Life Underwriter Training Council Fellow (LUTCF)
The Roots of Career Growth and Success: Successful insurance and financial services careers are deeply rooted in
product knowledge and effective sales skills. The LUTCF Program combines product-focused education with hands-on sales training to help newer advisors thrive in a competitive industry. The program also helps experienced agents grow their practice and explore new markets with up-to-date courses covering a wide range of products and services. The LUTCF Program plants the seeds for professional growth and sales production and helps the agent to “grow, learn and earn”.

LUTCF Program Features Unique Features

High Impact Sales Training - Sales planning projects and action projects immediately put classroom learning to the test in the field as part of the course.

Practitioner Driven - Courses are written based on direct empirical input and field research obtained from practitioners. The finished material is then delivered directly by senior practitioners to student practitioners.

The program's study group atmosphere, using experienced moderators in the classroom, creates a unique learning environment and interactive educational experience.

The classroom becomes a trust-building forum that is conducive to sharing successful sales ideas and experiences weekly.

It provides a thorough, comprehensive, and multidimensional learning experience by blending the five methods by which people learn - reading, listening, watching, discussing, and doing.

The courses focus on sales skills, selling procedures, and the application of knowledge in the sales process designed to apply what students are learning in the classroom.

Frequent role playing, small group exercises, and panel discussions, and team presentations in class reinforce the applied learning model.

Distinctive Features

The courses deliver current information on essential product specific and relevant financial services concepts.

Students sharpen selling skills, acquire knowledge, sell financial products more effectively, increase income, become more professional, get off a plateau, and ultimately earn the LUTCF Designation.

The field projects associated with the course focus on applying knowledge to help students become more competent and increase confidence.

Survival skills - Newer advisors quickly learn what they need to do to be successful. Students learn the "what to say, how to say it and when to say it" of the financial selling/planning process.

Students are exposed to tried and proven sales techniques - LUTCF has provided almost 60 years.

Students gain both product knowledge and the sales skills needed to effectively advise clients.

Students apply their knowledge, enhance their sales, and increase their earning potential.

LUTCF International Operations: With globalization and increasing economic interdependence of countries, LUTCF is being accepted as an international standard for professional insurance training. Internationally, the LUTCF program is established in several countries across the globe in Latin America & the Caribbean, Southern Europe, the Middle East, and Asia. Specifically, in Asia the program is offered in Hong Kong, Indonesia, Malaysia, the Philippines, Singapore, Thailand and Vietnam, since the 1990s. Approximately 5,600 individuals have earned the LUTCF designation in these countries. Also, several large life insurance companies in China are expected to introduce the LUTCF program shortly as also in Taiwan.

FA 201 - Techniques for Exploring Personal Markets: This course discusses using effective marketing and prospecting strategies to identify potential clients. It focuses on marketing that supports an overall client-focused selling strategy of building long-term, mutually beneficial relationships. It teaches advisors how to develop basic marketing strategies for prospecting, target marketing, approaching prospects, and providing service within the personal insurance market. Course highlights are as follows:

FA 202 - Techniques for Meeting Client Needs: This course offers an introduction to the life insurance sales career and the sales/planning process in the personal market. Topics include total-needs selling, the consultative selling process, and the need for personal life insurance. The course also reviews insurance products, policy provisions, underwriting, the taxation of life insurance and effective communication skills that will enhance an advisor's business. The course presents a discussion of 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. The course:

FA 232 - Professional Growth: This course is designed to help those that are seeking significant growth in their insurance operation and business acumen. The course helps to continue to build sales skills. It presents new concepts concerning the agent’s business and target marketing. The basic concepts are prospecting, selling, administration, and learning. The time management aspects of this course will show agents how to analyze their time allocations in each of these areas. Course highlights are as follows:

• The Agent's Business: Topics covered include mission and philosophy statements, goal setting, keeping records, managing finances and the office, controlling time, the agent's relationship with others, professionalism, SWOT (Strengths, Weaknesses, Opportunities and Threats) analysis, etc.
  
  
• Target Marketing: The agent learns the importance of target marketing and how to develop a “Target Marketing Penetration Plan” (TMPP). Other topics include the definition of a target market, market selection, and the advantages of targeting and market penetration techniques.
  
  
• Products and Applications: Daytime activity with small groups, including payroll deduction and cafeteria plans, family security needs, funding for college and other higher education, charitable giving, planning retirement income, trusts, etc.
  

FA 261 - Retirement Planning: This course provides an overview of the changing demographics that are creating increased numbers of prospects for retirement planning. It also addresses how the responsibility for planning continues to shift to individuals, and focuses on long-term retirement planning goals. The course guides professionals in examining the retirement planning process, fact-finders, methods of analyzing facts, retirement planning tools, and sales tracks. It also touches upon the role of government mandated old-age social security programs and tax policies in retirement planning. The suitability of various accumulation vehicles (such as stocks, bonds, mutual funds, life insurance, and annuities) for retirement planning is discussed. How retirement planning ultimately creates estate planning needs, addressing such topics as payout options and investment strategies are explained. The course:

FA 290 - Ethics for the Financial Services Professional: This course provides a practical, thought-provoking, and challenging presentation on ethical values in the decision-making processes of professionals in the financial services industry. The course goes beyond theoretical concepts by presenting a practical framework for making ethical business decisions; examining legal, compliance, and practice standards; and discussing ethical approaches to placing financial products, determining suitability, and assessing risk. The course: