Sales Communication Compliance

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Questions and Answers

What should you consider if you need a steady source of income from your investment?

Invest in a non-registered account.

Choose a fund with high sales charges.

Select a fund that does not distribute income.

Avoid funds that do not provide a steady income. (correct)

How are fund distributions treated in a non-registered account?

They are included in your taxable income. (correct)

They are free from taxation.

They are not taxed until withdrawn.

They are taxed only if reinvested.

What is a factor that can influence the recommendations from representatives?

The volatility of the stock market.

The commissions associated with funds. (correct)

The range of stocks in the fund.

Your personal investment goals.

When purchasing the fund, what options do you have regarding sales charges?

You have to accept a sales charge between 0% to 4%. Signup and view all the answers

What aspect of fund expenses is important to note?

They reduce the overall returns for investors. Signup and view all the answers

Why might someone choose to hold a fund in a Registered Retirement Savings Plan?

To defer taxes on fund gains and distributions. Signup and view all the answers

What does a higher sales charge imply for an investor's decision?

It suggests that a representative may promote it more aggressively. Signup and view all the answers

In what scenario should you avoid buying a particular fund?

If you need a steady source of income from that investment. Signup and view all the answers

What must registrants avoid in their sales communications?

Making untrue or extravagant claims Signup and view all the answers

Which document must be delivered when opening an account for a retail client?

A written statement containing four disclosures Signup and view all the answers

Which of the following is NOT one of the required disclosures for retail clients?

Disclosure of expected returns Signup and view all the answers

What is the role of the head office regarding disclosures?

To prepare required disclosure and client acknowledgement forms Signup and view all the answers

Who qualifies as a retail client under the specified criteria?

An individual with a net worth of less than $5 million Signup and view all the answers

Which section of NI31-103 specifically applies to registrants conducting securities-related activities in a branch?

Section 14.4 Signup and view all the answers

What must be included in the written disclosure of a referral arrangement?

An explanation of how the referral fee is calculated Signup and view all the answers

What must a registrant confirm from the retail client upon presenting the disclosure statement?

The retail client has read the disclosure statement and acknowledges the disclosures Signup and view all the answers

Which of the following is a compliance obligation of a registrant?

Ensuring compliance with head office guidelines and regulatory requirements Signup and view all the answers

What is required before implementing a referral arrangement?

A written agreement governing the referral arrangement Signup and view all the answers

Which of the following is NOT a required part of the referral arrangement disclosure document?

The overall market conditions Signup and view all the answers

What must a sales representative provide to the client before accepting a mutual fund trade?

The actual charges or a reasonable estimate of the charges Signup and view all the answers

What is the timeline for notifying a client of changes in the referral arrangement disclosure information?

As soon as practical and no later than 30 days before the next referral fee is paid Signup and view all the answers

What ongoing requirement is stipulated for the mutual fund dealer regarding referral arrangements?

The client must be notified of any changes in the referral arrangement in writing Signup and view all the answers

Which of the following statements is true about referral arrangements?

All fees must be recorded on the mutual fund dealer's books Signup and view all the answers

What document must sales representatives file as evidence of pre-trade disclosure to clients?

Notes documenting the provision of pre-trade disclosure Signup and view all the answers

What must the disclosure document clearly indicate regarding mutual fund securities?

The securities are not guaranteed unless otherwise stated. Signup and view all the answers

Why is oral disclosure about the lack of financial institution guarantee particularly important?

Clients with a history of investing in guaranteed products may misunderstand mutual fund risks. Signup and view all the answers

What happens to the net asset value of a mortgage mutual fund when interest rates rise?

It decreases due to market fluctuations. Signup and view all the answers

What is guaranteed by the financial institution regarding underlying mortgages?

The mortgages are guaranteed against default. Signup and view all the answers

Which of the following types of funds are explicitly stated not to be guaranteed?

Segregated funds. Signup and view all the answers

What main information should sales representatives communicate during the sales interview?

The lack of guarantee regarding mutual fund investments. Signup and view all the answers

Which scenario might confuse clients who have only invested in bank deposits?

The fluctuation of mutual fund net asset value with interest rates. Signup and view all the answers

What can sales representatives clarify about simplified prospectuses for guaranteed mutual funds?

They may omit some required disclosures. Signup and view all the answers

What is the primary objective of the Client Relationship Model Phase 2 (CRM2)?

To increase the transparency of mutual fund fees and services Signup and view all the answers

Which document illustrates the performance of clients' investments?

Performance Report Signup and view all the answers

How often is the Account Statement typically sent to clients?

Monthly or Quarterly Signup and view all the answers

What type of information is NOT included in the Account Statement?

Non-financial personal data Signup and view all the answers

Which of the following is part of the information provided in the Charges and Other Compensation document?

Administration charges and service fees Signup and view all the answers

When may the Account Statement be sent monthly instead of quarterly?

If there is activity in the account Signup and view all the answers

What does the Position cost information in the Account Statement include?

Original cost or book cost of mutual funds Signup and view all the answers

What happens if the position cost is unavailable when a security is transferred from another firm?

Market value can be used instead Signup and view all the answers

Study Notes

Sales Communication Rules

Sales communications are regulated by National Instrument 81-102, National Instrument 31-103, the new Self-Regulatory Organization (SRO) rules, and other statutes.
Head office guidelines also prohibit untrue or extravagant claims, misleading statements, and conflicting information with offering documentation.
Further disclosure requirements may exist in some Canadian provinces and territories.

Offering Documentation

Mutual fund offering documentation includes the Fund Facts document for each class or series, the simplified prospectus, and the Annual Information Form (AIF).

Disclosure Requirements at Branch Level

NI 31-103 Section 14.4 applies to registrants operating within a branch of a Canadian financial institution.
A registered securities or mutual fund dealer is not considered a financial institution.
Four disclosures are required when opening a retail client account:
- The registered entity is separate from the financial institution.
- There’s no deposit insurance coverage.
- No financial institution guarantee is provided.
- Net asset values and yields may fluctuate.
The disclosure statement must be acknowledged by the retail client.
A retail client is defined as an individual with less than 5,000,000networthoranindividualorcompanywithlessthan5,000,000 net worth or an individual or company with less than 5,000,000networthoranindividualorcompanywithlessthan10,000,000 in total assets or revenue, excluding registrants or financial institutions.

Disclosure of No Financial Institution Guarantee

The disclosure document states that the affiliated financial institution is not guaranteeing the mutual fund securities.
This clarification is intended to prevent clients from thinking the financial institution backs the securities sold by its mutual fund dealer subsidiary.
The disclosure should be communicated orally during the sales interview, especially to clients unfamiliar with mutual funds.
Offering documents also disclose the lack of guarantees, though some mutual fund managers may offer guaranteed mutual funds (not segregated funds).
Simplified prospectuses for guaranteed funds do not include the disclosure statement, and representatives can state the guarantee is fair and truthful.

Mortgage Mutual Funds

Mortgage mutual funds are often confusing for investors accustomed to GICs or CDs.
The underlying mortgages may be guaranteed by the financial institution, but this doesn't guarantee the mutual fund value.
The guarantee covers the right to purchase defaulted mortgages at market value (not face value).
Net asset value fluctuates with interest rates.

Pre-Trade Disclosure Requirements

The sales representative must provide the following information before executing a mutual fund trade:
- The actual charges or a reasonable estimate of charges.
- Whether the mutual fund dealer receives a trailing commission.
The BCO must document that pre-trade disclosures were provided.
The RDI and Fund Facts documents address many pre-trade disclosure requirements.

Client Relationship Model Phase 2 (CRM2)

CRM2 focuses on transparency regarding mutual fund fees, services, and investment performance.
Clients must receive the following documents:
- Account Statement (market value of account holdings and transaction details)
- Charges and Other Compensation (fees clients pay for services and administration charges)
- Performance Report (performance of investments)
- CRM2 disclosure document

Account Statement

Provides the market value of mutual fund holdings and transaction details.
Includes the book cost and total cost of all mutual funds since the account's inception.
Includes either the original or book cost of the mutual fund, or the market value.
When security transfers occur, market value can be used if the position cost is unavailable.
Usually sent quarterly but can be sent monthly upon client request or with account activity.

Charges and Other Compensation

Discloses fees clients pay for services and administration charges.

Performance Report

Illustrates the performance of client investments.

CRM2 Disclosure Document

Provides additional disclosure information related to CRM2.

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Description

This quiz covers the essential rules and regulations surrounding sales communication in the financial industry, particularly focusing on Canadian statutes and offering documentation. Learn about the requirements set forth by National Instrument 81-102 and 31-103, as well as branch-level disclosure obligations for retail client accounts.