38Chevy454
Thinks s/he gets paid by the post
I fear for he/she clients. In a dressed-up office, he/she is somewhat charming at first and knows very little about investing. The well-known company he/she represents is pushing annuities. These financial designation tests are like the SAT. Multiple choice and academic. There is no internship or training. It is set up in a way that he/she brings x # of possible interested investors. Could be your neighbor who wants to be polite and show interest. Then the big guns start making the calls and the relative gets a cut of the fees once the product is sold.
Maybe I'm naive, but I know some of these people this relative is trying to bring on as clients.
Reminds me of the old expression: "If you can't dazzle them with brilliance, baffle them with bulls#!t".
Your relative will put on a good show, answer questions per the script supplied and generally feed on the financial naivety of the potential customers.