Global

Life, health and pension advice: Needs-based selling and product rules

A ready-made course you customise for your organisation, with a live session deck and two surveys. You only add the 10 details that are specific to your organisation.

See the live deckSee the full outline
Try the coursePreview the survey
Length
40 min
Lessons
6 lessons
Frequency
Before new advisers meet clients
Last reviewed
21 Oct 2026
Grey areas: fit, disclosure and underwriting
What would you do?

The cheapest policy leaves out a key risk

Try it: this is one of 19 interactive activities in the course.

What's included

Three pieces that work together

Copy once, get everything. Learners prepare on their own, you answer questions live, and the surveys tell you what stuck.

Self-paced course

Short lessons with real workplace scenarios, not walls of text.

  • 6 lessons, about 40 minutes
  • Sorting activity, scenario, tabs, flashcards and quizzes

Live session deck

An AhaSlides presentation to run after the course, in person or online.

  • 10 slides
  • Quiz, word cloud, poll, scale slides
  • A closing slide for your contacts

Two surveys

Find out what landed, and whether people use it on the job.

  • Post-course feedback, about 2 minutes
  • 30-day check-in
  • Anonymous by default
  • Results feed your next refresher

Learning objectives

At the end of this course, learners can

Each objective and the lesson that covers it.

IDObjectiveSourceWhere it's covered
TO 160.0Achieve ≥ 80% on the final assessmentnoneWhole course
SO 160.1Identify a client's protection, savings and retirement needs before talking about productsBest practiceWhole course
SO 160.2Explain what life, health, disability and critical-illness cover does and does not include + your infoBest practiceWhole course
SO 160.3Describe in plain words how pensions and annuities provide retirement income, and where the risks sit + your infoExample: pension and retirement-income rules in the customer's marketWhole course
SO 160.4Apply needs-based selling and disclosure rules to avoid mis-selling + your infoExample: insurance distribution and conduct rules in the customer's marketWhole course
SO 160.5Handle underwriting questions, exclusions and waiting periods honestly and keep a recordBest practiceWhole course

Your part: what a template can't do for you

  • Your workplace details: fill in the 10 highlighted fields so the course describes your own policies, contacts and locations.
  • Records: record completion in your own LMS or record system.

Course outline

6 lessons, about 40 minutes

Minutes per lesson are an estimate, shared out by page count.

ContentInteractiveVideoYou customise
1

Why needs come before products

3 pages

7 min
Before you beginNoteList
A kitchen-table visitTextImageChecklist
What needs-based meansKey factFlashcardsQuiz
2

Types of cover and how they respond

3 pages

7 min
Four kinds of coverTabsNote
What is and is not includedSorting activity
Waiting periods and exclusionsTimelineMatching quiz
3

Pensions, annuities and retirement income

3 pages

7 min
Retirement income in plain wordsTextAccordion
Which suits which need?Sorting activityNote
CheckChecklistQuiz
4

Grey areas: fit, disclosure and underwriting

3 pages

7 min
ScenarioScenario
ScenarioScenarioQuiz
What must you say?Matching quizSorting activity
5

Speak up, record and apply

3 pages

7 min
Record the adviceTabsNote
Speaking upProcessYour infoYour infoYour info
ScenarioScenarioQuizButtonYour info
6

Final assessment

2 pages

5 min
PracticeQuiz
CompletionKey factListNoteButtonYour info

Live deck and surveys

10 slides to run live, two surveys to close the loop

Pink slides are interactive. Both surveys are anonymous; pink questions are written for this course.

ContentTitle, agenda, "start with the need, then the product" (speaker notes: template page URL)
Word cloudOne word for what a client wants from cover
PollWhat is hardest to explain? (Exclusions · Waiting periods · Annuities · Costs)
ContentThe four needs and the four kinds of cover
QuizA client wants the cheapest cover that misses a key risk. You…" (Explain the gap and let them choose ✔ · Sell it silently · Refuse · Sell dearer)
QuizA waiting period is…" (Time after start when a claim cannot yet be made ✔ · Claim processing time · Policy length · A discount period)
Content · customiseCustomise: our product guide, advice record and speak-up route" with {{APPROVED_PRODUCT_LIST}}, {{POLICY_LINK}}, {{SPEAK_UP_ROUTE}}
ScaleHow confident are you explaining exclusions?" 1 to 5
Open-ended / Q&AA client conversation I would like to talk through
Content · customiseClosing {{COMPLIANCE_CONTACT}}, {{SURVEY_2_URL}}, {{COURSE_URL}}
Post-course feedback: 11 questions, about 2 min
  1. Overall rating 5 stars
  2. Relevant, realistic, right length, helpful activities agree/disagree grid
  3. What was most useful? multi-select
  4. Confidence before this course, and now 1-5 scale
  5. How confident are you explaining exclusions and waiting periods? 1-5 scale
  6. Which change have you tried in your work? multiple choice
  7. What barrier have you met in trying it? short text
  8. I can decline an unsuitable sale without fear of blame. 1-5 scale
  9. One thing we should change or add open text
  10. Would you recommend this course? NPS
30-day check-in
  1. Have you used what you learned since the course? multiple choice
  2. How confident are you today? Compare with day 1 1-5 scale
  3. Do you know where to find the advice and disclosure policy? yes / no / not sure
  4. A moment where the training helped, or where you weren't sure open text
  5. Which topics should the next refresher focus on? ranking

Results show whether people use the training on the job, not just whether they finished it.

Make it yours

10 fields to fill in, and you're ready

Everything else is done. These are the details only your organisation knows; each one is highlighted inside the course.

  • Compliance contact{{COMPLIANCE_CONTACT}}
  • Policy link{{POLICY_LINK}}
  • Speak up route{{SPEAK_UP_ROUTE}}
  • Jurisdiction and regulator{{JURISDICTION_AND_REGULATOR}}
  • LMS or record system{{LMS_OR_RECORD_SYSTEM}}
  • Approved product list{{APPROVED_PRODUCT_LIST}}
Show all 10 fields
  • Survey 1 URL{{SURVEY_1_URL}}
  • Survey 2 URL{{SURVEY_2_URL}}
  • Course URL{{COURSE_URL}}
  • Live session URL{{LIVE_SESSION_URL}}

FAQ

Common questions

Can I run life, health and pension advice: Needs-based selling and product rules training online?

Yes. The course is self-paced and online, and the live deck lets you add a live session in the room or online.

How often is this training needed?

Before new advisers meet clients, and yearly or when product rules change.

Who needs this training?

Insurance agents and advisers, bancassurance staff, pension and benefits specialists and sales trainers; run by the learning or compliance owner.

What records should I keep?

Record completion in your own LMS or record system, so you can show who finished the course and when.

Can I edit the content?

Yes, everything. Change the wording, swap scenarios for ones from your workplace, add your logo, or remove parts that don't apply.

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Ready to run it?

Open the live deck to see how the session runs alongside the course and both surveys.

See the live deck