselves, stating role, experience and purpose for the meeting. - Student will appropriately use at least 5 open-ended questions based on the SPIN model to secure basic Know Your Client information. Type out questions and submit to dropbox. - A good way to gain information is to ask the client about their investment experience. - Ultimately, you are "selling" an investment portfolio suited to their needs - Probing/close ended questions can be used to obtain details and confirm attitude and opinions. - Student uses appropriate transitions throughout the interview - Student provides clear indication of planned follow-up, with a pleasant good-bye greeting