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  • They are not taxed until withdrawn.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?

<p>You have to accept a sales charge between 0% to 4%. (A)</p> Signup and view all the answers

What aspect of fund expenses is important to note?

<p>They reduce the overall returns for investors. (D)</p> Signup and view all the answers

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

<p>To defer taxes on fund gains and distributions. (A)</p> Signup and view all the answers

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

<p>It suggests that a representative may promote it more aggressively. (A)</p> Signup and view all the answers

In what scenario should you avoid buying a particular fund?

<p>If you need a steady source of income from that investment. (C)</p> Signup and view all the answers

What must registrants avoid in their sales communications?

<p>Making untrue or extravagant claims (D)</p> Signup and view all the answers

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

<p>A written statement containing four disclosures (B)</p> Signup and view all the answers

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

<p>Disclosure of expected returns (B)</p> Signup and view all the answers

What is the role of the head office regarding disclosures?

<p>To prepare required disclosure and client acknowledgement forms (A)</p> Signup and view all the answers

Who qualifies as a retail client under the specified criteria?

<p>An individual with a net worth of less than $5 million (C)</p> Signup and view all the answers

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

<p>Section 14.4 (A)</p> Signup and view all the answers

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

<p>An explanation of how the referral fee is calculated (A)</p> Signup and view all the answers

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

<p>The retail client has read the disclosure statement and acknowledges the disclosures (D)</p> Signup and view all the answers

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

<p>Ensuring compliance with head office guidelines and regulatory requirements (A)</p> Signup and view all the answers

What is required before implementing a referral arrangement?

<p>A written agreement governing the referral arrangement (D)</p> Signup and view all the answers

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

<p>The overall market conditions (C)</p> Signup and view all the answers

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

<p>The actual charges or a reasonable estimate of the charges (C)</p> Signup and view all the answers

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

<p>As soon as practical and no later than 30 days before the next referral fee is paid (A)</p> Signup and view all the answers

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

<p>The client must be notified of any changes in the referral arrangement in writing (C)</p> Signup and view all the answers

Which of the following statements is true about referral arrangements?

<p>All fees must be recorded on the mutual fund dealer's books (C)</p> Signup and view all the answers

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

<p>Notes documenting the provision of pre-trade disclosure (D)</p> Signup and view all the answers

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

<p>The securities are not guaranteed unless otherwise stated. (C)</p> Signup and view all the answers

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

<p>Clients with a history of investing in guaranteed products may misunderstand mutual fund risks. (B)</p> Signup and view all the answers

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

<p>It decreases due to market fluctuations. (B)</p> Signup and view all the answers

What is guaranteed by the financial institution regarding underlying mortgages?

<p>The mortgages are guaranteed against default. (D)</p> Signup and view all the answers

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

<p>Segregated funds. (C)</p> Signup and view all the answers

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

<p>The lack of guarantee regarding mutual fund investments. (A)</p> Signup and view all the answers

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

<p>The fluctuation of mutual fund net asset value with interest rates. (B)</p> Signup and view all the answers

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

<p>They may omit some required disclosures. (D)</p> Signup and view all the answers

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

<p>To increase the transparency of mutual fund fees and services (A)</p> Signup and view all the answers

Which document illustrates the performance of clients' investments?

<p>Performance Report (B)</p> Signup and view all the answers

How often is the Account Statement typically sent to clients?

<p>Monthly or Quarterly (A)</p> Signup and view all the answers

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

<p>Non-financial personal data (D)</p> Signup and view all the answers

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

<p>Administration charges and service fees (D)</p> Signup and view all the answers

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

<p>If there is activity in the account (B)</p> Signup and view all the answers

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

<p>Original cost or book cost of mutual funds (C)</p> Signup and view all the answers

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

<p>Market value can be used instead (D)</p> Signup and view all the answers

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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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