CATALOG - The American College

2012 Catalog 

A Professional Education Above the Rest

Welcome to The American College 

Dear Student: 

Welcome to The American College, the leading educator of financial 

services professionals since 1927. Whether you’re just beginning 

your work as a practitioner or are pursuing an advanced designation 

or accredited master’s degree, you can count on us at every stage in 

your professional development. 

The education we offer is timely and relevant, reflecting continually 

changing laws. Our newest designation, Chartered Healthcare 

Consultant (ChHC) addresses changes in healthcare reform to 

help advisors understand what their clients need to know. As the 

number one educator of financial planners in America, The College 

is home to the advanced ChFC® and CLU® credentials and is a 

leading provider of CFP® certification education. 

Thank you for learning more about The American College. We look 

forward to supporting all of your educational needs throughout 

your career. 

Sincerely, 

Dr. Laurence Barton, CAP® 

President & Chief Executive Officer 

O. Alfred Granum Chair in Management 

The American College

Table of Contents 

An Introduction to The College 

4 Program Overview 

6 Why Choose The American College 

7 How to Earn Your Designation or Master’s 

Degree 

8 Professional Education Department 

Designations and Degrees 

10 LUTCF Insurance Skills 

12 FSS Financial Services Specialist 

14 ChFC ® Advanced Financial Planning 

16 CFP ® Certification Programs 

18 CLU ® Insurance Specialty 

20 CASL ® Retirement Coaching 

22 REBC ® Employee Benefits 

23 RHU ® Health Insurance 

24 ChHC TM Chartered Healthcare Consultant 

26 CLF ® Leadership 

28 CAP ® Specialized Training in Philanthropy 

30 Master of Science in Management 

32 Master of Science in Financial Services 

34 Advanced Graduate Programs 

36 Bachelor’s Degree and MBA 

What The College Offers 

37 Veterans Scholarships 

38 Faculty 

40 Supporting The American College 

41 One Person 

42 The College’s Lecture Series 

43 Corporate Consulting Center 

44 Your Alumni Association 

45 The State Farm Center for Women & 

Financial Services 

46 The Center for Ethics in Financial Services 

47 New York Life Center for Retirement Income 

48 Library Resources 

49 MetLife Learning Center 

50 TheWealthChannel.com 

51 The Wealth Channel Magazine 

52 About The College 

52 Board of Trustees 

53 Foundation Board of Directors 

Program Descriptions 

54 LUTCF/FSS Course Descriptions 

57 Solomon S. Huebner School Course 

Descriptions 

61 Ethics Continuing Education Courses 

62 Irwin Graduate School Course Descriptions 

College Policies 

67 Campus Security Report 

68 Examinations and Grades 

70 Program Completion 

76 Transfer of Credit 

78 Tuition and Fees 

80 Admission and Course Registration 

81 Five-Year Rule 

82 Online Resources 

Registration Forms 

83 Course Registration Form 

85 Graduate Registration Form 

87 Duplicate/Rush CE Certification Request 

89 Index 

90 How to Contact Us 

91 Quick Course Guide 

BC Knowledge Summit 

3 3

Welcome to The American College! 

Insurance Education 

Financial Planning 

Graduate Degrees 

4

We understand your unique needs as financial services professionals. Whether you are just 

starting out in the financial services industry, focused in a specialized field, or looking to 

advance your career, we offer the highest quality education that fits into your busy life and 

work schedule. Our courses are researched and written by our own staff — the nation’s top 

thought leaders in financial services. 

Our institution is dedicated to offering superb programs that develop and refine your skills as 

a professional so that you can serve consumers knowledgeably, ethically and professionally. 

Use the graphic below to determine which designation or program of study is right for you. If 

you need further guidance, please contact one of our Professional Education counselors at 

888-263-7265. 

tm 

ChHC 

The New World 

of Healthcare 

Healthcare Reform: 

What you need to know 

® 

CLU 

Insurance Specialty 

Develop a greater understanding 

of the insurance 

needs of individuals, 

business owners and 

professional clients 

® 

CLF 

Agency Leadership 

Develop key organizational 

and management techniques 

LUTCF 

Insurance 

Fundamentals 

Acquire essential product 

knowledge and basic 

planning concepts 

® 

RHU 

Health Insurance 

Broaden your expertise 

in group health insurance 

and benefits 

® 

REBC 

Employee Benefits 

Gain a competitive 

edge in the employee 

benefits industry 

® 

ChFC 

Advanced Financial 

Planning 

Acquire in-depth knowledge in 

financial planning disciplines 

® 

CFP 


Certification 

Finish your CFP ® Certification 

curriculum with the leading provider 

of financial education 

® 

CASL 

Retirement Coaching 

Complete a rigorous program 

that prepares you as a 

“retirement coach” for your clients 

® 

CAP 

Philanthropy 

Provide value-added expertise and 

develop confidence in philanthropic 

planning and charitable giving 

FSS 

Financial Services Basics 

Establish yourself with practical 

sales skills that can 

help increase your production 

MSFS 

Master’s In Financial Services 

Learn the tools you need to analyze, plan 

and implement financial strategies 

MSM 

Master's In Leadership 

Acquire both strategic and tactical 

executive-level leadership skills 

5 Certified Financial Planner Board of Standards Inc. owns the certification marks CFP ® CERTIFIED FINANCIAL PLANNER, and CFP (with flame logo) ® in the U.S., which it awards to individuals who successfully complete CFP Board’s initial 

and ongoing certification requirements.

Why Choose The American College 

The American College is the citadel of learning for financial services — the institution professionals in banking, 

securities and insurance turn to when they want practical knowledge to grow their businesses and provide better 

service to their clients. 

The Skills to Succeed 

The best careers all start the same way: 

40 percent ahead of everyone else. 

The most successful advisors all start with the LUTCF or FSS designations, 

where  students see up to 40 percent higher production while 

taking the courses! All of the basics are here,  from product and market 

knowledge to prospecting and planning tools. 

The Top Three Credentials in 


Three designations stand head and shoulders 

above the rest, and the education for all three is 

available from The American College: 

• CFP ® Certification: Financial Planning 

• ChFC ® Advanced Financial Planning 

• CLU ® Insurance Specialty 

Holders of any two of these outstanding credentials see earnings grow 

by up to 51 percent. As investors increasingly look for credibility from 

their advisors, they are turning to the three most trusted marks in the 

profession now more than ever before. 

Leadership and Specialty 

Designations 

From agency leadership to healthcare reform, 

advisors who learn with The American College 

have a clear competitive advantage. 

ChHC Chartered Healthcare Consultant 

CAP ® Chartered Advisor in Philanthropy ® 

CASL ® Chartered Advisor for Senior Living ® 

RHU ® Registered Health Underwriter ® 

REBC ® Registered Employee Benefits Consultant ® 

Accredited Master’s Degrees 

MSM, Master of Science in Management 

MSFS, Master of Science in Financial Services 

The American College offers accredited Master’s degrees that are unique 

in their applications to the complex world of financial services. Rather 

than an MBA, many high achievers are now focusing on the practical, 

career-enhancing knowledge that these two unique programs deliver. 

David A. Littell, JD, ChFC, ® CFP, ® Professor of 

Taxation at The American College, discusses 

financial strategies with a client. 

6

How to Earn Your Designation or Master’s Degree 

1 Determine which designation or degree is right for you. 6 

The American College offers a continuum of educational programs for professionals 

at any stage of their careers. Please call our Professional Education counselors, visit 

our website or read through the descriptions in this catalog to learn more about our 

programs. 

Complete the course requirements and pass your course 

examination. 

For all programs, you must pass the course examination to earn credit for the course 

or satisfy transfer of credit requirements. If you are taking LUTCF or FSS courses, you 

also must meet classwork, attendance, participation and term grade requirements. 

2 

3 

4 

5 

Determine your program requirements and select 

your course(s). 

Once you have selected a program, review the requirements and select your courses. 

Descriptions for all of our courses are provided on pages 54-66 of this catalog. 

Depending on the program, courses are offered in a variety of formats: self-study, 

local classes, live online or through our online training center. 

Complete and submit the appropriate registration 

form(s). 

Course registration forms are located on pages 83-85. Use the fee information found 

on page 78 to complete an appropriate course registration form and return it with 

your payment. When you register for most Huebner School (HS) and Graduate School 

(GS) self-study courses, you will receive an exam ticket and instructions on how to 

schedule your exam. 

Receive your course materials, plan your study schedule 

and study. 

Depending on the course, various study materials — such as texts, study guides, syllabi, 

audio reviews and online enhancements — are included with your course tuition. You 

can expect your study materials to arrive 10 business days after we receive your paid 

registration and enter it into our system. Since our courses are frequently updated, these 

study materials are developed to reflect the exam content for a specific period of time. 

Blackboard 

One of the best student resources to utilize is our online learning center, Blackboard. 

Sponsored by Pacific Life Foundation, this online study tool is customized for each 

course and serves as a portal to your academic success. Blackboard offers a variety of 

services including practice exams, reading supplements, video lectures and downloadable 

books for mobile devices. 24/7 access to course material, key term flashcards, audio 

reviews and learning aids. This online learning center also functions as a communication 

device to talk to your professors and classmates, and additionally to get late-breaking 

course updates or to receive course advice. 

7 

8 

9 

10 

Select your next course and continue working toward 

your designation or degree. 

Once you have completed a course, use The American College website to determine 

your next course. Under the “Academics” tab, you will find your desired designation 

along with information on course requirements and electives. Additionally, The 

American College has professional and friendly counselors to call to help guide you 

through this selection process. For assistance, please contact us at: 888-263-7265 

Complete the certification process, receive your 

designation or degree and enjoy the benefits of 

The American College Alumni Association. 

The Registrar certifies that you have met all designation requirements and notifies you 

as to when you may start using your new designation and that you may participate in 

The College’s commencement exercises at our Knowledge Summit. (See page 73 and 

the back cover.) 

For selected designations, maintain ongoing continuing 

education and ethics requirements and pay applicable 

recertification fees. 

Along with our highly respected designations, Your College offers a variety of ways 

to stay updated on the latest knowledge in the industry by providing CE and ethics 

requirements. Take advantage of these opportunities to stay relevant and secure 

principles in your profession. 

Continue to grow as a professional by earning an 

additional designation or a graduate degree. 

7

Here to Serve 

Who answers the phone when you call 

The Professional Education Distribution (PED) Division manages all facets of a student’s experience with The American 

College from initial enrollment through graduation. Our experienced counselors endeavor to provide timely and accurate 

responses to all questions and inquiries. We are prepared to offer guidance and advice on our several programs. The goal of 

our entire team is to assist you in reaching your personal goals through educational opportunities at The American College. 

Most of our counselors actually have been tabbed as “go to people” by our customers. That is because our counselors 

have provided exemplary customer care to our students, those same students tend to ask for a specific counselor “by 

name” when they call in to The College. Our staff is very proud of the fact that they are “sought out” by students and 

graduates. This illustrates the customer care bond that we seek to establish with our clients. 

Students, graduates and prospective students can reach our trained counselors via phone, e-mail, or conventional mail. 

While we handle over 130,000 incoming requests for information annually, our response time has been decreasing, thanks 

to our advanced training program and technological support. During the past year, written commendations regarding 

service quality have exceeded our benchmarks. Our commitment is to help you satisfy your educational goals while a 

student at The American College. 

Contact us today to see how we can help your career! 

888-263-7265 or ProfessionalEducation@TheAmericanCollege.edu 

Monday – Friday, 8am – 6pm EST 

Jean Tierney, CLF ® 

Lisa West 

Sidebar photo (from top to bottom) Howard Chelder, Jean Tierney, CLF, ® Lisa West, Jennifer Davis, Desiree Williams, Andrea Dorsey, Joseph Iemolo, Diane Ramey 

8

What We Do: 

Exceeding Expectations: 

1 

2 

3 

4 

5 

6 

7 

8 

9 

10 

Register students for courses 

Provide guidance for future courses/programs 

Process book orders 

Answer any concerns relative to the student 

experience 

Manage the CE and PACE programs 

Process graduation documentation requests 

Certify designations for individuals and 

corporations 

Manage the integrity of all designation 

holders 

Provide official transcripts as requested 

Update students on course/program revisions 

“Finally got my bonus, and can use my designation, THANKS TO YOU!” 

“I just wanted to let you know again how much we appreciated your help in getting my LUTCF 

certification and CE credit.” 

“Appreciate the responsiveness and professionalism!” 

“The Professional Education Department’s level of service and follow-up has exceeded my 

expectations.” 

“THANK YOU for your efforts and assistance! You are the BEST!” 

“VERY nice… very professional.” 

“It is nice to talk to someone on a ‘help’ line like this who is truly ‘helpful’.” 

In the Professional Education Department, we are here to help you! 

Howard Chelder Atupele Morgan Allan Botwinick 

9

LUTCF 

Life Underwriter Training Council Fellow 

Fast-Start Sales Training for Insurance Professionals 

Success Skills That Will Help You Move to the Next Level 

Moderated by experienced financial services leaders, Life Underwriter Training Council Fellow (LUTCF) classes put 

you on the fast track for success. By combining essential product knowledge with basic planning concepts, the 

LUTCF has helped thousands of insurance professionals boost their earnings by as much as 40 percent. 

We keep classes small, emphasizing individual participation and progress through extensive use of assignments that 

require you to apply what you learn from the text and in the classroom. CE credit is available for many courses, and 

those who decide to complete at least six courses (including FA 290) will earn the respected LUTCF credential. 

The American College and the National Association of Insurance and Financial Advisors 

(NAIFA) jointly confer the LUTC Fellow (LUTCF) designation, which has been earned by 

more than 68,000 professionals. 

Program Curriculum See the Course Description pages for more details. 

Course title 

Course NUMBER 

Select Any Five Plus FA 290 (required) 

“What the LUTCF presents to a new advisor 

can’t be found elsewhere. It shows you the 

‘how’ and the ‘why’ of this industry, and 

prepares you to succeed.” 

— Joseph Sparacio, CLF, ® CLU, ® LUTCF ® 

CEO and Managing Partner 

Island Financial Group 

Techniques for Prospecting: Prospect or Perish FA 200 

Techniques for Exploring Personal Markets FA 201 

Techniques for Meeting Client Needs FA 202 

Marketing Financial Services to Women FA 204 

Essentials of Disability Income Insurance FA 211 

Essentials of Multiline Insurance Products FA 222 

Essentials of Business Insurance FA 251 

Essentials of Long-Term Care Insurance FA 255 

Essentials of Annuities FA 256 

Essentials of Life Insurance Products FA 257 

Foundations of Retirement Planning FA 261 

Foundations of Investment Planning FA 264 

Foundations of Estate Planning FA 271 

Ethics for the Financial Services Professional FA 290 

Course formats available: Local Class, Online Training Center, Live Online Class 

Please note: All FA courses, whether in the classroom or online, only qualify for self-study CE. (Texas and Utah students 

should take special note.) 

LUTCF only: If you currently hold the FSS designation, you may receive the LUTCF designation upon completion of three 

elective courses from the other course offerings, provided that you have not used these elective courses to qualify for your 

FSS designation. You cannot receive duplicate credits for the same course or its replacement. 

10

Learn more at TheAmericanCollege.edu/LUTCFCompletion 

Convenient Course Formats for Your Busy Lifestyle 

• Live Local Classes – Designed for students who like structure and face-to-face interaction with moderators and 

peers. A wide selection of classes is available in hundreds of U.S. cities from coast to coast. 

• Live Online Classes – Attend live, instructor-led classes from your home or office PC. These interactive 

webinars offer a convenient, time-saving way to participate in classes without needing to travel. All assignments 

are submitted online, and the final proctored exam is taken online through The College’s Online Learning Center 

(Blackboard) website. (Students licensed in New York take paper exams.) 

• Online Training Center (OTC) – Selected courses are offered online through the LUTCF Online Training Center, 

allowing students to interact via online discussion boards on their own schedule. OTC courses capture the 

essentials of the LUTC experience: quizzes, action and sales planning projects, and interaction with moderators 

and other students. The difference is that students learn at a time convenient for them. All assignments are 

submitted online, and the final exam is taken online through The College’s Online Learning Center (Blackboard) 

website. (Students licensed in New York take pencil and paper exams.) 

Additional Program Requirements 

After you have completed your coursework and passed your exams, a few other requirements need to be fulfilled: 

• NAIFA membership in the year you apply for your designation 

• Submit a completed LUTCF/FSS designation application, accessible online at: 

TheAmericanCollege.edu/LUTCFCompletion 

• Take the Professional Ethics Pledge 

See Program Completion on pages 70-71 for more details. 

Moving Your Career Forward ››› 

Plan your next designation or program and continue to the next level of your career. Sign up for the FSS, ChFC ® 

or CLU ® designation. The LUTCF designation counts as one elective credit towards the CLU ® and ChFC ® . 

The Importance of Ethics in You Profession 

The American College and NAIFA have further strengthened the prestigious LUTCF and FSS designations by adding a 

continuing education requirement in ethics for all new designees receiving their credential on or after 1/1/2010. 

Three hours of ethics-related CE will now be required every two years for designees to continue using either the 

LUTCF or FSS mark. 

The new CE requirement may be satisfied in either one of two ways: 

• Take three hours of state-approved, ethics-related CE from any vendor approved by the licensee’s state 

• Take three hours of ethics-related CE from The American College, whether or not the course is approved for CE 

in the licensee’s state. For course information, please visit our website, TheAmericanCollege.edu/EthicsCE. 

How to register for your courses: 

Register for all programs at The American College in 

one of three easy ways. 

• Online: Create your user account and register for 

your course at TheAmericanCollege.edu 

• Mail or Fax: Complete the course registration 

form in this catalog and return via mail or fax. 

• Phone: Call Professional Education, Monday – 

Friday, 8 a.m. - 6 p.m. ET at 888-263-7265. 

See Admission and Registration on page 80 for 

more details. 

Find a class near you 

• To search for a moderator and course near you, 

visit TheAmericanCollege.edu/ClassSearch 

• To organize a class, find your local NAIFA 

chairperson at: 

TheAmericanCollege.edu/NAIFAChairs 

Why become a moderator 

• Give back to the industry that has brought you so 

much success. 

• Help your colleagues who are new to the industry. 

• Earn up to $1,000 moderating LUTCF classes open 

to NAIFA members, depending on class size. 

How to become a moderator 

If you have five years’ experience in the financial 

services field, we invite you to become one of our live 

or online class moderators. Moderating a class is easy 

and offers you an opportunity to share your knowledge, 

network with colleagues and earn course 

credit free of charge. 

For additional information: 

Call 888-263-7265 or send an e-mail to: 

ProfessionalEducation@TheAmericanCollege.edu 

You also may access your moderator application at: 

TheAmericanCollege.edu/Moderators 

The American College • 888-263-7265 • TheAmericanCollege.edu 

11

FSS 

Financial Services Specialist 

Practical Sales Training for Financial Services Professionals 

Getting Your Start in Financial Services 

The skills you will learn from our distinguished faculty and experienced industry leaders will provide you with the 

tools to give the best recommendations regarding your clients’ overall financial situations, values and other financial 

needs. As a Financial Services Specialist (FSS) student, you will learn about the financial planning environment and 

process. You’ll gain essential product knowledge while learning practical selling and planning skills that have been 

shown to boost production by as much as 40 percent. 

Convenient Course Formats 

• Live Local Classes – Designed for students who like structure and face-to-face interaction with moderators and 

peers. A wide selection of classes is available in hundreds of U.S. cities from coast to coast. 

• Live Online Classes – Attend live, instructor-led classes from your home or office PC. These interactive webinars 

offer a convenient, time-saving way to participate in classes without needing to travel. All assignments are 

submitted online, and the final exam is taken online through The College’s Online Learning Center (Blackboard) 

website. (Students licensed in New York take paper exams.) 

• Online Training Center (OTC) – Selected courses are offered online through the Online Training Center, allowing 

students to interact via online discussion boards on their own schedule. OTC courses provide hands-on planning 

projects, quizzes and interaction with moderators and other students, along with giving students the ability to 

contribute and learn at a time convenient for them. All assignments are submitted online, and the final exam is 

taken online through The College’s Online Learning Center (Blackboard) website. (Students licensed in New York 

take paper exams.) 

“The survival skills presented in the FSS 

program are invaluable toward becoming a 

more confident advisor. This is ‘must know’ 

information that will build your arsenal of 

client tools.” 

— Shannon Smithwick, LUTCF, FSS 

Manager 

John Hancock Mutual Life Insurance 

The Importance of Ethics in You Profession 

The American College and NAIFA have further strengthened the prestigious LUTCF and FSS designations by adding a 

continuing education requirement in ethics for all new designees receiving their credential on or after 1/1/2010. 

Three hours of ethics-related CE will now be required every two years for designees to continue using either the 

LUTCF or FSS mark. 


• Take three hours of state-approved, ethics-related CE from any vendor approved by the licensee’s state 

• Take three hours of ethics-related CE from The American College, whether or not the course is approved for CE 

in the licensee’s state. For course information, please visit our website, TheAmericanCollege.edu/EthicsCE. 

12

Learn more at TheAmericanCollege.edu/FSS 



• NAIFA membership in the year you apply for your designation 

• Submit a completed LUTCF/FSS designation application, accessible online at: 

TheAmericanCollege.edu/FSSCompletion 




Course title 

Course NUMBER 











more details. 

Required Core Courses (3) 

Foundations of Financial Planning: An Overview FA 262 

Foundations of Financial Planning: The Process FA 263 

Ethics for the Financial Services Professional FA 290 

Elective Courses (Select 3) 

Techniques for Prospecting: Prospect or Perish FA 200 

Techniques for Exploring Personal Markets FA 201 

Techniques for Meeting Client Needs FA 202 

Marketing Financial Services to Women FA 204 

Essentials of Disability Income Insurance FA 211 

Essentials of Multiline Insurance Products FA 222 

Essentials of Business Insurance FA 251 

Essentials of Long-Term Care Insurance FA 255 

Essentials of Annuities FA 256 

Essentials of Life Insurance Products FA 257 

Foundations of Retirement Planning FA 261 

Foundations of Investment Planning FA 264 

Foundations of Estate Planning FA 271 

Course formats available: Local Class, Online Training Center, Live Online Class 

Please note: All FA courses, whether in the classroom or online, only qualify for self-study CE. 

(Texas and Utah students should take special note.) 

FSS only: If you currently hold the LUTCF designation, you may receive the FSS designation upon completion of FA 262, FA 

263, FA 290 (or a prior LUTC Ethics course) and one additional moderated course. The elective course cannot be a course 

you took to qualify for the LUTCF designation. You cannot receive duplicate credits for the same course or its replacement. 


Moving your career forward 

Plan your next designation or program and continue 

to the next level of your career. Sign up for the CLU ® , 

ChFC ® or LUTCF designation. 

Why become a moderator 

• Give back to the industry that has brought you so 

much success. 

• Help your colleagues who are new to the industry. 

• Earn up to $1,000 moderating FSS classes open to 

NAIFA members, depending on class size. 

How to become a moderator 

If you have five years’ experience in the financial 

services field, we invite you to become one of our live 

or online class moderators. Moderating a class is easy 

and offers you an opportunity to share your knowledge, 

network with colleagues and earn course 

credit free of charge. 

For additional information: 

Call 888-263-7265 or send an e-mail to: 

NAIFACare@TheAmericanCollege.edu 

You may also access your moderator application at: 

TheAmericanCollege.edu/Moderators 

13

ChFC ® Chartered Financial Consultant ® 

The Industry’s Most Complete Financial Planning Program 

Reach Your Career Goals with this Program 

The Chartered Financial Consultant ® (ChFC ® ) program prepares you to meet the advanced financial planning needs 

of individuals, professionals and small business owners. You’ll gain a sustainable advantage in this competitive field 

with in-depth coverage of the key financial planning disciplines, including insurance, income taxation, retirement 

planning, investments and estate planning. 

Flexible Self-Paced Program: Earn the ChFC ® Your Way 

You can study at your own pace, wherever and whenever it is most convenient for you. Complete your program as 

fast as you like; the self-paced program gives you the opportunity to truly tailor your education to your lifestyle. Our 

online study aids provide you with the guidance and practice you need to feel confident on test day. With every 

registration, students are granted access to: 

• Downloadable eBooks for your iPad or iPhone • Supplemental readings 

• Online discussion with course professor • Streaming video lectures • Audio reviews 

Class and Study Options 

• Check our website for more information on live review classes and online study options. 

• Study at your own pace and choose how long you’ll take to complete your coursework. Access extensive online 

study support and practice exams through our Online Learning Center (Blackboard) website, all included in the 

cost of your tuition. 

Enhanced Online Learning — 

Webinar Classes Available 

“If you’re looking to become a more capable 

financial advisor, the ChFC ® program is a 

great next step for you. The robust curriculum 

provides expertise that can’t be found in 

another educational program.” 

— Joy Schreder, CLU, ® ChFC, ® CASL, ® CLF ® 

Agency Vice President 

State Farm Insurance & Financial Services 

For select courses, a Webinar study option is available for 

those who want a more familiar classroom feel during 

their student experience. Attend weekly classes 

online, and ask questions in real-time. And now, many 

of these webinar classes come complete with 

iPad/iPhone-ready material! 

Horizons Classes Available for your 

Study Group or Office! 

Did you know that you could moderate and/or hold local 

classes out of your office, using our outstanding 

On-Demand streaming video lectures To find out more, 

visit TheAmericanCollege.edu/Horizons. 

The Commitment of a ChFC ® 

“In all my professional relationships, I pledge myself 

to the following rule of ethical conduct: I shall, in 

light of all conditions surrounding those I serve, 

which I shall make every conscientious effort to 

ascertain and understand, render that service 

which, in the same circumstances, I would apply 

to myself.” 

ChFCHighestStandard.com 

14

Learn more at TheAmericanCollege.edu/ChFC 


Course title 

Required Courses (7) 

Financial Planning: Process and Environment* HS 300 

Fundamentals of Insurance Planning* HS 311 

Income Taxation HS 321 

Planning for Retirement Needs HS 326 

Investments HS 328 

Fundamentals of Estate Planning HS 330 

Financial Planning Applications HS 332 


The Financial System in the Economy HS 322 

Estate Planning Applications HS 334 

Executive Compensation HS 342 

Financial Decisions for Retirement HS 352 

* Students who have already taken HS 318 cannot take HS 300 or HS 311 for credit toward the 

ChFC ® designation and must take three electives. Students who have taken HS 318 and passed the CFP ® 

Certification exam may be eligible for a transfer of credit. 

Students who have matriculated and registered for a course in the ChFC ® before October 1, 2009, are 

subject to the eight course curriculum, in which HS 332 is still an elective. 

If you earn the ChFC ® designation, you also may earn the CLU ® designation by completing a minimum 

of three additional courses. For the CLU ® , you must complete the remaining core courses and select from 

the electives list for that program if additional courses are still needed; electives in the ChFC ® program 

may not be used as electives in the CLU ® program. 

Recommended Course Sequence 

Course NUMBER 

Several courses in this program assume prior knowledge. You are encouraged to take HS 300 first, as it provides an 

introduction to this program. You are encouraged to take HS 332 as the last of the core courses. 



• Experience requirements 


• Professional Achievement in Continuing Education (PACE) Recertification Program requirements 













more details. 

✔ 

Transfer of Credit 

You may be eligible for transfer of credit for prior 

coursework or other approved designations. See 

Transfer of Credit on pages 76-77 for details. 

Please note: 

Some states waive the Series 65 if the ChFC ® has 

been earned. Check FINRA.org for details. 

! Key Benefit 

Earn Your CFP ® Certification too. 

After successfully completing six required courses* 

in the ChFC ® curriculum, you may qualify to sit 

for the CFP ® Certification Examination after 

completing HS 333 Personal Financial Planning. 

Certified Financial Planner Board of Standards Inc. owns the 

certification marks CFP ® , CERTIFIED FINANCIAL PLANNER and CFP 

(with flame logo) ® in the U.S., which it awards to individuals who 

successfully complete CFP Board’s initial and ongoing certification 

requirements. 

* HS 300, HS 311, HS 321, HS 326, HS 328, HS 330 

15

CFP ® CFP ® Certification Programs 

Your Ticket To Success 

Flexible Self-Paced Program: Earn the CFP ® Your Way 

Enhanced Online Learning — Webinar Classes Available 


Practical Financial Planning for Financial Services Professionals 

Choose The American College for an intense, practical financial planning program that prepares you to sit for the CFP ® 

Certification Examination. The American College is the leading provider of financial education, and our pass rates 

routinely surpass industry averages. In fact, students preparing for CFP Board’s exam with The American College have 

a 30% better chance of passing as compared with the average pass rates of other providers.* Plus, you can earn 

transferable credits that can be used for other designations. 







For select courses, a Webinar study option is available for those who want a more familiar classroom feel during their 

student experience. Attend twice-weekly classes online, and ask questions in real-time. And now, many of these 

webinar classes come complete with iPad/iPhone-ready material! 


Course title 

Course NUMBER 

“The American College provides exceptional 

coursework, academic counsel, and study 

tools to help all dedicated participants 

achieve success. The program provides the 

best interactive technology to get all 

questions answered. It really provides all 

CFP ® students with the best solution for 

success.” 

— Terri Kallsen, CFP ® 

Executive Vice President of Strategic Development 

First Command 

Trustee , The American College 

16 







Personal Financial Planning: Comprehensive Case Analysis (Webinar-Only)** HS 333 

* You are encouraged to take HS 300 first, as it provides an introduction to this program. Students who have already 

taken HS 318 cannot take HS 300 or HS 311 for credit toward the CFP ® Certification. 

** Students who have matriculated and registered for a course in the CFP ® Certification program before January 1, 2012 

are subject to the six-course curriculum, in which HS 333 is not required. 

* 2010 statistics from CFP Board and The American College.

Learn more at TheAmericanCollege.edu/CFP 

Learn Your Way: Online or On Your Time 

The American College is proud to offer you a variety of learning options and study materials to help you reach your 

professional and educational goals. Now, you have the ability to sign up for your entire designation program at 

once, with our Live and Online packages. 

Online Popular live webinars team taught by the best instructors 

Includes all books, online tools, and access to all webinar classes. 

• Evening classes two nights per week 

• Accelerated schedule to finish in nine months 

• 2-hour exam review included in every course! 

• Archives available and breaks between courses 

Full Package - $4,795 

On Your Time Self-paced study with the best support in the business 

• You choose how long to study for each exam 

• Enjoy a five-month exam window to test 

• Once you complete a course, the next course in the program is automatically shipped to you 

• Enjoy extensive online study materials as well, including practice exams, audio reviews, video clips and more 

Full Package - $3,724 - (Best Value) 

Includes all books and materials, live intensive reviews for each course, final comprehensive review for each course, and expert instruction. 

Please note: New student fee applies to first time students with The American College, and travel and lodging is on your own. 


• Students need to complete the CFP ® Certification curriculum in order to sit for the CFP ® Certification examination. 

To be awarded the CFP ® Certification, students must possess a Bachelor’s degree, complete ethics and experience 

requirements and pass the CFP ® Certification Exam. Please visit cfp.net for more information. 

• When you complete The College’s coursework, you will receive a Certificate of Study Completion from The 

American College. 

Ethics Webcasts 

The American College stresses the importance of conducting business in an open and ethical manner. We have 

developed a series of webcasts that are available for CE credit that discuss Ethics for the CFP ® Professional and Issues 

in the Ethics of Financial Services. 

Each webcast is eligible for CE credit and is aimed to increase awareness of ethical issues and raise the level of ethical 

behavior in the financial services industry. For more information about the webcast offerings and cost, please visit 

TheAmericanCollege.edu/EthicsWebcast 

Moving Your Career Forward 

Plan your next designation. Students who complete the program can expand upon their CFP ® Certification to earn 

the ChFC ® Advanced Financial Planning designation by taking three additional courses. You can also earn the CLU ® 

Insurance Specialty or the CASL ® Retirement Coaching designation by taking three additional courses for each. 












more details. 

Tuition and Fees 

Your tuition includes all required study materials, 

access to convenient online learning tools and your 

examination. See Tuition and Fees on page 78 for 

more details. 

Supplementary Study Aids 

Cost-effective supplementary study materials, 

developed in partnership with Keir Educational 

Resources, are available for all CFP ® Certification 

curriculum courses. For more info on Keir Educational 

Resources, visit KeirTAC.com. 

Certified Financial Planner Board of Standards Inc. owns the 

certification marks CFP ® , CERTIFIED FINANCIAL PLANNER and CFP 

(with flame logo) ® in the U.S., which it awards to individuals who 

successfully complete CFP Board’s initial and ongoing certification 

requirements. 

The American College does not certify individuals to use the CFP ® , 

CERTIFIED FINANCIAL PLANNER and CFP (with flame logo) ® 

certification marks. CFP ® certification is granted solely by Certified 

Financial Planner Board of Standards Inc. to individuals who, in 

addition to completing an educational requirement such as this CFP 

Board-Registered Program, have met ethics, experience, and 

examination requirements. 

17

CLU ® Chartered Life Underwriter ® 

Advanced Insurance Specialization 

How This Program Can Advance Your Career 

The Chartered Life Underwriter ® (CLU ® ) is the world’s most respected designation of insurance expertise, helping 

you gain a significant advantage in a competitive market. This prestigious course of study helps advance your career 

by providing in-depth knowledge on the insurance needs of individuals, business owners and professional clients. 

Flexible Self-Paced Program: Earn the CLU ® Your Way 







Enhanced Online Learning — Webinar Classes Available* 


student experience. Attend weekly classes online, and ask questions in real-time. And now, many of these webinar 

classes come complete with iPad/iPhone-ready material! 

The Commitment of a CLU ® 

“There is a reason the CLU ® is considered the 

highest standard of knowledge and trust in 

the industry. It’s because The American 

College stresses above all else the importance 

of integrity, ethics, and professional 

responsibility. Earning my CLU ® has 

changed the way I work.” 

— Yuka Nakahara-Goven, CLU ® 

Agent 

New York Life 

18 

Live Review Class Options 

The Intensive Review Program (IRP) learning format helps students rapidly finish their courses by combining the best 

of self-paced study and classroom review, with an on-site exam. 

• Register for a course, reviewing all of the textbooks and study material. You’ll receive full access to The 

American College’s Online Learning Center, which includes videos, audio reviews, study materials, and practice 

exams, and is iPad/iPhone ready! 

• Attend a 2½ day review program with an expert instructor, oftentimes the author of the textbook. The session 

covers the key concepts that will be addressed on the exam, and allows time for student interaction and detailed 

explanations of the most challenging concepts. 

• Take an on-site exam while the material is fresh in your mind. 

Pass rates generated on these programs are generally higher than traditional self-study pass rates. 

CLUHighestStandard.com 

“In all my professional relationships, I pledge myself to 

the following rule of ethical conduct: I shall, in light of all 

conditions surrounding those I serve, which I shall make 

every conscientious effort to ascertain and understand, 

render that service which, in the same circumstances, 

I would apply to myself.” 

*Only select CLU ® courses are available in the Webinar format. For a complete list, contact a Professional Education Counselor.

Learn more at TheAmericanCollege.edu/CLU 


Course title 

Course NUMBER 



Individual Life Insurance HS 323 

Life Insurance Law HS 324 


Planning for Business Owners and Professionals HS 331 



Individual Health Insurance HS 313 


Group Benefits HS 325 



Estate Planning Applications HS 334 

* Students who have already taken HS 318 may not take HS 300 or HS 311 for credit toward the CLU ® designation. HS 

330 should precede HS 334. 

If you earn the CLU ® designation, you can also earn the ChFC ® designation by completing a minimum of four additional 

courses. For the ChFC ® , you must complete the remaining core courses and select from the electives list for that program 

if additional courses are still needed; electives in the CLU ® program may not be used as electives in the ChFC ® program. 











more details. 

✔ 






Your tuition includes all required study materials, 

access to convenient online learning tools and your 

examination. See Tuition and Fees on page 78 for 

more details. 


Several courses in this program assume prior knowledge. You are encouraged to take HS 330 before taking HS 334. 








19

CASL ® 

Chartered Advisor for Senior Living ® 

Advanced Retirement Planning Education 

The Practical Tools You Need to Serve a Growing Market 

More than 76 million baby boomers are quickly moving into retirement, and they need qualified retirement planning 

and income advice. Other designations provide a strong foundation for a broad range of financial planning concepts, 

but only the CASL ® designation delivers the rigor and specialized knowledge you need to be truly effective in retirement 

planning. 

A 2011 FINRA survey found the CASL ® designation to be one of the most popular with broker-dealers concerned about 

the need for credibility, depth, continuing education, and ethics in senior and retirement credentials. Widely adopted 

across the broad spectrum of financial services, the CASL ® five-course curriculum prepares you to lead clients from 

middle age through retirement and assist them with the management, preservation and transfer of wealth. 

Flexible Self-Paced Program: Earn the CASL ® Your Way 







Enhanced Online Learning — Webinar Classes Available* 


student experience. Attend weekly classes online, and ask questions in real-time. And now, many of these webinar 

classes come complete with iPad/iPhone-ready material! 

Additional Study Support 

“There are 76 million baby boomers poised 

to retire in the coming years, and they’re all 

looking for advice. With the credibility, 

expertise, and knowledge I gained from the 

CASL program, I know I’ll be able to assist 

my retirement-age clients in this important 

transition.” 

— Laurie Brazier, CLU, ® ChFC, ® CASL ® 

Agent 

State Farm Insurance & Financial Services 

20 

Some courses in the CASL ® curriculum are available with on-demand video classes, iPad-ready textbooks, and cost-effective 

supplemental study materials developed by Keir Educational Resources. Visit TheAmericanCollege.edu/CASL to view the 

latest study options for each course. 

Be sure to check out the latest videos and white papers on the 

New York Life Center For Retirement Income website. 

TheAmericanCollege.edu/Retirement 

A place for financial advisors to learn to make their clients retirement money last a lifetime. 

*Only select CASL courses are available in the Webinar format. For a complete list, contact a Professional Education Counselor.

Learn more at TheAmericanCollege.edu/CASL 


Course title 

Course NUMBER 


Understanding the Older Client HS 350 

Health and Long-Term Care Financing for Seniors HS 351 

Financial Decisions for Retirement HS 352* 













more details. 

*IMPORTANT NOTE: A number of enhancements are planned for the CASL® credential in 2012. HS 352 will be revised or 

substituted with another course, and overall educational requirements may change. Check with a Professional Education 

Counselor or visit TheAmericanCollege.edu to learn more. 


In addition to successfully completing the educational requirements of the CASL ® program, designation candidates 

must meet requirements in the areas of Professional Experience, Ethics and Continuing Education 

For more information on these requirements, refer to the Program Completion section on pages 70-71. 

BREAKING NEWS! 

New Credential Will Revolutionize Retirement Income Education for Advisors! 

Big changes are on the way in 2012. The American College will unveil the newest innovation in retirement 

income education: a state-of-the-art credential with video delivery, contributions from the top experts in the field, 

and a focus on practical application that will change the face of professional education for retirement planners. 

Watch TheAmericanCollege.edu for more details on this credential and on exciting changes to the popular CASL ® 

designation! 

Credit Earned from Other Designations 

The advanced CASL ® curriculum includes some 

courses you may have completed through another 

designation. Check with a Student Counselor to 

determine which courses you may still need to earn 

your CASL. ® 


Earn your Master’s degree through The American 

College. We offer a Master of Science in 

Management and a Master of Science in Financial 

Services. Check our website or learn more on pages 

30-33. 

“2012 promises to be the most exciting year yet for retirement planning education at The American College. The new 

credential we have in development will change the way advisors think about professional designations.” 

— David A. Littell, JD, ChFC ® , CFP ® 

 

Joseph E. Boettner Chair in Research and Professor of Taxation 

 

The American College 


21

REBC ® 

Registered Employee Benefits Consultant ® 

Become An Employee Benefits Specialist 

Earning the Registered Employee Benefits Consultant ® (REBC ® ) designation enhances your competitive edge in the 

dynamic field of employee benefits. You’ll gain deep, practical knowledge on pensions and retirement plan funding, 

installation and administration. The program also covers group medical plans, long-term care, executive compensation, 

personnel management and much more. Learn more at TheAmericanCollege.edu/REBC 


Course title 

Course NUMBER 




Advanced Topics in Group Benefits HS 340 



Compensation and Personnel Management HS 343 

Advanced Topics in Managed Care HS 344 

Qualified Retirement Plans GS 814 


Several courses in this program assume prior knowledge. You should take HS 325 prior to taking HS 340, and you 

should take HS 340 prior to electing HS 344. HS 326 should precede GS 814 if you plan to take GS 814 as an elective. 

If either or both HS 342 and HS 343 are selected, they should conclude the REBC ® studies. 

“Employee benefits today are changing so 

fast, it’s a challenge to keep up with them! 

My clients are calling with questions that 

are important to them, and they want 

answers now! My courses in the REBC ® 

program were spot on and gave me the 

confidence to work, and succeed, in this 

business.” 

— Jayne N. Schiff, CLU, ® ChFC, ® CAP, ® REBC ® 

Broker 

Schiff Benefits Group, LLC 








Your tuition includes all required study materials, access to convenient online learning tools and your examination. 

See Tuition and Fees on page 78 for more details. 

22

Registered Health Underwriter ® 

RHU ® 

Respected Credential in the Health Insurance Market 

The Registered Health Underwriter ® (RHU ® ) designation is one of the most respected credentials in the health 

insurance market. Broaden your knowledge with the most comprehensive information available on group insurance 

benefits and health insurance for individuals and families. The program also helps you stay current with the major 

benefit protection laws, including COBRA, ERISA and HIPAA. Learn more at TheAmericanCollege.edu/RHU 


Course title 

Course NUMBER 








Several courses in the program assume prior knowledge of the subject. If you plan to take HS 344 as your elective, 

you should take HS 325, then HS 340 and conclude with HS 344. If you plan to take HS 313 as your elective, you 

should take HS 325 and HS 313 prior to taking HS 340. 

How to register for your REBC ® and RHU ® courses: 

Register for all programs at The American College in one of three easy ways. 

• Online: Create your user account and register for your course at TheAmericanCollege.edu 

• Mail or Fax: Complete the course registration form in this catalog and return via mail or fax. 

• Phone: Call Professional Education, Monday – Friday, 8 a.m. – 6 p.m. ET at 888-263-7265. 

See Admission and Registration on page 80 for more details. 

Check out page 24 for our new healthcare certificate and designation program. 

ChHC Chartered Healthcare Consultant 

Your Competitive Advantage in the New World of Healthcare 

“Earning my RHU ® has kept my knowledge 

of health insurance current and on the 

cutting-edge. I would recommend this 

program to any one of my colleagues.” 

— Phillip C. Richards, CLU, ® RHU ® 

Chief Executive Officer 

North Star Resource Group 


23

ChHC 

Chartered Healthcare Consultant 

Your Competitive Advantage in the New World of Healthcare 

Start with The Essentials of Healthcare Reform (HS 345) 

The starting point for the ChHC, the first comprehensive academic credential to incorporate all of the new 

dynamics around healthcare reform, is The Essentials of Healthcare Reform course (HS 345). 

This 10-week program is delivered in the popular webcast format, with proctored exams in convenient local testing 

centers for full college credit. 

The Essentials of Healthcare Reform covers such key topic areas as: 

• Mandated changes and immediate adjustments to social programs 

• The terms and definitions to operate in the new environment 

• Programs and incentives offered by the government 

• Effective dates and timelines 

• Grandfathered plans and employer advantages and disadvantages 

• State exchanges and the “navigator” role 

• Medical loss ratios 

• Internal and external review processes 

• Early Retiree Reinsurance Program (ERRP) 

• Impacts to HIPAA and ERISA 

• Effect on FSAs, HSAs and Cafeteria Plans 

• How advisor business models will be impacted 

The information benefits advisors need now: 

Passage of healthcare reform legislation has brought tremendous change to all areas of the American healthcare 

and insurance industries. Advisors need the relevant, real-time information the ChHC curriculum contains to be 

able to provide clients with meaningful answers. 

“The ChHC TM (Chartered Healthcare Consultant TM ) 

will give you an edge that other advisors 

can’t compete with, including a full year of 

updates for students who take The Essentials 

of Healthcare Reform. It is the most robust 

healthcare credential in the market, and it’s 

changed the way I view my clients healthcare 

needs.” 

— Lee V. Bethel, CLU, ® ChFC, ® REBC, ® RHU, ® 

CAP, ® ChHC 

President, Comprehensive Benefit Services, Inc. 

The Essentials of Healthcare Reform is just the first of six rigorous courses needed for advisors to complete the 

Chartered Healthcare Consultant designation, the premier educational program that offers an advanced understanding 

of the new complexities in healthcare. 

Professionals pursuing this designation will gain the knowledge, skill, and confidence necessary to counsel clients on the 

full spectrum of health insurance options and to diversify their business models into fee-based healthcare consulting. 

Who should take The Essentials of Healthcare Reform course 

There is so much knowledge here that advisors must have to be effective now, whether they are calling on individuals 

or businesses. Even those who don’t routinely work on the healthcare side of benefits will want to know the basic 

terminology and parameters of the new law, because ancillary benefit programs also will be affected. Healthcare is 

what employers and individuals are thinking about, and these courses offer the first in-depth, comprehensive 

approach to quality education on the issue. 

24

Learn more at TheAmericanCollege.edu/Healthcare 


Course title 

Course NUMBER 


The Essentials of Healthcare Reform HS 345 

The Healthcare Consultant HS 346 







Compensation and Personnel Management HS 343 


Health and Long-Term Care for Seniors HS 351 











more details. 

Learn More: 

Contact a Professional Education counselor today 

to discuss your educational options: 888-263-7265 

and visit TheAmericanCollege.edu/Healthcare 

for updates. 

Additional program requirements 

In addition, designees must adhere to The American College Code of Ethics, have a minimum of three years of 

professional experience, and comply with The College’s PACE continuing education and recertification program. 

Please refer to TheAmericanCollege.edu/PACE for more information. 


Earn a Certificate in Healthcare Reform Studies! 

Students completing the first two courses in the ChHC curriculum, The Essentials of Healthcare Reform and The 

Healthcare Consultant, will earn a special Certificate in Healthcare Reform Studies to demonstrate their mastery of 

this knowledge to clients and colleagues. 


25

CLF ® 

Chartered Leadership Fellow ® 

Enhance Your Managerial Leadership Skills 

Providing You with the Knowledge and Skills to Move Into a Leadership Position 

Are you ready to become a leader The Chartered Leadership Fellow ® (CLF ® ) program provides financial 

services managers with the knowledge and tools they need to achieve key organizational goals, such as: 

• Recruiting and retaining top performers • Setting performance objectives 

• Developing effective business plans • Improving managerial skills 

The CLF ® curriculum features an effective mix of relevant business courses to prepare individuals for today’s 

leadership challenges. 

Office Track 

Who is the office track designed for 

The CLF ® office program is designed for financial professionals with the following level of experience and 

responsibilities: 

• Home office supervisors or managers with three to five years of experience. 

• Agency office managers who seek more in-depth managerial and leadership knowledge and skills. 

Individuals who pursue the office CLF ® track will learn theory and best practices for: leadership development, 

interpersonal relationships, problem solving, human resource management, employee recruitment and current 

issues within the insurance and financial services profession. The courses will help you create a culture of success in 

your business. 

Required Courses See the Course Description pages for more details. 

There are a total of six courses in the program. The first five courses can be taken in any order. The capstone course 

(HS 388) must be taken last. If you have completed all but your last self-study course and are enrolled in that course, 

you may enroll for the capstone course. 

“The CLF ® program taught me the difference 

between being a manager and a leader. 

Through my class work, I attained the skills 

necessary to more confidently move into a 

leadership position.” 

— Ken Meier, CLF ® 

State Sales Coordinator 

Aflac 

Course title 

Course NUMBER 

Leadership in a Changing World HS 382 

Interpersonal Relationships in the Workplace - Self-Study HS 383 

Creative Problem-Solving and the Strategic Planning Process - Self-Study HS 384 

Marketing Management of Financial Services HS 387 

Human Resource Management HS 389 

Capstone: Leading in the Office Environment HS 388 

26

Learn more at TheAmericanCollege.edu/CLF 

Field Track 

Who is the field track designed for 

The CLF ® field manager’s program is designed for financial services professionals with three years of experience in a 

managerial role, such as: 

• Regional Vice Presidents • Managing Partners • Regional and District Managers 

• Field Managers • Managing Directors • Sales Managers 

This CLF ® field track is focused on delivering proven methods and practical applications for field leaders. You will 

explore the best practices for recruiting and retaining performers, developing effective business plans, setting 

performance expectations/objectives and improving firm performance. Not only will you increase your own success, 

you also will be armed with the knowledge needed to create a culture of success within your organization. 








• Phone: Call the CLF ® Department at 610-526-1355. 


more details. 

Required Courses See the Course Description pages for more details. 

There are a total of seven courses in the program. These courses can be taken in any order, except for 

HS 385 – Capstone (live, four-day residency), which must be taken last. 

Course title 

Course NUMBER 

Integrated Leadership Practices - Live, Online by The American College HS 381 

or 

Essentials of Management Development - Local Delivery by GAMA HS 371 

or 

Professional Patterns of Management - Local Delivery by Kinder Brothers HS 381 

 

Leading Practices Seminar - Local Delivery by GAMA HS 372 

or 

Practice Management Concepts for Agency Managers - Self-Study HS 373 

 

Leadership in a Changing World - Self-Study HS 382 

Interpersonal Relationships in the Workplace - Self-Study HS 383 

Creative Problem-Solving and the Strategic Planning Process - Self-Study HS 384 

Field Management Seminar (FMS) - 2 online videos HS 386 

Capstone: Leading the Marketing Organization of the Future - Residency HS 385 

*IMPORTANT NOTE: HS 371, HS 372, HS 381, HS 385 and HS 386 have special tuition and other costs and course delivery 

locations. For more information on HS 371 and HS 372, contact GAMA International at 800-345-2687. 


After you have completed your coursework and 

passed your exams, a few other requirements need 

to be fulfilled: 



• Professional Achievement in Continuing 

Education (PACE) Recertification Program 

requirements 

See Program Completion on pages 70-71 for 

more details. 


Earn your Master’s degree through The American 

College. We offer a Master of Science in 

Management with an emphasis in leadership. Check 

our website or turn to page 30 for more details. 

Those students who have completed GS 930, Classic and 

Contemporary Leadership Studies and GS 960, Leading Strategy 

Development will receive a reverse transfer of credit for HS 382, 

Leadership in a Changing World and HS 384, Creative Problem- 

Solving and the Strategic Planning Process. 

Students who have earned an MBA degree within the past seven 

years of applying for a transfer of credit will receive a transfer of 

credit for HS 384, Creative Problem-Solving and the Strategic 

Planning Process. 


27

CAP ® 

Chartered Advisor in Philanthropy ® 

Specialized Education in Philanthropy 

Become a Trusted Advisor to High Net Worth Clients The Chartered Advisor in Philanthropy ® (CAP ® ) provides 

you with the knowledge and tools you need to help clients articulate and advance their highest aspirations for self, 

family, and society. These are graduate-level courses, and, in the process, you can earn credit toward a Master of 

Science in Financial Services degree. The CAP ® program is designed for self-study, leading to an objective exam in a 

local exam center. 

Is the CAP ® Program Right for You 

The CAP ® program is designed to bring together advisors and gift planners in common purpose to assist the high capacity 

prospects that some call donors and some call clients. Those taking CAP ® include: 

• Attorneys • Development officers • Financial planners/wealth advisors 

• CPAs • Planned giving officers • Insurance professionals 

The Summit of our Professions and an Asset to our Communities 

Generally, those enrolled in CAP ® are highly successful advisors and fundraisers who are taking their already high 

achieving career to another plane. Having learned earlier in their career to plan for client needs, or having learned 

how to raise significant funds, these advisors and gift planners take CAP ® to provide a higher level of service to their 

donor/clients, and to help advance philanthropy in their local communities. CAP ® s become members of a growing 

network of top planners who are working to make our towns and cities better places to live for generations to come. 

Course Delivery That is Designed for You 

Our self-study format lets you earn the CAP ® designation on your own time, on your own schedule. Course delivery 

is via recorded lectures, with inset videos. Your course tuition includes the recorded lectures, self tests, a sample 

exam, readings and textbooks. Each course concludes with a two-hour exam, administered at more than 4,000 

exam centers around the country. See pages 68-69 for details. 

“Earning the Chartered Advisor in 

Philanthropy ® gave me the opportunity to 

focus on the intricacies of charitable giving 

and to build strong support for our advisors 

who help high net-worth clients with family 

wealth transfer and philanthropic 

planning.” 

— Linda Need, CFP, ® CAP ® 

SVP, Managing Director, Life Insurance 

Wells Fargo Insurance Services USA, Inc. 

Trustee, The American College 


Course title 

Course NUMBER 


Planning for Philanthropic Impact in the Context of Family Wealth GS 839 

Charitable Strategies GS 849 

Gift Planning in a Nonprofit Context GS 859 

28

Learn more at TheAmericanCollege.edu/CAP 







“It had been my experience as a board member of nonprofits, a solicitor for charities and a contributor 

to nonprofits that a real need existed for education and certification in the area of charitable giving. It 

seems to me that all those professionals serving the more affluent — such as attorneys, accountants, 

financial planners, trust officers and money managers — would bring so much more to assist their 

clients if they had a better understanding of the wonderful role philanthropy can play.” 

— William B. Wallace, CLU, ® ChFC, ® CAP ® 

The Sallie B. and William B. Wallace Chair in Philanthropy 

at The American College 

What does the CAP ® pin represent 

Originally stamped by the father of Sallie B. Wallace on gifts he created in 

silver for friends and family, the CAP ® symbol stands for craftsmanship and 

love. Each gift plan created by a CAP ® is a well-crafted labor of love in 

service to something larger. Each plan is a way that a family (similar to the 

Wallace’s) passes on a legacy of love and care not only to family, but also to 

a larger community. Those who give leave their mark on the world. 











more details. 

✔ 






Your course tuition includes the recorded lectures, 

self-tests, a sample exam, readings and textbooks. 

Commencement 

You’ve worked hard. Now celebrate your 

accomplishment by participating in commencement 

exercises at our Knowledge Summit. 


29

MSM 

Master of Science in Management 

Management with an Emphasis in Leadership 

Leading Your Organization to New Levels of Success 

If you are a mid- to senior-level executive seeking relevant leadership skills and strategies to take your organization to 

the next level, the Master of Science in Management (MSM) with an emphasis in leadership may be the right 

program for you. With a dynamic curriculum and an online learning environment promoting problem-solving 

techniques through peer and instructor interaction, you will gain valuable insight and maximum return on your time 

and resources invested. 

The MSM is an accredited Master’s degree program. Developed by a team of academic and practitioner experts at 

The American College, with the guidance of an advisory committee including representatives from Ernst & Young, 

Merrill Lynch, MetLife, Morgan Stanley, New York Life, Wells Fargo and other organizations, the MSM program 

delivers results. 

The MSM is fast-paced, compelling and challenging, but still allows for work and family integration. Our 

cost-effective, one-year program provides executives with essential leadership skills in such areas as: 

• Managing group behavior and conflict 

• Driving organizational and crisis leadership plans 

• Respecting ethics and social responsibility 

• Understanding business law and HR 

• Strengthening strategic leadership and influence 

• Leading organizational change 

• Planning succession 

The program emphasizes leading theories taught in our nation’s top business universities, as well as best business 

practices. Those who complete the program will not only gain a broader understanding of managerial leadership but 

also will develop performance improvement techniques that positively influence organizational cultures and results. 

“To be honest, I wasn’t sure I could complete 

the MSM and balance my work and 

personal life. However, I found the MSM 

courses to be perfect for me and it gave me 

the flexibility I needed. I learned so much 

from the instructors and other students. 

Learning became fun because I could so 

easily see how the concepts improved my 

leadership skills. The MSM was worth every 

penny… wish I had done it earlier!” 

— Gail Chrisley, JD, MSM, CLU ® 

Associate Vice President 

Advanced Sales Team 

Nationwide Financial 

30

Learn more at TheAmericanCollege.edu/MSM 

Program Delivery 

The program begins and concludes with one-week residential sessions located at The American College, allowing 

for valuable face-to-face interaction with faculty and other students. The rest of the program is completed through a 

series of five convenient self-study and online courses. Call MSM Graduate Administration today at 610-526-1451 

to learn about our next session. 


Course title 

Leading the Organization 

• Communications and Leadership GS 900 

• Classic and Contemporary Leadership Studies GS 930 

• Leading Strategy Development GS 960 

• Management by Leadership GS 990 

Driving Managerial Processes and Systems 

Course NUMBER 

• Leadership Development Experience GS 910 

• Dynamic Organizational Leadership GS 940 

• Law, Compliance, Benefits and Social Responsibility GS 950 

To apply or request additional information: 

Mail or Fax 

Complete the Graduate/Master’s Program 

application form in the back of this catalog and 

return via mail or fax. Our fax number is 

610-526-1359. 

Phone 

Call MSM Graduate Administration at 

610-526-1451. 

E-mail 

MSM@TheAmericanCollege.edu 

Tuition and Fees* 

Program fees cover tuition, textbooks and other 

study materials. You are responsible for transportation, 

residency lodging and a laptop computer. 

MSM Admission Fee (nonrefundable) $360 

MSM Program Tuition $29,870 

* Please contact MSM Graduate Administration at 610-526-1451 

for the current payment schedule or to make payment 

arrangements. 

Leader Development 

• Personal and Interpersonal Leadership Skills GS 920 

• Decision Making Leadership Skills GS 970 

• Ethics in Leadership GS 980 

Getting Started 

To begin your MSM studies, you first must be formally admitted to the program. Applicants are selected on the basis 

of academic and professional criteria. To be admitted into the program, you must have a Bachelor’s degree from an 

accredited college or university, pay the required application fee and submit an official transcript from the college 

awarding your Bachelor’s degree. GMAT exam not required to apply. 


! The American College anticipates an announcement from 

its accreditation agency in 2012, with impetus from the U.S. 

and Pennsylvania Departments of Education, that degreegranting 

programs must increase their contact hours for course 

crediting in the future. Such changes, when implemented, will 

directly affect our graduate programs. The American College 

will be in the forefront of compliance with these regulations to 

ensure our advanced degrees retain their preeminence in 

financial and leadership education. 

31

MSFS 

Master of Science in Financial Services 

Gain Skill and Confidence in Implementing Complex Financial Strategies 

Today’s wealthy clients are seeking increasingly complex solutions to meet their financial needs. The Master of Science 

in Financial Services (MSFS) provides you with the tools you need to analyze, plan and implement integrated financial 

and life strategies, helping you grow your business in affluent markets. 

Practical Education for Advanced Markets 

The MSFS program includes practical case studies and client/practitioner scenarios so that you can immediately 

address your clients’ needs with expertise and confidence. With the convenience of distance learning, combined 

with indispensable faculty and peer interaction, the MSFS program also helps you gain entry to advanced markets, 

corporate clients and larger cases. 

Who Should Apply 

The MSFS is designed to advance the careers of a wide range of planning professionals including: 

• Financial planners • Trust officers • Investment consultants 

• Life insurance specialists • CPAs • Attorneys 

Getting Started 

Applicants are selected on the basis of academic and professional criteria. To be admitted into the program, you 

must submit an official transcript from the accredited college or university that awarded your Bachelor’s degree and 

pay the required application fee. Gmats are not required. To apply or request additional information: 

Mail or Fax: Complete the Graduate/Master’s Program application form in the back of this catalog and return via 

mail or fax. Our fax number is 610-526-1359. 

Phone: Call MSFS Graduate Administration at 610-526-1385. Monday – Friday, 8 a.m. – 5 p.m. ET. 

E-mail: MSFS@TheAmericanCollege.edu 

“By earning the MSFS, I am strengthening the 

commitment to my clients by continuing and 

broadening the scope of my education, so as 

to bring a better skill set to bear for the 

benefit of them and their families.” 

— Gib Surles, CLU, ® ChFC, ® CFP, ® MSFS 

Principal 

Forrest Group, LLC 

Self-Study Courses and the Residency Program 

The MSFS program is comprised of self-study coursework and live online classes*, along with a four-day residency 

session. It is recommended that you complete the required courses before enrolling in the residency session. See page 

69 for more details. *Live online courses are only available for courses with an enrollment of 20 or more students. 

32

Learn more at TheAmericanCollege.edu/MSFS 


The MSFS degree requires the completion of 36 course credits (6 credits from the residency session and 30 credits 

from self-study and live online courses). 

Course title 

Course NUMBER 

Required Self-Study Courses (24 Credits Total) 

Each course earns 3 credits. 

• Financial Statements and Business Valuation Analysis GS 803 

• MSFS Case Study Project GS 807 

• Security Analysis and Portfolio Management GS 811 

• Qualified Retirement Plans GS 814 

• Advanced Estate Planning I GS 815 

• Personal Tax Planning GS 817 

• Mutual Funds: Analysis, Allocation and Performance Evaluation GS 819 

• Executive Compensation GS 842 


• MSFS Admission Fee: $360 (refundable if admission to 

the MSFS program is denied) 

• GS Course Tuition: $1,185 per course (self-study or 

live online courses) 

• GS Residency Tuition: $2,120 per session 

• GS Textbook Packages: The price of textbooks is 

included in the cost of tuition 

• Shipping and Handling: $25 per shipment 

E-mail all requests for refunds to 


Elective Self-Study Courses (2 Courses Required – 6 Credits Total) 

Each course earns 3 credits. 

NEW 

• Business Succession Planning I GS 836 

• Business Succession Planning II GS 838 

• Building & Managing Financial Advisory Practice GS 840 

• Planning for Philanthropic Impact in the Context of Family Wealth GS 839 

• Charitable Strategies GS 849 

• Gift Planning in a Nonprofit Context GS 859 

Earn the CAP ® designation with these 

courses. 

• Interpersonal Relationships in the Workplace HS 383 

Required Residency Courses (6 Credits Total) 

• Communications and Research (3 credits) GS 804 

• Ethics and Human Values (3 credits) GS 831 

*Students who have already taken GS 836 (Business Succession Planning I) may substitute this for GS 815 as a required course. GS 836 

will not be offered after 10/1/2012. 




and Pennsylvania Departments of Education, that degreegranting 







33

Graduate Certificates 



You may take any self-study course in the Irwin Graduate School even if you have not been admitted to a Master’s degree 

program. Certificate programs, outlined below, are designed for students not yet admitted to a degree program. 

Completion of any of these programs may qualify you for up to nine credits toward the MSFS degree if you are 

subsequently admitted to the degree program. 

Course title 

Course NUMBER 

“There is no better place to get a graduatelevel 

education in the financial services 

industry than The American College. These 

programs are designed to challenge you, 

and make you a more impressive authority 

to your clients.” 

— Cheryl D. Creuzot, JD, CFP ® 

President and Chief Executive Officer 

Wealth Development Strategies L.P. 

Penn Mutual 

34 

Business Succession Planning 

• Business Succession Planning I* GS 836 



Estate Planning and Taxation 


• Personal Tax Planning GS 817 

Charitable Planning 



• Gift Planning in a Nonprofit Context GS 859 

Accredited Estate Planner (AEP) Designation Credits 

Applicants for the AEP designation, granted by the National Association of Estate Planners and 

Councils, must successfully complete two graduate courses through The American College, as follows: 

Required Course 


Elective Course (Select 1) 


• Business Succession Planning I GS 836 



• Executive Compensation GS 842 


*GS 836 will not be offered after 10/1/2012; GS 815 will be substituted 


Phone: Graduate Administration: 610-526-1451(MSM) or 610-526-1385 (MSFS) 

E-mail: MSM@TheAmericanCollege.edu or MSFS@TheAmericanCollege.edu 

Earn the CAP ® 

designation 

with these 

courses.

ChSNC Chartered Special Needs Consultant 

Listen. Collaborate. Support. 

Planning for a special needs family requires both sensitivity and expertise. Advisors need to be prepared to 

help their clients fit all the pieces together. Families need a professional that will listen and help them secure 

the best possible future for their loved one. 

The American College can now provide advisors with the technical, collaborative, and quantitative skills 

necessary to help your special needs clients through the Chartered Special Needs Consultant designation. 

The ChSNC, exclusive to The American College, is a new, three-course program designed to provide special 

needs families with a more competent advisor. 

Championed by the forward-thinking leadership team at MassMutual, the ChSNC was created to equip top 

financial services professional to help special needs families. Originally exclusive to MassMutual professionals, 

the credential will be available in 2014 to all advisors. 


35

Bachelor’s and MBA 

Degrees 

Degrees with an Emphasis in Financial Planning 

Bachelor’s Degree with Webster University 

Courses completed at The American College are recognized for credit toward a Bachelor’s degree at Webster 

University. The number of credits each individual can apply toward a Bachelor’s degree will depend on the specific 

American College courses that have been completed and the Bachelor’s degree program being pursued. Individuals 

interested in this opportunity should contact Webster University directly to discuss their individual academic records 

and their degree programs of interest. Some undergraduate classes are available online. More information can be 

found at webster.edu 

Bachelor’s Degree with Thomas Edison State College 

The College has an Articulation Agreement with Thomas Edison State College that will provide students with 

a substantial number of credit hours toward a TESC Bachelor’s degree. The number of credit hours taken and 

accepted will depend upon a variety of factors, but any student who would like to complete a Bachelor’s degree, 

and has successfully completed courses at The American College, should contact TESC directly for details of this 

program. The TESC program may be completed entirely online at tesc.edu 


Phone: Graduate Administration 

MSM: 610-526-1451 

MSFS: 610-526-1385 

E-mail: 

MSM@TheAmericanCollege.edu 

MSFS@TheAmericanCollege.edu 

“In an otherwise stormy climate, The 

American College is an industry beacon of 

knowledge and trust.” 

— James J. Meehan, MSM 

Managing Partner 

1847 Financial 

36

The Penn Mutual Center for Veterans Affairs 

Offering Special Scholarships for Military Veterans 

Now is the perfect time to earn your designation from 

The American College! 

In appreciation of your service, The Penn Mutual Life Insurance 

Company and The American College are offering an exceptional 

scholarship opportunity for men and women in the armed services 

interested in the financial services industry. The newly formed 

Penn Mutual Center for Veterans Affairs is committed to providing 

military scholarships that cover the tuition cost of any of the 

desired designation or master’s degree programs listed below. 

This opportunity is unmatched in the financial services industry. 

Scholarships are available for some of the most respected designations 

in the industry: 

CLU ® ChFC ® CFP ® RHU ® ChHC 

CASL ® CAP ® CLF ® LUTCF FSS 

Eligible candidates may also apply for a scholarship for a fully 

accredited master’s degree in leadership – the Master of Science 

in Management (MSM) or a master’s degree in advanced financial 

planning – the Master of Science in Financial Services (MSFS) 

Those who are elgible to receive a scholarship from the Penn Mutual Center for Veterans Affairs are military veterans that have 

exited the service honorably in the past six months, or will be leaving the military honorably within the next six months. Military retirees 

and family members of veterans are also encouraged to apply. To learn more, please visit TheAmericanCollege.edu/PMCVA 

37 The American College • 888-263-7265 • TheAmericanCollege.edu 

37

The American College Faculty 

Larry Barton, CAP, ® PhD 

• AB, Boston College; MALD, The Fletcher School 

of Law and Diplomacy at Tufts University 

• PhD, Boston University 

President and Chief Executive Officer; 

O. Alfred Granum Chair in Management; 

Professor of Management 

Gerald J. Herbison, MSM, CASL, ® ChFC, ® 

CFP, ® CLF ® 

Director, CLF ® Program 

• BS, Ithaca College 

• MSM, The American College 

Assistant Professor of Management 

Allen C. McLellan, LUTCF, CLU, ® ChFC, ® 

CASL, ® CFP ® 

• BS, U.S. Air Force Academy 

• MS, Air Force Institute of Technology 

Assistant Professor of Insurance 

Glenn Boseman, DBA, CLF, ® CLU ® 

• BS, Campbell University; MBA, East Carolina 

University; DBA, Kent State University 

Dean, Irwin Graduate School; 

Roger Hull-James S. Bingay Chair of Leadership; 

Professor of Leadership 

Steve Herzog, CLF ® 

• BA, Millersville University 

Assistant Dean, Irwin Graduate School 

William T. Mulroy, Jr., CASL, ® CLU, ® 

REBC ® 

• BS, St. Louis University 

• MBA, University of Kansas 

Associate Vice President, Assessment & 

Examinations; Assistant Professor of Insurance 

Philip Cubeta, MSFS, CAP, ® ChFC, ® CLU ® 

• BA, Williams College; MA, Oxford University 

• MA, MPhil., Yale University 

Sallie B. and William B. Wallace Chair in 

Philanthropy; Assistant Professor of Philanthropy 

Russ J. Figueira, MSM, CLF ® 

• BA, Tufts University 

• MPA, University of Rhode Island 

• MALD, Tufts University 

• MSHR, Widener University 

• MPM, Keller Graduate School of Management 

Associate Dean; Assistant Professor of 

Management 

Constance J. Fontaine, JD, LLM, ChFC, ® 

CLU ® 

• BS, Beaver College 

• JD, Widener University School of Law 

• LLM, Villanova University School of Law 

• AEP, (Distinguished) 

Larry R. Pike Chair in Insurance and Investments; 

Associate Professor of Taxation 

Edward E. Graves, ChFC, ® CLU ® 

• BS, California State University, Los Angeles 

• MA, University of Pennsylvania 

Charles J. Zimmerman Chair in Life Insurance 

Education; Associate Professor of Insurance 

Theodore T. Kurlowicz, JD, LLM, CAP, ® 

ChFC, ® CLU, ® AEP 

• BS, University of Connecticut 

• MA, University of Pennsylvania 

• JD, Widener University School of Law 


Charles E. Drimal Professorship in Estate 

Planning; Professor of Taxation 

Craig W. Lemoine, CFP ® 

• BS, Family Financial Planning 

• PhD Candidate, Consumer Economics, Texas 

Tech University. 

Assistant Professor of Financial Planning 

David A. Littell, JD, ChFC, ® CFP ® 

Co-Director, New York Life Center for Retirement 

Income 

• BA, Northwestern University 

• JD, Boston University School of Law 

Joseph E. Boettner Chair in Research; Professor 

of Taxation 

Kevin Lynch, CFP, ® ChFC, ® CLU, ® RHU, ® 

REBC, ® CASL, ® CLF, ® CAP, ® LUTCF, FSS 

• BS, Excelsior College 

• MBA, University of Central Oklahoma 


David Nanigian, PhD 

• BBA, San Diego State University 

• MBA, UC Irvine 

• PhD, Texas Tech University. 

Assistant Professor of Investments 

Mary Quist-Newins, ChFC, ® CLU, ® CFP ® 

Director, State Farm Center for Women and 

Financial Services 

• BA, University of Washington 

• MBA, Garvin School of International 

Management 

State Farm Chair in Women & Financial Services; 

Assistant Professor of Women’s Studies 

Julie A. Ragatz 

Director, Center for Ethics in Financial Services 

• BA. University of Saint Thomas 

• M.A. Marquette University 

• PhD Candidate, Temple University 

Assistant Professor of Ethics 

Charles Lamont Post Chair of Ethics and the 

Professions (interim) 

Glenn E. Stevick, Jr., ChFC, ® CLU, ® LUTCF 

• BA, Villanova University 

• MA, Duquesne University 


38

The American College Adjunct Faculty 

Arthur Tacchino, JD 

• BS of Economics, Susquehanna 

University; 

• JD, Widener University School of Law. 

Assistant Professor of Health Insurance 

Virginia E. Webb 

• BA, Rowan University 

• MSLS, Drexel University 

Librarian; Knowledge Center Manager 

Christopher P. Woehrle, JD, LLM 

• AB, Cornell University 

• JD, Villanova University School of Law 


Assistant Professor of Taxation 

Nila G. Betof, PhD 

• BS, Temple University 

• MSW, University of Pennsylvania 

• PhD, Temple University 

Adjunct Professor of Management 

Thomas M. Brinker, Jr., JD, LLM, CPA, 

ChFC ® 

• BS, St. Joseph’s University 

• MS, Taxation, Widener University 

• JD, Columbia Pacific University 

• MS, Widener University 

• LLM, Regent University School of Law 

Adjunct Professor of Taxation 

Ronald F. Duska, PhD 

• BA, St. Mary’s Seminary; MA, St. John’s University 

• PhD, Northwestern University 

Adjunct Professor of Ethics 

Paul Kimbol 

• BA, University of Pennsylvania 

• JD, University of Pennsylvania Law School 

Guardian/Henry A. Deppe Chair in Pensions and 

Retirement Planning; 

Adjunct Professor of Executive Compensation and 

Retirement Planning 

Linda Lopez, PhD 

• BS, Radford College 

• MA, Virginia Commonwealth University 

• PhD, Virginia Commonwealth University 


Sal Monastero 

• BS, Economics, Villanova University 

• MBA, Golden Gate University 

Adjunct Professor of Leadership 

Walt Woerheide, PhD, ChFC, ® CFP ® 

• BA, Brown University 

• MBA, Washington University 

• PhD, Washington University. 

Frank M. Engle Distinguished Chair in Economic 

Security Research; Vice President of Academic 

Affairs and Dean; Professor of Investments 

Salvatore F. Farina, MSM, CLF ® , ChFC ® , 

CLU ® 

• BS, New York Institute of Technology 

Joseph/Liddy Chair in Practice Management; 

Adjunct Professor of Practice Management 

Richard A. Hinckley, Jr. 


• MBA, University of Pennsylvania 

• MSEE, University of Pennsylvania 

Adjunct Professor of Economics 

Phyllis A. Siegel, PhD 


• BS, University of Pennsylvania 

• PhD, Columbia University 


Julie H. York, CLU, ® ChFC, ® RHU, ® REBC ® 

• BS, University of North Carolina 

• MS, Georgia State University 

Adjunct Professor of Health Insurance 

Arnold M. Katz, CLU ® 

• BS, Boston University 

Adjunct Professor 

39

Supporting The American College 

Why give to The American College 

Your contribution makes a direct and immediate impact upon the educational experience at The American College. Your gift: 

• Ensures our curriculum contains the cutting edge of knowledge — like the Chartered Healthcare Consultant designation 

launched last year to educate advisors on the complexities of healthcare reform. 

• Provides advisors with 24/7 access to the latest academic resources and technology — a digital platform containing more than 

150 textbooks and other multimedia material, live online webinar classrooms, discussion boards, e-books, and online video 

modules. 

• Allows The College to promote your designations to consumers — advertising in The Wall Street Journal, Financial Times, 

Harvard Business Review, The Chicago Tribune and online through Yahoo Finance and Bloomberg. 

Why is my gift important now 

The financial services industry is experiencing ongoing periods of volatility and the only nonprofit academic institution dedicated 

to your profession needs your help! Your support is needed now to ensure The College can: 

• Fill the gap between revenue from tuition and fees and the actual costs of operating an institution focused upon excellence. 

• Educate consumers about the integrity of your education and its value over rogue designations. 

• Continue to be at the forefront of the profession during changes in the economic environment. 

How do I give 

There are many ways to give to The College. Donations of cash to the Annual Fund are always needed. And these gifts can 

multiply if you work for a matching gift company. Or, perhaps planned giving presents the best opportunity for you. Options 

range from appreciated annuities, life insurance and real estate to retirement plan assets, charitable gift annuities, and charitable 

remainder trusts. 

Our Advancement Office looks forward to working with you to find the best giving plan for you. 

Visit TheAmericanCollege.edu/Giving to make a gift online or learn more about our giving options. 

Or contact: 

• Claudia Stowers, CAP ® at 610-526-1423 or Claudia.Stowers@TheAmericanCollege.edu 

To discuss planned giving, contact: 

• Allen Thomas, JD, CAP ® at 610-526-1422 or Allen.Thomas@TheAmericanCollege.edu 

40

One Person: Transforming Lives with The American College 

How has The American College transformed lives 

Each person touched by The American College has a story. A story about how education and training received from The College changed his or her life. About how, in turn, that knowledge has 

transformed the lives of clients. The College has launched One Person: Transforming Lives with The American College to collect the stories about the difference being made in people’s lives. 

Several alumni share their stories on video at OnePersonTransformingLives.com. Please take a moment to consider how The College has impacted your life and visit this website for an 

opportunity to share your story with us. 

“It is key — in order for The College to be able to 

continue — that we as alumni contribute to The 

College in any way, in any format, and in any 

amount. Given that The College has had such an 

impact on my career, it’s almost a no brainer to 

give back. All of us alumni who hold designations 

should contribute to The College because it has 

given us a knowledge base that is invaluable.” 

Lee V. Bethel, CLU, ® ChFC, ® REBC, ® RHU, ® CAP, ® ChHC ® 

President 

Comprehensive Benefit Services, Inc. 

The American College Board of Trustees 

President’s Circle member for 8 years 

“Leveraging The American College and getting my 

credentials was really what launched my career. I 

want to pass that on. I want others to experience 

that, and I know the growth of our industry has 

to do with people continuing their education like I 

did. So, for me, it’s really about doing the right 

thing and passing that legacy on to others so they 

can experience the same success that I’ve had 

through my relationship with The College.” 

Susan M. Cooper, CFP, ® CLU, ® ChFC, ® CAP ® 

Managing Partner 

Penn Mutual Life Insurance Company 



“The life insurance business allows you to 

transform lives that would have otherwise been 

destroyed. We in this industry sometimes take for 

granted the fact that we are the only profession 

with our own accredited college to support 

continuing education, to support best practices. 

That’s why I believe so strongly in contributing 

financially to The American College.” 

Philip C. Richards, CLU, ® RHU, ® CFP ® 

Chairman and CEO 




Visit OnePersonTransformingLives.com today to hear more compelling testimonials about 

The American College’s impact on the lives of financial services professionals. 

41 The American College • 888-263-7265 • TheAmericanCollege.edu 

41

The American College’s Lecture Series 

Each year, The American College proudly presents these exciting, thought-provoking educational lecture opportunities. Through strong partnerships and generous gifts from insurance companies, 

friends and associates of The College, we are able to provide the best type of lecture series available in the financial services industry. 

Henry A. Deppe Lecture Series 

The Henry A. Deppe Lecture Series was created 

in 1989 in the name of Henry A. Deppe, CLU, ® a 

former general agent of The Guardian Life 

Insurance Company. The focus of the lecture is 

to provide knowledge on pensions and retirement 

security issues. This lecture series is 

Henry Deppe, CLU ® 

supported annually by earnings from an 

endowment fund established at The College by 

The Guardian, as well as Deppe’s friends and associates. Previous presenters have included 

Attorney Andrew J. Fair, Bruce J. Temkin, and numerous other estate planning experts. 

Brian H. Early Lecture Series 

The Brian H. Early Lecture Series was created in 

October 2009 from sponsorship of 

Northwestern Mutual Managing Partners and 

Managing Directors, in partnership with the 

Northwestern Mutual Foundation. This lecture 

honors Brian Early and his beliefs in management 

and leadership. The annual lecture 

Brian Early, CLU ® 

features presentations by industry thought 

leaders on the topic of practice management and leadership. The 2011 lecture was presented 

by Patrick Lencioni, founder and president of The Table Group. 

42 

Frank M. Engle Lecture Series 

In 1976, Frank M. Engle funded an annual 

lectureship which continues through support of 

the Frank M. Engle Distinguished Chair in 

Economic Security Research. The purpose of the 

lecture series is to promote the study of the 

economic life of the United States in the global 

Craig Lemoine, CFP ® : 2011 Engle Lecture 

economy, with particular emphasis on the social 

and economic impact of private and public 

economic security mechanisms. Craig Lemoine, CFP, ® assistant professor of financial planning 

at The American College, was the guest speaker for the 2011 lecture. 

Maurice L. Stewart Lecture Series 

The Maurice L. Stewart Lecture Series was 

created in 2009 through the joint effort of The 

Penn Mutual Life Insurance Company and The 

American College to honor Maury Stewart, 

CLU, ® ChFC, ® CLF ® . This lecture recognizes the 

lifelong contributions Stewart has made to Penn 

Ray Smith: 2011 Maurice L. Stewart Lecture Mutual, The American College and the entire 

industry. In 2011, the lecture, which addresses 

themes and issues critical to the practice of leadership development, featured Rear Admiral 

Ray Smith (Ret.), a Navy SEAL for 31 years. 

Margaret I. Bradshaw Lecture Series 

The Fund supports the Margaret I. Bradshaw 

Lecture Series in recognition of generous gifts to 

the Fund by Margaret Bradshaw, CLU. ® 

Bradshaw was a pioneering woman in the life 

insurance industry, earning the CLU ® in 1931 

and pursuing a successful career with John 

Meryl Comer: 2011 Margaret Bradshaw Lecture Hancock. The lecture series provides the 

platform for distinguished speakers to address 

critical issues in financial services. Emmy Award-winning reporter Meryl Comer presented the 

2011 lecture, “A Wake-Up Call for Baby Boomers: The Dark Side of Longevity.” 

The Richard A. Liddy Lecture Series 

Richard A. Liddy, CLU ® created The American 

College’s Richard A. Liddy Lecture Series, 

dedicated to thought provoking, essential 

information for financial professionals. Liddy, 

past chairman of General American Life 

Insurance Company, was instrumental in 

Vincent E. Boles: 2011 Richard A. Liddy Lecture shaping and endowing the George G. Joseph/ 

Richard A. Liddy Chair in Practice Management. 

The 2011 Liddy Lecture featured Major General (Ret.) Vincent E. Boles, U.S. Army, as speaker 

on “The Dynamics of 21st Century Leadership.”

Corporate Consulting Center at The American College 

Your Team Just Got Stronger 

Our approach is unique in financial services consulting. We know your markets, 

your business model and your competitors. We offer a full range of services, 

from leadership development to web-based training, all designed for you, all 

backed by the resources that can take your business to the next level. 

We Can Help Your Company Succeed 

• Strategic consulting 

• Audio/video production support 

• Proprietary research and analysis • Online learning modules 

• High-impact leadership 

• Customized textbooks 

Strategy and Planning 

Unlock the potential of your business 

with an objective, external review. 

Leadership Development 

Maximize the contributions of current 

and future leaders. 

Practice Management 

Build field performance excellence at 

each career stage. 

Product and Skills Training 

Customize training programs drawing from 

the industry’s premier source of knowledge. 

“The work we’ve done with the Corporate Consulting Center 

at The American College has allowed us to expand our 

leadership development programs beyond our expectations. 

From the moment we began working with them, they took 

extraordinary steps to understand our business, our goals 

and our people. They’ve worked with us to look at leadership 

development in new ways and our team has benefitted as a 

result. We couldn’t be happier with our relationship with The 

American College.” 

— Kimberly Reynolds 

Second Vice President, Training Development , Aflac 

“The College took time to learn about our team and our goals 

for the program, and used that information to create content 

that was in perfect sync with our learning and development 

needs. We were extremely pleased with the program. The 

attention to detail and quality were clearly reflected in the 

positive feedback we received from our participants.” 

— Michael T. Van Grinsven, CLU ® 

Director, Field Recruitment Division 

Northwestern Mutual 

“The American College is a one-stop-shop. The wealth of 

information available along with the technical support The 

American College provides has enabled us to develop 

professional training scripts and videos that will be used in 

multiple markets throughout the world.” 

— Terry Schuster 

Vice President , MetLife Sales Learning Center 

43 

610-526-1434 | TheAmericanCollege.edu/Consulting

Your Alumni Association 

Alumni Tours 

The American College Alumni Tours bring the best of 

The College to cities all over the country, and the 2012 

Alumni Tour will be our best yet! 

Making stops in New York, Philadelphia and Chicago, 

the 2012 Alumni Tour will feature vibrant, engaging 

presentations from some of the industry’s finest 

thought leaders, networking opportunities with your 

fellow alumni and friends of The College, as well as CE 

offerings to keep your credentials up-to-date and 

relevant. 

Your support can make these events AND your 

representatives more successful, while improving the 

industry overall. 

For more information, please call Alumni 

Relations at 610-526-1477 

The American College Alumni Association is the premier organization for educated financial services professionals. 

Your Alumni Association is a gathering place for supporters and friends of The College to build upon your educational 

foundation and ensure the strength of our profession. Dedicated to lifelong learning, communications and recognition, 

The Alumni Association serves over 38,000 members who take advantage of this free membership. 

Lifelong Learning 

• Thought-provoking presentations on topics that impact your practice 

• Memorable trips around the world on our Continuing Education Alumni Cruises 

• The Knowledge Summit, which features industry-renowned speakers and a special commencement ceremony 

for new designees 

Connection 

• The Wealth Channel ® Magazine – The nation’s definitive source of insight and knowledge into the creation of 

financial security 

• Connections monthly updates on the profession and The College 

Recognition 

• Building awareness for your designations 

• Awards for professional success and exemplary volunteerism, including The Alumni Association Hall of Fame and 

Alumnus of the Month 

• Shop the alumni store to show off your American College pride 

To learn more, visit TheAmericanCollege.edu/Alumni. or contact us at Alumni@TheAmericanCollege.edu 

“Among the numerous perks of being a 

graduate of The American College, 

belonging to the Alumni Association is one 

of the best. Experience all the great benefits 

The American College’s Alumni Association 

has to offer, including a free subscription to 

The Wealth Channel Magazine, as part of 

your free membership! ” 

— Mickey Rosenzweig, CLU, ® ChFC ® 

President , The American College Alumni Association 

44 

Members of The American College Alumni Hall of Fame (Left to right) 

Louis P. DiCerbo II, ChFC, ® CLU, ® LUTCF; Salvatore Farina, MSM, CLU, ® ChFC, ® CLF ® ; Charles C. Jones, MSFS, CASL, ® ChFC, ® CLU ® ; 

Susan D. Waring, CLU, ® ChFC ® ; Joseph Sparacio, CLF, ® CLU, ® LUTCF; Paul W. Colflesh, CLU ® ; Albert J. “Bud” Schiff, CLU, ® CAP ®

The State Farm Center for Women & Financial Services 

Promoting the advancement of women in the financial services industry and advocating for the economic security of 

American women. 

In 2011, State Farm ® made a generous donation to The American College, which enabled us to create a new Center for 

Women and Financial Services. 

The State Farm Center for Women and Financial Services (“the Center”), is the first academic center of its kind. Through 

research, awareness and education the Center will serve as the nation’s leading authority on the economic issues and 

opportunities of American women, both as consumers and providers of financial products and services. 

Research 

The State Farm Center for Women & Financial Services at The American College has a range of primary research projects 

underway. In addition to our primary research, the office of the State Farm Chair in Women and Financial Services has been 

building a bank of secondary research relating to the financial issues women face, as well as their emerging leadership in 

financial services and the workplace. 

Awareness 

Although the State Farm Center for Women and Financial Services at The American College was just recently established, 

the State Farm Chair for Women and Financial Services was endowed over three years ago. As a result, the State Farm Chair 

has been actively researching, writing and speaking on women’s issues. To view the articles, videos and white papers, please 

visit our website at TheAmericanCollege.edu/WomensCenter. 

Education 

The State Farm Center for Women & Financial Services at The American College seeks to educate women inside and 

outside of the classroom. Students interested in the women’s market are encouraged to take Marketing Financial Services 

to Women (FA 204), which explores the marketing opportunity and demand for insurance and financial products that exist 

among American women. 

The Center is also focused on increasing female student engagement creating learning communities and exploring 

opportunities to increase curriculum accessibility. One of the other ways we are accomplishing this goal is through the 

Women’s Leadership Academy, which is designed to create a community of female leaders in the financial services industry 

who seek to refine their leadership skills and develop their careers through education. The Women’s Leadership Academy 

will consist of curricula, courses and events that are specifically designed for female leaders. 

For more information on The Center for Women & Financial Services, visit TheAmericanCollege.edu/WomensCenter. 

Promoting the advancement of women 

in the financial services industry and 

advocating for the economic security 

of American women. 

45 

The American College • 888-263-7265 • TheAmericanCollege.edu

The Center for Ethics in Financial Services 

TheAmericanCollege.edu/Ethics 

“The top priority for the financial services 

industry needs to be rebuilding the trust 

of the public, which has been eroding 

over the past few years. The Center for 

Ethics in Financial Services at The American 

College is a crucially important thought 

leader in helping the financial services 

industry to regain that public trust.” 

— Jim Mitchell, CLU, ® ChFC ® 

Trustee and Foundation Director Emeritus 


The Mission of The American College Center for Ethics in Financial Services is to raise the level of ethical behavior in the 

financial services industry. 

Objectives 

• To promote ethical behavior by offering programs that go beyond the ‘rules’ of market conduct to help executives and 

producers become more sensitive to ethical issues and think more critically about ethical solutions 

• To help practitioners think critically and behave ethically — even in the absence of clear direction — by offering interactive 

continuing education courses, forums and workshops 

• To serve as a resource for cutting-edge research and discussion of emerging ethical issues in the financial services industry 

• To ‘have a place at the table’ as industry executives, politicians and regulators deal with the ethical implications of public 

policy positions 

Supporting the Center 

You can support the Center for Ethics in Financial Services in various ways, including our wonderful membership opportunities. 

Not only will you be supporting the Center for Ethics, but you will also receive benefits for you and your employees, such as 

half-price continuing education programs, workshops and webcasts at reduced rates, our newsletter and much more: 

• Insurance and CFP ® ethics on-demand webcasts and self-study courses for you and your employees at half-price 

• Participation in our ‘Members Only’ retreats — open to leaders within your organization — where attendees will come 

away with ‘cutting edge’ ideas that they can put in to practice right away 

• Exclusive content on the Center’s website, available at your convenience 

• An ethics seminar tailored to your organization, provided at reduced rates 

• An experienced and confidential sounding board, with whom you can discuss your organization’s ethical dilemmas 

• A periodic ethics newsletter, written by Center staff 

• Recognition for you and your organization on the Center’s website and Annual Report 

Center for Ethics Programs 

The American College Center for Ethics in Financial Services provides an arena to explore the ongoing challenges in the financial 

services industry and creates an environment where ethical issues can be discussed with candor among peers. In addition to the 

Member benefits outlined above, the Center has specialized programs that help to expand its outreach and promote its mission. 

• Ethics Awareness Month was instituted by The American College and others in 1990 to increase the awareness of ethics in 

the financial services industry. As many as 150 insurance companies and more than 100 other financial services-related 

companies, professional associations and societies have participated as endorsers. 

• The annual Forum on Ethical Leadership brings executives and practitioners from financial services companies and business 

ethicists from academia together for an interactive Forum to discuss current ethical issues in the financial services industry. 

• The Cary Maguire Fellowship supports an individual who is doing work at the interaction of theory and practice, generally 

in the area of effective meaningful disclosure with special emphasis in accounting. In keeping with the Center’s mission, the 

Fellow is committed to fostering a meaningful and productive engagement with industry groups, the academic community 

and regulatory agencies. 

For more information on our continuing education courses, please see page 61. Please visit our website at 

TheAmericanCollege.edu/Ethics, or contact us directly at Ethics@TheAmericanCollege.edu or 610-526-1356. 

46

New York Life Center for Retirement Income 

Supporting The College’s Educational Mission in the Area of Retirement Income Planning 

As baby boomers begin to move into retirement, no topic is of more interest than retirement planning. The Center has been 

building an extensive library of freely available, timely video content with the nation’s leading authorities to help advisors 

better assist their clients on ways to secure a more financial future. 

Major Topic Areas: 

• Retirement Income Planning — Determining appropriate withdrawal strategies; identifying sustainable withdrawal 

rates; choosing the tax-efficient order of withdrawals; addressing longevity risk 

• Annuities — Understanding guaranteed lifetime benefit riders; how annuities can prolong the life of a portfolio; 

longevity insurance 

• Social Security — The benefits of deferring; strategies for maximizing benefits; planning for future benefit reductions; 

government offset provisions 

• Saving for Retirement — Motivating clients to save; fine tuning the expense calculation; the importance of 

budgeting; tax-efficient investing 

• Tax Strategies — Converting to a Roth IRA; net unrealized appreciation; required minimum distributions 

• Housing — Choosing the appropriate strategy for tapping home equity; understanding how to use reverse mortgages; 

finding the right continuing care retirement community; considering a geographical relocation 

TheAmericanCollege.edu/Retirement 

Highlights of Some of Today’s Pressing 

Issues in Retirement Income Planning 

What is the impact of annuities on retirement ruin 

Interview with Moshe Milevsky, Ph.D., Walt Woerheide, PhD, CFP ® and 

Kenn Beam Tacchino, JD, LLM 

Recommended Use: 

• Find Answers — Advisors can quickly find answers to their client’s questions 

• Seminars — Companies are free to use the video content as part of their in-office training 

• College Curriculum — Linking content to relevant College courses 

• Partners — Providing content to the Wealth Channel and other partner organizations 

Be the first to know about our new videos and other useful information with our newsletter, The Bulletin. 

To subscribe, visit TheAmericanCollege.edu/TheBulletin. 

What are the different ways to access home equity to fund 

retirement needs 

Interview with Dr. Barbara Stucki, Ph.D. and David A. Littell, JD, 

ChFC, ® CFP ® 

A place for financial advisors to learn how to make 

their clients’ retirement money last a lifetime. 

47 

Is it better to defer Social Security and withdraw other 

financial assets 

Katy O’Leary interviews Dr. William Reichenstein

The Vane B. Lucas Memorial Library at The American College 

A Wealth of Financial Services Resources 

The Vane B. Lucas Library is the core of an extensive array of print and online reference 

materials tailored for the financial services industry professional. Topics include estate 

planning, insurance, taxation, retirement, economics, elder care, charitable giving, ethics, 

leadership, management and special needs planning. 

• More than 6,500 books, e-books and multimedia materials 

• More than 500 journal titles 

• Databases covering periodicals, investing, business, law, healthcare and taxation 

• Collection of historic insurance company and financial services industry information 

The library catalog is available on The American College website, on the Blackboard Online 

Learning Center, or on the web: 

TheAmericanCollege.edu/Library 

Live, Knowledgeable Assistance 

Inexperienced at library research Our on-site research professionals can steer you in the right 

direction. Whether you are looking for simple information or more complex data, the library 

can assist you with the identification of specific resources for your research. Our librarians will 

scour our collection and online databases to pinpoint the relevant, up-to-date information 

that you need. 

The library is open to the public for general use, Mondays through Fridays during the regular 

business hours of The American College. 

If you are not able to visit the library in person, we will respond to your inquiries via phone, 

fax or e-mail. 


270 S. Bryn Mawr Ave 

Bryn Mawr, PA 19010 

Phone: 610-526-1307 

Fax: 610-526-1322 

E-mail: Library@TheAmericanCollege.edu 

Library Staff (from left to right) Virginia E. Webb, Mary Anne Adler and Nancy Nalbandian 

48

MetLife Learning Center The Home of Corporate Learning 

Allen McLellan, LUTCF, CLU, ® ChFC, ® CASL, ® CFP ® ; Professor of Insurance 

The MetLife Learning Center represents the most modern and convenient 

venue for your team to meet, plan and develop strategic solutions. 

Located just 20 minutes from the Philadelphia International Airport and 15 minutes from 

historical sites at Valley Forge, PA, The MetLife Learning Center features three adjoining 

conference rooms or “pods” where the most advanced technology will allow your team to: 

Explore corporate solutions in teams of five to 60 people. Meet for one or as many days 

as you need. 

Meet in small settings on strategy and business ideas and send your working papers/ 

solutions to our on-call instructional designers. 

Work with on-site studio producers to host a web conference from our three-camera 

digital studio. Rehearse and edit seamlessly on one floor at your pace and without outside 

distractions — all in one day, all in one location! 

Lead with Cutting-Edge Solutions 

Immerse yourself in the digital era of learning at the nation’s premiere institution devoted 

to your success. 

• Fully networked for robust communication with your home office, colleagues and 

customers. 

• In-house team of audio-visual engineers and eDesigners can turn your sessions into 

webinars, DVDs and even custom websites without the added expense of third-party 

production companies. 

Why the MetLife Learning Center for Your Meeting 

Strategic retreats and meetings in hotels can be routine and predictable because those 

venues have no stake or investment in what your employees are there to learn. However, an 

event at The American College, the nation’s largest not-for-profit college devoted to business 

success, takes corporate solutions seriously. 

Top-Notch Food and Beverage Service 

A superb European-style kitchen is at your disposal and our caterers will ensure that every 

meal meets your specifications. 

Schedule Your Event Today 

For a customized package to fit your event needs, or other information, please contact the 

MetLife Learning Center at LearningCenter@TheAmericanCollege.edu or at 

610-526-1206. 

Take a Virtual Tour 

TheAmericanCollege.edu/MetlifeLearningCenter 

49

TheWealthChannel.com 

Since its inception, two short years ago, TheWealthChannel.com has quickly become one 

of the nation’s leading online sources of financial services insight and knowledge for 

industry professionals. During the past year, this valuable video on-demand resource has 

grown by leaps and bounds. 

With an audience of between 3,000 to 4,000 unique visitors each month, The Wealth 

Channel now features over 1,000 clips of informative video content devoted to topics 

including retirement, estate planning, insurance and ethics. 

Programming for The Wealth Channel includes Wealth Today, a daily financial services 

update hosted by The American College’s Assistant Professor of Insurance Kevin M. Lynch 

and Wealth Channel Associate Producer Katy O’Leary. Wealth Today offers the latest in 

financial services information, from news and events to research and tips for building your 

business — all in the time it takes to brush your teeth. 

The success of The Wealth Channel has helped The American College provide value-added 

educational information to current students and alumni. In addition, the site gives successful 

graduates an opportunity to promote themselves. By featuring the career achievements of 

prominent alumni and the institution’s world-class faculty, The Wealth Channel serves as an 

institutional showcase that demonstrates the benefits of The American College’s educational 

programs and their ability to help individuals achieve career distinction in the financial 

services industry. 

Social Media 

Follow The Wealth Channel on Twitter @WealthChannel 

Like us on Facebook! TheWealthChannel 

And join our discussion of hot topics on LinkedIn 

For more information contact Katy.Oleary@TheAmericanCollege.com. 

50

The Wealth Channel Magazine 

The Wealth Channel Magazine is now in its fourth year! Building on the success of TheWealthChannel. 

com, Alumni Relations recently launched The Wealth Channel Magazine. This publication has established an 

enthusiastic following of more than 45,000 alumni, financial services industry professionals and friends of The 


This bi-annual magazine features cutting-edge information from industry thought leaders and the acclaimed 

faculty of The American College that you can use right away to help strengthen your financial services practice, 

field leadership, or as a home office associate. 

In addition to the latest research, alumni updates and information about upcoming American College events, 

The Wealth Channel Magazine includes a host of dynamic content including: 

• Here’s The Case. In each issue we analyze real life scenarios and get the perspectives of top producers on 

how to handle difficult situations. 

• Ask Al. Readers’ questions are answered by 30-year industry veteran Al Fry, MSFS, MSM, CLU ® , ChFC ® , 

RHU, ® REBC. ® 

• Viewpoint. Get some perspective on the latest industry developments directly from The American 

College’s President and CEO, Larry Barton, CAP, ® PhD. 

• Regulation Updates. Analysis of the latest legislative activities and their impact on your practice is 

provided by the Association for Advanced Life Underwriting (AALU). 

Articles from the magazine are available 

online at TheWealthChannel.com and 

you can sign up to receive the publication. 

Check out the mobile version of The 

Wealth Channel Magazine! Available for 

download on iTunes App Store, The 

WealthChannel Magazine mobile version features an 

easy-to-navigate interface, full articles, and even video content! 

Get the information you need to advance your practice! 

Subscribe to The Wealth Channel Magazine. 

Feel Free to contact at Alumni@TheAmericanCollege.edu to 

find out how. 

888-263-7265 51 • TheAmericanCollege.edu 

51

About The American College 

Who We Are 

The American College is a not-for-profit educational institution 

with the highest level of academic accreditation, dedicated to 

leadership in innovative training and development for financial 

services professionals. 

The College is distinguished by resources of the highest 

quality, innovation in program delivery and design and 

results that create meaningful, sustainable advantages for 

our students. 

Serving as a valued business partner to banks, brokerage 

firms, insurance companies and others since 1927, The 

American College has assembled a faculty of the foremost 

thought leaders in the industry to help companies and their 

employees succeed. 

Our Mission 

The mission of The American College is to raise the level of 

professionalism of our students and, by extension, the 

financial services industry as a whole. By imparting expert 

knowledge — and by emphasizing that such knowledge 

must be regularly renewed and ethically applied — The 

College seeks to strengthen not only our students’ professionalism, 

but also the financial security of individuals, 

families, businesses and the communities they serve. 

Vision 

As the leader in financial services education, The American 

College partners with companies and professionals to help 

them realize their full potential, creating relevant learning 

opportunities that: 

• Raise expectations and standards; 

• Build significant, sustainable advantages for our 

students; 

• Influence the industry and general public for the 

common good. 

Board of Trustees 

Laurence Barton, CAP, ® PhD 

(Ex Officio) 


Michael A. Bell 

Pacific Life Insurance Co. 

Wendy A. Benson 

MassMutual Financial Group 

Lee V. Bethel, CLU, ® ChFC, ® REBC, ® RHU, ® 

CAP, ® ChHC 

Comprehensive Benefit Services, Inc. 

Christopher O. Blunt, ChFC, ® CAP ® 

New York Life 

Edward W. Cassidy 

The Phoenix Companies 

Nicholas M. Cecere, LUTCF, CLU ® 

Principal Financial Group 

Susan M. Cooper, CFP, ® CLU, ® ChFC, ® 

CAP ® 

Penn Mutual Life Insurance Co. 

Michael J. Corey 

MJC Ventures, Inc 

Ralph L. (Chip) Crews, CLU, ® ChFC ® 

Mutual of Omaha 

Michael C. Davidson, CLU ® 

(Past Chairman) 

State Farm Insurance Companies 

J. Scott Davison, CLU, ® ChFC ® 

OneAmerica Financial Partners, Inc. 

Caroline Feeney, CLU, ® ChFC ® 

Prudential Insurance Co. 

Lewis W. Fogel, MSM 

Consultant 

Peter A. Golato, CLU, ® ChFC ® 

Nationwide Financial 

John W. Greene, Jr., CLU, ® ChFC ® 

Prudential Insurance Co. 

Thomas H. Harris, CLU, ® ChFC ® 

Penn Mutual Life Insurance Co 

John L. Haver, JD, CLU, ® ChFC ® 

Mutual of Omaha 

Gary T. (Doc) Huffman, CLU, ® ChFC ® 

Ohio National Financial Services 

Charles C. Jones, MSFS, CLU, ® 

ChFC, ® CASL, ® CAP ® 

Pentrust Wealth Management LLC 

Fred H. Jonske 

M Financial Group 

Michael L. Kalen, CLU, ® ChFC ® 

Futurity First Insurance Group, Inc. 

Terri R. Kallsen, CAP ® 

First Command Financial Planning 

Karen Eilers Lahey, PhD 

University of Akron 

James J. Meehan, MSM 

1847 Financial 

James A. Mitchell, CLU, ® ChFC ® 

Retired, IDS Life Insurance Co. 

Deanna M. Mulligan, CLU, ® ChFC ® 

The Guardian Life Insurance Company 

Linda S. Need, CFP, ® CAP ® 

Wells Fargo Insurance Services USA 

Bruce G. Parker, Jr., MSM, LUTCF, 

CLU, ® ChFC ® 

PanAmerican Life Insurance Group 

Scott R. Perry 

CNO Financial Group & 

Bankers Life & Casualty Co. 

Robert B. Plybon, CLU, ® ChFC ® 

Plybon & Associates 

Phillip C. Richards, CLU, ® CFP, ® RHU ® 


Michael Rosenzweig, CLU, ® ChFC ® 

Rosenzweig Financial Services 

David R. Rubinowitz, MSM, LUTCF, 

CLU, ® ChFC, ® CAP ® 

Consultant 

Albert J. (Bud) Schiff, CLU, ® CAP ® 

NYLEX Benefits 

Todd M. Schoon, JD, CLU, ® ChFC ® 

(Chairman) 


Robert D. Shapiro, CLU ® 

The Shapiro Network, Inc. 

Frederick J. Sievert 

Retired, New York Life Insurance Co. 

J. Eric Smith, CLU, ® ChFC ® 

Swiss Re Americas Corp. 

Nikki L. Sorum 

Thrivent Financial for Lutherans 

Michael J. Vietri, CLU ® 

MetLife 

Randy F. Wallake, CLU, ® ChFC ® 

Securian Financial Group 

Robert J. Wernecke, CLU ® 

ECA Financial Services Inc. 

Doyle J. Williams, CLU, ® ChFC ® 

COUNTRY Financial 

Charles R. Wright, CLU, ® ChFC, ® CAP ® 

Retired, State Farm Insurance 

Companies 

Robert “Bucky” Wright 

AXA Equitable Life Insurance Co. 

52

The American College Foundation Board of Directors 

Laurence Barton, CAP, ® PhD (Ex Officio) 


James M. Benson, CLU ® 

Benson Botsford LLC 

Debra Boblitt, CLF ® 

State Farm Insurance 

Peter C. Browne, LUTCF (Chair) 

Price, Raffel & Browne, Inc. 

Charles T. (Tip) Cronin III, CLU, ® CAP ® (Ex Officio) 


Louis P. DiCerbo II, LUTCF, CLU, ® ChFC ® 

DiCerbo PCP and Associates, Inc. 

Salvatore F. Farina, MSM, CLF, ® ChFC, ® CLU ® 

New York Life Insurance Company 

Neal R. Fegely, CPA (Ex Officio) 


R. David Fritz, Jr., CLU ® 

Executive Benefits Network 

Philip E. Harriman, CLU, ® ChFC ® 

Lebel & Harriman, LLP 

Salene Hitchcock-Gear, JD 

Acacia Life Insurance Company 

Ameritas Investment Corporation 

John Irvin 

PartnersFinancial 

Charles C. Jones, MSFS, CLU, ® ChFC, ® CASL, ® CAP ® 

Pentrust Wealth Management LLC 

Arnold M. Katz, CLU ® 

AMK Concepts, Inc. 

Arthur D. Kraus, CLU, ® ChFC, ® CAP ® 

Capital Intelligence Associates, Inc. 

Richard A. Liddy, CLU ® 

Retired, General American Life Insurance Co. 

Ronald E. Long, CLU, ® ChFC ® 

Sharebridge Private Equity Consolidated 

Eugene F. LoVasco, JD, CLU ® 

Brown & Brown of Detroit 

Reginald N. Rabjohns, CLU, ® ChFC ® (Past Chair) 

New England Financial 

Michael Rosenzweig, CLU, ® ChFC ® 

Rosenzweig Financial Services 

Albert J. (Bud) Schiff, CLU, ® CAP ® 

NYLEX Benefits 

Todd M. Schoon, JD, CLU, ® ChFC ® (Ex Officio) 


Joel A. Shapiro, MSFS, CLU, ® ChFC ® 

Bartmon, Shapiro and Associates, Inc. 

Donald P. Sullivan, Jr., CFP ® 

The Guardian Life Insurance Company of America 

E. Hardy Vaughn, Jr., MSFS, CLU, ® ChFC ® 

The Vaughn Group, Inc. 

Paul E. Vignone, JD, CLU, ® ChFC ® 

Penn Mutual Life Insurance Co. 

Charles R. Wright, CLU, ® ChFC, ® CAP ® 

Retired, State Farm Insurance Companies 

Emeritus Directors 

Brian S. Brown, CLU, ® ChFC ® 

Jarrett L. Davis III, CLU ® 

Lee M. Gammill, Jr., CLU ® 

James A. Mitchell, CLU, ® ChFC ® 

Thomas J. O’Haren, CLU, ® ChFC ® 

William B. Wallace, CLU, ® ChFC, ® CAP ® 

Heritage 

Founded by industry pioneer Solomon S. Huebner in 1927, 

The American College has a rich history in the financial 

services education arena—standing strong as the standard 

bearer for quality professional education. 

The institution has grown from its initial roots at The 

University of Pennsylvania’s Wharton School to become the 

leader in financial services education. Our faculty now 

includes the nation’s top thought leaders in financial 

services practice and management, offering expertise that 

is sought by companies, agencies, policy makers and 

individual students across the United States and abroad. 

The American College has remained nimble and proactive 

in the rapidly changing financial products and services 

industry. More than ever, success in the field requires 

specialized knowledge. These demands fuel our growth 

and continue to bring prestige to an education from The 


Alumni 

Our alumni are at the forefront of the financial services 

industry, managing leading offices and providing professional 

financial advice and guidance to millions of institutions, 

families and businesses. These leading practitioners 

continue to be dedicated to The College and provide 

ongoing support to see that the original vision of founder 

Solomon S. Huebner will remain strong through all of the 

opportunities and responsibilities that lie ahead. 

53

LUTCF/FSS Programs 

FA 200 Techniques for Prospecting: Prospect or Perish 

Teaches advisors industry-proven methods for successfully identifying, selecting and 

approaching prospects for financial products and services. The course covers procedures for 

creating prospect awareness, target marketing concepts and prospect qualification and 

prioritization techniques. Students learn how to overcome the psychological barriers to 

prospecting and innovative approaches to setting income and activity goals. Strategic, tactical 

and operational business planning processes are presented in detail, along with effective 

contact management systems. In addition, practice management concepts, professionalism 

and ethics are explored. [1, 2, 3] 

Tuition: $445 

Includes: text by Cohen, Lynch, Okumura and Stevick, Techniques for Prospecting: Prospect 

or Perish, with supplement. 

FA 201 Techniques for Exploring Personal Markets 

The objective of the course is to create a basic marketing plan for penetrating groups of people 

in the personal markets (as opposed to business markets) such as a community organization or 

ethnic population. Learn to segment any group of people with a communication system into 

four different life-cycle market segments. Create a value proposition and identify marketing 

communication strategies and supplemental deliverables that will appeal to a targeted group. 

Customize your preapproaches and approaches based on the most common financial and 

insurance needs of each life-cycle market segment within a targeted group. Learn about the 

major financial needs found in the personal markets: survivor needs, disability income, 

long-term care, Medicare, and basic retirement planning and estate planning. [1, 2, 3] 

Tuition: $445 

Includes: text by McLellan, Okumura and Stevick, Techniques for Exploring Personal Markets, 

with workbook. 

FA 202 Techniques for Meeting Client Needs 

Offers an introduction to the life insurance sales career and the marketing/planning process 

in the personal market. Addresses the role of the advisor in the financial planning process, 

the consultative selling process and the needs for personal life insurance. Presents the skills 

used throughout the marketing/planning, from the initial client meeting, through fact-finding 

and sales presentations, to policy delivery and service. Presents a review of insurance products 

and principles, policy provisions, and the income and estate taxation of life insurance. [1, 2, 3] 

Tuition: $445 

Includes: text by Stevick, Techniques for Meeting Client Needs, with workbook. 

FA 204 Marketing Financial Services to Women 

Explore the marketing opportunity and demand for insurance and financial products that exist 

among the largest single economic force in the world — American women. This course is 

designed to increase the financial professional’s readiness and effectiveness in marketing to, 

working with and serving female clients. It incorporates the latest research on women and money, 

best practices in marketing, relationship building, consultative selling and the six content areas of 

financial planning (insurance and risk management, cash management, investments, income 

taxation, retirement and estate planning). Since trust is essential for success in the “Women’s 

Market” and is often absent in how women view financial professionals, the barriers and builders 

of trust are explored as foundational elements. Both the planning process (i.e. six steps) and scope 

(i.e. six areas) are examined in detail. [1, 2, 3] 

Tuition: $445 

Includes: text by Quist-Newins, Women and Money - Matters of Trust, with workbook. 

FA 211 Essentials of Disability Income Insurance 

Examines individual disability income insurance and the related products of business buyout 

coverage and business overhead expense insurance. Presents the real reasons behind 

commonly used objections and what they tell the skilled financial advisor, and reviews proven 

sales approaches and ways to overcome these objections and close the sale. Also covers the 

use of fact finding and field underwriting in making the disability income insurance sale, how 

to customize the policy to meet the prospect’s objectives, and how to deliver the policy and 

service the plan. [1, 2, 3] 

Tuition: $445 

Includes: text by Lynch, Essentials of Disability Income Insurance, with supplement. 

FA 222 Essentials of Multiline Insurance Products 

This course provides multiline agents with a property and liability customer base the knowledge 

and a simple strategy for cross-selling other financial products in the various levels of 

the financial planning pyramid: disability income, life, and long-term care insurance, as well 

as mutual funds and annuities. Retirement and estate planning are also discussed. Learn to 

use the periodic financial review process to identify, prioritize, and coordinate the financial 

and insurance needs your customers need to address in order to achieve their dreams and 

protect their income and assets. The course also introduces life-stage market segmentation, 

discussing how to apply life stages to approach and work with customers based on their 

most probable financial needs. [1, 2, 3] 

Tuition: $445 

Includes: text by Okumura, Essentials of Multiline Insurance Products, with workbook. 

[Course formats available: 1. Local class; 2. Live online class; 3. Online Training Center] 

54

FA 251 Essentials of Business Insurance 

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. Reviews the types of business organizations and how this 

impacts business continuation planning and taxation of the business and its owners. Provides 

prospecting and approach techniques used with business owners to address the problems they 

face. 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. [1, 2, 3] 

Tuition: $445 

Includes: text by Stevick, Essentials of Business Insurance, with workbook. 

FA 255 Essentials of Long-Term Care Insurance 

Provides an overview of why there is a need for long-term care (LTC) and explains what LTC is 

and who will need it. Describes how to select, approach and meet the prospect. Covers the 

use of fact finding and field underwriting in making the LTC insurance sale; how to customize 

the policy to meet the prospect’s objectives; how to deliver the policy and service the plan; 

the relationship of the LTC need to comprehensive financial needs; the role of the advisor as 

afinancial services professional; and how to build an LTC insurance practice. [1, 2, 3] 

Tuition: $445 

Includes: text by Morith, Essentials of Long-Term Care Insurance, with supplement. 

FA 256 Essentials of Annuities (Being reedited for 2012) 

Explores the uses of various annuity products both prior and subsequent to an individual’s 

retirement. Describes how to select, approach and meet the prospect. Covers fact finding, 

sales applications and implementation of the proper annuity product within the context of a 

client’s overall planning objectives. Presents the characteristics of fixed, indexed and variable 

deferred annuities as they apply to planning for the accumulation of wealth on a tax-favored 

basis during one’s working years. Discusses immediate annuities’ variations in the context of 

the income security they provide for retirees. [1, 2, 3] 

Tuition: $445 

Includes: text by Lynch, Essentials of Annuities, with supplement. 

FA 257 Essentials of Life Insurance Products 

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. [1, 2, 3] 

Tuition: $445 

Includes: text by Stevick, Essentials of Life Insurance Products, with workbook. 

FA 261 Foundations of Retirement Planning 

Guides financial professionals through the basic retirement planning process. Learn about 

fact finding, methods of analyzing facts, and common retirement planning products such as 

IRAs and annuities. The course touches on the major issues surrounding retirement planning 

including the role of Social Security, health and long-term care needs, increased longevity, 

inflation, and tax policies. Although the bulk of the course focuses on accumulation needs, it 

also discusses wealth management and distribution strategies for retirees, including a 

discussion on estate planning. [1, 2, 3] 

Tuition: $445 

Includes: text by Okumura, Foundations of Retirement Planning, with workbook. 

FA 262 Foundations of Financial Planning: An Overview (FSS program only) 

Provides an overview of the major components that make up a comprehensive financial plan, 

including the six-step planning process, insurance planning, risk management, employee benefits 

planning, investment planning, income tax planning, retirement planning and estate planning. 

The course also covers Social Security and Medicare and their importance as the foundation of a 

client’s financial plan. [1, 2, 3] 

Tuition: $445 

Includes: text by Worsham, ed., Foundations of Financial Planning: An Overview, with 

workbook. 


55

FA 263 Foundations of Financial Planning: The Process (FSS program only) 

Guides the financial planning advisor through the eight steps of the selling/planning process, 

including identifying markets and prospects, communications skills needed to approach 

clients, information gathering through fact finding, analyzing the information, developing 

and presenting the financial plan and implementing and servicing the plan. Time-value-of 

money, financial risk tolerance, asset allocation and financial planning applications also are 

covered. [1, 2, 3] 

Tuition: $445 

Includes: text by McLellan, Okumura and Stevick, Foundations of Financial Planning: The 

Process, with workbook. 

FA 264 Foundations of Investment Planning 

Provides an overview of investment planning and the investment planning process. Examines 

the securities markets and their regulation, the tax treatment of investors, how to measure 

investment returns and investment risk. All types of investments are investigated, including 

mutual funds and other types of pooled investments. Each step in the investment planning 

process is analyzed, followed by a discussion of the role of ethics. [1, 2, 3] 

Tuition: $445 

Includes: text by McLellan, Okumura and Stevick, Foundations of Investment Planning, 

with workbook. 

Effective March 31, 2013, FA 264 will be suspended indefinitely. 

FA 271 Foundations of Estate Planning 

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. [1, 2, 3] 

Tuition: $445 

Includes: text by Stevick, Foundations of Estate Planning, with workbook. 

FA 290 Ethics for the Financial Services Professional 

Provides a practical framework for making ethical business decisions in the financial services 

industry. This course examines legal, compliance and practice standards that apply to the 

financial services professional. The course also investigates ethical approaches to placing 

financial products, determining suitability and assessing risk. Concludes with a final exam, 

which also must be taken if state continuing education credits are sought. Course format is 

textbook self-study, with online exam (requires a proctor). (Students licensed in New York 

take paper exams.) Exam is required for state CE credit. 

Tuition: $155 

Includes: text by Ragatz and Duska, Ethics for the Financial Services Professional. 

CP 151 Certificate in Paraplanner Studies 

A comprehensive course designed to teach the planning process and meet the practical 

needs of paraplanners. Program certificants will learn: components of a comprehensive 

financial plan, insurance, employee benefits, income taxes, investments, retirement, and 

estate planning basics, Social Security and Medicare, steps in the planning process communications, 

client relations, and marketing skills, fact finding, plan development, and plan 

presentation, time value of money, risk tolerance, asset allocation, planning applications. In 

addition to a package with two textbooks written by the expert faculty, you receive online 

access to study resources and practice questions. When you’re ready, you’ll take two exams 

at your convenience online: one halfway through the program, and one at the end. 

Tuition: $205 


John Oliver, ChFC, ® CLU, ® CAP ® John Oliver discusses selling life insurance in a turbulent environment during the 

2011 Alumni Association Tour’s stop in Dallas. 

56

Solomon S. Huebner School 

Solomon S. Huebner School ChHC ȚM CASL ® , ChFC ® , CLF ® , CLU ® , REBC ® and 

RHU ® Designations and CFP ® Certification Curriculum 

HS 300 Financial Planning: Process and Environment 

Provides an overview of the financial planning process, including communication techniques, 

ethics, risk tolerance, time-value-of-money concepts, financial planning applications, 

regulatory issues and the legal and economic environment for financial planning. Offers an 

understanding of the role and responsibilities of a financial planner, along with some 

analytical skills to aid in financial decision making. 

Tuition: $620 

Includes: text by Lemoine, Financial Planning: Process and Environment; student supplement; 

audio review; sample exam questions; online enhancements. Supplemental study tools 

available for an additional cost. See TheAmericanCollege.edu/Keir for additional 

information. 

HS 311 Fundamentals of Insurance Planning 

Focuses on the role of planning for insurance needs. Covers basic concepts in risk management 

and insurance, insurance industry operations, legal principles pertaining to this 

industry,and regulation of insurers. Examines social insurance, life insurance and annuities, 

medical and disability income insurance, long-term care insurance and personal property and 

liability insurance. Concludes with an overview of commercial property and liability insurance 

and a case study. 

Tuition: $620 

Includes: text by Lynch & Stevick, Fundamentals of Insurance Planning; student supplement; 

audio review; sample exam questions; online enhancements. Supplemental study tools available 

for an additional cost. See TheAmericanCollege.edu/Keir for additional information. 

HS 313 Individual Health Insurance 

Provides an overview of individual health insurance that is designed to meet the needs of 

individuals, families and certain business situations. Covers medical expense insurance, disability 

income insurance and long-term care insurance. Discusses types of policies, contractual 

provisions, regulation and underwriting. Consumer-directed health plans are also covered. 

Tuition: $620 

Includes: text by O’Hare and Beam, Individual Health Insurance Planning; Medical, Disability 

Income, and Long-Term Care; student supplement; audio review; sample exam questions; 

online enhancements. 

57 

HS 321 Income Taxation 

Examines the federal income tax system with particular reference to the taxation of individuals. 

Covers such concepts as gross income, exclusions from gross income, deductions, tax 

credits, capital gains and losses, taxation of life insurance and annuities and income taxation 

of partners, partnerships, corporations and shareholders. 

Tuition: $620 

Includes: text by Woehrle and Brinker, Fundamentals of Income Taxation (Tenth edition); student 

supplement; audio review; sample exam questions; online enhancements including video 

learning objectives. Supplemental study tools available for an additional cost. See 

TheAmericanCollege.edu/Keir for additional information. 

HS 322 The Financial System in the Economy 

Presents an overview of the global financial system and its influence on the financial services 

industry. Examines financial markets, their principal institutions and their economic functions, 

products and services. Examines the rapidly changing regulatory and competitive 

environment and major trends that shape the industry. 

Tuition: $620 

Includes: text by Rose and Marquis, Money and Capital Markets; study guide; audio review; 

sample exam questions; online enhancements. 

HS 323 Individual Life Insurance 

Focuses on life insurance policies and annuities available for the personal needs of individuals 

and their use in financial planning. Covers individual insurance products and insurance reserves 

regulation. Also covers insurance company organization, operations and investments. 

Tuition: $620 

Includes: text by Graves, ed., McGill’s Life Insurance; student supplement; audio review; 

sample exam questions; online enhancements. Supplemental study tools available for an 

additional cost. For more information, go to TheAmericanCollege.edu/Keir 

HS 324 Life Insurance Law 

Examines legal rights and obligations of the policy owner and the insurance company, the way 

disputes between insureds and insurers are resolved and general principles of the judicial process. 

Covers legal aspects of life insurance, including basic principles of contract law; policy provisions 

and the incontestable clause; assignments, ownership rights and creditor rights; beneficiary 

designations and disposition of proceeds; the law of agency; and advertising and privacy issues. 

Tuition: $620 

Includes: text by Graves and Christensen, McGill’s Legal Aspects of Life Insurance; student 

supplement; audio review; sample exam questions; online enhancements. Supplemental 

study tools available for an additional cost. See TheAmericanCollege.edu/Keir for 

additional information.


HS 325 Group Benefits 

Analyzes group insurance benefits including the governmental environment, contract 

provisions, marketing, underwriting, rate making, plan design, cost containment and 

alternative funding methods. Covers the various private programs related to the economic 

problems of death, old age and disability. Discusses cafeteria plans, as well as consumerdirected 

health plans, such as HSAs and HRAs. 

Tuition: $620 

Includes: text by York, Group Benefits: Basic Concepts and Alternatives; study guide; audio 

review; sample exam questions; online enhancements, including key term exercises. 

HS 326 Planning for Retirement Needs 

Focuses both on helping a business select the appropriate retirement plan and helping 

individuals plan for retirement. Covers qualified plans, SEPs, SIMPLEs and 403(b) plans and 

nonqualified deferred compensation plans, providing the advisor with the tools to both select 

and design the appropriate plan for the small business. Also addresses plan funding and 

investing, plan set-up and administration, and fiduciary responsibility. Individual retirement 

planning topics include, saving for a secure retirement, IRAs and Roth IRAs, Social Security 

benefits, health care decisions in retirement and planning for retirement plan distributions. 

Tuition: $620 

Includes: text by Littell and Tacchino, Planning for Retirement Needs; student supplement; 

audio review; sample exam questions; online enhancements. Supplemental study tools 

available for an additional cost. See TheAmericanCollege.edu/Keir for additional 

information. 

HS 328 Investments 

Covers various aspects of the principles of investments and their application to financial planning. 

Discusses risk analysis and risk and return computations. Looks at stocks, bonds, investment 

companies, options and futures contracts. Includes an extended discussion of tax issues in 

investing and issues in the practice of portfolio management. Provides many examples of ethical 

and practical issues in managing a client’s portfolio. 

Tuition: $620 

Includes: text by Woerheide, Fundamentals of Investments for Financial Planning; student 

supplement; audio review; sample exam questions; online enhancements. Supplemental 

study tools available for an additional cost. See TheAmericanCollege.edu/Keir for 

additional information. 

HS 330 Fundamentals of Estate Planning 

Covers various aspects of estate and gift tax planning, including the nature, valuation, 

transfer, administration and taxation of property. Provides a basic understanding of the estate 

and gift tax system, including strategies of estate planning. Discusses gratuitous transfers of 

property outright or with trusts, wills and powers of appointment; use of the marital 

deduction; valuation of assets; and buy-sell agreements. Covers the client interview, fact 

finding, ethical standards and development of personal estate plans. 

Tuition: $620 

Includes: text by Fontaine, Fundamentals of Estate Planning; student supplement; audio 

review; sample exam questions; online enhancements. Supplemental study tools available for 

an additional cost. See TheAmericanCollege.edu/Keir for additional information. 

HS 331 Planning for Business Owners and Professionals 

Focuses on tax and legal aspects of organizing a business; compensation planning for the 

business owner; business succession planning; buy-sell agreements; estate planning and 

estate freezing techniques; methods for transferring a family business; lifetime disposition of 

a business interest — taxable and tax-free dispositions and the use of the installment sale and 

other methods; business uses of life and disability insurance for the benefit of business 

owners; disability buy-sell agreements; risk management for a closely held business; and the 

special problems of professional corporations. 

Tuition: 620 

Includes: text by Kurlowicz, Planning for Business Owners and Professionals; student 

supplement; audio review; sample exam questions; online 

enhancements. Supplemental study tools available for an additional cost. See 

TheAmericanCollege.edu/Keir for additional information. 

HS 332 Financial Planning Applications 

Uses case analysis to integrate planning techniques, tools and products covered in prior 

courses. Provides practical experience in analyzing and solving realistic financial problems of 

individuals and businesses. Includes cases that range from simple fact patterns and basic 

documents to complex situations involving not only personal financial problems, but also 

financial problems associated with businesses, business ownership and estate planning. 

Tuition: $620 

Includes: text by Lemoine, Financial Planning Applications; student supplement; sample 

exam questions; online enhancements. 

58

HS 333 Personal Financial Planning: Comprehensive Case Analysis 

Available only through Webinar format, this course applies students’ knowledge and skill set in 

personal financial planning techniques to a comprehensive case study. Students will integrate 

core financial planning disciplines of retirement, investment, risk management, income tax, 

employee benefits and general principles into a prioritized comprehensive financial plan. 

Tuition: $750 

Includes: text by Lemoine, Financial Planning Applications; student supplement; sample 


HS 334 Estate Planning Applications 

Covers estate and gift tax principles with an emphasis on life insurance planning applications. 

Discusses forecasting the gross estate, life insurance trusts, valuation principles, the use of 

charitable contributions as an estate planning technique, planning opportunities stemming 

from the marital relationship, the taxation of trusts, implications of employee benefits and 

estate freezes. Includes a case study reflecting procedural aspects of estate planning. 

Tuition: $620 

Includes: text by Kurlowicz, Estate Planning Applications; study guide; audio review; sample 

exam questions; online enhancements, including key term exercises. Supplemental study tools 

available for an additional cost. See TheAmericanCollege.edu/Keir for additional information. 

HS 340 Advanced Topics in Group Benefits 

Covers various advanced topics in group benefits. Addresses COBRA, ERISA, HIPAA privacy 

rules, health care reform, Social Security, Medicare, Medicaid, health plans for federal 

workers, voluntary benefits, dental benefits, self-funding, international benefits and ethics. 

Tuition: $620 

Includes: text by York, Advanced Topics in Group Benefits; study guide; audio review; sample 


HS 342 Executive Compensation 

Analyzes the many types of programs used to provide benefits for executives of business firms. 

Discusses plan design and installation and reviews ERISA, tax and other compliance issues that 

apply to each type of program. The course includes cash-compensation planning, nonqualified 

deferred-compensation plans, funded deferred compensation and restricted-property plans, 

stock options, split-dollar life insurance plans, disability income benefits, executive fringe 

benefits, health reimbursement arrangements and limits on golden parachute payments. 

Tuition: $620 

Includes: text by McFadden and Schneider, Executive Compensation; audio review; sample 


HS 343 Compensation and Personnel Management 

Covers the broad area of human resource management, including total compensation 

planning and the interrelationship of employee benefits with cash compensation. Also 

discusses employee recruitment, selection, interviewing and orientation, training and 

management development, performance appraisal, safety and health, labor relations and 

collective bargaining and equal opportunity and the law. 

Tuition: $620 

Includes: text by Dessler, Human Resource Management; study guide; audio review; sample 


HS 344 Advanced Topics in Managed Care 

Analyzes managed health care in detail. Covers such topics as physician and member behavior, 

provider compensation, authorization systems, member services, specialty managed care 

services, value, accreditation, information systems, sales, marketing and federal legislation. 

Tuition: $620 

Includes: text by Kongstevdt, Essentials of Managed Health Care; study guide; audio review; 

sample exam questions; online enhancements. 

HS 345: Essentials of Healthcare Reform 

This course is a comprehensive study of major healthcare reform in the United States. The student 

will understand the issues that lead to reform and the significant changes mandated by the 

Affordable Care Act. Students will learn the details of grandfathered health plans, state 

exchanges, the medical loss ratio regulations, revised internal and external review processes and 

all essential pieces healthcare reform. The course also will explore the effect of healthcare reform 

on HIPAA and ERISA legislation. Students who successfully pass this course will be positioned to 

serve effectively in the new environment created by the historic healthcare reform of 2010. 

Tuition: $750 

HS 346: The Healthcare Consultant 

This course is designed to provide the knowledge and skills for healthcare professionals to operate 

in the new environment formed by passage of massive healthcare reform legislation in 2010. The 

course first reviews the effects of healthcare reform at the federal and state levels and the 

consequences for insurers, employers, and individuals. Next, the course explores the regulatory 

environments including state regulations and federal agencies such as the Department of Labor, 

Internal Revenue Service, and the Department of Health and Human Services. With that overview, 

the subject turns to the evolving role of the healthcare consultant and new opportunities as a 

fee-based healthcare consultant. The course emphasizes communications, the healthcare 

planning process, and characteristics of successful consultants. Finally, the course explores group 

health plans, individual plans, and ethical business practices. 

Tuition: $750 

59


HS 350 Understanding the Older Client 

Focuses on the important changes clients face as they age to enable financial advisors to 

better serve clients’ needs. Presents the demographics of aging, as well as economic, 

historical, biological, psychological and political perspectives. Deals with social aspects — life 

course transitions, family relationships and social support systems, living arrangements and 

work and retirement. Covers care issues, including health and health care, caring for the frail 

elderly and dying, death and bereavement. Also addresses practical considerations involved in 

communicating effectively with seniors. 

Tuition: $620 

Includes: text by Quadagno, Understanding the Older Client (Aging and the Life Course); 

text by Solie, How to Say It ® to Seniors; study guide; audio review; sample exam questions; 

online enhancements. 

HS 351 Health and Long-Term Care Financing for Seniors 

Provides a thorough analysis of the alternatives available for senior clients to finance medical 

and long-term care, including private resources, government programs, and private insurance. 

Emphasizes the need for care, the settings in which health care services are provided, 

and the types of resources Available to finance them. 

Tuition: $620 

Includes: text by McLellan, Health and Long-Term Care Financing for Seniors; study guide; 

audio review; sample exam questions; online enhancements. 

HS 352 Financial Decisions for Retirement 

Focuses on financial decisions clients face as they approach, reach and pass retirement age and on 

the tools and techniques financial advisors may employ to assist their clients with these decisions. 

The course covers sources of income (including company provided benefits and Social Security), 

retirement calculations, investment considerations both during the accumulation and distribution 

phases, annuities, housing decisions and estate planning concerns. Especially valuable for 

practitioners helping clients move retirement assets from employer sponsored to individual 

retirement plans. Provides perspectives on dealing with aging and retired clients and their families. 

Tuition: $620 

Includes: text by Littell, Financial Decisions for Retirement; text edited by Tacchino, Making 

Retirement Secure; study supplement; audio review; sample exam questions; online 

enhancements. Supplemental study tools available for an additional cost. 

See TheAmericanCollege.edu/Keir for additional information. 

HS 371 Essentials of Management Development 

A video-based-learning, moderator-driven field management program that covers vision, recruiting 

and selection, training and supervision, personal development, goal setting and business planning. 

For tuition and other information, contact GAMA International, 800-345-2687. 

Tuition: $725 

HS 372 Leading Practices Seminar 

One- to two-day seminars that focus on critical issues facing field managers today, such as 

leadership, productivity, recruiting, and marketing. For tuition and other information, contact 

GAMA International, 800-345-2687. 

Tuition: $725 

HS 373 Practice Management Concepts for Agency Managers 

An in-depth analysis of the proven practices for field leaders in the financial services industry. A 

practical, day-to-day approach to leadership, sales psychology and business strategy. Focuses on 

the need for critical results in a fast paced world. 

Tuition: $725 

HS 381 Integrated Leadership Practices 

Ten weekly, one-and-a-half-hour, live, online sessions focusing on the knowledge, skills and 

abilities of new financial services field leaders. The course is a highly interactive overview of the 

tools and techniques required to effectively recruit, develop and retain sales representatives within 

an agency culture of success. The course-long project is a fully developed business plan. For tuition 

and other information, contact CLF ® Administration, phone: 610-526-1355; fax: 610-526-1359. 

Tuition: $1,230 

Includes: workbook by Herbison and Sarr, Integrated Leadership Practices; online access and 

enhancements. 

HS 382 Leadership in a Changing World 

Presents basic leadership concepts and the essentials that every effective leader practices. 

Examines core leadership behaviors and the results of applying them. Explores the leader’s 

role in creating, inspiring and maintaining an ethical climate. 

Tuition: $725 

Includes: texts by Hughes, Ginnett, and Curphy, Leadership: Enhancing the Lessons of Experience; text 

by Pritchett, New Work Habits for a Radically Changing World; study guide; online enhancements. 

HS 383 Interpersonal Relationships in the Workplace 

Helps managers enhance interactions with others by understanding basic concepts of interpersonal 

relationships in work organizations. Uses a human relations model and case studies to 

illustrate concepts, skills and techniques. Discusses topics such as understanding informal 

organization, productivity, quality improvement, job redesign, performance appraisal, employee 

rewards, managing conflict and change and dealing with difficult people. 

Tuition: $725 

Includes: texts by Brinkman and Kirschner, Dealing with People You Can’t Stand; Baldwin, 

Bommer, and Rubin, Developing Management Skills: What Great Managers Know and Do; 

study guide; online enhancements. 

60

HS 384 Creative Problem-Solving and the Strategic Planning Process 

Improves the manager’s ability to solve problems creatively using both analytical and intuitive 

means. Provides an in-depth understanding of the strategic planning process, along with 

readings that demonstrate the application of strategic planning concepts. 

Tuition: $725 

Includes: texts by Pearce and Robinson, Formulation, Implementation, and Control of 

Competitive Strategy; Croce with Lyon, Lead or Get off the Pot!; study guide; online 

enhancements. 

HS 385 Leading the Marketing Organization of the Future (CLF ® Field Capstone) 

Four-day capstone course focusing on the critical need to help today’s field managers become 

tomorrow’s marketing leaders. Integrates tools and techniques from previous CLF ® courses, along 

with an organizational simulation to help managers analyze their current operations, create a 

customized marketing organization and develop implementation plans. For tuition and other 

information, contact CLF ® Administration, phone: 610-526-1355; fax: 610-526-1359. 


HS 386 Field Management Seminar (FMS) — Leadership Video Series 

A topical program delivered online, with a focus on current issues critical to a field manager’s 

success and performance. For tuition and other information, contact CLF ® Administration, 

phone: 610-526-1355; fax: 610-526-1359. 

Tuition: $310 

HS 387 Marketing Management of Financial Services 

Covers the essentials of marketing management, including planning and tactical considerations 

and a variety of functional areas. While taking a mainstream marketing management 

approach, also includes thought-provoking issues in life insurance and financial services. 

Tuition: $725 

Includes: text by Kotler and Keller, Marketing Management; study guide; online enhancements. 

HS 388 Leading in the Office Environment (CLF ® Office Capstone) 

Focuses on the critical skills of financial services home-office and field-support leaders. Brings 

leaders together to share best practices and integrate the tools and techniques of previous 

CLF ® courses. Develops the knowledge, skills and abilities required to transform from 

manager to leader. For tuition and other information, contact CLF ® Administration, 

phone:610-526-1419; fax: 610-526-1359. 


HS 389 Human Resource Management 

Approaches human resource management as a strategic element in every organization. 

Covers all aspects, including legal issues, job analysis, recruiting and selection, performance 

management and career development, compensation and pay for performance, safety and 

health and employee relations. 

Tuition: $725 

Includes: text by Dessler, Human Resource Management; study guide; online enhancements. 

Ethics Continuing Education Courses 

The following on-demand webcasts and self-study courses are focused on ethics in financial 

planning and are available for continuing education credit. For more information, please visit 

our website at TheAmericanCollege.edu/Ethics, or contact us directly at ethics@theamericancollege.edu, 

or 610/526-1356. 

CE 100 Issues in the Ethics of Financial Services 

Examines concrete ethical situations that face financial services professionals and helps the 

student develop ethical awareness of issues. It provides tools for effective ethical decision 

making. Fulfills 3 hours of continuing education for state insurance ethics requirements. This 

class is subject to state eligibility. 

Tuition: $51.50 

CE 107 Issues in the Ethics of Financial Services (IL) 

This is a highly interactive three-hour course designed for a live classroom setting and is only 

available for credit in IL. Students listen to insightful lectures, watch and comment on relevant 

and current ethical scenarios, and participate in a guided discussion led by a moderator. No 

exam is needed and the instructional DVD containing real life studies is included. This class 

meets the three hour Illinois state ethics requirement. 


CE 110 Ethical Issues in Dealing with Elderly Clients 

This live, one-hour course is presented by the Director of the Center for Ethics in Financial 

Services at The American College. It is a specialized course, designed to review the types of 

ethical issues that emerge when practitioners interact with elderly clients. Students learn best 

practices through scenarios, discussion and thought-provoking questions. This class fulfills 

one hour of continuing education ethics credit in most states. 


CE 126 Ethics for the CFP ® Professional 

Examines the Principles of the CFP ® code of ethics, and engages the student in reflecting on 

how to analyze and resolve real life ethical dilemmas facing financial planners in an effective 

way. Fulfills the 2 hours of ethics continuing education for CFP ® Certification. 


61

Irwin Graduate School 

MSFS, MSM, Graduate Financial Planning Track, Graduate Certificates, CAP ® 

Designation and AEP Education Program 

GS 803 Financial Statements and Business Valuation Analysis 

The first part of this course teaches students the “language of business” — accounting. It 

deals with understanding and analyzing financial statements to evaluate the financial stability 

and performance of a company. The second part of this course provides students with 

knowledge of the fundamentals of equity valuation. Course grades are determined by the 

performance on an Examination on Demand ® (EOD). Students are strongly encouraged to 

complete this course prior to taking either GS 811 (Security Analysis and Portfolio 

Management) or GS 819 (Mutual Funds). 


Includes: Textbook, study guide and online support. 

GS 811 Security Analysis and Portfolio Management 

This course teaches portfolio theory through a two decision process: Setting the optimal asset 

allocation mix (using modern portfolio theory) and selecting securities within the asset class 

through fundamental analysis. While focusing primarily on the first, the course briefly reviews 

security analysis models, capital markets, and historic risk/return aspects. This course presents 

theory and application of identifying optimal allocation of wealth among various asset classes. 

Techniques are discussed for quantifying expected risk and return for both individual asset 

classes and portfolios. This course requires a significant investment of time from the student. 

Tuition: See Tuition and Fees on page 78. 

Includes: Textbook, study guide and online enhancements. 

Self-study course tuition: $1,185 


GS 804 Communications and Research (Residency) 

Focuses on enabling students to excel at communications challenges that emerge in their 

business, including written, verbal, interpersonal and media-related topics. Considers a wide 

range of business situations where communications excellence is both demanded and 

expected by stakeholders. 

Residency tuition: See Tuition and Fees on page 78. 


GS 807 MSFS Case Study Project 

This course requires the student to develop a comprehensive solution to a financial planning 

case. The case materials are introduced online. Students are expected to complete both a 

comprehensive financial plan and an executive summary. 

Tuition: See Tuition and Fees on page 78. 

Includes: Online materials and instructions. 

62

GS 814 Qualified Retirement Plans 

Course covers qualified defined-contribution and defined-benefits plans, as well as similar 

arrangements, such as IRAs, SEPs, SIMPLEs, 457 plans, and 403(b) plans. Planning issues are 

emphasized, with a particular focus on the use of plans in small, closely held businesses. All 

types of qualified arrangements currently used for enhancing employee retirement planning 

are covered, including ESOPs, 401(k) plans, and age-weighted plans, as well as topics such as 

life insurance as a plan investment, plan loans and qualified plan distributions. The course 

culminates with the analysis of a comprehensive case study. 


Includes: text by Woehrle, Kimbol, & Littell. Qualified Retirement Plans (3rd edition released 

January, 2012), study guide and online enhancements including video learning objectives. 

GS 815 Advanced Estate Planning I 

The first of two advanced gift and estate planning courses. Presents an overview of gift, 

estate and generation-skipping transfer tax law and builds on that knowledge for application 

to real-life cases and situations. Covers taxable transfers of property during life and at death; 

property valuation; inclusion of property in a decedent’s gross estate; the marital, charitable 

and other deductions; and computation processes involved in estate and gift taxation. 



GS 817 Personal Tax Planning 

Introduces current tax laws, new cases, revenue rulings and regulations for personal and 

entity (C & S corporations and Partnerships) income tax planning. Presents strategies and 

techniques for tax reductions, including the laws governing income allocation, tax shelters, 

income shifting and deduction recognition and timing. 



GS 819 Mutual Funds: Analysis, Allocation and Performance Evaluation 

Provides a basic understanding of the concepts, sources of information and fee structure of 

mutual fund investing. Presents modern portfolio theory, which utilizes mutual funds as asset 

classes, and explains how computer-based decision tools support the allocation decision across 

a pre-qualified set of mutual funds. Focuses on recent empirical evidence regarding performance 

evaluation and risk characteristics used in pre-qualifying mutual funds for investment. 



Albert J. (Bud) Schiff, CLU, ® CAP ® Recipient of this year’s Huebner Medal awarded during the President’s Dinner 

held in Washington, D.C. 

63


GS 831 Ethics and Human Values (Residency) 

A highly interactive course which examines ethical issues and human values from the 

particular perspective of the financial services professional. It examines the specific responsibilities 

assumed by those professionals. This course focuses on the specific ethical situations 

encountered in their professional dealings by the students. It involves discussion and 

evaluation of these decisions by examining the extent to which they adhere to fundamental 

ethical principles, such as integrity, justice and fairness, benevolence and responsibility. It 

focuses on behavior and the implementation of core values through case studies and analysis 

of ethical dilemmas. In this highly participative course, the leadership candidate is expected 

to complete both the reading material and written assignments before arriving on campus. 

Residency tuition: See Tuition and Fees on page 78. 

Includes: Study guide and online enhancements. 

GS 836 Business Succession Planning I** 

First of two business succession planning courses. Focuses on basic techniques of business 

succession planning for the family business. Examines the psychology of succession planning, 

federal income and estate tax consequences of basic business forms and planning devices, 

control issues often faced by family-owned businesses and use of buy-sell agreements in 

business succession planning. 



**GS 836 will not be offered after 10/1/2012 

GS 838 Business Succession Planning II 

Second of two business succession planning courses. Covers advanced topics in business 

succession planning. Provides an overview of gift and trust taxation to illustrate how 

charitable transfers facilitate business succession planning objectives. Presents detailed 

coverage of family limited partnerships and limited-liability companies. Covers sales and gifts 

of business interests using discounting techniques. The course discusses the use of benefit 

and retirement plan strategies to facilitate succession planning. The course includes a 

comprehensive case study. This course also is available as self-study. 



NEW 

GS 839 Planning for Philanthropic Impact in the Context of Family Wealth 

Focuses on how clients and donors can use financial planning, estate planning, and gift 

planning to advance their personal financial goals while also having a positive impact on their 

heirs and on their community. The course considers the various roles gift planners play; what 

it means to be a CAP ® ; the role of wealth and philanthropy in successful families; planning for 

social impact; youth giving; and how to market philanthropic advisory services to specific 

niches, including business owners, schools, women, and religious organizations. A comprehensive 

case study is provided. The course includes online lectures with inset videos, along 

with readings on both the art and the science of gift planning. 


Includes: texts by Scott Fithian and Todd Fithian, Your Seat at the Table: Where Do You Sit in the 

Minds of the Affluent; Thomas Tierney and Joel Fleishman, Give Smart: Philanthropy that Gets 

Results, and Charles Collier, Wealth in Families, second edition. 

GS 840 Building & Managing Financial Advisory Practice 

Encompasses the concepts of improving the operational efficiency and profitability of a 

financial advisory practice. The approach used in this course focuses on two major areas: how 

to increase recurring revenue, profit, and repeatable processes; and how to structure the 

practice in such a way that it can be sold for maximum profit, if applicable. The course 

concentrates on the eight essential business and operational disciplines: client acquisition, 

client management, the consultative sales/planning process, case development, time 

management, communication, education, and financial management. The final project for 

this course is a comprehensive business plan containing each of the disciplines, with a focus 

on increasing the value of the practice. 



GS 842 Executive Compensation 

Covers executive compensation plans, emphasizing owner-employees of closely held 

businesses. Focuses on design of cash and bonus compensation, stock options and other 

forms of compensation with restricted property; life insurance, including split-dollar plans and 

other death benefits; nonqualified deferred compensation; health and disability plans; and 

various fringe benefits. Covers plan installation, financing and administration, as well as 

ERISA, tax, including sections 280G and 409A and other legal and accounting compliance 

issues. The course culminates with the analysis of a comprehensive case study. 



64

GS 849 Charitable Strategies 

Focuses on the tools and techniques of charitable planning in a financial, tax, and legal context. 

The course also provides a larger framework within which to consider the social and family 

impact of the tools. Special attention is devoted to charitable planning for closely held business 

clients. Tools discussed include charitable remainder trusts, charitable leads trusts, life estates, 

use of qualified plan assets, conservation easements, foundations, supporting organizations, 

life insurance, donor advised funds, and charitable lead trusts. The course includes a comprehensive 

study guide with readings drawn from journals of finance and philanthropy. 


Includes: text by Biebl and Ranweiler, Charitable Strategies. 

GS 859 Gift Planning in a Nonprofit Context 

Focuses on what is called “planned giving.” The course will help advisors and nonprofits 

collaborate to create, count, and steward meaningful gifts from wealthy donors as part of 

the donor’s overall financial, estate, and legacy plan. Topics include: planned giving as a 

profession; the role of a nonprofit board; traditional philosophies of planned giving; the 

emerging “consultative” philosophy of trusted advisors; the legal framework within which 

planned giving is done; how advisors and nonprofit professionals can partner for optimal 

donor/client outcomes; and the ethics and ideals of the gift planning professions. The course 

contains recorded online lectures, with inset videos and interactive exercises , along with 

contemporary readings from gift planning, financial, and estate planning journals. 


Includes: texts from Board Source, 10 Responsibilities of Nonprofit Boards and Fundraising 

Responsibilities of Nonprofit Boards, Hildy Gottlieb, The Pollyanna Principals: Reinventing 

Nonprofit Organizations to Create the Future of our World, and Jim Collins, Good to Great in 

the Social Sectors 

MSM Course Descriptions 

The total cost of the Master of Science in Management (with an emphasis in 

leadership) program is $29,870, plus a $360 nonrefundable application fee. The 

program fee includes tuition, textbooks and other study materials. Students are 

responsible for transportation and lodging. The courses are not available separately. 

Please see pages 30-31 for more information. 

GS 900 Communications and Leadership 

Provides a comprehensive approach to communicating at work from the perspective of the 

executive, enabling the leadership student to understand and correct the poor communication 

processes and systems in many organizations. Students focus on mitigating conflict 

through constructive communication, projecting the appropriate perception of power, 

customizing communication to maximize clarity of understanding, swiftly dealing with crisis 

communications and generally communicating effectively, whether in a conversation, within 

a group, by e-mail or to an audience. 

GS 910 Leadership Development Experience 

A year-long course designed to provide students with skills useful to their current work as it 

prepares them for greater leadership challenges in the future. It begins in Residency I with an 

introduction to the project and its goals and ends in Residency II with a presentation of the 

student’s findings in a paper and presentation to fellow students. The course requires that 

students develop a plan for dealing with a specific project of their choosing, that they are 

likely to face in their role as a leader. Their research will involve examining best practices 

employed by top executives in many successful companies to facilitate change and improve 

performance. The student’s final working draft will recommend a specific resolution of the 

problem they chose to address in their year’s research. 

GS 920 Personal and Interpersonal Leadership Skills 

This course enhances the leader’s skill sets by providing the theory and applications of 

personal, interpersonal and group and organizational skills. The personal skills emphasize 

leader self-awareness; the interpersonal skills place emphasis on the one-on-one interaction; 

and the group and organizational interpersonal skills place the emphasis on teams. An array 

of articles is used to illustrate major skills that are discussed in the text. The latter part of this 

course asks the student to conduct several self-assessments based on the idea that one must 

understand one’s self before understanding those who are led. 

65


GS 930 Classic and Contemporary Leadership Studies 

Differentiates management skills from leadership skills. It reviews the essential research of the 

last 100+ years as it describes the traits, style and functions of a leader, as well as situational 

aspects, team leadership and transformational leadership. The twin aspects of humility and 

will, which are essential to move from good leadership to great leadership, are discussed. 

Contemporary issues of leadership as they relate to changes in society are also covered. 

GS 940 Dynamic Organizational Leadership 

Understanding organizational behavior as a necessary requirement for whole systems in 

developing organizations is the central content of this course. The course connects the drives 

of human behavior to group behavior in dealing with learning, stress and conflict and the 

subsequent impact on an organization’s culture and strategy as they continue to change. 

Also, it demonstrates the importance of power, influence and politics on human behavior 

and why it is critical to develop the skills to delegate, motivate, appraise performance and still 

be flexible and creative. The relationships between individual performance and the environment 

of the organization are analyzed in depth. 

GS 950 Law, Compliance, Benefits and Social Responsibility 

Shows the relationships between law, compliance processes, employee compensation and 

benefits packages, social responsibility and the success of an organization. Building on the 

behaviors explored in GS 940, it elaborates on the importance of human resources expertise 

regarding job analysis, recruitment, selection, compensation, measurement of performance 

and diversity in leading a successful organization. The course demonstrates the importance of 

the organization’s compliance with government requirements of fairness at work, and it 

includes a discussion of contemporary human resource management and leadership 

principles and practices. 

GS 960 Leading Strategy Development 

Strategic management is concerned with determining the future direction of an organization 

and implementing the decisions aimed at achieving the organization’s long-term and 

short-term objectives. The strategic management process consists of seven major interrelated 

subprocesses, including the strengths, weaknesses, opportunities and threats (SWOT) analysis 

approach. The process enables a leader to formulate and implement strategies that accomplish 

the mission and vision of the organization. 

GS 970 Decision Making Leadership Skills 

Examines the individual and collective factors that affect the decisions managers make in 

their everyday routine at work. The approach is descriptive and prescriptive as it focuses on 

how managers actually make decisions, as well as how they ought to make them to optimize 

fulfillment of organizational and personal goals. There are two main sections of the course: 

the first deals with individual-level processes that influence decisions; the second considers 

the collective forces that affect managers’ and leaders’ decisions. 

GS 980 Ethics in Leadership 

The course covers four areas: ethical awareness, ethical analysis/ethical decision making, current 

ethical issues in the financial services industry and ethical leadership and management in an 

organization. This class provides the skills required to make reasoned responses to ethical 

dilemmas, deal with daily and long-term ethical challenges and build an ethical culture in an 

organization. The course explores the influence of emotions and values sets on behavior and 

decisions, and it explains how to ethically cope with conflicting demands of various stakeholders. 

It also examines the issue of why good people act unethically. In this highly participative 

course, the leadership candidate is expected to complete both the reading material and 

written assignments before arriving on campus. 

Residency Tuition: See Tuition and Fees on page 78. 

Includes: Study guide and online enhancements. 

GS 990 Management by Leadership 

The primary goal of this course is to enhance the leadership candidate’s perception of the 

three primary aspects of the organization: individuals, groups and the organization itself. 

These three interrelated perspectives are always present in a leader’s perception. To achieve at 

the executive level, the leader must lead the organization, drive the groups, systems and 

processes and inspire at the individual level. The leadership skills covered in this course include 

influence, persuasion, diplomacy, innovation, negotiation, conflict resolution and reflective 

practice. 

66

Campus Security Report 

Clery Act Disclosure 

Although we are not a residential institution and we have no on-campus housing, we believe 

it is important to comply with the spirit of The Clery Act so that an accounting of crime on 

our campus, owned by The Jewish Federation of Greater Philadelphia, is shared with current 

and prospective students. Further details on any aspect of this information is available from 

Neal Fegely, Chief Operating Officer, The American College, 270 South Bryn Mawr Avenue, 

Bryn Mawr, PA 19010. His telephone number is 610-526-1000. 

The Act calls for: 

(A) A statement of current campus policies regarding procedures and facilities for students 

and others to report criminal actions or other emergencies occurring on campus and policies 

concerning the institution’s response to such reports 

The College makes all employees aware of safety reminders during orientation and 

throughout their employment. Students taking a professional class on campus are reminded 

by instructors at the beginning of a program regarding evacuation and safety issues. We have 

emergency phones strategically placed in Foundation Hall. All of our operations are in one 

building where we have a formal reception desk. All guests must wear Guest ID badges, and 

all guests register at the front desk. Doors are locked and secure and only entrance is 

available with an electronic identification device. 

(B) A statement of current policies concerning security and access to campus facilities, 

including campus residences and security considerations used in the maintenance of campus 

facilities. 

See above. Maintenance is handled both by The College and an external third party governed 

by the owner of the campus. 

(C) A statement of current policies concerning campus law enforcement. 

All employees and visitors may call 8-911 for immediate access to local police. There are 

security personnel on campus that are contracted by the The Jewish Federation of Greater 

Philadelphia, the campus owner during evening hours. 

(i) The enforcement authority of security personnel, including their working relationship with 

State and local police agencies. 

We do not employ security personnel. 

(ii) Policies that encourage accurate and prompt reporting of all crimes to the campus police 

and the appropriate police agencies. 

The College encourages all emergency concerns to be shared immediately. Any employee or 

guest should dial “8,” then “9-1-1” for emergency assistance. 

(D) A description of the type and frequency of programs designed to inform students and 

employees about campus security procedures and practices and to encourage students and 

employees to be responsible for their own security and the security of others. 

The College does not have residential programs, and as such the need for training comparable 

to that of a traditional university is not offered. A comprehensive Crisis Management 

Plan is managed by the Office of the President and Chief Executive Officer. 

(E) A description of programs designed to inform students and employees about the 

prevention of crimes. 

Posters are publicly displayed regarding safety awareness, anti-stalking policies and smart 

action procedures in the event of a threat or incident. 

(F) Statistics concerning the occurrence on campus, in or on noncampus buildings or 

property, and on public property during the most recent calendar year, and during the two 

preceding calendar years for which data are available. See below. 

(i) Of the following criminal offenses reported to campus security authorities or local 

police agencies: 

(I) Murder: None 

(II) Sex offenses, forcible or nonforcible: None 

(III) Robbery: None 

(IV) Aggravated assault: None 

(V) Burglary: None 

(VI) Motor vehicle theft: None 

(VII) Manslaughter: None 

(VIII) Arson: None 

(IX) Arrests or persons referred for campus disciplinary action for liquor law violations, 

drug-related violations and weapons possession: None 

67

Examinations and Grades 


Successful completion of an LUTCF/FSS course requires meeting requirements in the areas of 

attendance, final examination and term grade, as described below. The grade report is 

mailed directly to you approximately three weeks after the final examination is received at 

The American College. Grades are stated only as “pass” or “nonpass.” 

Attendance: You may be absent for no more than two regularly scheduled classes. 

Moderator’s grade: Is an average of the grades earned by the student for class participation, 

written assignments, sales planning projects, and action projects. 

Final exam: To be eligible to take the final exam you must meet the attendance requirements 

as well as receive a pass for the moderator’s grade. 

Your term grade must be at least 70 percent. The term grade is determined by averaging your 

final examination grade with the moderator’s grade. 

Please note: All FA courses, whether in the classroom or online, only qualify for self-study 

CE. (Texas and Utah students should take special note.) 

FA 290 is a self-study course that concludes with an online examination. Completion of prior 

LUTCF ethics courses (LUTCF-601 Piecing Together the Ethical Puzzle; LUTCF-611 Charting 

an Ethical Course; or LUTCF-612 Charting an Ethical Course for the Multiline Agent) also will 

satisfy this requirement. 

Local class students take paper final examinations. Online students take online exams, except 

for students licensed in New York, who take paper exams. 

If you fail a final exam but have met all other course requirements, you may request a 

re-examination. If you are absent from the regular exam session, you may request to take an 

alternate exam on a specified date. See Tuition and Fees on page 78 for eligibility, fees and 

instructions. 

Huebner School and Irwin Graduate School Self-Study Courses 

When you register for a course, you must select an exam period for your test. Select an 

exam period that ensures you have adequate time to study for the test. After your 

course registration is complete, The College will e-mail you an EOD ® (Examinations on 

Demand ® ) ticket. This ticket will be used when you schedule your final exam appointment. 

(If you select a future exam period, please consult a Professional Education 

Counselor to ensure course material availability, 888-263-7265). 

Scheduling Your Exam 

You must wait at least two business days after registering before contacting the exam 

center’s vendor headquarters to make an EOD ® appointment for the current quarter. When 

scheduling your appointment, ask if there is a Pearson Professional Center in your area. The 

vendor contact information is: 

• 866-EXAMTAC (866-392-6822) 

• www.VUE.com/tac 

To make an EOD ® appointment for a future quarter, you must wait until the week preceding 

that quarter before scheduling the appointment. Do not leave a voicemail message when 

making the appointment. Have your EOD ® ticket with you when you call the exam center 

vendor headquarters. You will be asked to provide the following information as it appears on 

your ticket: 

• Enrollment name: last name and first initial. If there is an error, immediately contact one 

of our Professional Education counselors before making your appointment. If the 

enrollment name is incorrect, the exam center will not allow you to take the exam. Your 

identification must match your enrollment ticket. 

• Course-test series number. 

• Student identification number. 

Please confirm date and time of your appointment with the vendor headquarters at least two 

business days before your appointment. 

Availability: The center needs 24 hours advance notice to schedule your exam. All 

appointments are made on a first-come, first-served basis and are subject to seating 

availability. Please note, we cannot guarantee seats at the testing facility if you wait until the 

last month in the test period to schedule your exam. No walk-in or same-day exams are 

available. 

Special needs: The College can provide additional time if English is your second language. 

Requests must be made in writing to the Examination Systems Department at least two 

weeks prior to your desired appointment. Special accommodations also can be made if you 

have a disability and/or a learning impairment. Requests must be made in writing to 

Examination Systems at least one month prior to your desired appointment. You will be 

required to provide medical documentation of your disability. Paper-and-pencil exams are 

available only under special circumstances by writing to Examination Systems at least two 

months before the desired appointment. A fee may be charged for this service. 

It is considered an ethical violation if a student posts any specific information about 

any question on an EOD ® exam. Ethical violations may be brought to the attention 

of the Certification Committee, and such students may have current designations 

revoked, or may be denied future designations. 

68

Canceling and Rescheduling Your Exam 

Contact the exam center vendor headquarters (or visit its website) to cancel or reschedule 

your exam. Do not leave a voicemail message when making, changing or canceling 

appointments. Do not call The College to cancel an appointment. Only the vendor 

headquarters can cancel or reschedule your appointment. 

Once you have canceled your appointment, you can reschedule in the same quarter with 

any center and without charge, provided you cancel one business day in advance of your 

appointment time. If you want to reschedule, you must do so before the expiration date on 

your exam ticket. For example, for an EOD ® appointment on Monday at 3 p.m., you must 

cancel by 6 p.m. Central Time on Friday of the previous week. 

Exam Day Arrival, Use of Calculators and Grades 

Be sure to arrive at the EOD ® center at least 15 minutes before your appointment. Bring your 

EOD ® ticket and two forms of valid personal identification bearing your signature. At least 

one form of identification must be a current document (for example, driver’s license, passport, 

etc.) with a photo and/or physical description. The examination is “mouse” and/or 

“keyboard” driven. 

You may bring one nonprinting, nonalphanumeric, battery-powered, hand-held calculator 

with an internal rate of return function to The College’s examinations. For HS 300 and HS 

328, a calculator is required to answer some exam questions. For HS 321, HS 323, HS 326, 

HS 330, HS 331 and GS 811, we strongly recommend that you bring a calculator to the 

exams, although it is not required to answer the questions. We also recommend that you 

become proficient in using a financial calculator if you intend to sit for the CFP ® Certification 

Examination, for which calculator use is required. Selected assignments in HS 300 and in 

review materials for this exam include practice exercises for using financial calculators. 

Contact a Professional Education counselor for more information. For other HS and GS 

course examinations, a calculator is neither required nor recommended. Please note, test 

centers do not supply calculators. 

The College’s study materials for HS 300 and HS 328 support the HP-10BII calculator. We 

strongly recommend that you use a calculator supported by the course. However, you may 

use any financial calculator that meets the above specifications. 

The EOD ® exam is graded as “pass” or “fail” as soon as you complete it. However, all HS and 

GS exams are now assigned letter grades, replacing the traditional pass/fail grading structure 

on your final grade report. You will continue to receive the pass/fail message, as well as a 

printed performance analysis, which indicates assignments to review if you need to retake 

the exam. In several days, you will receive your official grade report, which will list a grade of 

A, B or C if you passed the exam. 

IMPORTANT: College rules require that a student who fails the same Huebner School course 

three (3) times must wait a minimum of six (6) months from the time of the third failure 

before taking the exam again. There are no exceptions to this rule. 

CLF ® Self-Study Courses and GS Residency Courses 

Exams for the self-study CLF ® courses (HS 373, HS 382, HS 383, HS 384 and HS 387) are 

short-answer, paper- and-pencil essay exams. To arrange for these exams, contact CLF ® 

Administration at 610-526-1419. GS residency courses typically conclude with in-class 

exams. For more information, contact MSM Graduate Administration at 610-526-1451 or 

MSFS Graduate Administration at 610-526-1385. 

MSFS Residencies 

Exact dates for the Residency are announced 6 months in advance, and registration materials 

are sent to all students who are formally admitted to the MSFS program and who are eligible 

to attend; you also may request them by contacting MSFS Graduate Administration, 

610-526-1385 or MSFS@TheAmericanCollege.edu Students should register 6-8 weeks 

prior to the start date, to allow time to review the course materials. 

The residency courses conclude in either a paper-and-pencil exam (multiple-choice /short 

essay) or an assignment or project. Your advance reading materials will describe the format 

of the exam or final assignment. Residency tuition covers cost of all study materials and 

instruction during the week. A commuter fee, covering catered breakfasts and lunches at 

the college, will be charged as well. For the Residency, participants will need to make hotel 

reservations directly with the hotel. The College will arrange a group rate for participants and 

provide hotel contact information. 

Certified Financial Planner Board of Standards Inc. owns the certification marks CFP ® , CERTIFIED FINANCIAL PLANNER, 

and CFP (with flame logo) ® in the U.S., which it awards to individuals who successfully complete CFP Board’s initial and 

ongoing certification requirements. 

69

Program Completion 

New Recertification Fee for First-Time PACE-Required Designees after 

February 1, 2007 

• Only for designations subject to the Professional Achievement in Continuing Education 

(PACE) Recertification Program. 

• A single fee covers multiple designations. 

• Not retroactive for prior PACE-required designees. 

Since 1927, well over 158,000 financial services professionals have studied or earned 

designations with The American College. We are proud to count you in that group and 

appreciate your commitment to career-long, practical learning that benefits both you and 

your clients. 

Because the regulations and market dynamics affecting our industry are constantly changing, 

The American College wants to ensure that the credentials you worked so hard to earn 

remain current, relevant and serve as an emblem of excellence and expertise with both your 

peers and your clients. 

To meet the costs of appropriately providing and monitoring PACE certification and to 

continue building public recognition of these important designations, we have instituted a 

single, biennial recertification fee of $250 that will cover all of the designations a student 

earns from The American College. This fee, charged every two years, will help The American 

College maintain the high value of your designations throughout your professional career. 

This recertification fee is effective for all students who were awarded their first designation 

subject to PACE after February 1, 2007. The first payment for this fee is due at the time those 

students submit their biennial PACE reporting form, and only designations subject to the 

PACE Recertification Program are affected. Additional fees are not assessed for multiple 

designations. Individuals who go on to earn multiple designations from our institution will pay 

only a single $250 fee every two years regardless of the number of American College 

designations they pursue. 

Designees whose PACE-required credentials from The American College were awarded by 

February 1, 2007, are not affected by this fee. For individuals in this category who wish to 

voluntarily support the important work of The College as a not-for-profit institution, we 

encourage you to participate and help us build stronger recognition for your designations and 

degrees. 

Students who are PACE non-compliant must pay a PACE Reinstatement fee of $100 to make 

their designations active again. The fee must be submitted with proof of CE credits before a 

student’s designation will be reinstated. 

Visit TheAmericanCollege.edu/PACE for additional information about this initiative. Please 

feel free to contact us if you have any questions about this program. We thank you for your 

continued support of The American College. 

LUTCF, FSS 

If you have completed all course requirements (including the ethics course requirement), to 

earn the LUTCF and/or FSS designation, you must complete the following steps: 

• Be a member of a local association of NAIFA. Contact your local association or NAIFA at 

877-TO-NAIFA for a membership application. Visit naifa.org and select “Join.” 

• Complete and submit a designation application to The American College and provide 

evidence of the above membership. (A copy of your membership card is sufficient.) 

To ensure recognition at commencement, you must complete your courses by August 31, 2013, 

and your application must be received at The American College no later than September 15. 

New Ethics Requirement: All The American College and NAIFA have further strengthened 

the prestigious LUTCF and FSS designations by adding a continuing education requirement in 

ethics for all new designees receiving their credential on or after 1/1/2010. Three hours of 

ethics-related CE will now be required every two years for designees to continue using either 

the LUTCF or FSS mark. 


• Take three hours of state-approved, ethics-related CE from any vendor approved by the 

licensee’s state; or 

• Take three hours of ethics-related CE from The American College, whether or not the 

course is approved for CE in the licensee’s state. For course information, please visit our 

website, TheAmericanCollege.edu/Ethics. 

Please note: All courses formerly listed as LUTC courses have been renamed as FA courses 

(i.e., LUTC 201 is now listed as FA 201). All completed LUTC series courses will continue to 

count for credit toward the designation, subject to the five-year completion rule. Students 

cannot receive duplicate credits towards the LUTCF or FSS designations by passing the same 

course or its replacement. 

ChHC TM , ChFC, ® CLF, ® CLU, ® REBC, ® RHU ® 

To receive these designations, you must successfully complete all courses in your selected 

program, meet experience requirements and ethics standards and agree to comply with The 

American College Code of Ethics. 

Experience. Three years of full-time business experience is required for all Huebner School 

designations (except CASL ® ). The three-year period must be within the five years preceding 

the date of the award. An undergraduate or graduate degree from an accredited educational 

institution qualifies as one year of business experience. Part-time qualifying business experience 

is credited toward the three-year requirement on an hourly basis, with 2,000 hours 

representing the equivalent of one year of full-time experience. The following activities meet 

the required business experience qualifications included in the ChHC TM /ChFC ® /CLF ® /CLU ® / 

REBC ® /RHU ® certification process. 

70

Insurance and Healthcare 

• Field underwriting and management, including sales and service activities, supervision 

and management of persons involved in sales or services or staff support of persons in 

these activities. 

• Company management and operations in positions involving substantial responsibility. 

Financial Services and Employee Benefits 

• Client service and related management, including direct contact with clients, supervision 

and management of persons involved directly in the process of providing financial 

services or employee benefits or staff support of persons in these activities. 

• Financial institution management and operations in positions involving substantial 

responsibility. 

Other 

• University or college teaching of subjects related to the Huebner School curriculum on a 

full-time basis at an accredited institution of higher education. 

• Government regulatory service in a responsible administrative, supervisory or operational 

capacity. 

• Activities directly or indirectly related to the protection, accumulation, conservation or 

distribution of the economic value of human life. These include the work of actuaries, 

attorneys, CPAs, investment advisors, real estate investment advisors, stockbrokers, trust 

officers or persons in other similar occupations. 

• Students may not submit their designation application until their balance is paid in full. 

Code of Ethics 

To underscore the importance of ethics standards for Huebner School designations, the Board 

of Trustees adopted a Code of Ethics in 1984. Embodied in the Code are the Professional 

Pledge and eight Canons. 

The Professional Pledge 

“In all my professional relationships, I pledge myself to the following rule of ethical 

conduct: I shall, in light of all conditions surrounding those I serve, which I shall make every 

conscientious effort to ascertain and understand, render that service which, in the same 

circumstances, I would apply to myself.” 

The Canons 

I. Conduct yourself at all times with honor and dignity. 

II. Avoid practices that would bring dishonor upon your profession or The 


III. Publicize your achievements in ways that enhance the integrity of your 

profession. 

IV. Continue your studies throughout your working life so as to maintain a high 

level of professional competence. 

V. Do your utmost to attain a distinguished record of professional service. 

VI. Support the established institutions and organizations concerned with the 

integrity of your profession. 

VII. Participate in building your profession by encouraging and providing 

appropriate assistance to qualified persons pursuing professional studies. 

VIII. Comply with all laws and regulations, particularly as they relate to professional 

and business activities. 

71


PACE Compliance 

All ChFCs ® and CLUs ® who were admitted after June 30, 1989, and all REBCs ® , RHUs ® and 

CLFs ® are subject to the Professional Achievement in Continuing Education (PACE) 

Recertification Program. If you are a ChHC ȚM ChFC ® , CLU ® , REBC ® , RHU ® , or CLF ® , you are 

required to earn 30 hours of CE credit every two years. 

If you have earned all 30 CE credits through The American College, you do not have to sign 

and file a statement of compliance. The College will record CE credits you earned at The 

College and notify you when you have met the requirements. You are responsible for 

keeping The College updated with your current address. 

To obtain additional information about PACE and to find out which subject areas and types of 

educational activities are acceptable for CE purposes, contact a Professional Education 

counselor. New designees will automatically receive information about PACE. 

Learn more about PACE at TheAmericanCollege.edu/PACE 

CASL ® 

Experience. The experience requirement for the CASL ® designation may be satisfied by 

EITHER of the following: 

• Achieving the experience requirements for The College’s ChFC ® , CLU ® , REBC ® , RHU ® and 

CLF ® designations, as described on the previous page. 

OR 

• Advising clients on financial and/or practical matters relating to their retirement years or 

on issues dealing with aging for at least three of the five years preceding the awarding of 

the designation. The same rules for part-time qualifying experience count for this type of 

work experience as count toward the ChFC ® and CLU ® designations. 

Ethics. Each designee will be required to adhere to The College’s Code of Ethics. Embodied 

in the Code are the Professional Pledge and the eight Canons (page 71). 

Continuing education. Each designee must complete 15 hours of continuing education 

every two years, with the additional condition that at least 10 of these hours should be in 

coursework directly related to the coursework required to obtain this designation. The 

two-year reporting period will run concurrently with the reporting period in effect for 

meeting ChFC ® and CLU ® continuing education requirements and will commence with the 

first reporting period following the awarding of the designation. The CE requirements for the 

CASL ® designation are administered by the PACE Recertification Program. 

If you have earned all 15 CE credits through The American College, you do not have to sign 

and file a statement of compliance. The College will record CE credits you earned at The 

College and notify you when you have met the requirements. The use of CE credits to meet 

various state CE requirements for insurance and other professional recognitions does not 

preclude designees from using those same credits for this designation. Coursework to earn 

other designations in the senior living field also may count toward CE requirements. 

CAP ® 

Experience. To apply for the CAP ® designation, you must certify in writing that, for at least 

three of the five years immediately preceding this application, you have been: 

• Actively involved in advising individuals or charitable organizations in any of the following 

areas: wealth and estate planning; financial planning; charitable planning; charitable 

giving; planned giving; nonprofit or foundation management or services; investment 

management of charitable trusts, funds, or endowments; or accounting for nonprofit 

organizations as part of your regular practice or employment. 

OR 

• Employed in the nonprofit sector in a capacity related to nonprofit management, 

development, planned giving or fundraising. 

Ethics. In applying for the CAP ® designation, you also must subscribe to ethical standards, 

embodied by The American College Code of Ethics (which includes the Professional Pledge 

and eight Canons, page 71) and additional ethical codes. In addition to complying with these 

standards, you also must certify in writing that you: 

• Meet professional codes, canons of ethics, or standards of practice of licenses or 

professional designations already earned. 

AND 

• Have adopted at least one of the following codes of ethics or standards of practice 

applicable to fundraisers and charitable planners: 

• The Code of Ethical Principles and Standards of Professional Practice of the Association 

of Fundraising Professionals (AFP). 

• The Model Standards of Practice for the Charitable Gift Planner adopted by the 

National Committee on Planned Giving (NCPG) and the American Council on Gift 

Annuities (ACGA). 

You also must subscribe in writing to the provisions of the Donor Bill of Rights originally 

promulgated by the American Association of Fundraising Counsel (AAFRC), the Association 

for Healthcare Philanthropy (AHP), the Council for Advancement and Support of Education 

(CASE) and the AFP. Copies of these standards are provided to applicants as part of the 

application process. 

72

Continuing education and field service. As a CAP ® designee, you are required to meet CE 

requirements every two years, beginning with the period after you earned the designation. The 

PACE Recertification Program administers the CAP ® CE requirements. 

You will be required to file a signed statement of compliance with this requirement and should 

be ready to verify credits independently upon request. (If you earned all 15 CE credits through 

The American College, you do not have to sign and file a statement of compliance. The College 

will record CE credits you earned at The College and notify you when you have met the 

requirements.) 

Using Your Designation 

The American College awards designations and degrees monthly. You are eligible to start using 

your designation or degree, upon approval, during the second month that follows the date you 

passed your final examination. Your designation application must be submitted by the 15th of 

the previous month. For example, if you passed your last examination in January and submit 

your application by February 15, you may begin to use your designation on March 1. 

In addition to the academic requirements, you must satisfy the qualifying business experience 

and ethical requirements, which the Registrar’s Office verifies from the information contained 

in a completed designation application. Applications should be returned as soon as possible 

to avoid potential delays in award. Diplomas are distributed to students approximately six to 

eight weeks after the date on which they are eligible to use their designations. 

Highest Standard of Knowledge and Trust 

The Chartered Financial Consultant ® (ChFC ® ) and Chartered Life Underwriter ® (CLU ® ) 

designations represent the highest standards of knowledge and trust. Each financial 

professional that holds one of these coveted designations represents the greatest achievement 

in their chosen profession. 

The mark is a sign to clients that they are in capable hands that are committed and dedicated 

to providing the highest level of service. Each ChFC ® and CLU ® has taken a pledge that 

reaffirms their commitment to their clients and their profession: 

“In all my professional relationships, I pledge myself to the following rule of 

ethical conduct: I shall, in light of all conditions surrounding those I serve, 

which I shall make every conscientious effort to ascertain and understand, 

render that service which, in the same circumstances, I would apply to 

myself.” 

For those who earn their ChFC ® and CLU ® , materials are available at 

TheAmericanCollege.edu/Promote for you to share with your clients that discuss the 

designations and why they represent the highest standard of knowledge and trust. 

Complete your exams between: 

January 1 – 31 

February 1 – 28 

March 1 – 31 

April 1 – 30 

May 1 – 31 

June 1 – 30 

July 1 – 31 

August 1 – 31 

September 1 – 30 

October 1 – 31 

November 1 – 30 

December 1 – 31 

Last date applications accepted: 

February 15 

March 15 

April 15 

May 15 

June 15 

July 15 

August 15 

September 15 

October 15 

November 15 

December 15 

January 15 

Begin to use your designation: 

March 1 

April 1 

May 1 

June 1 

July 1 

August 1 

September 1 

October 1 

November 1 

December 1 

January 1 

February 1 

Commencement 

The American College’s next commencement will be held at Caesars Palace in Las Vegas, 

Nevada, in 2013. The CAP ® , CASL ® , ChFC ® , CLF ® , CLU ® , FSS, LUTCF, REBC ® and RHU ® 

designations and MSFS and MSM degrees will be awarded at that ceremony. Many companies 

pay for travel costs and other expenses for commencement, so be sure to check with your 

employer. Designations and degrees must be completed by August 31, 2013, in order to attend 

Commencement. For more information visit TheAmericanCollege.edu/Summit2013 

Joe Jordan, Presenting his session Living a Life of Significance during the 2011 Knowledge Summit and 

Commencement held in Las Vegas Nevada. 

73


OBTAINING TRANSCRIPTS 

Advising Transcripts 

Advising transcripts give you a complete picture of your student record, including any passed 

or failed courses. Current course registrations also are listed on an advising transcript. 

Advising transcripts can be downloaded and used as a guide towards completing your 

program of study since all remaining course requirements are listed.* 

Students are able to view their advising transcripts online through their Student Account. To 

create or access your Student Account, click the “Student Account and Registration” link at 

TheAmericanCollege.edu 

Once you are logged into your Student Account, follow these steps: 

1. Click on “Student Center” 

2. Click on “Academic History” 

3. Click on “Degree/Designation Progress” 

4. Click on the dropdown arrow; click on “Advising” 

Official Transcripts 

Official transcripts can be sent to another college or institution for transfer of credit and, in 

some cases, sent to students for attachment to an application. Official transcripts have The 

American College seal, are signed by the Registrar, printed on special paper and include a 

transcript brochure. This transcript is sent in a sealed envelope and then inserted into another 

envelope for mailing. 

If you need an official transcript, please contact a Professional Education counselor at 

888-263-7265 to make a request. When requesting official transcripts, please allow two 

weeks for processing. A $15 fee is charged for the processing of official transcripts. 

Unofficial Transcripts 

Unofficial transcripts, which only show passed courses, also are available at no charge by 

contacting one of our Professional Education counselors. Please note: Unofficial transcripts 

will not be accepted by other colleges or universities for transfer of credit. Unofficial transcripts 

can be accessed online at the steps indicated above. 

CFP ® Certification Curriculum and Graduate Financial Planning Track 

Once you complete either of these programs, you must apply to Certified Financial Planner 

Board of Standards Inc. (CFP Board) to sit for the CFP ® Certification Examination. The CFP ® 

Certification Examination is a comprehensive, challenging test of financial planning knowledge. 

Structured review programs are one of the most effective ways of boosting your 

chance of success on this exam. Please contact one of our Professional Education counselors 

for more information on additional review programs and study tools available from Keir 

Educational Resources. 

The American College Press 

The American College Press, foremost publisher of distance learning materials for the 

financial services field, publishes a wide range of textbooks and other learning materials on 

general financial planning, life insurance, estate planning, income taxation, retirement 

planning, pension administration, health care, employee benefits, executive compensation 

and business planning. These textbooks are used by The American College’s well-known 

professional designation and certification programs, as well as by financial planning, 

insurance and related financial services programs at colleges and universities across the 

country. Visit The American College Press at TheAmericanCollege.edu/Textbooks 

The American College Bookstore 

If you are an American College student taking GS, FA and/or HS series courses, your textbooks 

and other standard study materials are included in the cost of tuition. You’ll find 

supplemental study materials for our most popular courses, available at an additional cost, 

at The American College bookstore located on our student portal. 

The American College does not certify individuals to use the CFP ® , CERTIFIED FINANCIAL PLANNER, and federally 

registered CFP (with flame logo) ® marks. CFP ® Certification is granted only by CFP Board to individuals who, in addition 

to completing educational requirements such as this CFP Board-registered program, have met its ethics, experience, and 

examination requirements. 

For more on CFP ® Certification, including upcoming exam dates and other requirements, see the Guide to CFP ® 

Certification, available from CFP Board. Visit their website, cfp.net. 

* To earn the LUTCF and/or FSS designations, you must be a NAIFA member in the year you apply for the designation. 

74

Custom Training Around the Globe 

As the insurance and financial services marketplace expands globally, the need for quality 

skills training is also rapidly growing. The American College is responding to that need by 

bringing some of our leading educational programs to international markets. Primarily 

through sponsorship agreements with industry organizations in other countries, we have 

become a worldwide leader of agent training — both for foreign insurance companies and 

overseas representatives of U.S. firms. Our LUTCF, FSS, ChFC ® and CLU ® courses are currently 

offered in many countries outside the United States. 

A Global Presence for The American College 

International partners arrange classes, as well as recruit and train local producers to moderate 

the courses. Our global partners also coordinate the adaptation and translation (where 

necessary) of the course materials to ensure that they are appropriate for the local market. 

The American College global partnership approach is the most effective way of guaranteeing 

that students taking LUTCF, FSS, ChFC ® and CLU ® courses around the world receive the 

highest quality of training and education. 

For more information, contact International Operations 

Tel: 610-526-1444 

Fax: 610-526-1545 

E-mail: International@TheAmericanCollege.edu 

Statement of Academic Integrity for Participation in 

The American College Programs 

Academic integrity is essential to any educational institution because the 

main purpose of such institutions is the discovery and transmission of 

knowledge and the pursuit of truth. Integrity requires that individuals 

represent themselves as they are, without pretense or exaggeration. In the 

case of presenting one’s work to be evaluated, it is important that the 

work of others not be presented as one’s own. 

In academic exercises, as in business enterprises, honesty and straightforwardness 

are essential. To co-opt the work of another and represent it as 

one’s own is plagiarism. Plagiarism is a violation of the academic integrity 

policy of this institution and a contravention of professional and personal 

ethics. For those in the business of evaluating the worth of someone’s 

academic work, plagiarism deliberately creates a misrepresentation of the 

nature and quality of a student’s work. 

Just as a true professional must at times put aside personal gain for the sake 

of doing what is right, a student must reject acting dishonestly or without 

integrity, and present only that work as his or her own which indeed is his or 

her work. Anything less is a form of cheating and misrepresentation and is 

intolerable in an academic community. Acts of cheating or misrepresentation 

constitute serious violations of academic ethics and can result in the 

student’s failing a course and/or possible dismissal from the program. 

If a student needs clarification regarding this policy, he or she should seek 

counsel from his or her course professor or the Academic Dean. 

75


Students must be admitted to The American College before transfer of 

credit can be posted. Transfer-of-credit applications are available in the 

“Admissions” section of our website. 


Only one transfer of credit is permitted into the LUTCF or FSS designation. There are four 

options to receive transfer of credit: 

1. By successfully completing any Huebner School course, with the exception of a CLF ® 

course, you may be allowed credit for any one elective toward the LUTCF or the FSS 

designation program. This credit may be applied only once; that is, it cannot be used for 

both the LUTCF and FSS designation programs. Further, upon successful completion of 

the LUTCF or the FSS program, you may obtain credit for one elective course in either 

the CLU ® program or the ChFC ® program, but not in both programs. For more 

information, contact a Professional Education counselor. 

2. By completing the CLF ® or CPCU designation. For more information, including 

application procedures, contact a Professional Education counselor. 

3. LUTCF only: If you currently hold the FSS designation, you may receive the LUTCF 

designation upon completion of three elective courses from the other course offerings, 

provided that you have not used these elective courses to qualify for your FSS 

designation. 

4. FSS only: If you currently hold the LUTCF designation, you may receive the FSS designation 

upon completion of FA 262, FA 263, FA 290 (or a prior LUTC Ethics course) and 

one additional moderated course. The elective course cannot be a course you took to 

qualify for the LUTCF designation. 

fic/ficf designation 

Transfer of credit for certain courses will be granted to individuals who hold the FIC or FICF 

designation, provided the specific course(s) identified for transfer were based on course 

revisions produced in April 2007 or later. 

For the FIC Basic Introduction to Life Insurance, course credit will be granted for The 

American College’s FA 202 (Techniques for Meeting Client Needs), provided that the student 

has completed the FIC designation. [Holders of the FIC/FICF designations who enrolled with 

Kaplan beginning April 2007 or later may receive up to 60 percent or 6 credits of total 

credits. Confirmation letter from Kaplan is required.] Credit for The American College’s FA 

271 (Foundations of Estate Planning) and/or FA 251 (Essentials of Business Insurance) 

courses will be granted if the student has passed the FICF Graduate I Estate Planning and/or 

FICF Graduate II Business Insurance Concepts courses, respectively. 

Huebner School Programs 

CFP ® Certification Curriculum and ChHC Ț M CASL ® , ChFC ® , CLF ® , CLU ® , REBC ® 

and RHU ® Programs 

The American College’s credit transfer policy for Huebner School courses permits a student 

who completes comparable courses at an accredited college or university, or in The 

American College’s Irwin Graduate School, to apply for transfer of credit into a Huebner 

School designation program or its CFP ® Certification Curriculum, provided the courses 

were completed within seven years prior to the application date and the student 

earned a grade of C or better in each course (or a B or better if a graduate course). In 

addition, students who recently earned any one or more of the pre-approved professional 

designations on the following page are eligible to apply for transfer of credit. 

Transfer of credit for both internal and external courses is limited to a specified 

number of courses, depending on the Huebner School program into which they are being 

transferred. Up to three courses may be transferred into the CFP ® Certification Curriculum or 

into the ChFC ® or CLU ® program. Two courses may be transferred into the CASL ® and 

REBC ® programs. Only one course may be transferred into the RHU ® program. Regardless of 

the number of Huebner School programs into which courses can be transferred, the total 

maximum number of courses that can be transferred is three, except for CFP ® certificants, 

who may transfer up to six courses. Internally or external, there is no pre-approval or review 

of transcripts prior to the submittal with payment. 

Transfer of credit application review fees are $67 per course and are nonrefundable. 

Transfer of credit fees do not apply to courses transferred from The American College’s 

Irwin Graduate School. For more information and an application, contact a Professional 

Education counselor. 

If a student completed 

He/she may obtain transfer of credit for: 

GS 811 Security Analysis and Portfolio Management HS 328 Investments 

GS 815 Advanced Estate Planning I 

HS 330 Fundamentals of Estate Planning 

GS 816 Advanced Estate Planning II 

HS 334 Estate Planning Applications 

GS 817 Personal Tax Planning 

HS 321 Income Taxation 

GS 836 Business Succession Planning I 


GS 842 Executive Compensation 

HS 342 Executive Compensation 

Huebner School (HS) classes do not transfer to the Graduate School. 

76

Transfer of Credit — HS Programs 

Holders of this designation 

Accredited Tax Advisor HS 330 HS 331 

AIRC HS 323 HS 324 

May request transfer of credit for 

ALHC HS 323* HS 324 * If student took both FLMI 1 and FLMI 2 

APA HS 326 HS 341 

CEBS HS 325 HS 326 HS 328 

CFA HS 328 

CFP ® Certification* HS 300 HS 311 HS 321 HS 326 HS 328 HS 330 

CLTC* 

CPA HS 321 

CPC HS 326 

FALU HS 323 HS 324 

Credit toward one elective in the Chartered Healthcare Consultant TM (ChHC TM ) program; 

contact ProfessionalEducation@TheAmericanCollege.edu for details. 

FLMI HS 322* HS 323 HS 325** HS 326*** HS 324 If student took: * FLMI 10FS or FLMI 35I 

FLMI 10FS, 10GI, and 10PP are no longer offered, but are 

available for transfer of credit. 

** FLMI 10GI *** FLMI 10PP 

FSA HS 323 HS 325* HS 326* HS 328* * If appropriate options were taken in the FSA program. 

Contact the Office of Professional Education. 

HIA HS 313 

LUTCF/FSS Credit toward one elective in either the Chartered Life Underwriter ® (CLU ® ) program or Chartered Financial Consultant ® 

(ChFC ® ) program; contact ProfessionalEducation@TheAmericanCollege.edu for details. 

MHP HS 344* * If A, B, and C managed care courses were taken 

QPA HS 326 

* Or if the student has passed the CFP ® Certification Examination and has not yet met other CFP ® Certification requirements. Certified Financial Planner Board of Standards Inc. owns the marks CFP ® , CERTIFIED FINANCIAL 

PLANNER, and CFP (with flame logo) ® , which it awards to individuals who successfully complete initial and ongoing certification requirements. 

Irwin Graduate School — MSFS/MSM Programs 

A maximum of six credits toward the MSFS degree may be transferred from other accredited 

colleges or universities. The credits must be at the graduate level in courses similar in content 

to those of The American College; they must have been earned within five years of the date 

of admission to the MSFS degree program; and the student must have earned a grade of B 

or better in each course. 

A request for credit transfer must be submitted in writing to the Dean of the Graduate 

School and should include a description of the course for which transfer of credit is being 

sought and the name of the college or university where the credits were earned. The student 

also must have that college or university forward an official transcript to the Registrar’s Office 

at The American College. The cost for transfer of credit is $67 per course. Transferred credits 

apply to distance learning courses only. 

77


Admissions 

Admission Fee (nonrefundable) $140 

One-time fee required of all students registering for their first course. 

MSFS Program Admission Fee $360 

(Refundable if admission to the MSFS program is denied.) 

MSM Program Admission Fee (nonrefundable) $360 

Tuition and Related Fees 

Full tuition payment is required at the time of registration. Certain discounts may apply. See 

Tuition Discounts. 

FA Course Tuition (except FA 290) $445 

Plus a surcharge paid to and collected by the local NAIFA organization (not to exceed $50 per 

course) for students who are not NAIFA members; for NAIFA-sponsored classes only. 

FA 290 Ethics $155 

HS Course Tuition $620 

(For all HS courses except CLF ® courses) 

CLF ® Courses $725 

For self-study courses (HS 373/382/383/384/387) 

For special-format courses (HS 371/372/381/385/386) tuition varies. 

CLF ® Capstone Tuition $1,950 

CLF ® Capstone Room/Board 

Applied separately; contact The College for details. 

GS Course Tuition (self-study courses only) $1,185 

Includes textbook fees. 

GS Required Residency Tuition $2,120 

GS Residency Room/Board 

Applied separately; contact The College for details. 

MSM Program Tuition $29,870 

Includes tuition for all courses, textbooks and study materials. Students are responsible for 

transportation, lodging and a laptop computer. 

Official Transcript $15 

Contact a Professional Education counselor to obtain this document. 

Replacement Diploma $75 

Contact a Professional Education counselor to obtain a replacement. 

Replacement CE or CFP ® Certificates $25 

Contact a Professional Education counselor to obtain a replacement. 

Shipping/Handling of Study Materials 

(Nonrefundable) within contiguous United States per shipment $25. 

Standard shipping/handling for Alaska, Hawaii and Puerto Rico is $39. All other international 

shipping/handling is $75. 

You can expect your study materials to arrive 10 business days after we process your paid 

registration. 

Transfer of Credit per Course $67 

Transfer of credit fees (nonrefundable). 

TUITION DISCOUNTS 

The College currently provides tuition discounts for the following: 

• Those individuals actively serving in the U.S. military. 

• Previous students of The College who have been honorably discharged individuals from 

the U.S. military and who are taking a course(s) within two years of discharge. 

• Students age 65 or older. 

• Full-time employees of state insurance departments. 

The amount of the discount is 50 percent for all standard FA tuition, all standard single 

(non-package) HS tuitions, and 25 percent for all GS tuition. 

You must ask for the discount when you register. If you are requesting a discount, please 

register by phone. You will be required to provide appropriate documentation to qualify. 

The College reserves the right to change its discount policy at any time. Questions regarding 

any discounts should be directed to 888-263-7265. 

LUTCF/FSS CLASS RESCHEDULE POLICY 

Call a Professional Education counselor at 888-263-7265 to reschedule your class. Students 

have one year from the date of their original registration to pay $165 in order to reschedule 

their enrollment class to a new start date. Full fee registration is required after this date. The 

College will not replace outdated study materials for rescheduled classes. If needed, new 

materials may be purchased. Students rescheduling into a different course must pay for 

new course materials and applicable shipping fees. The $165 reschedule fee is nonrefundable. 

78

FINAL EXAM RESCHEDULE POLICY 

Call a Professional Education counselor at 888-263-7265 to reschedule your final exam. The 

College will not replace outdated study materials for rescheduled classes. If needed, new 

materials may be purchased. 

HS/GS Courses: Students have up to one year from the term or calendar quarter of their 

original registration to pay $165 to reschedule and take their final exam. Full fee registration 

is required after this date. 

LUTCF/FSS Courses: For any student who is absent from the regular final exam session or 

testing period, students have one year from the date of their missed examination or from the 

end date of their final exam testing period to pay $165 ($65 for FA 290 Ethics) to reschedule 

and take their final exam. Full fee registration is required after this date, and students must 

retake and successfully complete the classwork component of their course to be eligible for 

the final exam. Please have your proctor’s name, street mailing address, e-mail address and 

phone number when you call. 

FINAL EXAM RETAKE POLICY 

Call a Professional Education counselor at 888-263-7265 to order your final exam retake. 

The College will not replace outdated study materials for exam retakes. If needed, new 

materials may be purchased. 

HS/GS Courses: Students have up to one year from the term or calendar quarter of their 

original registration to pay $165 to reschedule and take their final exam. Full fee registration 

is required after this time or date. 

IMPORTANT: College rules require that a student who fails the same Huebner School course 

three (3) times must wait a minimum of six (6) months from the time of the third failure 

before taking the exam again. There are no exceptions to this rule. 

LUTCF/FSS Courses: If you have failed a final exam but met all other course requirements, 

students have one year from the date of the failed examination to pay $165 ($65 for FA 290 

Ethics) and retake their test. After this date, full course fees apply. Please have your proctor’s 

name, street mailing address, e-mail address and phone number when you call. Students may 

only retake a failed exam once. After a student fails an exam twice, full fee registration is 

required, and students must retake and successfully complete the classwork component of 

their course to be eligible for the final exam. 

$165 retake fee for HS, GS, LUTCF, FSS courses is nonrefundable. 

REFUND POLICY 

All refund requests should be e-mailed to ProfessionalEducation@TheAmericanCollege.edu 

The related refund policies are as follows: 

Admission and Shipping Fees for all programs are NOT REFUNDABLE (with the exception 

of MSFS if admission is denied). 

Huebner School, LUTCF/FSS and Graduate School Textbooks do not need to be 

returned, and NO REFUND will be given for textbooks. 

HS/GS Courses: The College will refund course tuition less a $165 cancellation fee if a 

written request is received by 30 days into the quarter or term for which the student is 

registered. After this date, no refund will be issued. 

LUTCF/FSS Courses: The College will refund course tuition less a $165 cancellation fee if a 

written request is received before the third class. After this date, no refund will be issued. 

FA 290 Ethics Course: The College will refund course tuition less a $65 cancellation fee if a 

written request is received up to 30 days from the course registration date. After this date, no 

refund will be issued. 

CE FILING FEES 

CE filing fees vary by state. Visit TheAmericanCollege.edu/CE for the specific fees. 

FEE CHANGES 

Fees are subject to change at any time without notice. Fees may not be credited to another 

student. Most companies have educational reimbursement plans; contact your company for 

details. The College also is an “eligible institution” under the Higher Education Act of 1965 

(as amended). This status allows you to take advantage of the Lifetime Learning Credit under 

the Internal Revenue Code. Consult your tax advisor to see if you qualify. 

Certified Financial Planner Board of Standards Inc. owns the certification marks CFP ® , CERTIFIED FINANCIAL PLANNER, 

and CFP (with flame logo) ® in the U.S., which it awards to individuals who successfully complete CFP Board’s initial and 

ongoing certification requirements. 

79

Admission and Course Registration 

If you have never registered for a course before, you will need to be admitted 

to The College at the same time you sign up for your first course. This process 

is easy, and for all programs and courses, you can use the forms in this 

catalog or register by phone or online. The deadline for receipt of registration 

is 15 days before the end of the quarter in which you plan to test. 

Register by Mail or Fax 

Please complete registration forms to: 

• Apply for admission and register for any course at The American College (pages 83-84). 

• Apply for admission to the MSM or MSFS programs (pages 85-86). 


PO Box 1513 

Bryn Mawr, PA 19010-2196 

Fax Number: 610-526-1300 

Register Online (credit card payment only) 

Go to TheAmericanCollege.edu and click the “Enroll/Student Login” link in the upperright-hand 

corner of the homepage. 

Register by phone (credit card payment only) 

Call 888-263-7265 Monday-Friday, 8 a.m. to 6 p.m. ET. 

Register for online classes 

To register for live online classes or any of our webinars or webcasts, please contact a 

Professional Education counselor at 888-263-7265 Monday-Friday, 8 a.m. to 6 p.m. ET. 

Register for the MSM or MSFS master’s program 

Complete the form in the back of the catalog. 

For MSM, contact MSM Graduate Administration at 610-526-1451 or 

MSM@TheAmericanCollege.edu For MSFS, contact MSFS Graduate Administration at 

610-526-1385 or MSFS@TheAmericanCollege.edu 

Nondiscrimination and Privacy Policy 

The American College does not discriminate on the basis of race, religion, sex, handicap, or 

national and ethnic origin in its admission policies, educational programs and activities or 

employment policies. We respect the right to privacy of our students and are committed to 

safeguarding their personal information. For more information, see TheAmericanCollege.edu 

Special Notice Regarding Continuing Education (CE) Processing 

Many students want to receive CE credit for courses they take at The American College. 

While knowing the appropriate state CE rules and procedures is the responsibility of the 

individual student, The American College works to help with CE requirements when students 

follow these guidelines: 

• All students who desire CE credits are required — at the time they enroll in a course — to 

request and pay for state CE processing (for states charging a fee) and provide their 

states’ license numbers. 

• When CE is requested, applicable filing fees must be paid at the time of registration. 

When a passing grade is achieved, CE credit will be reported, and filing fees paid in 

accordance with state regulations. 

• When CE is declined, no fees will be assessed, completion of the course will not be 

reported to the state and CE certificates will not be issued to the student. 

If you are currently enrolled in courses and want CE reported to your resident state but did 

not select CE when registering, please contact a Professional Education counselor at 

888-263-7265. If your state deadline has passed, The American College may be unable to 

report your credits due to state regulations. 

WA RESIDENTS PLEASE BE ADVISED: The Washington Department of Insurance requires that 

agents must be reported for continuing education credit within 10 days after your exam has 

been taken and passed. In order to ensure you receive proper credit, please make sure you 

have requested continuing education at the time of registration. 

Many states currently require education providers to collect CE filing fees from students and 

to submit these fees on their students’ behalf. Please visit TheAmericanCollege.edu/CE to 

calculate your state CE fees where applicable. 

It is your responsibility as a license-holder to know your state’s CE requirements and procedures. 

Visit the Department of Insurance website for your state to obtain this information. 

Effective October 1, 2009, a fee of $25 is charged: 

• If you would like to order a duplicate certificate because you have misplaced the original. 

• If you require your continuing education credits to be reported immediately outside of 

our normal processing time of 5-7 business days. 

• If continuing education credit was never requested at the time of registration and you 

now require immediate CE processing due to licensure renewal. 

Please visit TheAmericanCollege.edu/CE or see page 87 to fill out your CE request form. 

80

Protecting Your Course Credits with the Five-Year Rule 

The American College’s commitment to the highest standard of knowledge and trust 

includes a requirement for timely completion of educational programs, ensuring that the 

knowledge you receive from The College is fully current. Once you have completed your 

program, continuing education requirements continue the emphasis on consistently 

renewing your knowledge to best serve your clients. 

It is critically important that you understand the five-year rule so you do not lose any of the 

credits you have worked so hard to earn. Because the rule was introduced and communicated 

January 1, 2006, all courses passed prior to that date are not impacted by the rule. 

After that date, courses that are taken at The College are “contingent credits” good for five 

years from the date they are passed. They become “permanent credits” once you have 

completed the relevant academic program. Once a credit is permanent, it may be used to 

meet requirements in other programs as appropriate without a time limit. 

The five-year rule applies to all designations offered by The American College (including the 

LUTCF and FSS), all advanced degrees, The College’s educational component of the CFP ® 

Certification program, the AEP and certificate programs. These will be referred to as 

“programs of study” in the following information. Courses not designed to be part of an 

academic program, such as CE courses, are excluded. The Registrar of The American College 

makes all final determinations on programs that fall under the five-year rule. 

Conditions of the Five-Year Rule: 

1. Courses passed on or after 1/1/2006 will EXPIRE five years after the pass date for the 

course if the relevant program of study has not been completed. If five years have passed, 

you will be required to retake the course for it to count towards your program of study. 

2. Any course passed prior to 1/1/2006 is a PERMANENT credit. It will always count toward 

any applicable program of study that you pursue with The American College. 

3. Any course passed on or after 1/1/2006 satisfying a requirement for a program of study 

that is completed within five years from the date of the first course passed for that 

program (on or after 1/1/2006) is a PERMANENT credit. It will always count towards any 

other applicable program of study. 

4. Until the relevant program of study is completed, any course passed on or after 1/1/2006 is 

a CONTINGENT credit pending program completion within five years of the pass date for 

the first course taken in that program on or after 1/1/2006. If the program is completed 

within that window, the credit will become PERMANENT. 

5. Transfer-of-credit rules follow the same procedure based on the date the transfer was 

posted. Transfers posted prior to 1/1/2006 are PERMANENT credits, and transfers after 

1/1/2006 are CONTINGENT credits pending program completion under the rules outlined 

above. 

If you have questions about the five-year rule, please contact the Professional Education 

Department at 888-263-7265. 

Dr. Laurence Barton, CAP ® Dr. Larry Barton announces the creation of the Penn Mutual Center for Veterans Affairs 

at The American College during the 2011 Maurice L. Stewart Lecture in Philadelphia. 

81

The American College’s Online Learning Center 

The American College is focused on continuing to give our students access to an 

engaging and intuitive online learning environment. The American College’s Online 

Learning Center offers the convenience of web-based learning, interactive study plans, 

practice exams, and message boards. Sponsored by The Pacific Life Foundation, The Online 

Learning Center offers a variety of study tools and exercises to help students master their 

course materials and reach their educational goals. 

Powered by the new Blackboard 9.0, our students have been enjoying the many postupgrade 

enhancements to the online learning environment including: 

• Guided Study. All courses offer study plans to keep students on an 6, 8, or 10 week 

study schedule, as well as provide exclusive supplemental tools — such as our 

on-demand video lectures — to help our students feel more confident on test day. 

• Improved Communication. Faculty and students have the ability to organize their 

discussion board posts more effectively as well as subscribe to a thread to receive an 

email when a new post is added. 

• Access to Materials. Students are granted access to The Online Learning Center within 

24 hours of course registration, to allow for maximum study time with no waiting! 

In the summer of 2011, The American College’s instructional design team was honored with 

the Blackboard Catalyst Award for Exemplary Course Design. The award-winning 

program was an extensively redesigned Investments course (HS 328) that has been 

upgraded with the addition of over 120 pieces of multimedia content. 

Walt Woerheide, PhD, ChFC, ® CFP ® (upper left) and the award-winning Instructional Design Department headed by 

Ryan Emery, MSM (lower right), Robert McCunney (upper right) and Aileen Lynch (lower left). 

82

2012 Course Registration Form 

Please be sure to carefully read our Student Policies in the “Admissions” 

section of TheAmericanCollege.edu 

Instructions: 

• Credit card: Please fax completed forms to 610-526-1300 (for CLF ® , fax to 610-526-1359). 

• Check: Please mail your completed forms with full admission, tuition and shipping charges 

to: The American College PO Box 1513, Bryn Mawr, PA 19010-2196 

• Refund policy: Please see page 79. 

Privacy Policy The American College respects the right to privacy of its students and is committed to safeguarding the personal 

information of each student. Please visit our website, TheAmericanCollege.edu to view the full policy. 

Your Key Data (UPS cannot deliver to a PO box) ■ Preferred for mail ■ Preferred for shipping 

Legal Name: 

Social Security #: Date of Birth: 

Company Affiliation: ■ Male ■ Female 

Agency/Firm: 

Street: Suite: 

City: State: 

Zip/Postal Code: Country: 

Phone: Fax: 

Primary E-Mail: (required) Alternate E-Mail: 

Home Address (UPS cannot deliver to a PO box) ■ Preferred for mail ■ Preferred for shipping 

Street: Apt: 

City: State: 


Phone: Fax: 

Name of High School: Year of Graduation (or ged): 

■ I am a new student ■ I am a returning student My student number is 

Are you a U.S. citizen ■ Yes ■ No; specify country of origin: 

Racial/Ethnic background (Optional) ■ Black, non-Hispanic ■ Hispanic ■ White/non-Hispanic 

■ American Indian/Alaska Native ■ Asian/Pacific Islander 

Primary language ■ English ■ Other; specify: 

Do you have an insurance license ■ Yes ■ No If yes, what is your resident state of licensure and your producers license number 

State: License Number: | | | | | | | | | | | | | | | | | | | | | | | | 

I request CE credit for my course(s) ■ Yes ■ No CE Fee $ (If left unchecked, CE will not be processed) 

Please include the amount in the Fee Summary on the reverse side of this form. 

To review the most current CE fees, please visit TheAmericanCollege.edu/CE 

Academic Track (select one) 

■ ChHC ■ RHU ® Graduate School Certificates 

■ LUTCF ■ REBC ® ■ Estate Planning & Taxation 

■ FSS ■ CLF ® Field Track ■ CLF ® Office Track ■ Business Succession Planning 

■ CFP ® Certification Curriculum ■ CASL ® 

■ ChFC ® ■ CAP ® 

■ CLU ® ■ AEP Education

2012 Course Registration Form (continued) 

LUTCF/FSS Courses 

Are you a NAIFA member ■ Yes ■ No Membership # 

NAIFA Association: Association Number: 

Course Format: ■ Local Class ■ Live Online Class ■ Online Training Center (no set time) 

Course Number Course Name/Moderator Start Date Tuition* 

$445** 

*Surcharge for nonmembers of NAIFA, not to exceed $50, may be collected by the local NAIFA association. 

**Tuition for FA 290 is $155. 

Total: $ 

Complete for CFP ® Certification Curriculum, ChHC, TM CASL ® , ChFC ® , CLU ® , REBC ® and RHU ® Courses 

Course Course Name Review Flash Practice Q&As 3 DVD Selected Testing Period 

Number Digest 1 Cards 2 CD or Online Lectures 4 Tuition 1/11-3/11 4/11-6/11 7/11-9/11 10/11-12/11 

$620 

$620 

1 $72; Available for HS 300, 311, 321, 323, 324, 326, 328, 330, 331, 334 and 352. 

2 $15 if ordered with Review Digest; $35 if ordered separately; available for HS 300, 311, 321, 326, 328 and 330. 

3 Circle either “CD” or “Online.” $15 if ordered with Review Digest; $50 separately; available for HS 300, 311, 321, 

323, 324, 326, 328, 330, 331, 334 and 352. 

4 $115; available for HS 300, 311, 321, 326, 328, 330 and 331. 

Total: $ 

Complete for Chartered Leadership Fellow ® (CLF ® ) Courses * 

Course Course Name Selected Testing Period 

Number Tuition 1/11-3/11 4/11-6/11 7/11-9/11 10/11-12/11 

$725 

$725 

* HS 381 Integrated Leadership Practices: $1,230 

Total: $ 

Complete for Chartered Advisor in Philanthropy ® (CAP ® ) Courses 

Course Course Name Selected Testing Period 

Number Tuition 1/11-3/11 4/11-6/11 7/11-9/11 10/11-12/11 

$1,185 

$1,185 

Total: $ 

Fee Summary Promo Code: 

Admission Fee (all new students; one-time; nonrefundable): $140 $ 

Course Fees (see Total) $ 

Continuing Education Fee (if applicable; nonrefundable) $ 

Shipping/Handling ($25 within contiguous U.S.; nonrefundable; see page 78 for fees outside of contiguous U.S.) $ 

You can expect your study materials to arrive 10 business days after we process your paid registration. 

Total All Fees Total $ 

Method of Payment 

■ Check (Make Check Payable to The American College) 

■ Credit Card ■ VISA ■ MC ■ AMEX ■ DISCOVER 

Account Number: | | | | | | | | | | | | | | | | | | | | Exp. Date | | | | 

Signature Total amount enclosed and/or charged: $ 

This signature serves as my agreement to The College’s refund policies and authorization to charge my credit card.

Admission Application for a Graduate/Master’s Program—2012 

Use this form: 

Your Key Data: For all new students to complete and for returning students to update. 

1) To request admission to the 

Master of Science in 

Management (MSM) or 

Master of Science in Financial 

Services (MSFS) degree 

program. 

2) To update any of your data, 

when you register for graduate 

courses in the future. 

• Please print. 

Select Your Program ■ MSM ■ MSFS 

Legal Name: 

Social Security #: 

Date of Birth: ■ Male ■ Female 

■ I am a new student ■ I am a returning student 

My student number is 

• If you are applying for MSM 

or MSFS admission, you must 

sign the Admission Declaration 

(on reverse side). 

• Admission requires payment 

with application: 

MSM - $360 (nonrefundable) 

MSFS - $360 (refundable if 

admission is denied) 

• All college transcripts must be 

submitted to: 

Graduate Administration 


270 S. Bryn Mawr Avenue 

Bryn Mawr, PA 19010. 

Transcripts you submit 

directly are unacceptable. 

Complete and Return 

• Credit card: Please fax 

completed forms to 

610-526-1359. 

• Check: Please mail your 

completed forms with full 

admission, tuition and 

shipping charges to: 


PO Box 1513 


Company Information (UPS cannot deliver to a PO box) 

Company Name/Affiliation: 

Street: Suite: 

City: State: 


Phone: Fax: 

E-Mail: (required) Alternate E-Mail: 

Home (UPS cannot deliver to a PO box) 

Street: Apt: 

City: State: 


Phone: Fax: 

E-Mail: (required) 

Are you a U.S. citizen ■ Yes ■ No; specify country of origin: 

Primary language ■ English ■ Other; specify: 

■ Preferred for mail ■ Preferred for shipping 

■ Preferred for mail ■ Preferred for shipping 

Privacy Policy The American College respects the right to privacy of its students and is 

committed to safeguarding the personal information of each student. Please visit our website, 

TheAmericanCollege.edu to view the full policy.

Graduate/Master’s Program Registration Form (continued) 

Your Education, Experience and Goals 

Education: List in chronological order all colleges and universities attended. See instructions for transcript requirements. 

For Office Use Only Name of Institution Attended Location Dates of Attendance Degree Received Major Field 

Business Experience and Goals: Please attach the following: 

1. Current resume. 

2. Letter of corporate approval from supervisor (if applicable). 

3. List of business, professional and social organizations in which you have been active. 

4. A description of your career objectives and why you believe a Master’s degree will help you attain them. 

Complete for MSFS Course Registration 

Course 

Number 

Course Name 

Tuition 

$1,185 

$1,185 

Selected Testing Period 

1/11-3/11 4/11-6/11 7/11-9/11 10/11-12/11 

Please add a $25 shipping and handling fee (see page 78) Total: $ 

Admission Declaration (must be signed by all new students to process admission) 

The American College reserves the right to void any examination if, in its sole opinion, there is reason to question its validity. I agree to be bound by The 

American College’s policies, and understand it is my responsibility to make myself aware of revised policies. 

I understand that I must complete the educational requirements for a degree program within five years from the date of the admission to the program. 

The information on this application is accurate to the best of my knowledge. 

Student’s Signature: Date: 

Pricing and Payment Schedule: 

Payment Schedule 

MSM: A nonrefundable application fee of $360 is required with application. Full tuition of $29,870 may be paid in 

advance or divided into installments. Please call MSM Graduate Administration at 610-526-1451 for tuition payment 

schedule and options. Program fees cover tuition, textbooks and other study materials. You are responsible for transportation, 

lodging and a laptop computer. 

MSFS: A fee of $360 is required with application. (The application fee is refundable if admission is denied.) Distance 

course tuition is $1,185 per course and includes textbooks. 

Fee Summary 

Application Fee (select one): ■ MSM - $360 ■ MSFS - $360 plus a $25 shipping and handling fee (see page 78) 

Method of Payment 

■ Check (Make Check Payable to The American College) 

■ Credit Card ■ VISA ■ MC ■ AMEX ■ DISCOVER 


Signature Total amount enclosed and/or charged: $ 


Duplicate/Rush CE Certification Request 

Complete and Return 

• Fax your request to: 


Attention: CE Dept. 

610-526-1402 

• Check: 


Attention: CE Dept. 

270 S. Bryn Mawr Ave. 

Bryn Mawr, PA 19010 

When you successfully complete your course with The American College, and have requested 

continuing education, you will need to send in your Monitored/Proctor Affidavits (for those states that 

require them). Following that and upon paying roster-reporting fees, you are automatically issued a 

certificate of completion for the approved number of continuing education credits for your resident 

state. There is no additional charge for your first certificate of completion. 

Many states maintain reciprocal agreements with other states. This means that meeting the 

continuing education requirement in a participating resident state will satisfy the requirements for 

continuing education in participating nonresident states in which you are licensed. 

As a licensed agent, you are responsible for knowing and meeting the continuing education 

requirements of all states in which you are licensed. 

If you would like a duplicate certificate because you have misplaced the original, if you require your 

continuing education credits to be reported immediately outside of our normal processing time of 

five to seven business days, or if continuing education credit was never requested at the time of 

registration and you now require immediate processing and reporting, please complete the form below. 

The fee for each additional/replacement certificate or rush request is $25. (Note: This does not cover 

applicable roster reporting fees. Additional overnight fees will apply.) For any questions, please contact 

the Continuing Education Department at 800-821-8356 or visit us at TheAmericanCollege.edu 

Student Name: Student ID# 

Resident State: License Number: 

Address: 

City: State: Zip: 

Daytime Phone:____________ E-Mail Address: 

Course Title: 

■ Enclosed please find my check for $ 

■ Please charge my duplicate certificate request to my 

■ VISA ■ MC ■ AMEX ■ DISCOVER 


Total amount enclosed and/or charged: $ 

Name: (print) 

Signature: 


What can earning a ChFC ® or CFP ® 

Certification do for your career 

When you earn the top financial planning credentials from the leading provider of financial services education, you 

are making an investment in your career, increasing your earning potential and putting your client’s best interests 

first. As you get started, the Financial Planning Certification Center will help you answer all of your questions: 

• What impact does a designation or certification provide for my career 

• What are the benefits of having a ChFC ® or CFP ® Certification 

• Which convenient study option is right for me 

• What affordable payment plans are available 

StudyFinancialPlanning.com 

One of the 

Top 5 Fastest 

Growing Careers 

is Financial 

Planning! 

Financial Planning Certification Center 

TM 

Jump start your financial services career today! Contact one of our Professional Education Counselors at 888-292-8775. 

88 

Certified Financial Planner Board of Standards Inc. owns the certification marks CFP ® , CERTIFIED FINANCIAL PLANNER and federally registered CFP (with flame design) in the U.S., which 

it awards to individuals who successfully complete CFP Board’s initial and ongoing certification requirements. The mark of ChFC ® is the property of The American College and may be used by 

individuals who have successfully completed the initial and ongoing certification requirements for this designation.

Index 

A 

Accreditation. ..................... 90 

Accredited Tax Advisor. .............. 77 

Admissions .................... 78, 80 

Advanced Estate Planning I: GS 815 .... 63 

Advanced Estate Planning II: GS 816 .... 63 

Advanced Graduate Programs. ........ 34 

Advanced Topics in Group 

Benefits: HS 340 ................... 59 

Advanced Topics in Managed 

Care: HS 344 ...................... 59 

AEP ............................. 34 

AIRC ............................ 77 

ALHC. ........................... 77 

Alumni Association ................. 44 

Alumni Tour. ...................... 44 

The American College Bookstore. ...... 74 

The American College Press. .......... 74 

APA ............................. 77 

Application for a Graduate/Master’s 

Program ......................... 85 

B 

Board of Directors .................. 53 

Board of Trustees. .................. 52 

Margaret I. Bradshaw Lecture . . . . . . . . . . 42 

Building & Managing Financial 

Advisory Practice : GS 840 ............ 64 

Business Succession Planning I: GS 836 .. 64 

Business Succession Planning II: GS 838. . 64 

C 

Campus Security Report ............. 67 

The Canons ....................... 71 

CAP ® ............................ 28 

CASL ® ........................... 20 

CEBS ............................ 77 

CE Ethics ......................... 61 

Center for Ethics in Financial Services. ... 46 

CFA ............................. 77 

CFP ® ............................ 16 

CFP ® Certification .................. 77 

Charitable Strategies: GS 849 ......... 65 

ChFC ® ........................... 14 

ChHC TM .......................... 24 

ChSNC TM ......................... 35 

Classic and Contemporary Leadership 

Studies: GS 930. ................... 66 

Clery Act Disclosure. ................ 67 

CLF ® ............................ 26 

CLU ® ............................ 18 

Code of Ethics ..................... 71 

Commencement ................... 73 

Communications and Leadership: GS 900. .. 65 

Communications and Research: GS 804. .. 62 

Compensation and Personnel 

Management: HS 343 ............... 59 

Continuing Education ............... 72 

Corporate Consulting Center ......... 43 

Course Descriptions. .............. 54-66 

Course Registration ................. 80 

Course Registration Form ............ 83 

CPA ............................. 77 

CPC. ............................ 77 

CPCU ........................... 76 

Creative Problem-Solving and the 

Strategic Planning Process: HS 384 ..... 61 

D 

Decision Making Leadership 

Skills: GS 970. ..................... 66 

Henry A. Deppe Lecture . . . . . . . . . . . . . . 42 

Using Your Designation .............. 73 

Duplicate/Rush CE Certification Request. .. 87 

Dynamic Organizational 

Leadership: GS 940 ................. 66 

E 

Brian H. Early Lecture . . . . . . . . . . . . . . . . 42 

Frank M. Engle Lecture . . . . . . . . . . . . . . . 42 

Essentials of Annuities: FA 256. ........ 55 

Essentials of Business Insurance: FA 251 ... 55 

Essentials of Disability Income 

Insurance: FA 211 .................. 54 

Essentials of Healthcare 

Reform: HS 345. . . . . . . . . . . . . . . . . . . . . 59 

Essentials of Life Insurance 

Products: FA 257 ................... 55 

Essentials of Long-Term Care 

Insurance: FA 255 .................. 55 

Essentials of Management 

Development: HS 371 ............... 60 

Essentials of Multiline Insurance 

Products: FA 222 ................... 54 

Estate Planning Applications: HS 334. ... 59 

Ethical Issues in Dealing with 

Elderly Clients: CE 110. .............. 64 

Ethics and Human Values: GS 831 ...... 64 

Ethics Center . . . . . . . . . . . . . . . . . . . . . . . . . 46 

Ethics for the CFP ® Professional: CE 126 ... 61 

Ethics for the Financial Services 

Professional: FA 290 ................ 56 

Ethics in Leadership: GS 980 .......... 66 

Canceling and Rescheduling Your Exam ... 69 

Examinations...................... 68 

Executive Compensation: GS 842 ...... 64 

Executive Compensation: HS 342 ...... 59 

F 

Faculty. ........................ 38-39 

FALU ............................ 77 

Fees. ............................ 78 

Field Management Seminar: HS 386 .... 61 

Financial Decisions for Retirement: HS 352. .. 60 

Financial Planning Applications: HS 332. . 58 

Financial Planning Certification Center TM . 88 

Financial Planning: Process and 

Environment: HS 300. ............... 57 

Financial Statements and Business 

Valuation Analysis: GS 803 ........... 62 

The Financial System in the 

Economy: HS 322 .................. 57 

Five-Year Rule ..................... 81 

FLMI ............................ 77 

Foundations of Estate Planning: FA 271. . 56 

Foundations of Financial Planning: 

An Overview: FA 262. ............... 55 

Foundations of Financial Planning: 

The Process: FA 263. ................ 56 

Foundations of Investment 

Planning: FA 264 ................... 56 

Foundations of Retirement 

Planning: FA 261 ................... 55 

FSA ............................. 77 

FSS ............................. 12 

FSS Moderator. .................... 13 

Fundamentals of Estate Planning: HS 330. . 58 

Fundamentals of Insurance 

Planning: HS 311. .................. 57 

G 

Gift Planning in a Nonprofit 

Context: GS 859 ................... 65 

Giving ........................... 41 

Grades. .......................... 68 

Graduate Programs ................. 34 

Group Benefits: HS 325 .............. 58 

H 

Healthcare Consultant: HS 346 . . . . . . . . . 59 

Healthcare Reform Studies Certificate . . . . 11 

Health and Long-Term Care 

Financing for Seniors: HS 351 ......... 60 

HIA ............................. 77 

Human Resource Management: HS 389. .. 61 

I 

Income Taxation: HS 321 ............. 57 

Individual Health Insurance: HS 313. .... 57 

Individual Life Insurance: HS 323 . . . . . . . 57 

Integrated Leadership Practices: HS 381 ... 60 

Interpersonal Relationships in the 

Workplace: HS 383 ................. 61 

Investments: HS 328 ................ 58 

Issues in the Ethics of Financial 

Services: CE 100 and CE 107 ......... 61 

J 

Joe Jordan ........................ 90 

K 

Knowledge Summits ................ 93 

L 

Law, Compliance, Benefits and Social 

Responsibility: GS 950 ............... 66 

Leadership Development 

Experience: GS 910 ................. 65 

Leadership in a Changing World: HS 382 .. 60 

Leading in the Office 

Environment: HS 388. ............... 61 

Leading Practices Seminar: HS 372 ..... 60 

Leading Strategy Development: GS 960 ... 66 

Leading the Marketing Organization 

of the Future: HS 385 ............... 61 

Lecture Series ..................... 42 

Library ........................... 48 

Richard A. Liddy Lecture ............. 42 

Life Insurance Law: HS 324 ........... 57 

Living a Life of Significance . . . . . . . . . . . 90 

LUTCF ........................... 10 

LUTCF/FSS ........................ 77 

M 

Management by Leadership: GS 990. ... 66 

Marketing Financial Services to 

Women: FA 204 ................... 54 

Marketing Management of Financial 

Services: HS 387 ................... 61 

MBA ............................ 36 

MetLife Learning Center ............. 49 

MHP ............................ 77 

Moderator. .................... 13, 15 

MSFS. ........................... 32 

MSFS Case Study Project: GS 807 ...... 62 

MSM ............................ 30 

Mutual Funds: Analysis, Allocation, 

and Performance Evaluation: GS 819. ... 63 

N 

New York Life Center for 

Retirement Income ................. 47 

O 

One Person Campaign. .............. 41 

Online Learning Center .............. 82 

P 

PACE ............................ 70 

Pace Compliance .................. 72 

PED (Professional Education Distribution). . 8 

Penn Mutual Center for Veterans Affairs . . 37 

Personal Financial Planning: 

Comprehensive Case Analysis: HS 333 . . . 59 

Personal and Interpersonal Leadership 

Skills: GS 920. ..................... 65 

Personal Tax Planning: GS 817 ......... 63 

Planning for Business Owners and 

Professionals: HS 331. ............... 58 

Planning for Philanthropic Impact in the 

Context of Family Wealth: GS 839. ..... 64 

Planning for Retirement Needs: HS 326 .. 58 

Practice Management Concepts for 

Agency Managers: HS 373 ........... 60 

The Professional Pledge .............. 71 

Program Completion ................ 70 

Q 

QPA............................. 77 

Qualified Retirement Plans: GS 814 ..... 63 

Quick Course Guide ................ 91 

R 

REBC ® ........................... 22 

Recertification ..................... 70 

Refund Policies . . . . . . . . . . . . . . . . . . . . . 79 

Registration Forms. . . . . . . . . . . . . . . . . . . 83 

Residencies . . . . . . . . . . . . . . . . . . . . . . . . 69 

Retirement Center . . . . . . . . . . . . . . . . . . . 47 

RHU ® ............................ 23 

S 

Scheduling Your Exam ............... 68 

Scholarship, Veterans. ............... 37 

Security Analysis and Portfolio 

Management: GS 811 ............... 62 

Statement of Academic Integrity . . . . . . . 75 

State Farm Center for Women & 

Financial Services ................... 45 

Maurice L. Stewart Lecture ........... 42 

Supporting The American College ...... 40 

T 

Techniques for Exploring Personal 

Markets: FA 201 ................... 54 

Techniques for Meeting Client 

Needs: FA 202 ..................... 54 

Techniques for Prospecting: 

Prospect or Perish: FA 200 ............ 54 

Thomas Edison State College. ......... 36 

Transcripts ........................ 74 

Transfer of Credit. ................ 76-77 

Tuition and Fees. ................... 78 

U 

Understanding the Older Client: HS 350. .. 60 

V 

Vane B. Lucas Memorial Library ........ 48 

Veteran’s Scholarship. ............... 37 

W 

The Wealth Channel ® ............... 50 

The Wealth Channel ® Magazine ....... 51 

Webster University. ................. 36 

Women’s Center ................... 36 

89

Joe Jordan’s Stirring New Book – 

Living a Life of 

Significance 

The passion in these pages will 

reignite your career 

Living a Life of Significance is industry 

legend Joe Jordan’s masterpiece of 

inspiration, personal reflection, and 

motivation. This book is sure to 

impact your connection to this 

incredible profession and every 

customer you serve. 

Based on more than 30 years of 

personal experience, Joseph W. 

Jordan, Senior Vice President, 

MetLife, shares his observations on 

the fundamental changes of the 

financial services industry; its 

effect on his own personal 

journey of discovery; and its 

impact on how financial 

professionals today engage and 

inspire others to act with the 

best of intentions on behalf of 

their clients. 

All proceeds are donated 

generously by Mr. Jordan to 

The American College. Buy 

your copy today and 

accelerate your own journey 

to significance. 

How to Contact Us 

Office of Professional Education 

Phone: 888-263-7265 • Fax: 610-526-1300 

Representatives available: Monday – Friday, 8 a.m. – 6 p.m. ET 

Graduate Programs 

MSM: 610-526-1451 or MSFS: 610-526-1385 • Fax: 610-526-1359 

Representatives available: Monday – Friday, 8 a.m. – 5 p.m. ET 

E-mail 


Web 


Social Media 

Facebook.com/TheAmericanCollege 

Twitter.com/TheAmerCol 

Written Correspondence 


PO Box 1513 • 270 S. Bryn Mawr Avenue 


Certified Financial Planner Board of Standards Inc. owns the certification marks CFP ® , 

CERTIFIED FINANCIAL PLANNER and federally registered CFP (with flame design) in 

the U.S., which it awards to individuals who successfully complete CFP Board’s initial 

and ongoing certification requirements. 

The marks CASL ® , CAP ® , ChFC ® , CLF ® , CLU ® , REBC ® and RHU ® are the property 

of The American College and may be used by individuals who have successfully 

completed the initial and ongoing certification requirements for these 

designations. 

Accreditation 

The American College is accredited by the Middle States Commission on Higher 

Education, 3624 Market Street, Philadelphia, PA 19104 215-662-5606 

PRINTED WITH 

TheAmericanCollege.edu/Significance 

100% WIND ENERGY 

90 

Supplied by Community Energy

Course Guide 

The American College offers 

a continuum of educational 

opportunities that encourages a 

lifetime of professional development. 

Additional credentials can 

help you advance your career or 

specialize in a particular area of 

financial services. 

Please refer to our website 


for the most up-to-date 

course information. 

R – Required E – Elective 

Select one 

Select one 

COURSES ChHC TM LUTCF FSS ChFC ® CFP ® CLU ® RHU ® REBC ® CLF® field 

CLF ® 

office CASL ® 

Number of Courses 6 6 6 9 7 8 3 5 7 6 5 

HS 300 Financial Planning: Process and Environment R R E 

HS 311 Fundamentals of Insurance Planning R R R 

HS 313 Individual Health Insurance R E E 

HS 321 Income Taxation R R E 

HS 322 The Financial System in the Economy 

E 

HS 323 Individual Life Insurance 

R 

HS 324 Life Insurance Law 

R 

HS 325 Group Benefits R E R R 

HS 326 Planning for Retirement Needs E R R E R 

HS 328 Investments R R E R 

HS 330 Fundamentals of Estate Planning R R R R 


R 

HS 332 Financial Planning Applications 

R 

HS 333 Personal Financial Planning: Comprehensive Case Analysis 

R 

HS 334 Estate Planning Applications E E 

HS 340 Advanced Topics in Group Benefits R R R 

HS 342 Executive Compensation E E E 

HS 343 Compensation and Personnel Management E E 

HS 344 Advanced Topics in Managed Care E E E 

HS 345 The Essentials of Healthcare Reform 

R 

HS 346 The Healthcare Consultant 

R 

HS 350 Understanding the Older Client 

R 

HS 351 Health and Long-Term Care Financing for Seniors E R 

HS 352 Financial Decisions for Retirement E R 

HS 381 Integrated Leadership Practices 

HS 371 Essentials of Management Development (GAMA) 

R 

HS 381 Professional Patterns of Management (Kinder Brothers) 

HS 372 Leading Practices Seminar (GAMA) 

HS 373 Practice Management Concepts for Agency Managers 

R 

HS 382 Leadership in a Changing World R R 

HS 383 Interpersonal Relationships in the Workplace R R 

HS 384 Creative Problem-Solving and the Strategic Planning Process R R 

HS 385 Leading the Marketing Organization of the Future (Capstone) 

R 

HS 386 Field Management Seminar 

R 

HS 387 Marketing Management of Financial Services 

R 

HS 388 Leading in the Office Environment (Capstone) 

R 

HS 389 Human Resource Management 

R 

FA 200 Techniques for Prospecting: Prospect or Perish E E 

FA 201 Techniques for Exploring Personal Markets E E 

FA 202 Techniques for Meeting Client Needs E E 

FA 204 Marketing Financial Services to Women E E 

FA 211 Essentials of Disability Income Insurance E E 

FA 222 Essentials of Multiline Insurance Products E E 

FA 251 Essentials of Business Insurance E E 

FA 255 Essentials of Long-Term Care Insurance E E 

FA 256 Essentials of Annuities E E 

FA 257 Essentials of Life Insurance Products E E 

FA 261 Foundations of Retirement Planning E E 

FA 262 Foundations of Financial Planning: An Overview 

R 

FA 263 Foundations of Financial Planning: The Process 

R 

FA 264 Foundations of Investment Planning E E 

FA 271 Foundations of Estate Planning E E 

FA 290 Ethics for the Financial Services Professional R R 

GS 814 Qualified Retirement Plans 

E

COURSES FOR ACCREDITED MASTER’S DEGREES 

Master of Science in Management 

COURSES 

R – Required E – Elective 

Please refer to our website 

Number of Courses 10 

GS 900 Communications and Leadership R 

* Available as an elective for REBC ® 

GS 910 Leadership Development Experience R 


GS 920 Personal and Interpersonal Leadership Skills R 

for the most up-to-date 

GS 930 Classic and Contemporary Leadership Studies R 

GS 940 Dynamic Organizational Leadership R 

course information. 

GS 950 Law, Compliance, Benefits and Social Responsibility R 

GS 960 Leading Strategy Development R 

GS 970 Decision Making Leadership Skills R 

GS 980 Ethics in Leadership R 

GS 990 Management by Leadership R 

Master of Science in Financial Services R – Required E – Elective 

COURSES 

MSFS 

Number of Courses 12 

GS 803 Financial Statements and Business Valuation Analysis R 

GS 804 Communications and Research (Residency) R 

GS 807 MSFS Case Study Project R 

GS 811 Security Analysis and Portfolio Management R 

GS 814 Qualified Retirement Plans* R 

GS 815 Advanced Estate Planning I R 

GS 816 Advanced Estate Planning II E 

GS 817 Personal Tax Planning R 

GS 819 Mutual Funds: Analysis, Allocation and Performance Evaluation R 

GS 831 Ethics and Human Values (Residency) R 

GS 836 Business Succession Planning I E 

GS 838 Business Succession Planning II E 

GS 839 Planning for Philanthropic Impact in the Context of Family Wealth E 

GS 849 Charitable Strategies E 

GS 859 Gift Planning in a Nonprofit Context E 

GS 842 Executive Compensation R 

HS 352 Financial Decisions for Retirement E 

HS 383 Interpersonal Relationships in the Workplace E 

NEW GS 840 Building & Managing Financial Advisory Practice E 

MSM 



and PA Departments of Education, that degree-granting 







Earn a CAP ® designation in 

Philanthropy by taking these 

three elective courses.

® 

The Wealth Channel 

The Wealth Channel ® is the nation’s leading online source of financial services insight and knowledge. 

With the information you need to make your business successful, The Wealth Channel ® is designed for 

the engaged professional seeking to create real financial security for clients. 

• Updates on legislative and current events critical to your 

business from some of the nation’s foremost financial 

practitioners. 

• In-depth educational presentations from the industry’s 

most knowledgeable academic thought-leaders. 

• Information on a variety of practice specializations 

including investments, retirement, wealth accumulation 

and philanthropy. 

• Weekly discussions of ethics and practice management 

issues designed to make you a more effective and 

productive financial professional. 

Stay informed 

with new updates 

every week! 

Featuring the most robust source of financial services videos on demand along with cutting 

edge webcasts, audio presentations and articles, The Wealth Channel ® is the definitive source 

of information for the well-informed practitioner. 

C O L L E G E

Celebrate Your Achievement… 

November 20-22, 2013 

Caesars Palace, Las Vegas, Nevada 

The American College’s Knowledge Summit is an event that draws the highest caliber of talent and 

speakers together for an educational, network driven experience. Each year, the Summit attracts 

speakers from across the financial services industry who share their insight and experience with those 

in attendance. 

The Knowledge Summit is also where graduates of The American College gather together for their 

Commencement ceremony and celebrations and where we hold the President’s Dinner. 

• Leading Industry Speakers and CE Credits 

• Las Vegas Sights, Hoover Dam, Grand Canyon 

• Special Commencement Ceremony 

• And Much More! 

888-347-4185 • TheAmericanCollege.edu/Summit2013 

CATALOG 12.0 

2012_CourseCatalog_1.0

CATALOG - The American College

You also want an ePaper? Increase the reach of your titles

Delete template?

Save as template?