FNSFMB412 - Jessica and Mick - Role Play (Scenario Instructions) V1

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Feb 20, 2024

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FNSFMB412 – Identify client needs and present broking options Jessica and Mick Tensy (Role Play - Scenario Instructions) Jessica and Mick Tensy – Role Play Scenario Instructions Page 1 of 5 © Real Estate Academy Australia Version 1.0 – December 2021 RTO 32436

FNSFMB412 – Identify client needs and present broking options Jessica and Mick Tensy (Role Play - Scenario Instructions) You are required to participate in a Role Play Video as per the following instructions. Please ensure you have booked your Role Play Session via the Role Play (Group Session) Bookings area in your dashboard, then read the information below in preparation for your role play in a group session with a trained staff member. In this section, you will participate in a recorded consultation with a company team member. How to Submit your Assessment: Refer to your instructions for this assessment within your student learner portal. What you need to submit: Your recording must be uploaded as per the instructions in your student learner portal Page 2 of 5 © Real Estate Academy Australia Version 1.0 – December 2021 RTO 32436

FNSFMB412 – Identify client needs and present broking options Jessica and Mick Tensy (Role Play - Scenario Instructions) Scenario Instructions To set the scene for this role play, you are required to: a. Confirm client needs, financial and personal histories b. Present the broking options you selected c. Obtain feedbacks from client(s) on selected products d. Obtain agreement from client(s) to proceed with a product There are no rules regarding the format of your presentation, however it must be presented so that it is succinct and easily understood by the client. Please use the Product Comparison Summary to help you. Remember, you are not being judged on your acting ability. Your assessment is about how you communicate and interact with the customer. This is how you will be assessed: Assessor checklist completed after observing the audio recording of the role play Satisfactory or Not Satisfactory 1 Confirm client needs and objectives, financial and personal histories 2 Present product options 3 Obtain feedbacks from client(s) on selected products 4 Obtain agreement to proceed with an option 5 Uses tone, pace and gestures appropriate for audience and purpose Page 3 of 5 © Real Estate Academy Australia Version 1.0 – December 2021 RTO 32436

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FNSFMB412 – Identify client needs and present broking options Jessica and Mick Tensy (Role Play - Scenario Instructions) 6 Adapts personal communication style to show respect and build effective relationship with client(s) Ann: Hello, I will be assisting you with your loan needs today. I am Shilpa and I work with REAA Mortgage services. How can I help you ? Client: I am looking for options to procure a home loan for a property I want to buy in Sydney. Ann: Sure sir, would you be comfortable If I inquire about your financial obligations, dependency, salary or income from business etc? Client - Certainly. Please do. Ann: Can I get information on any current financial obligations? I.e., ongoing loans, credits etc? Client: Currently, I have 3 financial obligations but 2 of them a small credit which shall be completed in 2 months' time. However, I took a car loan 6 months back which is still ongoing. Ann - Thank you sir. Secondly, do you have any dependents yet? Client: I Do not have any dependents, but I am getting married in 6 months. Ann - Congratulations. Lastly, I would need a full disclosure on your salary/income from business or otherwise. Client - I am currently employed with A pty as a senior lab manager. My monthly income is $10000 without tax. Additionally I have received a hike of 5% in my current salary which makes my monthly income being $10500. Ann - thank you providing this information, I would kindly request you to send proof of employment and your salary slips so I could attach it with your application form. Furthermore, I would need a letter of intent stating your needs for a loan. A full and credible disclosure of all this would really help your application process. Client: Can you provide me more information? Ann - of course sir. Based on your past financial history, your income, present financial obligations affect your score to obtain a loan. But by glancing at the information provided by you and after a preliminary examination, I would recommend going with a loan with variable interest rate. Page 4 of 5 © Real Estate Academy Australia Version 1.0 – December 2021 RTO 32436

FNSFMB412 – Identify client needs and present broking options Jessica and Mick Tensy (Role Play - Scenario Instructions) Client - Any reasons for such suggestions? I was thinking to go with fixed rate. Ann - A fixed interest rate loan is a loan where the interest rate on the loan remains the same for the life of the loan. A variable rate loan benefits borrowers in a declining interest rate market because their loan payments will decrease as well. You see the benefits of variable rates outweighs the fixed. Client: Can you provide me with a detailed plan in hard or softcopy so I can review all my options? Anh: Sure sir, I will certainly email you all the required information so you can make a informed decision. You can reach me at any moment with questions or needs. Client - thank you. Ann - welcome sir. Have a good day. Page 5 of 5 © Real Estate Academy Australia Version 1.0 – December 2021 RTO 32436

FNSFMB412 - Jessica and Mick - Role Play (Scenario Instructions) V1

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