Courses

Financial Services Certified Professional (FSCP)

Product and skills training is the foundation for career-long learning and helps advisors and agents succeed. The FSCP™ program is designed to take our current training curriculum to the next level – offering fresh content and the latest delivery technology to give financial services professionals’ even greater results.

The eight (8) courses constituting the educational requirement for the CARAIFA FSCP Designation are:

Course Descriptions – FSCP

Please note that students are required to complete the seven (7) courses which can be done in any order, before attempting the FP99 Certification Course & Examination.

FA 201 – Techniques for Exploring Personal Markets

Using effective marketing and prospecting strategies to identify potential clients

Course Description:

Provides an in-depth look at penetrating the personal markets using the life-cycle marketing strategy and selling/planning process. Learn to segment your market into four adult life-cycle segments and recognize the common insurance and financial needs members of these market segments have. Apply this approach to new prospects and existing clients. Create a basic marketing plan to apply the life-cycle marketing strategy to your practice. Other topics covered include disability income, life, long-term care and Medicare supplement insurance; overview of investment products; special markets; and retirement and estate planning.

Course Highlights:

  • Presents basic planning concepts and needs applicable to the personal insurance market
    Covers the process of prospecting, with an emphasis on referrals
  • Discusses how to develop a strategy for identifying target markets
  • Addresses the process of client-building through servicing and monitoring insurance plans
  • Discusses the concept of “life-cycle segmentation” for prospecting
  • Presents basic product knowledge for life insurance, disability income, Medicare supplement, and other products.

FA202 – Techniques for Meeting Client Needs

Uncover Your Clients’ Needs through Effective Communication

Course Description:

Offers an introduction to the life insurance sales career and the sales/planning process in the personal market. Addresses total-needs selling, the consultative selling process and the needs for personal life insurance. Presents the 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. Presents a review of insurance products, policy provisions, underwriting and service.

Course Highlights:

  • Focuses on effective communication skills for use throughout the sales/planning process.
  • Presents basic sales skills to successfully conduct the sales/planning process
  • Emphasizes the importance of relationship building skills as the basis of sales success.

FA 251 – Essentials of Business Insurance

Course Description:

Covers how life and disability income insurance can guarantee the control and value of a business following the owner’s or key person’s death, disability, or retirement through buy-sell agreements and key person insurance. Explores the basics of estate planning for the business owner. Examines what to say, how to say it and when to say it to capture the attention of the business owner.

FA 257 – Essentials of Life Insurance Products

Course Description:

This course begins with an overview of the two basic types of life insurance policies—term and whole life—and then builds on that knowledge with an overview of the many product variations sold in today’s markets. The course also explores personal, family, and business uses of life insurance products, as well as policy illustrations, cost comparison methods, income and estate taxation, policy provisions, marketing ideas, and ethical issues facing the financial advisor. Provides a review of the selling/planning process for life insurance product solutions.

FA 261 – Foundations of Retirement Planning

Course Description:

Guides professionals in examining the retirement planning process, fact finding, methods of analyzing facts, retirement planning software and sales tracking. Discusses the role of Social Security, Medicare, Medicaid and tax policies in retirement planning and the suitability of various accumulation vehicles, such as stocks, bonds, mutual funds, life insurance and annuities for retirement planning. Explains how retirement planning creates estate planning needs and addresses payout options, spousal benefits and investment strategies.

Course Highlights:

  • Addresses ways to accumulate money for retirement, to fund an education, to satisfy long-term needs, and more.
  • Discusses the role of Social Security, Medicare and Medicaid, and tax policies in retirement planning.
  • Explores the suitability of accumulation vehicles, including stocks, bonds, mutual funds, life insurance, and annuities.

FA 271 – Foundations of Estate Planning

Course Description:

Offers an introduction to estate planning and the role life insurance plays in the planning process. Discusses how different types of property are transferred during life and at death, and the tax implications of not planning. Also presents the steps required to settle an estate and discusses the importance of having a will, the gift and estate transfer tax system, state death and estate taxes, trusts and planning estates of business owners.

FA 290 – Ethics for the Financial Services Professional

Course Description:

Provides a practical framework for making ethical business decisions in the financial services industry. This ethical module examines legal, compliance and practice standards that apply to the financial services professional. It also investigates ethical approaches to placing financial products, determining suitability and assessing risk.
This course is required to earn the FSCP designation.

Course Highlights:

  • Describes the evolution of the financial services market and its ethical problems
  • Provides a framework for ethical decision making, including ethical sensitivity exercises and decision processes
  • Discusses federal and state regulations, compliance limitations, the increasing emphasis on professionalism and ethics codes, and practice standards
  • Explores the ethics of specific professional practices including unnecessary replacements, misleading sales practices, suitability requirements, and rebating, along with a discussion regarding conflicts of interest
  • Examines the NASD Rules of Conduct and Fair Dealing with Customers
  • Discusses the scope of responsibilities assumed by Registered Investment Advisors
  • Discusses categories of investments, types of investment risk, and risk management, and provides a useful tool for assessing an individual’s risk tolerance and investment philosophy

FP 99 – FSCP Certification Course & Examination

Course Description:

This certification course and exam is designed to serve as an overview of the major planning components that make up a comprehensive financial plan. It’s intended to serve as the avenue where the culmination of theoretical principles and practical application acquired over the course of the Program are assessed. The students will attend “live” weekly 2-hour courses over a period of 8-weeks reinforcing their level of knowledge in preparation for the comprehensive final exam.

Therefore those members who have successfully completed LUATC I & U can obtain the LUTCF designation by completing LUTC 261 (Retirement Planning) plus the Ethics course 290 (Ethics for the Financial Services Professional).

MODERATORS

MODERATOR COMPANY
Alicia Birch Pan American Life
Alloy Dates Guardian Group
Andrew Bates  Ex-CLICO
Anthony King Guardian Group
Anthony Moore Guardian Group
Ashvin Akal Guardian Group
Brendon Gray TATIL
Camille Sinanan Sagicor
Catherine Jardim Guardian Group
Cecil Frederick Pan American Life
Cherry-Ann Pierre Williams Pan American Life
Christopher Gouveia Sagicor
Christopher Nancoo Guardian Group
Colleen Arneaud Guardian Group
Cyril Murray Pan American Life
Damian Cuffy Pan American Life
Darren Dickson Guardian Group
Derrick Wallace Guardian Group
Dexter George Guardian Group
Dominic Romain Guardian Group
Donna Diaz Pan American Life
Fabian Carew Pan American Life
Finbar Garcia Guardian Group
Gerald Cruickshank Pan American Life
Ian Cournand Guardian Group
Kathy-Ann Kharim Maritime Financial
Keith Callender Guardian Group
Kerry Charles Guardian Group
Kris Deonanan Guardian Group
Larry Tai Chew Guardian Group
Lily Moniz Guardian Group
Linda John Guardian Group
Marcus Girdharie Colfire
Mariana Galindo Sagicor
Michael Balloo Guardian Group
Muriel Chattergoon Guardian Group
Natasha Charles Guardian Group
Nicole Blake Guardian Group
Nina Cruickshank Pan American Life
Ralph Coutain Sagicor
Ricard Skerritt Guardian Group
Richard Lee Guardian Group
Salome Barton Pan American Life
Sean David Guardian Group
Selbie Leslie Maritime Financial
Shawn Grant Guardian Group
Susan Romano-Davis Sagicor
Zobida Mathura Guardian Group

COST

The cost for each course in the FSCP programme is TT $3000.00

The cost for the cancellation of any course in the FSCP programme is TT $1000.00

The cost for the deferral of any course in the FSCP programme TT $750.00