Designed for students who like structure and face-to face interaction with moderators and peers. A wide selection of classes is available in hundreds of U.S. cities from coast to coast.

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Attend live, instructor-led classes from your home or office PC. These interactive classes offer a convenient, time-saving way to participate in classes without needing to travel. All assignments are submitted online, and the final exam is taken online through The College's Blackboard website. (Students licensed in New York take paper exams.)

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Selected courses are offered online through the LUTC Online Training Center, allowing students to interact via chat boards on their own schedule. OTC courses provide hands-on planning projects, quizzes, and interaction with moderators and other students, along with giving students the ability to contribute and learn at a time convenient for them. All assignments are submitted online, and the final exam is taken online through The College's Blackboard website. (Students licensed in New York take paper exams.)

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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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

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.

If you have completed all course requirements (earned 300 designation credits and completed the ethics course requirement), you must complete the following steps to earn the LUTCF and/or FSS designation:

• Be a member of a local association of NAIFA. Contact your local association or NAIFA at 877-TO-NAIFA for a membership application.
• Complete and submit a designation application to The American College and provide evidence of the above membership. (A copy of your membership card is sufficient.)

The American College and NAIFA have further strengthened the prestigious LUTCF and FSS designations by adding a continuing education requirement in Ethics for all new designees receiving their credential on or after 1/1/2010. Three hours of ethics-related CE will be required every two years for designees to continue using either the LUTCF or FSS mark.

The new CE requirement may be satisfied in one of two ways:

1. Take three hours of state-approved, ethics-related CE from any vendor approved by the licensee’s state: or
2. Take three hours of ethics-related CE from The American college, whether or not the course is approved for CE in the licensee’s state.

This requirement in NOT retroactive to LUTCF or FSS designees who earned their credentials prior to 1/1/2010, but we encourage these credential holders to actively pursue continuing education in ethics to further their own practices and the profession.

For details on reporting, available ethics courses from The College, and additional information, please visit TheAmericanCollege.edu/EthicsCE.

All requests for refunds must be made in writing to the Office of Professional Education , The American College, 270 S. Bryn Mawr Ave., Bryn Mawr, PA 19010. We will refund your tuition (less a $170 cancellation fee) if a written request is received before the third week of class. * FA 290 Only: The American College will refund your tuition (less a $170 cancellation fee) if a written request is received up to 30 days from the course registration date.

Textbooks are regularly revised to reflect recent tax code changes, new legislation, and industry trends so that you can stay current. Revised textbooks are shipped to students on the first day of the month of your selected testing quarter. Textbooks that are not under revision are shipped as soon as the registration is processed. Please contact a Professional Education counselor if you have questions about textbook revisions.

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