 
By Jeff Fleming, J.D., CFP, CLU, ChFC,
AEP
There are a wide range of products in the financial
services marketplace and lots of options to choose from when helping
your clients meet their financial security needs. As a young producer,
you have to ask yourself: Am I confident enough to talk about the
wide range of products out there with a client or prospect? Am I
confident enough to recommend products that will bring long-term
financial security to my clients and their families?
If you are a little uncertain or sometimes daunted
by the information you need to process to survive in this business,
I have good news. First, you’re not alone. The financial services
industry is a complicated field, and it seems to get more complex
every day. Second, NAIFA recognizes how hard it is when you’re
just starting out. That’s why it has developed a program to
help turn new producers like you into successful producers.
The new designation
Last month, NAIFA and its education partner, The American College,
announced a new designation program called the Financial Services
Specialist. The FSS is a six-course education program that provides
practical, high-impact sales skills training coupled with the introductory
technical knowledge of the products and concepts in the financial
services marketplace. In other words, the FSS designation program
gives you the tools you need to succeed.
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| Advisors
who pursue educational programs early in their careers are
more likely to succeed and stay in the business. |
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Why am I so sure it will work? Education is the
key to your success (as you can gather by the designations after
my name, I’m a firm believer in education and life-long learning).
Evidence shows that advisors who pursue educational programs early
in their careers are more likely to succeed and stay in the business.
The FSS program is based on the same proven sales skills training
model as the LUTCF program, its insurance-based companion whose
curriculum has helped launch the successful careers of about 60,000
insurance producers over the past 55 years. Another plus is that
it is delivered the same way as LUTC courses: in a live classroom
instructional format with a moderator. You get so much out of interacting
with other committed producers in a learning environment.
Think about this too: We are salespeople, and
the FSS (and LUTCF, for that matter) provides young advisors and
those new to the business with the necessary sales skills foundation
to be ethical and effective salespeople. Nothing will earn your
clients’ trust more than doing things the right way.
What you’ll learn
Let me briefly tell you about the FSS curriculum, which was developed
by the talented faculty at The American College with input from
experienced NAIFA producers. The curriculum consists of six courses
including a required ethics course. Of the six courses, three are
required and three are electives you select based on your interests.
Topics in the program include:
- Basic planning concepts
- Understanding the financial services market
- Communication skills
- Understanding the client life-cycle
Introductory financial planning concepts include:
- Estate planning
- Investment planning
- Retirement planning
Introductory financial product knowledge includes:
- Investments
- Annuities
- Insurance
If you have completed or are starting an LUTCF
program at your local association, you’ll be happy to know
that portions of the LUTCF designation may qualify for credits toward
the FSS designation.
If you are anxious to get started on the path
to understanding the complex financial services marketplace and
onto a rewarding career as an advisor, FSS courses are now available.
Contact your local NAIFA association or visit http://www.TheAmericanCollege.edu/Prospective_Students/Designations/fss.asp
to learn more.
Jeff Fleming, J.D., CFP, CLU, ChFC, AEP is
an attorney and financial planner at Hippo and Fleming Law Offices
and VIP Financial Group, LLC in Altoona, Pa. A member of the Altoona
Area AIFA, Fleming is currently the national YAT chair and can be
reached at jeff@lawandmoneymatters.com.
May 2005
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