SUMMIT Academy
Established in 2007, Summit Planners Academy Pte Ltd (SPA) is a wholly-owned subsidiary of Summit Planners Investment Holdings Pte Ltd.
The sole purpose of Summit Planners Academy is to raise the professional standard of the financial services industry in Singapore and across Asia by providing excellent training services to financial services professionals.
To date, Summit Planners Academy has trained over 30,000 financial services professionals in Singapore and other countries such as Malaysia, Sri Lanka, Vietnam, Brunei and Taiwan, with plans to expand its training operations into China and India.
Brief introduction of courses
Fundamentals of Financial Statements Relevant to Financial Advisors
Fundamentals of Financial Statements Relevant to Financial AdvisorsLearning Objectives:• Explain how a financial statement is prepared • Learn how to read a financial statement • Use financial statement as a sales idea/ tool to sell Corporate Insurance Course Outline: • Introduction to Financial Statement • The different segments in a Financial Statement • The purpose of each segment • Reading and understanding the Financial Statement • Interpretation of the Financial Statement • Memorandum and Articles of Association LIA CPD Hour: 6 hours (50% Knowledge, 50% Skills) |
Financial Statements Relevant to Financial Advisors
Financial Statements Relevant to Financial AdvisorsLearning Objectives:• Explain how a financial statement is prepared • Know how to read a financial statement • Use financial statement as a sales idea/ tool to sell Corporate Insurance • Identify the types of corporate risk that can be extracted from a financial statement • Design and develop total solutions for their clients with regards to financial planning and business insurance Course Outline: • Introduction to Financial Statement • The different segments in a Financial Statement • The purpose of each segment • Reading and understanding the Financial Statement • Interpretation of the Financial Statement • Memorandum and articles of Association • Types of corporate risks • Corporate insurance opportunities from Financial Statement • Identifying potential prospects • Prospecting track • Practical case study on how to sell insurance through Financial Statement • Compliance and administration requirement LIA CPD Hour: 12 hours (50% Knowledge, 50% Skills) |
Fundamentals of Will Writing Relevant to Financial Advisors
Fundamentals of Will Writing Relevant to Financial AdvisorsLearning Objectives:• Explain the importance and benefits of writing a Will • Describe the process of estate settlement • Know how to use the Will to speed up the settlement process • Design the contents of the Will Course Outline: • Introduction to Financial Statement • Introduction to Will Writing • The estate planning process • The benefits of Will Writing • Intestate Succession Act • Formalities of the Will • The types of appointment in the Will • The persons to be included in the Will • Needs of Beneficiaries versus Estate of deceased • The various methods of distribution • Testamentary trust • Law relevant to estate planning • Will Writing fact finder LIA CPD Hour: 6 hours (50% Knowledge, 50% Skills) |
Will Writing Relevant to Financial Advisors
Will Writing Relevant to Financial AdvisorsLearning Objectives:• Explain the importance and benefits of Will Writing • Describe the process of estate settlement • Use the Will to speed up the settlement process • Design the contents of the Will • Design total financial planning and business insurance solutions for their clients using Will Writing Course Outline: • Introduction to Will Writing • The estate planning process • The benefits of Will Writing • Intestate Succession Act • Formalities of the Will • The types of appointment in the Will • The persons to be included in the Will • Needs of Beneficiaries versus Estate of deceased • The various methods of distribution • Testamentary Trust • Law relevant to estate planning • Will Writing Fact Finder • Presentation to individual on Will Writing • Practical case study on a high net worth individual using insurance to meet the Needs of beneficiaries • Identifying potential prospects • Prospecting tracks • Handling objection • Compliance and administration requirement LIA CPD Hour: 12 hours (50% Knowledge, 50% Skills) |
Fundamentals of Estate Planning Relevant to Financial Advisors
Fundamentals of Estate Planning Relevant to Financial AdvisorsLearning Objectives:• State the purpose and benefits of estate planning • Describe the process of estate settlement • State the 5 needs of estate planning • Explain how to use insurance to meet the 5 needs of estate planning Course Outline: • Introduction to objectives of Estate Planning • The benefits of estate planning • The pitfalls of estate planning • The estate planning process • The 5 needs of estate planning • Laws relevant to estate planning • Will and Trust aspects of estate planning • Estate Planner Fact Finder LIA CPD Hour: 6 hours (50% Knowledge, 50% Skills) |
Estate Planning Relevant to Financial Advisors
Estate Planning Relevant to Financial AdvisorsLearning Objectives:• State the benefits of estate planning • Conduct a fact find interview for estate planning purpose • Analyse the estate of a prospect • Make recommendations to meet the obejctives of their clients • Describe the law relating to estate planning • Compute estate duties payable • Use life insurance as a solution for estate planning Course Outline: • Introduction to Estate Planning and the various objectives of the client • Legislations governing Estates • Tools of Estate Planning • Wills and Trust considerations and planning • Succession Laws and Rules/ Regulations • Detailed Estate Duties computations • Case Studies on Estate Duties Computation • Case Studies on Estate Duties Calculation - S73 • Computation of ideal Sum Assured to preserve value of estate • Process of Estate Planning • Estate Planner Fact Finder • Case Studies and Recommendations • Identifying Potential Prospect • Prospecting Track • Sales Presentation Kit LIA CPD Hour: 12 hours (50% Knowledge, 50% Skills) |
Real Estate Planning Relevant to Financial Advisors
Real Estate Planning Relevant to Financial AdvisorsLearning Objectives:• Describe various types of real estate ownership and its implication • Explain various solutions available to meet the needs of real estate owners • Design total solutions for their clients with regards to financial planning and business insurance Course Outline: • Introduction to real estate purchase in Singapore • The different types of ownership and its implication • The difference between residence and commercial property • The advantage of using Company to purchase the property • GST implication on commercial property • Design solution using insurance to meet the needs of the owner/s • Cost involves in real estate purchase and sale • Steps of real estate purchase and sale • Financing of real estate purchase • Investment of the proceeds from real estate sale • Law relevant to real estate • Real Estate Fact Finder • Presentation to individual on Real Estate • Pratical case study on purchase of commercial property by 2 business partners • Identifying potential prospects • Prospecting tracks • Handling objection • Compliance and administration requirement LIA CPD Hour: 6 hours (50% Knowledge, 50% Skills) |
Taxation Relevant to Financial Advisors
Taxation Relevant to Financial AdvisorsLearning Objectives:• Explain tax components for individuals, sole proprietors, business partners and companies • Identify prospecting ideas through Income Tax Law • Use income tax as sales ideas in the selling process • Use their knowledge on tax for business insurance planning • Provide their clients with total solutions of financial planning and business insurance Course Outline: • Introduction to Singapore Income Tax • Scope of Singapore Income Tax • What are the income chargeable to tax • Deductibility of expenses • Wear & tear allowances • Personal relief • Taxation of individuals, Sole Proprietorship and Partners • Taxation of Companies • Section 44 statement • Tax Planning Tools • Tax Planning Case Studies • Recent changes in Singapore Income Tax LIA CPD Hour: 12 hours (50% Knowledge, 50% Skills) |
Keyman Insurance Relevant to Financial Advisors
Keyman Insurance Relevant to Financial AdvisorsLearning Objectives:• Explain core concepts for Keyman insurance • Present the benefits of Keyman insurance to their clients • Use Keyman insurance concepts to generate prospective ideas • Design total solutions for business owners with regards to financial planning and business insurance Course Outline: • Concepts of Keyman, purpose and benefits of identifying the Keyman • Common arrangements for Keyman practiced by businesses in Singapore which include the use of stock options and insurance benefits • Common risks such as impact on profit and cashflow, which companies may face when using various forms of Keyman incentives • Using insurance to mitigate risks such as lost of profits and cashflow problem • Income tax and other advantages of providing Keyman insurance versus other benefits such as stock options • Keyman insurance - A Practical Case Study • Identifying potential prospects • Keyman fact finder • Handling objections • Making a presentation on Keyman insurance LIA CPD Hour: 12 hours (50% Knowledge, 50% Skills) |
Fundamentals of Business Succession Planning Relevant to Financial Advisors
Fundamentals of Business Succession Planning Relevant to Financial AdvisorsLearning Objectives:• Define business succession • State the risks involved and solutions available to mitigate these risks • Identify prospecting ideas through various risks identified in Business Succession • Sell insurance to mitigate risks in Business Succession including arranging for Buy-Sell agreement Course Outline: • Introduction to business succession • Common structures of business setup in Singapore • Common risks faced by businesses in succession planning and the common practices by businesses and companies in Singapore • Steps in business succession planning for different business setup in Singapore • Valuation of business for business succession • Concept of minority discount • Policy arrangement • Income tax implication for the different ways of policy arrangement and financing • Introduction to Buy-Sell agreement and the benefits of planning for succession through Buy-Sell agreement • Sample of Buy-Sell agreement • Using insurance as funding for Buy-Sell agreement • Business Succession Planning Fact Finder LIA CPD Hour: 6 hours (50% Knowledge, 50% Skills) |
Business Succession Planning Relevant to Financial Advisors
Business Succession Planning Relevant to Financial AdvisorsLearning Objectives:• Define business succession • State the risks involved and solutions available to mitigate these risks • Identify prospecting ideas through various risks identified in Business Succession • Sell insurance to mitigate risks in Business Succession including arranging for Buy-Sell agreement • Design total solutions for their clients with regards to financial planning and business insurance Course Outline: • Introduction to business succession • Common structures of business setup in Singapore • Common risks faced by businesses in succession planning and the common practices by businesses and companies in Singapore • Steps in business succession planning for different business setup in Singapore • Valuation of business for business succession • Concept of minority discount • Policy arrangement • Income tax implication for the different policy arrangement and financing • Introduction to Buy-Sell agreement and its benefits for succession planning • Sample of Buy-Sell agreement • Funding Buy-Sell agreement • Business Succession Planning Fact Finder • Making a presentation on business succession planning to business owners • Case study: Preparing a Business Succession Plan using Buy-Sell Agreement • Identifying potential prospects and approaching them (prospecting track) • Handling objections • Compliance and administration requirement LIA CPD Hour: 12 hours (50% Knowledge, 50% Skills) |
Fundamentals of Buy and Sell Agreement Relevant to Financial Advisors
Fundamentals of Buy and Sell Agreement Relevant to Financial AdvisorsLearning Objectives:• Explain how buy and sell agreement is used for business succesion planning • Design the contents of buy and sell agreement for different types of solution Course Outline: • Introduction to buy and sell agreement - content and uses • Different types of common business structures • Possible solutions for sole proprietorship • Possible solutions for partnership • Possible solutions for company • Different policy agreements and funding methods • The income tax implication of the different types of arrangements • Practical case study on sole proprietorship and the design of the contents of buy and sell agreement LIA CPD Hour: 6 hours (50% Knowledge, 50% Skills) |
Buy and Sell Agreement Relevant to Financial Advisors
Buy and Sell Agreement Relevant to Financial AdvisorsLearning Objectives:• Explain how buy and sell agreement can be used for business succession planning • Design the contents of buy and sell agreement for different types of solution • Provide clients with total solutions with regards to financial planning and business insurance Course Outline: • Introduction to buy and sell agreement - content and uses • Different types of common business structure • Possible solutions for sole proprietorship • Possible solutions for partnership • Possible solutions for company • Different policy agreements and funding methods • The income tax implication of the different types of arrangement • Practical case study on sole proprietorship and the design of the contents of buy and sell agreement • Pratical case study on company and the design of the contents of buy and sell agreement for different solutions for company • Buy and sell agreement fact finders • Compliance and administration requirement LIA CPD Hour: 12 hours (50% Knowledge, 50% Skills) |
Fundamentals of Incorporation of Company Relevant to Financial Advisors
Fundamentals of Incorporation of Company Relevant to Financial AdvisorsLearning Objectives:• Describe the different forms of business set-ups in Singapore • State the pro and cons of each type of business set-up • Advise their clients of advantages of incorporation • Sell insurance to an incorporated company • Explain tax impact of running an incorporated company Course Outline: • Introduction to different forms of business set-ups in Singapore • Business risks that sole proprietors, partners in partnership and directors in incorporated companies have to deal with • Benefits of operating business using a company • Steps to incorporate a company and the statutory requirements of company • Insurance that can be sold to an incorporated companies that cannot be sold to sole proprietors and partnerships • Taxation of companies • Taxation of directors and shareholders of companies • Practical case study on incorporation of a company • Incorporation Fact Finder LIA CPD Hour: 6 hours (50% Knowledge, 50% Skills) |
Incorporation of Company Relevant to Financial Advisors
Incorporation of Company Relevant to Financial AdvisorsLearning Objectives:• Describe different forms of business set-ups in Singapore • State the pros and cons of each type of business set-up • Advise client of the advantages of incorporation and how to sell insurance to an incorporated company • Explain tax impact of running a business using an incorporated company • Design total solutions for their clients with regards to financial planning and business insurance Course Outline: • Introduction to different forms of business set-ups in Singapore • Business risks that sole proprietors, partners in partnership and directors in incorporated companies have to deal with • Benefits of operating business using a company • Steps to incorporate a company and statutory requirements of a company • Insurance that can be sold to an incorporated companies that cannot be sold to sole proprietors and partnerships • Taxation of companies • Taxation of directors and shareholders of companies • Practical case study on incorporation of a company • Incorporation Fact Finder • Presentation of incorporation to business owners • Identifying potential prospects • Prospecting track • Handling objections • Compliance and administration requirement LIA CPD Hour: 12 hours (50% Knowledge, 50% Skills) |
Corporate Risk Management Relevant to Financial Advisors
Corporate Risk Management Relevant to Financial AdvisorsLearning Objectives:• State other insurance markets available besides individual life insurance • State opportunities available for Corporate Insurance • Explain common corporate risks encountered by corporations and use of insurance to mitigate these risks • Conduct a presentation to business owners on the 4 needs of business owners • Design total solutions for their clients with regards to financial planning and business insurance Course Outline: • Introduction to corporate risk management • Critical success factors of business • Common business problems faced by business owners • Types of risk • How corporation handle risks • The 4 needs of business owners • Corporate risk management fact finder • Presentation of the 4 needs to business owners • Practical case study on the relevant of corporate risks to financial advisors • Sales cycle of the 4 needs • Identifying potential prospects • Prospecting track • Handling Objections • Compliance and administration requirement LIA CPD Hour: 12 hours (50% Knowledge, 50% Skills) |
Corporate Retirement Planning Relevant to Financial Advisors
Corporate Retirement Planning Relevant to Financial AdvisorsLearning Objectives:• Define corporate retirement planning • State risks involved pertaining to corporate retirement planning • Describe insurance solutions available to mitigate these risks • Generate prospecting ideas through various risks identified in corporate retirement plan arrangements • Plan a sales strategy to sell insurance to mitigate Retirement Gratuity risks • Design total solutions for thier clients with regards to financial planning and business insurance Course Outline: • Introduction to Corporate Retirement Plan - Purpose and Benefits • Common arrangements of Corporate Retirement Plan being practiced by businesses and companies in Singapore • Common risks companies may face in providing retirement gratuity to employees including the impact on profits and cash flow • Risks which employees may face should their companies not plan in advance for the payment of such Retirement Plan • Insurance solutions available to help companies with their provision of Retirement Plan • Income tax impact of providing Corporate Retirement Plan under different scenarios • Corporate Retirement Plan Fact Finder • Presentation to business owners on Corporated Retirement Planning • Identifying potential prospects • Prospecting track • Practical case study on a company using insurance as a solution in the provision of Corporate Retirement Plan • Handling Objections • Compliance and administration requirement LIA CPD Hour: 6 hours (50% Knowledge, 50% Skills) |
Corporate Credit Protection Planning Relevant to Financial Advisors
Corporate Credit Protection Planning Relevant to Financial AdvisorsLearning Objectives:• Explain Corporate Credit Protection Planning • Generate prospecting ideas through various risks identified in Corporate Credit Protection • Develop a sales strategy to sell insurance to mitigate the credit risks • Design total solutions for thier clients with regards to financial planning business insurance Course Outline: • Introduction to different types of credit facilities available to business • Understanding common practice of financial institution when providing credit facilities • Implications of common practice on business owners and their families • Risks mitigation solutions for companies and business owners • Different arrangements, funding methods and implications on insurance proceeds • Income tax impact under different arrangements and funding methods • Compliance and administration requirement • Corporate Credit Protection Plan Fact Finder • Presentation to business owners on Corporated Retirement Planning • Identifying potential prospects • Prospecting tracks • Practical case study on a company using insurance as a solution in the provision of Corporate Credit • Handling Objections LIA CPD Hour: 6 hours (50% Knowledge, 50% Skills) |
Planning For Business Owner
Planning For Business OwnerLearning Objectives:By the end of the seminar, financial advisors would have acquired the essential skills and knowledge to sell insurance to business owners. Seminar Outline: • Introduction to Corporate Risk Management from Insurance Perspective • Keyman Insurance & Contractual Retirement Gratuity • Credit protection insurance • Financial Statements Relevant to Financial Consultants LIA CPD Hour: 12 hours (100% Knowledge) |
Application Workshop on Financial Planning
Application Workshop on Financial PlanningLearning Objectives:• Provide value added services to their individual and business owners clients • Adopt a unique selling approach to attract new clients & up-sell existing clients for both individuals and business owners Course Outline: • Day 1 - Corporate Risk Management - Concern of Business Owners - Risk faced by Business Owners - Common Solution to handle risk of business owners - 4 types of Business Insurance - Case Study - Corporate Risk Management • Day 2 - Process of Estate Planning - Design on Estate Plan - Case Study on Estate Planning - Presentation on Day 1 case study - Case Study - Estate Planning • Day 3 - How to structure real estate investment in Singapore - How to sell insurance through Will Writing - How to use banking approach to sell Insurance - Presentation on Day 2 case study - Case study - Real estate, Will Writing and Banking • Day 4 - Investment Agreement - Shareholder Agreement - Buy & Sell Agreement - Presentation of case study on Day 3 case study • Four sessions of half-day Follow-up Training (Local): - 1st Follow up Training (Half Day): Selling Insurance through Incorporation - 2nd Follow up Training (Half Day): Selling Insurance through Estate Planning - 3rd Follow up Training (Half Day): Selling Insurance through Will Writing - 4th Follow up Training (Half Day): Selling Insurance through Banking and Finance LIA CPD Hour: 22+12=34 hours (50% Knowledge, 50% Skills) |
Budget 2011
Budget 2011Learning Objectives:By the end of the programme, Financial Advisors will have a better understanding of Budget 2011 and hence be able to help their clients benefit from the Budget. Course Outline: • Overview of Budget 2011 • Implications for - Financial planners - Different levels of income earners - Families - Small & medium enterprises - Large corporations • How financial planners can help their clients benefit from Budget 2011 • Insurance Opportunities for financial planners • Sales ideas for financial planners LIA CPD Hour: 4 hours (100% Knowledge) |
Skills Enhancement Training (SET)
Skills Enhancement Training (SET)Learning Objectives:• Execute the whole personal financial review process professionally • Explain benefits of various financial products mix and configuration • Design solutions to help their clients achieve their financial goals Course Outline: This programme consists of 6 modules: Module 1: Opening Sales Process before Transiting to Full Personal Financial Review Module 2: Products appreciation, analysis and comparative difference Module 3: Products Packaging and Needs Matching Process (Life products series) Module 4: Products Packaging and Needs Matching Process (A&H products series) Module 5: Risk Investing and the Investment Planning Process Module 6: Retirement Planning and the Planning Process LIA CPD Hour: 24 CPD hours (100% Knowledge) per module |
Fundamentals of Sales Team Management
Fundamentals of Sales Team ManagementLearning Objectives:By the end of this programme, new sales managers would have acquired the core skills: • Plan and set goals for their sales teams • Recruit and select the right kind of financial advisors • Train and develop their financial advisors • Manage sales performance Course Outline: • Module 1: Planning & Goal Setting - Begin with the end in mind - Mission & Goals - Management by objective - Setting SMART goals - The DOME model for business planning - Activities that make the difference - Action planning • Module 2: Recruit & Select - The recruitment & selection process - Setting recruitment goals - Recruitment activities that make the difference - Qualities of a successful sales person - Interview and selection - Inducting new sales people into your team • Module 3: Training & Development - Core competence of a sales person - Training to develop good habits: Rule 21 - The PESOS Model - Conducting small group training - identifying strengths and developing them • Module 4: Performance Management - Key factors that influence peformance - The coaching analysis chart - Managing sales meeting - Coaching for performance - Positive critique format LIA CPD Hour: 18 hours (50% Knowledge, 50% Skills) |
Coaching for High Performance
Coaching for High PerformanceLearning Objectives:By the end of the programme, managers will be able to apply basic coaching principles and techniques for sales skills coaching and career coaching. Course Outline: • What is Coaching: Principles • The manager coach • The coaching analysis chart • Basic coaching skills • The coaching conversation • Specific coaching areas: - Sales coaching - managing one-to-one sales performance meeting - Career coaching - uncovering potentials and realizing aspirations LIA CPD Hour: 6 CPD hours (50% Knowledge, 50% Skills) |
Delegating for Results
Delegating for ResultsLearning Objectives:By the end of the programme, managers will have acquired the core skills to delegate effectively so that they can do more to achieve bigger results. Course Outline: • The role of the manager • Know your current delegation skills • What to delegate • Who to delegate • How to delegate • Preparing your team members for delegation LIA CPD Hour: 6 CPD hours (50% Knowledge, 50% Skills) |
Influencing for Results
Influencing for ResultsLearning Objectives:By the end of the programme, managers would have acquired the essential skills that will help them establish positive relationships with their peers and team members to achieve mutually beneficial business outcomes. Course Outline: • Influencing versus Manipulation • Power & Influencing • Relationship - The foundation for positive influencing • Personality types and influence behaviour • 6 steps for positive influencing LIA CPD Hour: 6 CPD hours (50% Knowledge, 50% Skills) |
Managing High Performance Teams
Managing High Performance TeamsLearning Objectives:By the end of the programme, managers would have acquired the essential skills to build and manage high peformance teams that will contribute positively to the growth of their organisations. Course Outline: • Influencing versus Manipulation • Power & Influencing • Relationship - The foundation for positive influencing • Personality types and influence behaviour • 6 steps for positive influencing LIA CPD Hour: 6 CPD hours (50% Knowledge, 50% Skills) |
Delivering High Impact Presentations
Delivering High Impact PresentationsLearning Objectives:By the end of the programme, Financial Advisors/ Managers would have acquired the necessary skills needed to develop and deliver powerful presentations that will achieve positive responses. Course Outline: • Effective communication - the key to impactful presentation • Crafting the message • How to begin and end a presentation • How to carry it through using the quality of your voice • Do's & Don'ts when giving a presentation • Tips on using presentation aids • Handling difficult questions • Handling challenging situations LIA CPD Hour: 6 CPD hours (50% Knowledge, 50% Skills) |