15 Credits: The Institute Pre-approved Package

Procrastination, cognitive biases, and agent behaviour can form roadblocks to acquiring and maintaining insurance coverage. Learn from these and many other reasons individuals fail to acquire insurance policies — and the information needed by which their position can be reversed. This course delivers all that and:

• Develops an approach that recognizes and respects the rationale of the prospect/client and their perceived barriers;
• Achieves better plans based on characteristics of the prospect/client;
• Facilitates the progression of uninsured to insured or underinsured to insured;
• Benefits the agent with checklists to test behaviour against standards and expectations.

Take charge to eliminate the barriers holding back action.

As a member of the Institute, you have an ethical obligation to the organization, to clients, and to your industry. Your objective is to arrive at the best ethical outcome for actions you take and decisions within your control. This course helps you determine some of the situations in which ethics plays a role. We begin with a grounding in ethics and then take a closer look at your ethical obligations. We explore some of the biases that can impact ethics, and ensure that you are particularly attuned to ethical challenges in your seniors’ market. This is, a wide-ranging exploration of ethical issues. The result? Enthusiasm as to how ethics can work for the benefit of you and your clients.

• Arrive at the best ethical outcomes for clients through your actions and decisions;
• Understand your ethical obligations, particularly for seniors;
• Find an appreciation for how ethics benefits you and your clients.

Well, maybe fun is a slight exaggeration. The point here is that there are many good reasons for fund investing. Leave aside the negative aspects of fees, charges, loads, risks, and volatility of investment funds. Focus the decision about fund investing on the many positive features and advantages that funds offer.

This course puts a positive spin on the proposition you put before clients.

• Review the characteristics, features, benefits, and advantages of funds and fund investing;
• Receive insight into how funds can be used to champion a cause, interest, or belief through socially responsible investing
• Learn the ways of tailoring a fund to the aptitude and needs of the investor;
• Analyze the potential of funds for managing risk.

Risk is synonymous with uncertainty. The risk a person is willing to take is a result of his or her psychology, life experiences, social conventions, intelligence, and age amongst other factors. Where does that put you when you must gather information about the risk characteristics of a person and apply them to a product with its own risk profile? It puts you in a position in which information, analysis, and thought is required to arrive at appropriate answers.

If you have client-facing responsibilities for investments or insurance, you will come away from this course with a new appreciation for the role of risk and its repercussions.

• The role of disclosure to risk;
• The three measurements in a risk profile: tolerance, capacity, and need;
• The dilemma of applying risk assessment to decision-making.