of Training Learning & Development Catalogue 2014 / 2015 Business Consultants next

Transcription

1 of Training Learning & Development Catalogue 2014 / 2015 Business Consultants next

2 Introduction How to use your latest Learning & Development Catalogue Welcome! We are pleased to share our latest Learning and Development Catalogue with you. In here you will find all of the current and pending learning interventions for DIT portal You can also access any available Elective courses under Learning Pathway on the DIT Portal. How to access this from an ipad If you would like to view this and other interactive PDF s from your ipad, you can download a copy of PDF Expert 5 for $9.99 (approximately R105). Alternatively, you can view this without the interactivity in ibooks. Book a facilitated course To book facilitated learning courses please contact Ina Gous at: InaG@discovery.co.za Navigating through the catalogue You can easily navigate through the catalogue using the button set below. The Discovery logo will take you to the menu tab to select which product you would like to view. From there you can select e-learning, self-directed or facilitated learning. back next Core, Elective and FPI credits Your first Core course for the financial year was launched in July You will have three months to complete each Core course (please view your new Learning and Development Requirements for credit allocation). All the Core, Elective and FPI courses have been highlighted in the catalogue. FPI points FPI points for the Discovery Institute of Training Throughout the catalogue you will notice that certain courses have a red credit symbol next to the L&D credit symbol. What does this mean? This means that the course has been accredited for CPD points with the Financial Planning Institute. Members of the FPI need to log 35 CPD points per year to ensure that they are maintaining their knowledge in the financial planning industry. When you attend a course which carries this logo through the Discovery Institute of Training, you may log your CPD points on the FPI website. A step by step guide to doing so has been included on the next page. back next

3 What are the rules? It is an FPI member s responsibility to maintain their own points, and the Discovery Institute of Training will share their records with the FPI when requested. You may also be asked for proof of attendance from the FPI at any point. In order to log the points, you will need to attend the course in its entirety and pass any assessments that may accompany the course. Assessments are particularly important for e learning courses. Should you require a statement of courses attended, you may use your Training history on the DIT Portal for this purpose. DIT Portal You can find a description of each course on the portal under the following path: My Learning Guides Online Learning and Development Catalogue Business Consultant Catalogue FPI points table Step three: Click on the Add new record tab: Four steps: Logging of CPD Points First step: Complete the course and ensure all assessments have been passed. If the course is a face to face course, ensure you complete the attendance register. Step four: Add the event information, including a description of the course. Proof of completion remains your responsibility should the FPI require it. Discovery will also share records with the FPI when requested. Step two: Log onto the FPI site ( and click on the Update my CPD record tab:

4 Course credits Core Elective FPI

5 Facilitated E-learning Self-directed learning

6 Facilitated Vitality and DiscoveryCard Training This course will be valuable for delegates needing to redefine their knowledge and learn some useful tips on how to get to Gold Vitality status and maximise the rewards. The course further provides an overview on how the DiscoveryCard focuses on lifestyle rewards and for that reason is an excellent product to increase members rewards, savings and cash backs for living a healthy lifestyle. The thinking behind Vitality and the three simple steps 10 reasons why Vitality and achieving a Gold Vitality status Health and lifestyle rewards and KeyFIT DiscoveryCard the value proposition and DiscoveryCard rewards The sales process Status: Available 4 hours Facilitated

7 Vitality & DiscoveryCard Annual Accreditation Course This course is intended for new Discovery employees in all channels and is completed in the first three months of joining. The course illustrates the way in which Vitality is centred on making people healthier and enhancing and protecting their lives. The key features and benefits of the product are discussed as well as the processes involved in accessing the benefits. DiscoveryCard is also introduced and the value offering is explained. An integrated assessment forms part of the course and delegates have unlimited attempts to pass. 10 reasons to choose Vitality Achieving Gold Vitality status Know your health; Improve your health Enjoy the rewards KeyFIT DiscoveryCard & DiscoveryCard rewards Status: Available for new users 1 hour Online From Zero to Hero This course lists the steps and recommended activities a member can take part in to reach Gold Vitality status. With this comes the ability to enjoy the fantastic rewards for looking after one s health. The course demonstrates how to use the interactive Get to Gold tool to track activities for a member and once Gold status has been reached how to maintain it. This brief course will equip you with the ability to coach each of your clients to achieve Gold status, taking their unique preferences into account. It is imperative that you use this tool as a starting point as well as a progress discussion tool to ensure that your clients have access to all the benefits and rewards on Vitality. Introduction to Vitality status and points earned per single member and per family Step 1: Know your health Complete online health assessments Step 2: Learn about your health at pharmacies, dieticians and biokineticists Step 3: Do further health checks at the GP or specialist Step 4: Buy HealthyFood and earn points Step 5: Get active and earn points The rewards a member qualifies for when Gold status has been reached How to maintain Gold status and reach Diamond status Get to Gold tool application Status: Pending 1 hour Online Course date: TBA

8 Self-directed learning Vitality and DiscoveryCard product manuals The Vitality and DiscoveryCard product manuals can each be accessed on the DIT Portal at any time and contain all of the latest information about the products. This can be used as a learning aid or a quick reference guide when confirming facts and processes. Status: Available NA Self-directed

9 Facilitated E-learning Discovery Health Self-directed learning

10 Facilitated Introduction to the Healthcare Industry This course covers information on the healthcare industry in South Africa and the challenges we face. We will discuss topics such as National Health Insurance as well as healthcare industry trends, taking into account how South Africa compares to the rest of the world. This information will assist delegates in understanding how healthcare is funded in South Africa, how schemes balance members needs, and Discovery Health Medical Scheme innovation in the context of sustainability. Introduction to a healthcare system The funding of healthcare in South Africa The structure of medical schemes Difference between a medical scheme administrator and a medical scheme Rules that govern medical schemes Discovery Health Global rating Protecting the risk pool Balancing the scale and protecting the risk pool Discovery Health strategies and operating model Plan Ranges This course on the Discovery Health Medical Scheme plan range provides insight into the features and benefits that are unique to each plan type. The course is designed to encourage critical thinking about the plans on offer and shows how to analyse each plan based on a client s needs. The course gives a full explanation of each benefit available and how they compare across the different plan options. The course also provides delegates with practical case studies on how to identify the unique benefits that will meet the client s financial and medical needs. Discovery Health Medical Scheme s unique risk offerings Discovery Health Medical Scheme plans and key selling features Plan comparisons Integrated products Cross-plan comparison case studies Status: Available 4 hours Facilitated Status: Available 3 hours Facilitated

11 Facilitated Advanced individual Underwriting and Prescribed Minimum Benefits (PMBs) This course on advanced underwriting for individuals provides in-depth information on how we categorise clients and apply underwriting according to these categories. The course focuses on underwriting protocols, policies and processes applied when an individual member joins Discovery Health. Delegates will also be provided with in-depth knowledge of Prescribed Minimum Benefits, related requirements, and the relevant measures Discovery Health has implemented. Legislation surrounding underwriting Prescribed Minimum Benefits rules and processes Underwriting processes and query resolution Overview of new business processes and query resolution Status: Available 4 hours Facilitated

12 Discovery Health Medical Scheme Annual Accreditation course This course is intended for new Discovery employees in all channels and is completed in the first three months of joining. The course guides learners through the entire Discovery Health product offering on a high level. Plan types and benefits are explained as well as which benefits apply when and where. The course looks at the product holistically and briefly touches on all elements. An integrated assessment forms part of the course and delegates have unlimited attempts to pass. Introduction to the Discovery Health Medical Scheme Unique risk benefit offerings Unique out-of-hospital benefit offerings Plan ranges KeyCare Additional benefits Introduction to the Healthcare Industry This course covers information on the healthcare industry in South Africa and the challenges we face. We will discuss topics such as National Health Insurance as well as healthcare industry trends, taking into account how South Africa compares to the rest of the world. This information will assist delegates in understanding how healthcare is funded in South Africa, how schemes balance members needs, and Discovery Health Medical Scheme innovation in the context of sustainability. This information will stand you in good stead to be able to hold meaningful conversations about the industry which is important considering consumers are becoming more and more knowledgeable. This course also acts as foundational learning for the Discovery Health Medical Scheme course. Introduction to a healthcare system The funding of healthcare in South Africa The structure of medical schemes Difference between a medical scheme administrator and a medical scheme Rules that govern medical schemes Discovery Health Global rating Protecting the risk pool Balancing the scale and protecting the risk pool Discovery Health Medical Scheme six pillars of sustainability strategy

13 Discovery Health Medical Scheme Plan Range This course provides an overview to the background of the Discovery Health Medical Scheme benefit design philosophy, taking into consideration our core mission and our market-leading performance. Delegates will gain insight into the various features and benefits that are unique to each plan type which will in turn support one s ability to make recommendations to clients regarding plan type selection. The philosophy of Discovery Health Medical Scheme Benefit design Discovery Health core purpose Discovery Health Medical Scheme unique risk benefits Discovery Health Medical Scheme unique out-of-hospital benefits Plan comparisons Integrated products Cross-walk comparisons KeyCare Plans Lower Income Group The philosophy behind the KeyCare range is that if the correct primary care is received initially, further complications may be avoided. This course will provide delegates with an overview of the KeyCare plans available as well as explain the core of the range which aims to address the need for primary care. The course compares the options on the range, the benefits available as well as the contributions applicable. Also included in this course is the newly introduced KeyCare Access option which allows members to gain access to private healthcare at a lower premium. Overview of the KeyCare series Cover for medical emergencies Hospital Benefit Cover for chronic conditions and oncology Cover for additional benefits Exclusions on the KeyCare range Plan range comparisons KeyCare income verification How to get the most out of the KeyCare plans Status: Pending 1 hour Online Course date: TBA

14 Discovery Health Medical Scheme Cover Enhancements Discovery Health Medical Scheme offers a wide variety of plan options to our members. Included in the plan offerings are additional benefits that will enhance our members cover. This course provides more information and outlines the unique cover provided. After working through the course you will have an understanding of the different types of enhanced cover, the conditions covered and information required to access these benefits. Screening and Prevention Benefit Africa Benefit International Travel Benefit Trauma Recovery Benefit Specialised Medicine and Technology Benefit Allied Therapeutic and Psychology Extender Benefit Discovery Health Medical Scheme: The Chronic Illness Benefit (Health_CIB) This course explains how the Discovery Health Medical Scheme uses a multi-faceted approach to provide members with chronic illnesses with the most comprehensive medicine, associated chronic care products and tools to manage their chronic illnesses effectively. The course will provide you with important information on the Chronic Illness Benefit available to members and after completion you will feel comfortable in explaining the rationale as well as the processes involved in accessing these benefits. Overview of Discovery Health cover for approved chronic medicine Chronic conditions that are covered on all plan types Additional chronic conditions covered on the Executive and Comprehensive Plans The Chronic Illness Benefit application process Overview of the treatment guidelines for the Chronic Disease List The cover for medicine for approved Additional Disease List conditions Additional benefits and services

15 Health New Business & Underwriting The Discovery Health Medical Scheme is a community-rated open enrollment medical scheme. When taking on any new business, we apply underwriting policies and protocols. In this practical course you will gain important information that will assist you in understanding the New Business and underwriting process and policies. You will follow the life cycle of a new business application up to the point of activating the policy. This course provides you with information on individual versus group underwriting as well as detailed explanation of the KeyCare income verification process and requirements when dealing with a KeyCare application. Follow the life cycle of a new business application Governance of the medical schemes by the Medical Schemes Act Understand risk management through individual underwriting The forensics process relating to non disclosures Categorize dependants and apply waiting periods New business with group underwriting The KeyCare income verification process Discovery s Prescribed Minimum Benefits & Health Underwriting This course aims to explain the basic principles of underwriting and then moves into an in-depth explanation of Prescribed Minimum Benefits (PMB s). This course allows the delegate to follow detailed explanations as well as examples on when and how PMB s may be used. This will assist in explaining when and how a client may utilise this option when necessary. Prescribed Minimum Benefits and legislation The background of Prescribed Minimum Benefits Designated service providers Conditions covered Health underwriting and the effect of underwriting and waiting periods on Prescribed Minimum Benefits The funding of Prescribed Minimum Benefits The processes involved

16 Self-directed learning Discovery Health product manual The Discovery Health product manual can be accessed on the DIT Portal at any time and contains all of the latest information about the product. The guide contains basic detailed information and guides a learner by using examples to illustrate the mechanics of the product in action. This can be used as a learning aid or a quick reference guide when refreshing facts and processes. Status: Available NA Self-directed

17 Facilitated E-learning Self-directed learning

18 Facilitated Discovery's Severe Illness Benefit This course will provide delegates with a better understanding of Discovery s Severe Illness Benefit as well as insight into the positioning of Discovery s product in relation to market competitors. You will first be taken through the history and need for severe illness cover. Discovery s Severe Illness Benefit will then be discussed in detail and calculations will be covered through a case study exercise. This course also includes a comparison of Severe Illness Benefit structures and a discussion on SCIDEP. Claims scenarios and an analysis of competitors quotes are covered through practical exercises. This course will enable you to market and structure Discovery s Severe Illness Benefit effectively for a client s portfolio. An introduction to the history and need for severe illness In-depth explanation of Discovery s Severe Illness Benefit A comparison of an accelerated and a non-accelerated Severe Illness Benefit Standardised Critical Illness Definitions Project (SCIDEP) An analysis of competitor quotes and claims scenarios Discovery's Capital Disability Benefit By the end of the training delegates will have a clear understanding of the disability industry, including the need and gaps in the market on disability cover. The difference between disability cover and income protection will also be included in the introduction section. The training covers the various methods that can be used to calculate how much disability cover to give a client. Through this course, you will gain in-depth knowledge of the workings and key selling features of Discovery s Capital Disability Benefit. Various claims scenarios form part of the training and will provide a clearer understanding of Discovery s unique claims assessment and the manner in which payment is made. A competitor evaluation will assist you in analysing competitor quotes and ensuring that you advise your client on the unique advantages of the Discovery product during a comparison. An introduction to the need for disability cover and disability occupational definitions An in-depth discussion and explanation of Discovery s Capital Disability Benefit Key selling features of the Capital Disability Benefit How to calculate the amount of capital disability cover to give your client An analysis of competitor quotes Claims scenarios Status: Available 4 hours Facilitated Status: Available 4 hours Facilitated

19 Discovery Life Annual Accreditation course This course is intended for new Discovery employees in all channels and is completed in the first three months of joining. The course guides the learners through the entire Discovery Life product offering on a high level, recapping everything that was covered in training from the structure of the LIFE PLAN, main benefits such as disability cover and additional benefits such as Family Benefits. The LIFE FUND and Minimum Protected FUND Accelerated and non-accelerated cover options Funding patterns Main benefits Additional benefits Family benefits Integration Discovery Group Risk Online Accreditation This course is intended for new Discovery employees in all channels and is completed in the first three months of joining. The course discusses the structure and benefits available on the Discovery Group Risk offering and allows delegates to identify marketing opportunities within their current client base. The Discovery Life group risk plan Core benefits Plus benefits Flex benefits Vitality Summary of benefits Status: Available to new employees 1 hour Online Status: Available to new employees 1 hour Online

20 Introduction to the Risk Industry In order to understand risk products, such as the products offered by Discovery Life, it is important to have an understanding of the industry as a whole. This course will guide you through financial planning concepts and industry terminology which will give you a foundation to begin learning about the Discovery Life product. The history of insurance Long-term versus short-term insurance Important definitions Underwriting Reinsurance Financial needs analysis Individual insurance Choosing a funding pattern Business insurance

21 The LIFE FUND and related benefits In order to build a LIFE PLAN which suits a client s needs, there are a number of variables to determine. Choosing the funding patterns, the structure of the LIFE FUND and Minimum Protected FUND and benefits such as the Philanthropy FUND and AccessCover are all important decisions to make. Another point is how can one maximise a client s cover and rewards through the Cover and Financial Integrators? All these points will be covered in this course, and an understanding of these features will enable you to structure your client s policy in the most efficient manner. Funding patterns FUTURE FUND The LIFE PLAN, the LIFE FUND and the Minimum Protected FUND What is an accelerated benefit and what is a non-accelerated benefit? AccessCover and the Philanthropy FUND The Cover Integrator and the Financial Integrator The BenefitBooster The Severe Illness Benefit Uncovered This course will provide the learner with a better understanding of Discovery s Severe Illness Benefit as well as insight into the positioning of Discovery s product in relation to market competitors. First, the history and need for severe illness cover is discussed. Discovery s Severe Illness Benefit will be discussed in detail and calculations will be covered through a case study exercise. This course also includes a comparison of Severe Illness Benefit structures and a discussion on SCIDEP. An introduction to the history and need for severe illness Discovery s Severe Illness Benefit A comparison of an accelerated and a non-accelerated Severe Illness Benefit Standardised Critical Illness Definitions Project (SCIDEP) Claims scenarios

22 Discovery's Income Continuation Benefit When it comes to assets people tend to think of tangible items like a house, but very seldom do they stop to consider their greatest asset their income-earning ability. The importance of income protection is emphasized in this course, followed by an in-depth explanation of Discovery s unique Income Continuation Benefit offering to address every client s needs. The four protectors are discussed in detail which will provide insight to the additional benefits offered to clients when needed most. A clear understanding of the benefits and workings of the five claims underpins is provided. The unique and additional benefits provided to professionals and business owners through the benefit will also be explained. Taxation of the Income Continuation Benefit as well as the process of submitting claims is included. The claims experience of 2012 provides statistics and a breakdown of all Income Continuation Benefit related claims paid. The need for income protection Discovery s unique benefits The protectors The underpins Professionals and business owners Claims experience 2012 Discovering The Capital Disability Benefit By the end of the online training intervention, you will have a clear understanding of the disability industry, including the need for disability cover. The training covers various methods that can be used to calculate how much disability cover to give a client. Through this course, you will gain in-depth knowledge of the workings and key selling features of Discovery s Capital Disability Benefit. Various claims scenarios form part of the course and will provide a clearer understanding of Discovery s unique claims assessment. The knowledge gained will assist you in providing adequate and appropriate advice to a client when selecting to add the Discovery Capital Disability Benefit. An introduction to the need for disability cover and disability occupational definitions Discovery s Capital Disability Benefit Key selling features of the Capital Disability Benefit How to calculate the amount of capital disability cover to give your client Claims scenarios

23 Family Benefits Discovery offers a range of additional benefits which can be added to the policy and in some cases, used as standalone cover. These benefits offer clients specific cover for specific events or needs. An example of this is the Health Plan Protector which is cover for the client and/or their family's medical expenses after a life-changing event. After viewing this course you will be able to offer clients full cover taking into account their specific circumstances and needs for indemnity benefits. The Health Plan Protector The Global Education Protector Parent Severe Illness Child Severe Illness Family Trauma Benefit Childbirth Cover Female Benefit Unravelling Integration and PayBack When adding Integration to a client s policy you have a responsibility to ensure that the client understands how this affects them from the onset as well as in subsequent years. This course will lay out the steps to integration and explain each one in detail. A case study is used to explain the concept fully and ensure that you understand the effects on a client s policy at each stage as well as how to explain this to a client in simplified terms. The philosophy of Integration Rules for Integration Upfront premium discount Annual premium review & PayBack How to maximise clients rewards Status: Pending 1 hour Online Course date: TBA

24 The Discovery Life Funeral Plan The online course provides the learner with insight into the Funeral Insurance industry in South Africa. This course also provides the learner with an in depth understanding of the Discovery Life Funeral Plan offering, focusing on the key features and benefits thereof to the client. The business rules and claims process is also discussed. A tutorial on the Funeral Plan premium calculator is included which demonstrate the input required by the user and also explains the output thereof.s. T Introduction to Funeral Insurance in South Africa The Discovery Life Funeral Plan product The business rules and claims process The Funeral Plan premium calculator tutorial

25 Self-Directed learning Discovery Life product manual The Discovery Life product manual can be accessed on the DIT Portal at any time and contains all of the latest information about the product. The guide contains basic detailed information and guides a learner by using examples to illustrate the mechanics of the product in action. This can be used as a learning aid or a quick reference guide when refreshing facts and processes. Status: Available NA Self-directed ibook: Discovery Life Product guide 2014 The ibook is optimised for viewing on an ipad so that you can enjoy access to the Discovery Life product information conveniently on your tablet, and has many user-friendly features such as interactive graphic elements and a glossary that can be accessed by clicking on highlighted terms within the ibook. You can also save your own notes throughout the ibook. Status: Available NA Self-directed

26 Facilitated E-learning Self-directed

27 Facilitated Introduction to short-term insurance The aim of the training course is to equip delegates with industry-specific knowledge so that this knowledge may be applied during interactions with clients. It is highly recommended that a foundational level of knowledge about the short-term industry is gained before the product itself is sold and this course will assist in doing just that. This course can be attended by those who have some experience in the industry and would like to refresh their theoretical knowledge as well as those who are entering the short-term market for the first time and need a foundational level of understanding. Risks that can be insured Different categories of short-term insurance Generic benefits and features of a short-term insurance policy Market landscape of the short-term insurance industry Competitor analysis Discovery Insure Product The objective of this course is to equip delegates with the knowledge and understanding needed to sell the Discovery Insure product successfully to clients while handling queries in the process. This knowledge and understanding will provide the framework that will be used to apply practical techniques used to market the Discovery Insure product. The course focuses on the product itself and examples are given to show how the benefits come into effect. Calculations and exercises are used to ensure understanding. How Discovery Insure sets itself apart Why Vitalitydrive? Vitalitydrive key features, benefits and advantages Categories of Discovery Insure Access to services and benefits of Discovery Insure selling tools Status: Available 6 hours Facilitated Status: Available 6 hours Facilitated

28 Discovery Insure Online Accreditation This course is intended for new Discovery employees in all channels and is completed in the first three months of joining. The course guides the learners through the entire Discovery Insure product offering on a high level, recapping everything that was covered in training. Vitalitydrive Young Adult Plan Flexible options to insure assets Vehicle and family safety Hassle-free access benefits and services Status: Available to new employees 1 hour Online

29 Introduction to short-term insurance Short-term insurance encompasses all types of insurance policies other than life insurance. Amongst others this includes vehicle, property, household, medical, personal liability, travel and business insurance. In this comprehensive module on short-term insurance, we will discuss everything from where insurance comes from to what it covers and how. The various types of short-term insurance from personal to commercial will be discussed and explained. You will also learn about the law of contract and other important laws surrounding this type of cover. After this course, you will be well-equipped to start learning the details of the Discovery Insure Plan. What is insurance? Where does insurance come from? Why do people insure? What is short-term insurance? What is a "risk", "peril" and "hazard"? The process involved in insuring an item & underwriting Important aspects of short-term insurance Insuring items for the correct value Personal versus commercial insurance Insurable versus non-insurable risk Self-insurance Law of contract & relevant legislation Lock, stock and Discovery Insure Discovery Insure offers a unique insurance product that gives the client greater control over their insurance benefits, premium and rewards. This course specifically focuses on the Discovery Insure Plan Guide providing you with examples to better understand the cover as well as the benefits available. Each of the learning topics focuses on various sections of the Plan Guide with the exception of the first learning topic i.e. Plan Types. This learning topic provides a high-level overview of the various plan types and the associated cover. Plan types About Discovery Insure Vehicle and Vitalitydrive Household Contents Buildings Portable Possessions Watercraft Personal Liability Status: Available 3 to 4 hours Online

30 Vehicle and Vitalitydrive The aim of this online course is to provide you with a holistic understanding of the Vehicle and Vitalitydrive product offered by Discovery Insure. In this course we will give you an understanding of the technical details by using examples and drawing from the Plan Guide, Financial Adviser Technical Guide, Excess Annexure and the Benefit Limit Annexure together in one place. We will also explain the Vitalitydrive offering to show you how it complements the plan. This will allow you market the vehicle insurance product accurately while using the Vitalitydrive benefit as a sales tool. What can be insured? Covered events Benefits included Optional selected benefits How much is the client covered for? Who is allowed to drive the vehicle? Young adult cover Vehicle usage Time period to start repairs Further damage after an accident What is not covered? Household contents and portable possessions Contents, buildings and portable possessions cover is insurance which pays for damage to or loss of the client's personal possessions. These personal possessions could refer to their home contents, home and/or contents that they would generally take out of their home. This course aims to provide you with a clear understanding of how the client s personal possessions should be accurately underwritten and insured in order to provide the client with the most suitable cover. You will also learn what can be insured, as well as what benefits are automatically included versus those that are optional to provide even more cover. Importantly we will also look at what is not covered so that you may fully explain this to the client. (These refer to each of the products i.e. Household contents, buildings and portable possessions) What can be insured? Covered events Benefits included Optional selected benefits How much is the client covered for? Estimated maximum loss (portable possessions) What is not covered? The Vitalitydrive benefit: Excess Funder Account (EFA) Premium refund based on fuel spend Increase the refund by 50% Boost the Excess Funder Account Young Adult Plan

31 Understanding Risk Management The purpose of this course is to provide the learner with insight into the information required by the short-term insurer when measuring a client s risk and providing accurate premiums. We will discuss the importance of Risk Management in the short-term insurance industry and how to apply risk management principles when looking to provide cover for a client's insurable goods. To understand the importance of accurate risk management to prevent claims being rejected is key when writing shortterm business, the learner will be provided with all the relevant detail. Importance of Risk Management in the Short-term industry Risk management principles Importance of accurate risk management

32 Self-Directed learning Discovery Insure product manual The Discovery Insure product manual can be accessed on the DIT Portal at any time and contains all of the latest information about the product. The guide contains basic detailed information and guides a learner by using examples to illustrate the mechanics of the product in action. This can be used as a learning aid or a quick reference guide when refreshing facts and processes. Status: Available NA Self-directed

33 Facilitated E-learning Self-directed learning

34 Facilitated Introduction to investments The Introduction to investments module provides an explanation of the investment environment. Basic investment principles are explained to provide the background needed to understand the context of the Discovery Invest product range. This module focuses on the industry in general and does not offer any Discovery Invest product information. The course will form the foundation for all the other Discovery Invest product courses and it is highly recommended for those who are either new to the industry or seek to secure a solid foundation before attending further courses. Global economics Investment risk Asset classes Investment vehicles Relevant legislation 11 reasons to choose Discovery Invest The 11 reasons to choose Discovery Invest course provides information on the different features and benefits that are unique to Discovery. These benefits include the three Investment Integrators, five unique enhancements and three Classic Plans that Discovery Invest offers. The module gives a full explanation of each benefit and shows how these benefits add value to an investment portfolio. This course provides delegates with practical case studies on how the unique benefits can be used together to provide the best investment solutions for clients. 3 Investment Integrators 5 unique enhancements 3 Classic Plans Status: Available 4 hours Facilitated Status: Available 4 and a half hours Facilitated

35 Facilitated Dynamically Protected Funds This course highlights unique funds in the Discovery Invest offering and provides delegates with a detailed understanding of all the Dynamically Protected Funds. Each fund provides valuable marketing opportunities in the current unstable investment environment and can be leveraged to secure a client s portfolio. The Discovery Escalator, Geared Escalator and Offshore Escalator Funds are analysed to provide knowledge on how an effective portfolio can be structured under different market conditions. Dynamically Protected Funds Escalator Funds Geared Escalator Funds Global Escalator Fund Dynamic Asset Optimiser Investigating annuities The Investigating Annuities course covers the complex South African retirement environment. This module is designed to assist delegates in choosing the most appropriate annuity to provide an investor with a retirement income. The different annuity options are compared, with a focus on taxation, income management, market exposure and transferability on death. The Discovery Guaranteed Escalator Annuity s unique benefits are also highlighted and discussed during the course. South African retirement landscape Fixed Annuities Linked Annuities Discovery Guaranteed Escalator Annuity Annuity integration Status: Available 3 and a half hours Facilitated Status: Available 3 hours Facilitated

36 Facilitated Investing offshore The Discovery Invest Offshore course shows the benefits for South Africans of investing offshore in today s investment climate. It includes a discussion that underlines the need for every South African investor to have a degree of offshore exposure. We will focus on Discovery Invest s unique offshore offering, concentrating on our ability to add value to clients who want to include offshore investments in their investment strategy. Finally we will introduce financial planners and consultants to Discovery s unique competitive advantage in this environment: Offshore Investment Integration, the Discovery Global Escalator Fund and Offshore Dynamos. Offshore diversification necessity Discovery Invest Offshore Discovery Risk Profiled Funds Dynamos Classic Offshore Endowment Plan Competitive analysis Discovery retirement Optimiser The Discovery retirement Optimiser provides a unique retirement solution that integrates both risk cover and retirement savings. This course provides information on the technical details of the Discovery retirement Optimiser and marketing opportunities, taking into account the three main stages of pre, at and post retirement. A clear understanding of the product will help create an effective sales strategy and sound financial planning. It is recommended for those who are unfamiliar with the DrO as well as those who have sold the product in the past but would like to work through the new benefit offering provided by the DrO version 3. The DrO as a retirement solution Pre-retirement saving using the DrO The DrO at retirement The value of the DrO in retirement Status: Available 3 hours Facilitated Status: Available 4 hours Facilitated

37 Facilitated Understanding Fees The Fees module provides information on the different types of fees that are charged in an investment portfolio. Discovery Invest s fee structure is analysed and examples are used to explain how the fees are charged. The module will also explain what Reduction in Yield (RIY) is and what is important to consider what the RIY of various investment companies is compared. The module also shows how Discovery s unique benefits provide value to investors by largely reducing the fees payable. Types of fees and charges Discovery fees What is RIY? Impact of unique enhancements Status: Available 3 and a half hours Facilitated

38 Discovery Invest Annual Accreditation course This course is intended for new Discovery employees in all channels and is completed in the first three months of joining. The course guides the learners through the entire Discovery Invest product offering on a high level, recapping everything that was covered in training. Endowment Plans Investment integration Flexible investments Enhancements The Discovery retirement Optimiser Funds Guaranteed Plans Offshore Introduction to investments The Introduction to investments online course provides an explanation of the investment environment. Basic investment principles are explained to provide the background needed to understand the context of the Discovery Invest product range. This course is highly recommended for those who are either new to the industry or would like to secure a solid foundation before attending further courses. Although this course is similar to the facilitated course of the same name, please remember that there will be no interaction or ability to ask questions and the content will not be as detailed due to the nature of online learning, such as the inability to ask questions or work through case studies. Introduction to economics What is an investment? What is investment risk? The structure of an investment Status: Available to new employees 1 hour Online

39 Exploring Endowment Plans (Invest_EEP) This course will provide you with detail relating to the structure of an Endowment Plan, including how the tax is paid in the four funds approach. We will discuss the difference between a pure endowment and a sinking fund. The workings of Investment Integration will be explained looking at two considerations: 1) How this benefit is able to reduce the fees payable on the Investor s recurring and lump sum endowments if the investor has a Discovery LIFE PLAN; or 2) How the client is provided with an upfront boost on their lump sum investment, effectively enhancing the returns provided. The business rules relating to Lump Sum and recurring endowments will also be discussed. The structure of an Endowment Plan The As and When Investment Integrator The Upfront Investment Integrator Business Rules Discovery Invest Classic Plans This course will explain the benefits of the Discovery Invest Classic Plan range and how these benefits assist the investor to reduce the impact of the tax liability on the investment, protect the investment against investment underperformance, as well as protecting the investment against unforeseen lifechanging events such as death or disability. The basic investment structure of each of the available Classic Plans will be discussed as well as the details and value of each of the benefits that are included. Classic Flexible Investment Plan Classic Retirement and Preserver Plans Classic Offshore Endowment Plan Offshore Integration is not included

40 DrO (Discovery retirement Optimiser) made simple This course will explain the benefits of the Discovery retirement Optimiser and how Discovery Invest utilizes the investor s unneeded risk cover from their Discovery LIFE PLAN during retirement in order to enhance the investor s retirement income. The benefits and details pertaining to each of the three stages of the Discovery retirement Optimiser will be discussed namely before retirement, at retirement and during retirement and how these benefits overcome the investor s concerns of a shortfall in their retirement income due to a longer life expectancy or becoming ill during retirement. The structure and tax benefits of a retirement annuity The benefits of the Discovery retirement Optimiser A case study that compares the DrO to a traditional retirement annuity A tutorial on how to use and explain the output of the DrO tool Let's think about Escalators It is a well-known fact that investors make emotional decisions when it comes to where and how to invest their money. Looking at the global economic climate it is understandable why most investors are afraid to lose money and so they seek to make investments that provide high returns on the one hand and on the other carry the least amount of risk. We believe that the Escalator Funds provided by Discovery give a solution to this problem and in this course we will explain how Escalators are able to provide investors with unlimited upside potential and at the same time protect against downward market movements. What are Escalator Funds? How do the Escalator and Geared Escalator Funds work? What is the value provided by the Escalator Funds? Where are Escalator Funds available? What the fees are charged on Escalator Funds?

41 Get Guaranteed Plans This course will explain the structure and benefits of the Discovery Guaranteed Growth and Income Plans and how these investment plans are able to meet the investment objectives of the conservative to moderate investor who wishes to invest a lump sum amount for a medium-term duration. The reasons as to why these plans should be selected will be highlighted as well as the unique benefits provided when compared to the rest of the market. What are the Guaranteed Return Plans? How do they work? What are the key features? Business rules

42 Retirement Income Plans This course will provide the details on the basic structure of the Discovery Fixed and Linked Annuity Plans as well as the key differentiating factors between these plans. Furthermore the fundamental workings of the Discovery Guaranteed Escalator Annuity will be discussed and how Discovery Invest has structured this plan in order to provide the investor with the best of both of the fixed annuity and linked annuity plans combined into one product providing the investor with the ideal retirement annuity solution. The structure of a guaranteed plan Taxation of a guaranteed plan Fixed retirement income plan Linked retirement income plan Guaranteed Escalator Annuity Understanding Fees This course provides information on the different types of fees that are charged in an investment portfolio. Discovery Invest s fee structure is analysed and examples are used to explain how the fees are charged. The course will also explain what Reduction in Yield (RIY) is and what is important to consider when the RIY of various investment companies are compared. The course also shows how Discovery s unique benefits provide value to investors by largely reducing the fees payable. Types of fees and charges Discovery fees What is RIY? Impact of unique enhancements Status: Pending 1 hour Online Course date: TBA

43 Why Invest Offshore This course will briefly explain why an investor should have a diversified portfolio by including offshore investments in their investment portfolio. The details on the basic structure of the Offshore Flexible Investment and Core and Classic Offshore Endowment Plans will be explained as well as how the Classic Offshore Endowment is able to provide the client with tax efficiency, protection against negative returns and the effects that unforeseen events such as death may have on their investment value. The overview of the offshore fund selections available to the investor will also be provided. Analysis of the offshore landscape Investors' needs Addressing investors' needs through the Discovery offshore range Ease of application and FAQs Self-directed learning Discovery Invest product manual The Discovery Invest product manual can be accessed on the DIT Portal at any time and contains all of the latest information about the product. The guide takes learners through information on all of the wrappers, the unique enhancements and the technical details of how they all work. This can be used as a learning aid or a quick reference guide when checking facts and processes. Status: Available NA Self-directed

44 Facilitated

45 Marketing skills FAB Selling Life FAB Selling Invest FAB Selling Insure This series of workshops aims to provide delegates with techniques which will assist them in marketing the competitive advantages of the Discovery Life product range to their clients in a practical way. Each product s course is run as a separate event and the features, advantages and benefits relating to the specific product are discussed in detail with practical examples and exercises. What is the difference between a "feature", "advantage" and "benefit"? How do we identify the features, benefits and advantages of a product? Where do we find the competitive advantages locked within the product range? Translating the technical aspects of the product into benefit statements Status: Available 5 hours each Facilitated Objection Handling Life Objection Handling Invest Objection Handling Insure The objective of this series of workshops is to work through some of the typical objections in the market and to understand what is unique about the Discovery Life products. Each course is run as a separate event as the specific objections relating to each product line will be discussed with examples and practical exercises. Specific attention will be paid to benefits within the product as explained below: Discovery Life: Special focus on Severe Illness, Disability and ICB Discovery Invest: Special focus on Fees, Funders, Protectors and DrO Discovery Insure: Vitality Drive, motor cover and household cover The positioning of the Discovery Life, Invest and Insure Products in the market Increase confidence to respond to typical objections raised in the market Increase awareness of competitor products Status: Available 5 hours each Facilitated

46 Marketing skills Integrated solutions This workshop focuses the benefits of Discovery's Integrated Product strategy, illustrating the added value of selling the integrated product solution. Here you will learn some tips and techniques to bring the purpose and benefits of integration across to clients in a simplistic manner. These allow for an efficient sales strategy as well as buy-in from the client, making the policy sustainable and secure over time. Status: Available 5 hours Facilitated Insights The objective of this workshop is to provide delegates with personal insight. In better understanding oneself, one is able to better understand others. The outcome, after completing the evaluator, is a profile that gives Business Consultants a detailed understanding of their personal style, and how it impacts on their relationships in both personal and professional environments. The Insights Discovery and Insights Navigator learning system, helps sales professionals: Understand their preferred style, approach and capabilities at every step of the sale and focus on areas for improvement Explore the impact of their approach on different customer types and how to modify this to build increased rapport and more effective relationships Clearly identify developmental areas for each of the steps in the sales process *Cost (Please note there is a cost attached to this module) R1 800 per person Status: Available 1 day Facilitated