Education

Programs in a Box

NAIFA provides a series of “Programs in a Box” to allow local associations to offer quality Continuing Education courses to their members. Following is a list of current “Programs in a Box” available in Pennsylvania:

1. Retirement Planning After the New Tax Law (2 CE credits) Course # 102161
   Author: John Bledsoe, CFP, CLU, ChFC, AEP, estate and retirement planning specialist. “Retirement Planning after the New Tax Law” is designed to bring members current with the new tax provisions recently signed into law and the many implications for their clients.
   
   
2. Recruiting and Retaining the Ideal Sales Assistant (1 CE credit) Course # 102787
   Author: Liza Perdomo, manager of field technology utilization, Prudential Financial. “Recruiting and Retaining the Ideal Sales Assistant” will provide you with effective techniques for recruiting and mentoring the person who will help your practice soar! Produced in conjunction with GAMA.
   
   
3. Educational Funding After the 2001 Tax Act (2 CE credits) Course # 103150
   Author: Phil Straub, second vice president, marketing services, Pan-American Life. “Educational Funding After the 2001 Tax Act” discusses what education funding is all about and will help you explain the recent educational funding changes to potential clients.
   
   
4. Long Term Care Insurance: The Niche in the Executive Marketplace (1 CE credit) Course # 103180
   Author: Deb Newman, CLU, ChFC, chief executive officer/president, Newman Financial Services LLC. On the topic of long term care insurance, this is a comprehensive program designed to address the need to approach the executive marketplace. Produced in conjunction with AHIA.
   
   
5. The Role of Life Insurance in IRA Stretch-Out Planning (1 CE credit) Course # 103318
   Author: John Oliver, CLU, ChFC, vice president of strategic marketing services, Transamerica. The objective of this course is to help attendees learn the new minimum distribution rules proposed by the Internal Revenue Services and their impact on estate and life insurance planning.
   
   
6. Understanding Opportunities for Financial Advising in the Multiline Environment (2 CE credits) Course # 103829
   Author: Robin Mueller, LUTCF. Learn how a multiline agent uses life and financial services products to maximize agency revenue, account penetration and account retention.
   
   
7. Business Insurance for Pass-Through Entities (2 CE credits) Course # 104405
   Author: Terri Gelman, CLU, ChFC, JD, vice president of marketing, and Marie Boric, CLU, ChFC, CFP, CPA, director of advanced marketing at Prudential Financial. Learn how to establish buy-sell arrangements to preserve the control and value of a business at the death, disability or retirement of an owner. Life insurance on the owners is often used to provide tax-free money to fund these arrangements; it can provide immediate liquidity for pennies on the dollar.
   
   
8. Voluntary Worksite Benefits: A Comprehensive Guide (1 CE credit) Course # 104796
   Author: Susan C. Bianco, CLU. Increase your profit potential by learning the strategies of voluntary worksite benefits. You’ll learn to identify an ideal prospect, select products, carriers and how to select the proper delivery system. It will take you through the enrollment process from beginning to end.
   
   
9. The Do Not Call Opportunity (1 CE credit) Course # 105803
   Author: Bill Cates, CSP. Recent court rulings mean you now need to focus your marketing efforts on meeting people the way they want to meet you – through an introduction. “The Do Not Call Opportunity” will give you a template for building a complete referral-based business. This topic also includes two new membership videos to help associations get maximum results from their recruitment and retention efforts. (For information on membership videos, contact Ramona Jackson at rjackson@naifa.org or call 703-770-8217.)
   
   
10. Use Estate Planning to Improve Your Bottom Line (1 CE credit) Course # 106066
    Author: David A. Straus, JD, LL.M., CPA. Estate planning can do two things for financial advisors – provide a tremendous service to clients while improving their own bottom lines. This topic will instruct members how to use estate planning in the financial advisor practice, and will provide sales ideas which can be implemented immediately.
    
    
11. Improve Your Bottom Line with LIFE’s Products (not for CE credit)
    Produced by NAIFA and LIFE, this unique program will provide NAIFA members with information about LIFE’s consumer education tools and how to incorporate them effectively into sales and marketing efforts. The program discusses a full range of LIFE’s print, video and online resources, and offers real-world ideas on using them to build and strengthen client relationships.
    
    
12. Asset Allocation – Putting Your Client’s Eggs in the Right Baskets (1 CE credit) Course # 106709
    Author: Paul Reavis, RFC, CLTC, LUTCF, OneAmerica Securities, Professional Planning Association. Members will learn how to explain asset allocation principles and concepts to clients. Other topics covered include risk and reward, asset classes, modern portfolio theory and interpreting the risk tolerance questionnaire. Emphasis will be placed on mutual fund, variable annuity and variable life investment portfolio construction.
    
    
13. Successful Life Insurance Selling in a Multiline Agency (1 CE credit) Course # 107277
    Author: Matt Tobben, president of Matt Tobben Insurance Agency, Washington, MO. The key to a successful multiline agency is building staff and client relationships. This program will show you how to: develop and challenge a supportive staff (your team), schedule regular meetings with your clients, really get to know your clients (their goals, dreams - and needs), become a valued resource for your clients and manage your time more effectively.
    
    
14. Maximizing Health Savings Accounts Opportunities (1 CE credit) Course # 107504
    Author: Dick Harlow, CLU, CSA, CBC, immediate past president of AHIA, senior partner of Harlow Group LLC. Health Savings Accounts are one of the most innovative new developments in health insurance today. This timely topic will explain HSAs, how they address rising healthcare costs and their greater flexibility over MSAs. Content covered includes: family coverage, qualified High Deductible Health Plans (HDHPs), HSA contributions, multiple HDHPs, distributions from an HSA, death of an account holder, employer contributions and discrimination rules, what are qualified expenses and designing an HSA.
    
    
15. Values & Ethics: Being Compliant and Profitable (1 CE Credit) Course # 107787
    Presenters: David Woods, CLU, ChFC, LUTCF, NAIFA chief executive officer, and Brian Atchinson, Insurance Marketplace Standards Association (IMSA) executive director. In business, issues are not so clear-cut; business ethics mean different things to different individuals. This program will discuss what ethics are and why practice ethics; how ethical behavior benefits consumers, agents and companies; and putting ethics in practice by creating your own code of ethics.
    
    
16. Protecting Your Client's Business (1 CE Credit) Course # 113910
    A roundtable discussion featuring four business insurance specialists: Jim Clary, president and chief executive officer of Mullin Consulting; Charles Epstein, CLU, ChFC, principal and owner of Epstein Financial Services and Benefits Consulting Group; Rae Lee Olson, principal with The Vita Companies, and Bob Plybon, ChFC, chief executive officer of Plybon & Associates. The program covers critical business planning issues including key person insurance, buy-sell agreements, health insurance, disability insurance and retirement plans.
    
    
17. Survive and Thrive in Your First Three Years (not for CE credit)
    Author: Jarred Elmar. This program focuses on knowing what you are selling and how to sell it, prospecting in your network, working with colleagues and others in different industries, how to set and prepare for appointments, and how to stay in touch.
    
    
18. Marketing Consumer-Driven Health Plans (1 CE Credit) Course # 109555
    Author: Lawrence E. Lounds, CLU, ChFC. This program focuses on plan design considerations when recommending consumer-driven health plans. This session will detail a description and comparison of various plans: HSAs, HRAs and FSAs combined with High Deductible Health Plans, HDHPs.
    
    
19. NASD Requirements for Variable Annuities (3 CE Credits) Course #110600
    Produced by the Society of Financial Service Professionals. This course provides an overview of the variable annuity market, the regulator's perspective on variable annuities, how to protect the team while supporting the sale and views from the field and trenches while posing the question: are variable annuities suitable or not?
    
    
20. Back to Basics: Quantifying the Life Insurance Need (2 CE Credits) Course # 110601
    Produced by the Society of Financial Service Professionals. This course discusses the need for life insurance through calculation models, inflation and life planning. Topics also include a study of financial impact of premature death and focuses on the adequacy of life insurance coverage in U.S. households as well as the top 10 most common life insurance mistakes and how to avoid them.

    21.  Insurance Regulatory Reform - No CE Credit

Six prominent industry representatives will discuss one of the most important topics facing NAIFA members today - Insurancr Regulatory Reform (IRR) - and how IRR will determine the future regulatory structure of our industry and will impact how each and every NAIFA member will be positioned to service their many policyholders.

    22.    Dealing with Ethical Issues in Financial Services (1 CE Credit) Course # 113216

          Co-presented by Ronald Duska Ph.D. and Julie Ragatz, MA and produced in conjunction with                    The American College’s Center for Ethics in Financial Services. Participants are presented with ten  

      situations they encounter in their day to day activities as financial services professionals and are  

      asked to assess their reaction to the situations. The situations will be addressed by Duska and Ragatz,

      whose analysis will provoke reaction from participants in a brief interactive discussion which will 

       follow each scenario.

   23. Top Ten Retirement Planning Mistakes (1 CE Credit) Course # 113627

   Presented by April K. Caudill, JD, CLU, ChFC, AEP.  As the nation's 77 million baby boomers move  

   toward retirement, they will seek advisors who can help them navigate the requirements for IRA and

   qualified plan distributions. Yet the rules governing IRA and qualified plan distributions are among the

   most complex in the tax code, and the subject of many potential mistakes. Learn how to avoid

   distribution planning traps and create liqudity that allows these clients to maintain tax deferral for the

   long term.

   24. The Six Steps to an Effective Referral Conversation - No CE Credit

         Presented by Matt Anderson. This program will teach you how to get comfortable with asking        

         for referrals as well as the "Six Steps."  These six elements will help you identify if you've earned  

         the referral, how to transition to asking specifically for what you want, and the keys to making sure 

         your referral is expecting your call.

  25. Loss Control Seminar

       Presented by John Kenny, CPCU. After completing this seminar, the participant will be able to:

       identify the legal basis for agents’ professional liability; identify the liability exposures and causes of 

      loss which have historically accounted for agents’ professional liability claims; identify and apply 

       specific risk management procedures to all areas of agency management to address the sources of

       claims historically experienced in the NAIFA Professional Liability Program; identify liability exposures

       unique to insurance products commonly sold by NAIFA members and apply effective risk

       management techniques to assess and minimize such exposures.

  26. Disability Insurance from an Attorney's Perspective (1 CE Credit) Course # 114714

 This program will provide advice for agents to assist insureds when filing a claim for disability insurance coverage and will highlight the differences of individual coverage versus group long term disability coverage.

27. Whole Life - Why vs. How (1 CE Credit) Course # 115391

Whole life insurance has proven itself to be the bedrock of a financial strategy over the long run. This program will focus on why that is true instead of how to sell it.

28. The Problem With Penguins - No CE Credit

In this presentation, Bill Bishop outlines this "penguin" problem, and explains seven branding and packaging techniques - proven effective by hundreds of his clients - that advisors can use right away to attract, meet and close more high-quality clients.

29. Disability Income Awareness Month - No CE Credit

This program is presented by NAIFA members Corey Anderson and Charlie Blomme and was produced in collaboration with the International DI Society.  Knowing that producers do not sell what they do not own, this program demonstrates how to sell individual disability insurance policies by having producers in the audience practice selling DI to each other.

30. The New National Health Insurance Law - What It Means for You and Your Clients (1 CE credit) Course # 116234

On March 23, 2010, President Barack Obama signed the Patient Protection & Affordable Care Act (H.R. 3590) into law. Additional changes occurred with the adoption of the reconciliation bill, H.R. 4872 on March 25, 2010. Together, this created the most far-reaching and comprehensive legislation to affect health care for U.S. citizens in decades. During this presentation, participants will learn how these new laws will affect both the consumer and the insurance advisor.

For additional information, or to order a Program in a Box, please call NAIFA at 703-770-8100.