Financial Education for Securities, Banking, & Insurance Professionals.
The Best Financial Services Textbooks Available
The American College, premier publisher of distance-learning materials for the financial services field, has created a wide range of textbooks and other learning materials on general financial planning, life insurance, estate planning, income taxation, retirement planning, pension administration, health care, employee benefits, executive compensation, and more.
Used by colleges and universities across the country, these practical resources are researched and written by The American College faculty and are continually updated to reflect the dynamically changing financial services industry.
If you are an American College student in any program except graduate-level courses, your course tuition includes your textbooks and these are automatically ordered for you when you register.
You can browse our available books by using the links below and selecting the subject of the book you'd like to view. You can order books from The American College by clicking here.
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Women & Money - Matters of TrustAuthor
Explores the demand for readiness and effectiveness in marketing to women for insurance and financial professionals. Covers the latest research on women, best practices in marketing, relationship building and consultative selling, and the six content areas of financial planning and their special implications for American females. Gain insight on how to expand your business through the understanding of the dynamics and perspectives of female clients and advisors. Ideal for both men and women seeking to enhance their practice with additional knowledge and expertise.
2nd edition, ©2013
Item Code: FA204.02.1
Planning for Business Owners and ProfessionalsAuthors
James F. Ivers III
John J. McFadden
Focuses on the tax and legal aspects of organizing a business; compensation planning for the business owner; business succession planning; buy-sell agreements; estate planning and estate freezing techniques; methods for transferring a family business; lifetime disposition of a business interest-taxable and tax-free dispositions and the use of the installment sale and other methods; business uses of life and disability insurance for the benefit of business owners; disability buy-sell agreements; and risk management for a closely held business. Also covers the special problems of professional corporations.
13th edition, ©2012
Item Code: HS331-13
Addresses the many types of plans used to provide benefits for executives of business firms. Covers plan installation, as well as ERISA, tax, and other compliance issues. Also included are cash compensation planning; nonqualified deferred-compensation plans; stock options; split-dollar life insurance plans; disability income benefits; and executive fringe benefits. Special features include the IRS Model Rabbi Trust, a sample restricted stock purchase plan, and reporting and disclosure forms for pension and welfare benefit plans under ERISA.
12th edition, ©2011
Item Code: ISBN: 1-58293-036-8 • ISBN: 978-1-58293-036-7
Techniques for Prospecting: Prospect or PerishAuthors
I. David Cohen
Kirk S. Okumura
Glenn E. Stevick, Jr.
Teaches advisors industry-proven methods for successfully identifying, selecting, and approaching prospects for financial products and services. The course covers procedures for creating prospect awareness, target marketing concepts, and prospect qualification and prioritization techniques. Students learn how to overcome the psychological barriers to prospecting and innovative approaches for setting income and activity goals. Strategic, tactical, and operational business planning processes are presented in detail, along with effective contact management systems. In addition, practice management concepts, professionalism, and ethics are explored.
3rd edition, ©2013
Item Code: FA200.03.1
Techniques for Exploring Personal MarketsAuthors
Provides an in-depth look at penetrating the personal markets using the life-cycle marketing strategy and selling/planning process. Learn to segment your market into four adult life-cycle segments and recognize the common insurance and financial needs members of these market segments have. Apply this approach to new prospects and existing clients. Create a basic marketing plan to apply the life-cycle marketing strategy to your practice. Other topics covered include disability income, life, long-term care and Medicare supplement insurance; overview of investment products; special markets; and retirement and estate planning.
3rd Edition, 2013
Item Code: FA201.02.01
Techniques for Meeting Client NeedsAuthor
Offers an introduction to the life insurance sales career and the sales/planning process in the personal market. Addresses total-needs selling, the consultative selling process and the needs for personal life insurance. Presents the skills used throughout the sales/planning process, from the initial client meeting, through fact finding and sales presentations, to servicing and continuing a mutually profitable relationship. Presents a review of insurance products, policy provisions, underwriting and service.
4th Edition, 2013
Item Code: FA202.03.01