MAA215 - Building Client Relationships

Year: 2018 unit information
Enrolment modes: Trimester 2: Burwood (Melbourne), Cloud (online)
Credit point(s): 1
Previously coded as: MAF315
EFTSL value: 0.125
Unit chair:

Campbell Heggen (Trimester 1 and Trimester 2)



Corequisite: Nil
Incompatible with: MAF315
Contact hours:

Campus: 1 x 3 hour class per week

Cloud (online): Online independent and collaborative learning including 3 scheduled online workshops of 3 hours duration.


This unit builds on the technical knowledge acquired in other units, to broaden students understanding of the professional skills and knowledge required to build long-term client relationships, and develop a deep understanding of clients’ needs in order to formulate strategies and solutions that are in the client’s best interest. Drawing on insights from the behavioural sciences, this unit encourages students to consider how best to build trust, communicate the value of advice, and develop strategies to engage clients at each stage of the financial planning process. Students will be introduced to the field of behavioural finance, to provide insights into client behaviour and factors that influence decision making. The unit also seeks to provide students with a theoretical and practical understanding of the ethical and professional requirements within a financial services context.


Assessment 1 (group 2-3 students) -Video presentation (12 minutes) - 25%

Assessment 2 (Individual) -Written reflection (1000 words) - 10%

Assessment 3 (Individual) -Video presentation (8 minutes) - 25%

Examination (2 hours) - 40%

Hurdle requirement: achieve at least 50% of the marks available on the examination

Unit Fee Information

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