for Ethics in Financial Services
for Retirement Income
for Veterans Affairs
for Women and Financial Services
Financial Education for Securities, Banking,
& Insurance Professionals.
& Insurance Professionals.
OTC Course Instructions
The American College's LUTCF/FSS courses offer practical on-the-job training. Each component of the course is designed to facilitate action and participation, with the exception of the final examination. This will translate into an increased number of new clients and better client relationships. The course components in the Online Learning Center include:
How to Access: Click the Text Readings link on the left hand menu to access your textbook online. Read each chapter before your weekly class begins.
Purpose: These multiple-choice questions are designed to be very similar in terms of style, content, and difficulty to those that will appear on the final exam. It is important to spend adequate time on these quizzes in order to prepare yourself for the final exam.
Purpose: The classroom is where the idea-sharing takes place that gives LUTC courses their unique value. You will benefit most from these sessions if you are prepared and participate actively. Sharing ideas will provide everyone an opportunity to grow and learn from each other.
How to Submit: Click the Classrooms link on the left hand menu and then select the appropriate weekly Classroom link. You will see links to the essay topics you must respond to for that week. View the Classroom Tutorial for step-by-step directions to complete your classroom assignments.
Purpose of Sales Planning Projects - These projects focus on the behind-the-scenes activities that enable successful interaction with prospects. They explore the planning involved with marketing, prospecting, interviewing, servicing financial services products, and designing appropriate plans for prospects. Possible activities for these projects include market research, record keeping, interviews of other financial advisors and professionals, etc.
Purpose of Action Projects - Action Projects focus on the techniques you use when working directly with a prospect. They explore the areas of contacting the prospect for an appointment, working with a prospect during an interview, and asking for referrals. Every action project includes a specific, brief assignment that calls for personal contact with a number of prospects.
Action Projects will typically fit into a financial advisor's daily routine. Very little preparation or extra research is involved. Sales are inevitable, but they are not required for completion of the Action Project. Only action is required.
How to Submit: Click the Projects link on the left hand menu to access the assignments you must submit. View the Project Tutorial for step-by-step directions to download, complete, and upload your assignments.
The 50 multiple-choice questions on the final examination will be similar in style and content to those found in the Workbook quizzes and chapter self-tests in the text. You must score at least a 70% to pass the course.
How to Access: Click the Text Readings link on the left hand menu to access your textbook online. Read each chapter before your weekly class begins.
Purpose: These multiple-choice questions are designed to be very similar in terms of style, content, and difficulty to those that will appear on the final exam. It is important to spend adequate time on these quizzes in order to prepare yourself for the final exam.
Purpose: The classroom is where the idea-sharing takes place that gives LUTC courses their unique value. You will benefit most from these sessions if you are prepared and participate actively. Sharing ideas will provide everyone an opportunity to grow and learn from each other.
How to Submit: Click the Classrooms link on the left hand menu and then select the appropriate weekly Classroom link. You will see links to the essay topics you must respond to for that week. View the Classroom Tutorial for step-by-step directions to complete your classroom assignments.
Purpose of Sales Planning Projects - These projects focus on the behind-the-scenes activities that enable successful interaction with prospects. They explore the planning involved with marketing, prospecting, interviewing, servicing financial services products, and designing appropriate plans for prospects. Possible activities for these projects include market research, record keeping, interviews of other financial advisors and professionals, etc.
Purpose of Action Projects - Action Projects focus on the techniques you use when working directly with a prospect. They explore the areas of contacting the prospect for an appointment, working with a prospect during an interview, and asking for referrals. Every action project includes a specific, brief assignment that calls for personal contact with a number of prospects.
Action Projects will typically fit into a financial advisor's daily routine. Very little preparation or extra research is involved. Sales are inevitable, but they are not required for completion of the Action Project. Only action is required.
How to Submit: Click the Projects link on the left hand menu to access the assignments you must submit. View the Project Tutorial for step-by-step directions to download, complete, and upload your assignments.
The 50 multiple-choice questions on the final examination will be similar in style and content to those found in the Workbook quizzes and chapter self-tests in the text. You must score at least a 70% to pass the course.
Complete all assignments according to the due dates posted in the Quizzes, Classrooms, and Projects links. The average amount of time you should plan to spend on completing the activities is at least 2 - hours per weekly class.
Activities include the following:
Activities include the following:
- Read and study the assigned pages in the Textbook Readings.
- Complete the class Quizzes.
- Complete all assignments for 6 of the 8 weekly Classrooms.
- Complete any Sales Planning Project or Action Project assigned.
Classroom - You will be graded on your attendance and participation in the classroom. This will be used to calculate your Moderator and Attendance Grade.
Attendance - You must submit all assignments for 6 of the 8 weekly classrooms directly answering the questions posed.
Participation - You must provide feedback to at least one other student for every topic. The number and quality of feedback responses required per topic is at the discretion of your moderator, but you must interact with other students to pass the classroom.
Weighted Total - Your moderator will record your grades for projects and participation in the weekly classrooms (quizzes are graded automatically). These grades will be combined to obtain the average or Weighted Total grade for your submissions.
Moderator and Attendance Grade - Students who receive a Weighted Total grade of 70% or higher and meet their class attendance requirement will be eligible for the final examination.
Final Examination Grade - A grade of 70% or higher is necessary to pass the 50-question, multiple-choice final examination.
Assignments - Complete your classrooms, quizzes, and projects before the due dates posted in the Class Schedule. Your moderator has been directed to penalize late assignments by 50%. If more than a week late, papers receive a zero.
Moderator - Your moderator is an outstanding individual appointed by The American College. He or she is not a teacher by profession, but a full-time financial advisor or management person. Your moderator shares with you the demands of self-discipline and constant pressure of time. He or she needs and deserves the full cooperation of every student.
All students are expected to do the Action Projects. This applies to students who are non-producers and to those in management. It includes, for example, students such as office staff, home office executives, state insurance commissioners, a finance officer on a military base, and others who may not be licensed to sell insurance.
If you cannot do the projects yourself, you are expected to handle the projects in one of the following ways (listed in order of preference):
- Select an LUTCF/FSS student in your company or in your community to work with for the project. Base your reports on this joint work.
- Or do joint work with one of your company's advisors who is not taking the course. This could be a former LUTCF/FSS student or someone without any LUTCF/FSS experience.
- If you are in management, assign the projects to one or more of the advisors under your supervision, and report these results.
- If you have no advisors to work with an no advisors under your supervision, arrange to interview one or more advisors each week. On the project reporting form, write what the advisor did, based on these interviews.
- If the four preceding options are unworkable for you, it is up to you to suggest an alternate solution that you and your moderator agree on. For example, you may develop two presentations to write out or present to the LUTCF/FSS class during this course. Topics can include: state laws, statistical information about insurance, actuarial studies, articles in insurance magazines, self-improvement topics, relationship insights, or even a question that came up in class that requires further research. Write out your research findings and give photocopies to all class members.
Keep in mind that these five alternatives are special options for isolated instances. Almost every student in an LUTCF/FSS class is licensed to sell insurance and is expected to complete the Action Projects as assigned for a passing grade. You are expected to do the prospecting activity and make the follow-up approaches yourself.
If you need to do the projects in one of the ways suggested above, discuss it in advance with your moderator and reach agreement on how to proceed. As a safeguard, put your agreement in writing, include both of your signatures, and file the agreement.
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