Financial Education for Securities, Banking, & Insurance Professionals.
Product and skills training for the financial services professional.
Success Starts Here: Proven Results, New Choices. Product and skills training is the foundation for career-long learning and helps advisors and agents succeed. With the FSCP™ program, we are taking our current training curriculum to the next level - offering fresh content and the latest delivery technology to give financial services professionals even greater results.
For more details on the curriculum and designation requirements, call a counselor today at 888-263-7265.
Modular-Based Education PlatformsThe College's new, modular-based education platforms, afford you the flexibility to learn what you want ‐ when you want. Our interactive lessons directly involve the student in the curriculum they are learning through a variety of multimedia platforms, adding a new and fresh perspective to digital education.
Available January 2014.
Live Online Classes (Webinars)Attend live, instructor-led classes from your home or office computer. These interactive webinars offer a convenient, timesaving way to participate in classes without needing to travel. All assignments are submitted online, and the final proctored exam is taken online through The College's Online Learning Center (Blackboard) website. (Students licensed in New York take paper exams.)
Online Training Center (OTC)Selected courses are offered online through the FSCP™ Online Training Center, allowing students to interact via online discussion boards on their own schedule. OTC courses capture the essentials of the FSCP™ experience: quizzes, action and sales planning projects, and interaction with moderators and other students. The difference is that students learn at a time convenient for them. All assignments are submitted online, and the final exam is taken online through The College's Online Learning Center (Blackboard) website. (Students licensed in New York take pencil and paper exams.)
Live Local ClassesDesigned for students who like structure and face-to-face interaction with moderators and peers. A wide selection of classes are available in hundreds of U.S. cities from coast to coast.
All of the favorites from prior College training programs are here, with new modules on social media for financial services professionals, prospecting, divorce planning, healthcare reform, life insurance, and more!
FSCP™ CurriculumCourse NameCourse #RequiredTechniques for Prospecting: Prospect or PerishFA 200
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 to 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.Techniques for Exploring Personal MarketsFA 201
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.Techniques for Meeting Client NeedsFA 202
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.Marketing Financial Services to WomenFA 204
Explore the marketing opportunity and demand for insurance and financial products that exist among the largest single economic force in the world American women. This course is designed to increase the financial professional’s readiness and effectiveness in marketing to, working with and serving female clients. It incorporates the latest research on women and money, best practices in marketing, relationship building, consultative selling and the six content areas of financial planning (insurance and risk management, cash management, investments, income taxation, retirement and estate planning). Since trust is essential for success in the "Women's Market" and is often absent in how women view financial professionals, the barriers and builders of trust are explored as foundational elements. Both the planning process (i.e. six steps) and scope (i.e. six areas) are examined in detail.Essentials of Disability Income InsuranceFA 211
Examines individual disability income insurance and the related products of business buyout coverage and business overhead expense insurance. Presents the real reasons behind commonly used objections and what they tell the skilled financial advisor, and reviews proven sales approaches and ways to overcome these objections and close the sale. Also covers the use of fact finding and field underwriting in making the disability income insurance sale, how to customize the policy to meet the prospect’s objectives, and how to deliver the policy and service the plan.Essentials of Multiline Insurance ProductsFA 222
This course provides multiline agents with a strategy for helping their clients obtain the various insurance and other financial products they need to achieve their dreams and protect their income and assets. The course provides an overview for how to establish the need, gather information, analyze the information and develop recommendations for products in the various levels of the revised financial planning pyramid. Products discussed include: disability income insurance, life insurance, long-term care insurance, mutual funds and annuities. Retirement and estate planning are also discussed.Essentials of Business InsuranceFA 251
Covers how life and disability income insurance can guarantee the control and value of a business following the owner’s or key person’s death, disability, or retirement through buy-sell agreements and key person insurance. Explores the basics of estate planning for the business owner. Examines what to say, how to say it and when to say it to capture the attention of the business owner.Essentials of Long-Term Care InsuranceFA 255
Provides an overview of why there is a need for long-term care (LTC) and explains what LTC is and who will need it. Describes how to select, approach and meet the prospect. Covers the use of fact finding and field underwriting in making the LTC insurance sale; how to customize the policy to meet the prospect’s objectives; how to deliver the policy and service the plan; the relationship of the LTC need to comprehensive financial needs; the role of the advisor as a financial services professional; and how to build an LTC insurance practice.Essentials of Life Insurance ProductsFA 257
Begins with an overview of the two basic types of life insurance policies—term and whole life—and then builds on that knowledge with an overview of the many product variations sold in today’s markets. The course also explores personal, family, and business uses of life insurance products, as well as policy illustrations, cost comparison methods, income and estate taxation, policy provisions, marketing ideas, and ethical issues facing the financial advisor. Provides a review of the selling/planning process for life insurance product solutions.Foundations of Retirement PlanningFA 261
Guides professionals in examining the retirement planning process, fact finding, methods of analyzing facts, retirement planning software and sales tracking. Discusses the role of Social Security, Medicare, Medicaid and tax policies in retirement planning and the suitability of various accumulation vehicles, such as stocks, bonds, mutual funds, life insurance and annuities for retirement planning. Explains how retirement planning creates estate planning needs and addresses payout options, spousal benefits and investment strategies.Foundations of Estate PlanningFA 271
Offers an introduction to estate planning and the role life insurance plays in the planning process. Discusses how different types of property are transferred during life and at death, and the tax implications of not planning. Also presents the steps required to settle an estate and discusses the importance of having a will, the gift and estate transfer tax system, state death and estate taxes, trusts and planning estates of business owners.Ethics for the Financial Services ProfessionalFA 290
Provides a practical framework for making ethical business decisions in the financial services industry. This course examines legal, compliance and practice standards that apply to the financial services professional. The course also investigates ethical approaches to placing financial products, determining suitability and assessing risk. Concludes with a final exam, which also must be taken if state continuing education credits are sought. Course format is textbook self-study, with online exam (requires a proctor). (Students licensed in New York take paper exams.) Exam is required for state CE credit.Techniques for Prospecting: Prospect or PerishFP 40
In this course, students will explore the five hurdles to successful prospecting and the psychological keys to overcoming them. The student will learn about target marketing, identifying qualified prospects, and positioning and branding the advisor within target markets. The course also identifies the major sources of prospects and how to create awareness through workshops, seminars and the media. Students will learn how to set meaningful goals for their business, track results and ensure accountability. The entire course stresses the ethical practices that all advisors must follow as they pursue success in the financial services industry.Social Media for Financial Services ProfessionalsFP 46
This course provides a hands-on approach to the world of Social Media as it relates to the financial advisor. Given the incredible pace of change in this area, a methodology will be taught that equips the financial advisor to critically evaluate different platforms as they relate to their ideal client. Building on this client-centric foundation, the course will cover how to specifically use Twitter, Facebook and LinkedIn for prospecting, connecting and growing businesses. Wherever possible, real-world case studies are highlighted as well as issues surrounding compliance factors.The Ethical AdvisorFP 50
This course is designed to introduce the financial services practitioner to ethical decision making as a professional. This course is composed of five lessons covering: creating an ethical decision making framework, identifying obstacles to acting ethically at the individual and organizational level and it also explores some common ethical situations.Essentials of Life Insurance Products 1FP 51
This course provides the student with an overview of insurance terminology and contract provisions, as well as provides a fundamental understanding of the similarities and differences between Term and Permanent Insurance.Foundations of Estate PlanningFP 60
This course provides students with basic knowledge to help them discuss and develop estate planning solutions that meet the client’s estate planning needs and goals. It covers current estate tax law, the phases of estate planning and the obstacles preventing clients from completing successful estate plans. The student will also gain an understanding of federal gift tax, as well as estate taxation basics, at an introductory level. Estate planning for special needs, nontraditional living arrangements and a discussion on ethical issues and professionalism are also addressed.Financial Issues of Separation and DivorceFP 74
This course provides the student with a basic understanding of the financial issues that their clients will face as they go through a divorce. The course also gives the student tips on how to help their clients address their financial decisions.Emotional Issues of Separation and DivorceFP 75
This course provides the student with a basic understanding of the emotional issues that their clients will face as they go through a divorce. The course also gives the student tips on how to help their clients recognize and potentially address their emotional dilemma.Fundamentals of Healthcare ReformCP 152
This course is designed to educate the student on the key elements of healthcare reform. By the end of the course, the student will have a high level of competency in healthcare reform and will be able to confidently answer client questions. Developed in partnership with Aflac, this course is a straightforward e-learning course covering topics such as: healthcare exchanges, the “play or pay” tax, the individual mandate, small business health care tax credit and more.Financial Services PracticumFP 99
This practicum course is designed to serve as an overview of the major planning components that make up a comprehensive financial plan. It’s intended to serve as the avenue where the culmination of theoretical principles and practical application acquired over the course of the Program are assessed. The students will attend “live” weekly 2-hour courses over a period of 8-weeks reinforcing their level of knowledge in preparation for the comprehensive final exam.
About the FSCP™ DesignationWhy is The American College launching the FSCP™ Designation?
Product and skills training is the foundation for career-long learning and helps advisors and agents succeed. With the FSCP™ program, we are taking our current training curriculum to the next level - offering fresh content and the latest delivery technology to give financial services professionals even greater results.What outcomes does The College see from training programs?
According to a 2013 study, advisors who complete skills training with The American College are 72% more productive in the early stages of their careers. With FSCP™ we're making a good thing even better, giving advisors more content and study choices aligned with the way they want to learn today.Is the FSCP™ material exclusively designed for new agents and advisors?
No. As our content continues to expand, we're serving more experienced advisors as well. Modules on divorce planning, healthcare reform, estate planning, and social media could be very helpful for experienced advisors as well.How is the designation program structured?
FSCP™ is all about choice, offering the best of our current programs blended with new content and fresh delivery options. Students in the program choose from a wide range of topics, taking 10 "educational units" of material that they find most useful. Courses (both live and online classes) are 2 "EUs," while self-study learning modules are 1 "EU." After the EU requirement is satisfied, FSCP™ candidates will also complete an ethics module and a live webinar Certification Course, followed by a designation exam at a convenient local testing center.Can I take selected content if I do not want to earn the designation?
Absolutely. Some advisors may want to take a few modules or courses, and each can be purchased individually.Will Continuing Education (CE) credits be available for FSCP™?
CE will be available for some courses and not others, as has been the case with training programs offered by The College in the past, based on both content and delivery model. Each course or module will clearly indicate whether or not CE is available at registration.What content will be available within the FSCP™ curriculum?
All of the most popular content from our current training programs will be available: prospecting, business insurance, meeting client needs, exploring personal markets, product training, and more. In addition, new self-paced modules will cover healthcare reform, divorce planning, estate planning, term and whole life insurance, use of social media in financial services, and other topics. New modules will continue to be introduced covering all the latest areas vital to an advisor's practice.What learning options are available for FSCP™ courses and modules?
There are four: (1) live local classes; (2) live online webinar classes; (3) asynchronous online classes; and (3) self-paced modules. Candidates are free to mix and match these based on their preferences. The required ethics module is self-paced, and the required Certification Course at the end of the program is delivered in a live-webinar format.What is an "educational unit," and how does that concept apply to FSCP™?
"Educational Units" are used to measure the credit for courses and modules relative to the designation requirements. Each candidate needs to take 10 elective educational units. Live local, live online, and asynchronous online classes are 2 "EUs" each, while self-paced modules are 1 EU. Approved company training programs may also qualify for up to 4 EUs.What are the requirements to earn the designation, and what are the requirements for continuing to use it?
To earn the FSCP™ designation, candidates must complete 10 educational units, The Ethical Advisor module, the Certification Course (live webinar), and the designation exam. Designees must also abide by The American College's Code of Ethics and take 3 hours of approved ethics-related CE every two years.Can participation in company training programs count for any FSCP™ requirements?
Yes. Participating in approved company training may count for up to 4 educational units.When will the FSCP™ content be available? Can I enroll now?
While the FSCP™ program will formally launch on 1/1/2014, candidates may enroll in advance of that date for current training courses that will also count toward the FSCP™. In addition, students who begin either the LUTCF or FSS program prior to yearend 2013 will be able to complete either the LUTCF or FSS under current rules or move to the FSCP™ in January of 2014.Will the LUTCF and FSS designation programs still be available after the FSCP™ launches?
LUTCF or FSS designees may continue to use their credentials the rest of their careers. While no new students will be accepted into those programs after 12/31/2013, use of the designations will continue. These designees will also have the opportunity to transfer, instead, to the FSCP™ designation by completing the Certification Course and taking the designation exam. No new students will be accepted into the LUTCF or FSS programs after 12/31/2013. Students currently in those programs, or those who enroll prior to 1/1/2014, will have 18 months after 1/1/2014 to complete their designations. Alternately, they may use the courses they have already completed toward the new FSCP™ mark.What constitutes an enrollment into LUTCF/FSS prior to 1/1/2014?
Students wishing to complete LUTCF or FSS under the current rules must enroll in the program by 12/31/2013. Enrollment means: payment of the new student fee and paid registration for at least one course in either the LUTCF or FSS curriculum other than FA 290.
Absolutely. The American College has a long-standing relationship with NAIFA, and together our two organizations have offered exceptional training programs that have impacted thousands of agents and advisors. The FSCP™ was designed to continue that long tradition of partnership.Will there be a requirement for FSCP™ candidates to be a member of NAIFA prior to receiving the designation?
No, and no other designations The College offers will require membership in a professional organization for conferment. The College will continue to promote NAIFA membership and believes strongly in NAIFA's value to advisors and agents.What will the pricing be for this program? Is it affordable?
The FSCP™ will initially be priced at $249 per EU, with the Certification Course priced at $625. There will be no separate shipping/handling or new student fees required.Where can I go to get answers to additional questions?
Call a Professional Education Counselor at The American College at 888-263-7265.
Choices for Current LUTCF and FSS StudentsWill I be able to complete my LUTCF or FSS designation? How long will I have to complete?
Any student currently in the LUTCF or FSS program or who enrolls in one of those programs on or before 12/31/2013 will have 18 months after 1/1/2014 to complete the program. Alternately, those students may move to the FSCP™ after 1/1/2014 and meet the requirements for that designation instead.I've already completed some LUTCF or FSS courses. Will that work count toward FSCP™?
Yes. Completion of courses currently in the LUTCF or FSS programs will count toward FSCP™ completion requirements.If I've successfully completed the FA 290 Ethics self-study course, will that count toward my ethics requirement for FSCP™?
Yes. Completing the FA 290 Ethics course that is currently available will fulfill the requirement for The Ethical Advisor module in the new FSCP™ curriculum.Can I transfer to the FSCP™ now instead of finishing my LUTCF or FSS?
Any student currently in the LUTCF or FSS program - or any student who enrolls in one of those programs prior to 1/1/2014 - may transfer to the FSCP™ in January, 2014 or, alternately, may complete the LUTCF or FSS under current rules.
Choices for LUTCF and FSS Designation HoldersWill I be able to continue using my LUTCF or FSS designation?
Absolutely. Once your have earned one of these valuable marks, you may continue using them for the rest of your career provided you meet CE requirements and the terms of The American College's Code of Ethics. It is important to note that if you choose to move to the FSCP™, you may not use BOTH the FSCP™ mark and LUTCF or FSS.If I want to move to the FSCP™, how do I do that?
If you have earned either the LUTCF or FSS designation, you may move to the FSCP™ by successfully completing the Certification Course (live webinar) and by passing the designation exam.If I complete the requirements to earn my FSCP™, will I be able to use that mark alongside my LUTCF or FSS?
No. You will not be able to use BOTH the FSCP™ and LUTCF or FSS marks. These programs represent similar training content, so advisors who have successfully completed these programs may use either FSCP™ or LUTCF and/or FSS, but not both.
Future of LUTCF and FSS DesignationsWhat will happen to the LUTCF and FSS designations?
The LUTCF and FSS marks will continue to be used by thousands of advisors. Many, however, may want to move to the FSCP™. No new students will be accepted into the LUTCF or FSS programs after 12/31/2013.Will live local and online webinar LUTCF and FSS classes still be available?
Yes. Students will have more choices, not less. All of the current LUTCF and FSS courses will be available, plus new self-paced modules and the Certification Course (live webinar).Will new students be able to enroll in the LUTCF or FSS programs after 2013?
No. In-progress students may complete their marks within 18 months or move to the FSCP™, but no new students will be accepted into the LUTCF or FSS programs after 12/31/2013. It is important to remember that all of the LUTCF and FSS program content will still be available, along with exciting new self-paced modules.Does The American College still support NAIFA and want to partner with NAIFA in the delivery and marketing of training?
Yes! The American College absolutely supports NAIFA at the national and state/local levels and wants to see a long, continuing partnership with this exceptional organization for training delivery and in other areas.