LUTCF® or The Life Underwriter Training Council Fellow℠

How does the LUTCF® Program work?

The College’s professional designation programs all feature open enrollment. You can enroll and begin whenever you like. While we offer periodic live classes, these are completely optional and are available to all students at no additional charge.

Both feature field activities to allow you to gain practical hands-on experience initiating and engaging clients in a live setting. Field Training activities are required throughout the program. The online and classroom-based courses consist of eight weeks of instruction followed by a week of study and review for the exam. The program can be completed in one year or less and the curriculum is registered for State Insurance CE credit.

When you enroll you will receive immediate access to the College’s exclusive online student portal. Within this portal you will find copies of your written study materials, streaming video lectures, interactive quizzes, and even access to live classes when they are in session. You will also be able to contact your professor with questions or issues.

All of these things are included with your enrollment and we pride ourselves on not charging for additional 3rd party books, online functionality, access to professors, etc.

Course 1: Intro to Practice Management and Life Insurance

Introduction to the LUTCF® Program

• Introduction to NAIFA and the history of the LUTCF® Program
• Overview of the course
• What’s required to successfully complete the course and earn the designation
• The Importance of having a mentor
• The importance of committing to a lifetime of professional development
• How earning the LUTCF® designation will benefit you and your clients

Developing a Business Plan

• Why a business plan is important
• The Business Planning Process
• The characteristics of a good business plan
• Setting goals
• Exercise: develop a written business plan and discuss at least one component in class

Financial Planning and Risk Management

• Overview of the financial planning process
• The role Risk Management plays in the process
• Risk Management defined
• Risk Management techniques
• The Role of Insurance in Risk Management

Ethics

• Definition of Ethics
• Why ethics are important
• Why ethics are important in our profession
• Benefits of ethical behavior
• Consequences of unethical behavior
• Group Discussion

Introduction to Life Insurance Products

• History of Life Insurance
• Term Life
• Whole Life
• Universal Life
• Variable Life
• Variable Universal Life
• Joint Life
• Summary Comments
• Quiz

Prospecting for Life Insurance

• Identifying sources of prospective clients
• Tracking prospective client leads
• Developing a communication plan
• Appointment Setting
• Handling Objections
• Field Work Activity (prospect for life insurance)

Life Insurance Selling Skills

• Preparing for a client meeting
• Setting the stage
• Data Gathering
• Listening to understand
• Identifying needs, gaps, goals
• Developing solutions
• Presenting solutions
• Closing skills
• Implementation and follow through
• Getting referrals
• Field Work Activity (prospect for life insurance)

Course 2: Insurance and Investment Products

Life Insurance and Annuities

• Review life insurance products
• Introduction to annuities
• Compare and contrast life insurance and annuities
• The Importance of having a mentor
• Integrating each into a risk management solution

Annuities and Mutual funds

• Introduction to Mutual Funds
• Compare and contrast to annuities
• Risk & Return
• Time Value of Money
• Risk Tolerance and Asset Allocation
• Portfolio Management
• Field Work Activity (prospect for/present to client Mutual Fund or Annuity)

Disability Income Insurance

• Purpose
• Features of base policy
• Common riders
• Pre-tax v. Post-tax

Long Term Care Insurance

• Purpose
• Features of base policy
• Common riders
• Hybrid policies
• Medicare, Medicaid and LTCi
• Partnership Programs
• Tax treatment of premiums and benefits
• Field Work Activity (prospect for/present to client Disability or Long Term Care Insurance, visit LTC community, discuss employer provided disability)

Property & Casualty Insurance

• Auto
• Home
• Inland Marine
• Liability Umbrella
• Commercial
• Group discussion

Health Insurance

• Purpose
• Policy Types
• Policy Features and Benefits
• PPACA
• Quiz

Employer-Based Insurance Products

• History
• Employer Plans
• Flexible Spending Accounts
• Quiz

Course 3: Risk Management Applications

Retirement Planning

• Accumulation
• Distribution
• Traditional v. Roth
• Risk, Return and Asset Allocation
• Social Security
• Medicare & Medicaid
• Group Discussion

Estate Planning

• How Assets Pass On
• Using beneficiary designation and titling effectively
• Estate planning documents
• Managing Estate Taxes
• Gifting
• Using Trusts in Estate Planning
• Group discussion

Applications for Individuals

• Risk Management Issues for Individuals
• Applying the Appropriate Financial Tools for Individuals
• Field Work Activity (prospect for and present basic plan to individual client)

Special Family Situations

• Risk Management Issues for special situations
• Applying the Appropriate Financial Tools for Special Situations
• Group Discussion

Applications for Business Owners

• Risk Management Issues for Business Owners
• Applying the Appropriate Financial Tools for Business Owners
• Field Work Activity (prospect for and present basic plan to business owner)

Individual Client Scenario

• Develop 3 or 4 scenarios around planning for individuals with some special situations included

Business Owner Scenario

• Develop 3 or 4 scenarios around l planning for business owners with some special situations included
• Wrap up and next steps