Development of LUTC Sales Training Programme ( 美國壽險銷售訓練課程 ) in Hong Kong

1. Development of LUTC Sales Training Programme(美國壽險銷售訓練課程)in Hong Kong

2. LUTC History • Founded in 1947 • More than 70,000 fellows over the world • Consolidated with The American Collage (TAC) in 2001

3. Development of LUTC Courses in Hong Kong • 1994: LUTC Courses launched, first LUTC Moderator Conference. • 1997: First Senior Moderator Workshop, created seven Senior Moderators. • 1998: Second Senior Moderator Workshop, created seven Senior Moderators.

4. LUTC Core Courses • Personal Insurance (must be in sequence) • Exploring Personal Markets 開拓個人市場 • Meeting Clients Needs 客戶導向銷售 • Ethical Studies : • Ethics for the Financial Services Professional 財策專業操守 Accredited CPD Program. Each module fulfill total non-core CPD credits of the year of attendance.

5. LUTC Elective Courses

6. LUTC Elective Courses • Essential of Business Insurance 商業保險基礎 • Disability Income 傷病入息保險 • Professional Growth 個人專業進階 • Retirement Planning 專業退休策劃 • Foundation of Estate Planning 遺產策劃基礎 Accredited CPD Program. Each module fulfill total non-core CPD credits of the year of attendance.

7. Specific Requirements for LUTCF Designation • Earn a total of at least 300 Designation Credits; • Complete and pass the examination of Ethical Studies; • Be a paid member of LUAHK in the year of conferment; • Complete and submit an LUTCF application with a US$65 fee payable to LUTC / TAC.

8. Specific Requirements for LUTCF Designation LUTCF Accredited Professional Designation CPD is required LUTCF CPD = IIQAS non-core CPD

9. Selection criteria of an ideal LUTC moderator • 5 years in business • MDRT (top 20% of the company) • LUTCF preferable • LUATC or LUTC student • Have leadership and training experience

10. LUTC Moderator has to agree to • Continually pursue in professional training – because “a trained moderator is an effective moderator” • Perform duties in accordance with the Moderator Agreement • Follow the established LUTC instruction pattern • Be available for all class sessions • Steer clear of unauthorized subjects such as commission, agent contracts and company affiliation.

11. What a Moderator should be? “ A moderator should be a person who fully understands that his/her role is tofacilitateand not to teach.”

12. Characteristics of Successful Moderators • Support of the LUTC program and mission • Success – oriented in their business • Knowledge of their market and subject area • Flexibility in meeting the needs of all students • Belief in the education and learning process

13. Characteristics of Successful Moderators Enthusiastic to share knowledge and experience Willingness to prepare for each class session Readiness to encourage independent thinking and creativity Ability to relate the text material to students’ work or sales experiences

14. Important features for Successful Moderators • Highly motivated and successful insurance professional; • Unshakable belief on the value of the life insurance products; • Strong natural desire to help other people.