Making Securities Referrals

Overview/Description
 Securities such as stocks, mutual funds and IRAs are now available through many retail banks. Understanding the basic features of these investment opportunities enables bank personnel to accurately refer their customers to bank-designated, licensed securities broker-dealers and thereby meet their rising investment demands. This course is designed to define securities products, identify the risks associated with them and equip personnel with the tools necessary to effectively refer customers to broker-dealers.

Target Audience
 retail bank personnel who manage customer relationships or are in a position to identify referral opportunities.

Expected Duration
4.5 hours

Lesson Objectives:

The Value of Making Referrals

  • identify the benefits of understanding the factors involved in making securities referrals.
  • identify the definition of securities.
  • recognize what kind of customer information clearly correlates to a securities need.
  • evaluate customer information to make the determination that someone is a potential securities customer.
  • recognize the factors involved in referring customers to securities specialists.

    • Securities Products

  • recognize the benefits of being able to differentiate between securities products when referring customers to broker-dealers.
  • select customer characteristics that indicate that the customer can benefit from the purchase of stocks.
  • determine whether to suggest the purchase of stocks through a broker-dealer.
  • select customer characteristics that indicate that the customer can benefit from the purchase of mutual funds.
  • determine whether to suggest the purchase of mutual funds through a broker-dealer.
  • select customer characteristics that indicate that a customer can benefit from the purchase of IRAs.

    • Regulations and Considerations

  • recognize the benefits of knowing the FDIC regulations that govern referring a customer to a securities specialist.
  • determine the appropriate moment at which to refer a customer to a licensed broker-dealer.
  • identify FDIC regulations that govern making referrals.
  • demonstrate appropriate application of FDIC regulations in a given scenario.

    • Course Number: FS0106