The New Light ‘UT/ILP Investment Sales Master Class’ (with IBF funding) places a lot of emphasis on role play. During role play, financial advisors practice how they will use sales aids (provided as a part of the Master Class) to set up their customers for profitable investing. This means using evidence to convince customers to invest in unit trust for 10 years. This also involves asking customers to top up their investments in case markets see a significant erosion in value.

Successful role play requires preparation, practice and more importantly time. Our duty of care towards newer advisors requires giving them more opportunities to role play so that they can improve their delivery. I am sometimes asked to reduce the number of sessions from four to three. Reducing the number of sessions, will reduce the opportunities to do role play and can be deemed as ‘more efficient’ use of my time. I am more than happy to trade my time for your success, for your success is my highest consideration.