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FNS51815 Diploma of Financial Services

FNS51815 Diploma of Financial Services


FNS51815 Diploma of Financial Services

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FNS51815 Diploma of Financial Services

Specialising in complex issues in commercial lending

The successful rollout of the Certificate IV has led to an overwhelming demand for a Diploma level qualification that looks at the complex issues brokers face in commercial finance.

FAST has been a beacon of encouragement and determinatation in ensuring this Diploma was developed by ISM so brokers can now easily access the knowledge and tools they need to start settling complex commercial loans.

In close consultation with FAST and CAFBA, the Institute of Strategic Management has developed this qualification to provide brokers with a range of skills to meet the needs of their commercial clients.

Participants will develop practical skills to identify commercial finance opportunities and will be provided physical tools and checklists to support business growth.

 Sydney Workshop Details

About the course

This   qualification   is   aimed   at   developing   important competencies that you will find valuable in your role as a broker looking to grow a business in the commercial and equipment finance sector.

A professional approach to providing credit assessment and assisting the customer in applying and securing commercial and equipment finance requires a sound understanding of the range of products and sources of finance that come under this category of lending. It also requires a sound understanding of credit acceptance principles and the application processes of your financial institution.   These principles include a careful sequence of collecting information, methodical steps in conducting the analysis and a detailed review of critical areas that need to be examined to ensure the finance application is approved.

Above all, the professional finance consultant should have a high level of expertise in supporting the customer in selecting the appropriate type of financial product as well as ensuring the application to funding process is well managed and becomes a satisfying experience for your customer.

Is this course for me?

For the those new to the sector, or those who come with some experience, this program will help you develop more skills in unique ways to present financial product solutions to your customers and to also adopt more of a partnership approach when consulting with your customer about best options to address business finance needs.

For finance professionals, a wide range of commercial lending and equipment finance products can provide more opportunity to provide service to customers. Industry research suggests that when you provide additional products to your customer, the customer becomes more loyal and will often recommend the services of the finance professional to other contacts. Also, the opportunity to open up more income earning products can add a lot of value to the consultant business.

How is the course presented?

There are 10 units of competency in this Program that are incorporated into  6 modules (as below)specifically designed to provide you with important competencies that will be valuable in your role as a commercial and equipment finance specialist.

Module 1

Module 1

Developing the Professional Practice Manager

Module 2

Module 2

Structuring the Credit Application – the Credit Memorandum

Module 3

Module 3

Issues that influence product selection

Module 4

Module 4

Analysis of financial reports

Module 5

Module 5

Building a sustaintainable business

Module 6

Module 6


Who is it for?

This qualification is relevant to finance professionals who may work in commercial and asset finance. It is recommended that learners have basic knowledge of commercial and asset finance.


The program is completed online for $1395 (annual fee) or through a workshop program (with online content) for $1,795.00*

* RPL price on application (pending number of units applying for RPL)

*Workshop – subject to availability and minimum numbers.

Entry requirements

There are no formal entry requirements for this course however, it is strongly encouraged that learners have a minimum Certificate IV in a financial services qualification. ISM will need to be provided with a transcript as evidence of this prior learning.

If you do not have any prior learning in financial services and still wish to complete this Diploma please contact ISM and we will arrange for you to complete the appropriate units that would be suitable for you. This would come at an additional cost.

How is this course delivered?

You can complete this course online or in a workshop environment. Workshops are limited and based on demand. Contact us on 1300 200 705 if you are interested in completing this course in a workshop.


We understand that each learner has individual requirements and likes to study at their own pace. We would expect this course to take anywhere from 6 months to 1 year to complete. 

For details about our workshops in Sydney and Online, please click on the below:

Sydney Workshop Details Online Course Enrolment

If you are interested in completing the workshop in another location please complete our Expression of Interest form and we will notify you when workshops are scheduled.

If you have any questions, please use the Contact Us form to the left or you can contact our friendly Admin Team on 02966 07221.

Course requirements

To achieve FNS51815 Diploma of Financial Services, the participant will need to complete 10 units of competency as below:

  • 1 core unit
  • 9 elective units

Core units and electives

Please click on the drop downs below to view description of each unit within this course.

Core Unit


  • explain the role of performance measures, service targets and budgets in analysing business performance
  • outline key features of organisational policy and procedures and industry compliance relating to collection and analysis of data and business performance review
  • discuss the organisation’s industry market position relative to product/line of business.

  • assess client needs and analyse their financial data
  • prepare and document financial and business performance advice for clients that:
    • complies with financial legislation and accounting standards, practices and principles
    • assesses taxation, compliance and business viability issues faced by clients
    • assesses risk management options and practices.

  • analyse trends in business performance using standard accounting techniques
  • develop performance indicators and identify options for improvement
  • monitor performance indicators and document options for improvement
  • establish organisational objectives, policy and procedures.

  • describe financial services industry developments and trends relevant to client needs and the business
  • describe key features of industry compliance requirements for client services
  • describe the industry market position relative to the product and line of business
  • explain key requirements of organisational or industry policy regarding client information management and communication
  • explain organisational policy and procedures regarding client information management and

  • explain how customer motivations, needs and wants are tailored in premium relationships
  • outline organisational criteria used to determine high value/premium customers
  • compare and contrast financial products and services of the organisation and their benefits and applications to premium customer relationships
  • describe key requirements of organisational policy, procedures and protocols relevant to building premium customer relationships
  • outline the features of organisational systems for collecting and analysing data
  • describe principles of customer relationship marketing.

  • Industry context in which the unit is being delivered, and common job roles in that industry
  • Frameworks for ethical decision making, problem-solving and policy setting
  • Reasons and rationalisations for unethical behaviour and strategies for responding to them
  • Industry legislation, regulations, codes and other relevant instruments required to perform the work described in the performance evidence
  • Procedures, strategies or protocols to identify and address unethical conduct

  • Industry context in which the unit is being delivered, and common job roles in that industry
  • Impact of remuneration and incentives, organisational culture and situational contexts on an individual’s actions and behaviours in the workplace
  • Theories of group dynamics in social psychology in relation to how people respond when confronted with an ethical situation that is inconsistent with their values
  • Frameworks for ethical decision making, problem-solving and policy setting
  • Organisational artefacts relating to ethics, values and standards
  • Key principles of industry legislation, regulations, codes, and other instruments required to perform work described in the performance evidence
  • Procedures, strategies or protocols to identify and address unethical conduct

  • explain systems that can be accessed to obtain up-to-date information on products, services and competition
  • describe the products and services used by the organisation or sector and their purpose
  • describe products and services used by competitors that are similar to those of the organisation
  • explain different marketing methods and approaches to promoting or selling financial products and services
  • identify organisational policy in terms of promotional and marketing strategies
  • describe ethical and regulatory conditions that must be adhered to in promoting products and services to clients
  • outline general client characteristics and needs for the organisation or sector.

Assessment information

Assessments for this course will be provided on your learner portal. There are a range of assessment which include quizzes, written tasks and/or case studies.

Technology Required

To enable completion of this qualification you will require an internet connection to access Learning Materials and Assessments via ISM’s eLearning Portal. Our system works best of the following browsers: Safari, Chrome, Firefox and Internet Explorer 11.

Some assessments may require you to record using a device (such as a smart phone) and submit via our eLearning portal.

What is being said

  • Commercial brokers are increasingly becoming the major distribution channel for lenders in the commercial finance space, and as we continue to professionalise the industry, it is also increasingly important to raise the education standards for both bankers and brokers alike, and CAFBA is leading the way with this.

    David GillDavid GillCEO CAFBA
  • This qualification is the only one of it's kind in Australia. As such, you will stand out from your peers with this certification.

    Gerard HermensGerard Hermensfinance & business education expert, Managing Director ISM (course designer)