CATALOG - The American College

2012 CatalogA Professional Education Above the Rest

Welcome to The American CollegeDear Student:Welcome to The American College, the leading educator of financialservices professionals since 1927. Whether you’re just beginningyour work as a practitioner or are pursuing an advanced designationor accredited master’s degree, you can count on us at every stage inyour professional development.The education we offer is timely and relevant, reflecting continuallychanging laws. Our newest designation, Chartered HealthcareConsultant (ChHC) addresses changes in healthcare reform tohelp advisors understand what their clients need to know. As thenumber one educator of financial planners in America, The Collegeis home to the advanced ChFC® and CLU® credentials and is aleading provider of CFP® certification education.Thank you for learning more about The American College. We lookforward to supporting all of your educational needs throughoutyour career.Sincerely,Dr. Laurence Barton, CAP®President & Chief Executive OfficerO. Alfred Granum Chair in ManagementThe American College

Welcome to The American College!Insurance EducationFinancial PlanningGraduate Degrees4

We understand your unique needs as financial services professionals. Whether you are juststarting out in the financial services industry, focused in a specialized field, or looking toadvance your career, we offer the highest quality education that fits into your busy life andwork schedule. Our courses are researched and written by our own staff — the nation’s topthought leaders in financial services.Our institution is dedicated to offering superb programs that develop and refine your skills asa 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. Ifyou need further guidance, please contact one of our Professional Education counselors at888-263-7265.tmChHCThe New Worldof HealthcareHealthcare Reform:What you need to know®CLUInsurance SpecialtyDevelop a greater understandingof the insuranceneeds of individuals,business owners andprofessional clients®CLFAgency LeadershipDevelop key organizationaland management techniquesLUTCFInsuranceFundamentalsAcquire essential productknowledge and basicplanning concepts®RHUHealth InsuranceBroaden your expertisein group health insuranceand benefits®REBCEmployee BenefitsGain a competitiveedge in the employeebenefits industry®ChFCAdvanced FinancialPlanningAcquire in-depth knowledgein financial planningdisciplines®CFPFinancial PlanningCertificationFinish your CFP ® Certificationcurriculum with the leadingprovider of financial educationCASL®RetirementCoachingComplete a rigorous programthat prepares you as a“retirement coach”for your clientsRICPRetirementIncome PlanningLearn the latest ideas forcreating sustainableretirement income foryour clients®CAPPhilanthropyProvide value-added expertiseand develop confidence inphilanthropic planning andcharitable givingFSSFinancial ServicesBasicsEstablish yourself withpractical sales skills that canhelp increase your productionMSFSMaster’s In Financial ServicesLearn the tools you need to analyze, planand implement financial strategiesMSMMaster's In LeadershipAcquire both strategic and tacticalexecutive-level leadership skillsCertified 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 initial5and ongoing certification requirements.5

How to Earn Your Designation or Master’s Degree1 Determine which designation or degree is right for you. 6The American College offers a continuum of educational programs for professionalsat any stage of their careers. Please call our Professional Education counselors, visitour website or read through the descriptions in this catalog to learn more about ourprograms.Complete the course requirements and pass your courseexamination.For all programs, you must pass the course examination to earn credit for the courseor satisfy transfer of credit requirements. If you are taking LUTCF or FSS courses, youalso must meet classwork, attendance, participation and term grade requirements.2345Determine your program requirements and selectyour 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 56-68 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 registrationform(s).Course registration forms are located on pages 85-89. Use the fee information foundon page 80 to complete an appropriate course registration form and return it withyour 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 toschedule your exam.Receive your course materials, plan your study scheduleand 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. Youcan expect your study materials to arrive 10 business days after we receive your paidregistration and enter it into our system. Since our courses are frequently updated, thesestudy materials are developed to reflect the exam content for a specific period of time.BlackboardOne 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 eachcourse and serves as a portal to your academic success. Blackboard offers a variety ofservices including practice exams, reading supplements, video lectures and downloadablebooks for mobile devices. 24/7 access to course material, key term flashcards, audioreviews and learning aids. This online learning center also functions as a communicationdevice to talk to your professors and classmates, and additionally to get late-breakingcourse updates or to receive course advice.Select your next course and continue working towardyour designation or degree.Once you have completed a course, use The American College website to determineyour next course. Under the “Academics” tab, you will find your desired designationalong with information on course requirements and electives. Additionally, TheAmerican College has professional and friendly counselors to call to help guide youthrough this selection process. For assistance, please contact us at: 888-263-7265.Complete the certification process, receive yourdesignation or degree and enjoy the benefits ofThe American College Alumni Association.The Registrar certifies that you have met all designation requirements and notifies youas to when you may start using your new designation and that you may participate inThe College’s commencement exercises at our Knowledge Summit. (See page 75 andthe back cover.)For selected designations, maintain ongoing continuingeducation and ethics requirements and pay applicablerecertification fees.Along with our highly respected designations, Your College offers a variety of waysto stay updated on the latest knowledge in the industry by providing CE and ethicsrequirements. Take advantage of these opportunities to stay relevant and secureprinciples in your profession.Continue to grow as a professional by earning anadditional designation or a graduate degree.7 778910

Here to ServeWho answers the phone when you call?The Professional Education Distribution (PED) Division manages all facets of a student’s experience with The AmericanCollege from initial enrollment through graduation. Our experienced counselors endeavor to provide timely and accurateresponses to all questions and inquiries. We are prepared to offer guidance and advice on our many programs. The goal ofour entire team is to assist you in reaching your personal goals through educational opportunities at The American College.Most of our counselors have been tabbed as “go to people” by our customers. That is because our counselors haveprovided 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, thanksto our advanced training program and technological support. During the past year, written commendations regardingservice quality have exceeded our benchmarks. Our commitment is to help you satisfy your educational goals while astudent at The American College.Contact us today to see how we can help your career!888-263-7265 or ProfessionalEducation@TheAmericanCollege.eduMonday – Friday, 8am – 6pm ESTJean Tierney, CLF ®Lisa WestSidebar photo (from top to bottom) Howard Chelder, Jean Tierney, CLF, ® Lisa West, Jennifer Davis, Desiree Williams, Andrea Dorsey, Joseph Iemolo, Diane Ramey8

What We Do:Exceeding Expectations:12345678910Register students for coursesProvide guidance for future courses/programsProcess book ordersAnswer any concerns relative to the studentexperienceManage the CE and PACE programsProcess graduation documentation requestsCertify designations for individuals andcorporationsManage the integrity of all designationholdersProvide official transcripts as requestedUpdate 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 LUTCFcertification and CE credit.”“Appreciate the responsiveness and professionalism!”“The Professional Education Department’s level of service and follow-up has exceeded myexpectations.”“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 ChelderPilar FernandezAllan Botwinick9

RICP Retirement Income Certified Professional The latest ideas in creating sustainable retirement incomefor your clients.There will be an estimated 7,000 Americans reaching age 65 every day for the next 17 years. These numbers arestaggering, and all of these individuals have, up until now, been focused on asset accumulation. But the game ischanging fast for financial professionals: it’s now all about the transition from assets to income; creating a rich,sustainable livelihood for clients. Advisors without this knowledge – or those who have a single-product solution or alimited approach – will rapidly fall behind.Practical. Comprehensive. Current. The RICP TM is the first must-have designation in 30 years, and it’s only availablefrom The American College.Program Curriculum • See the Course Description pages for more details.Course TITLECourse NumberRequired Courses (3)Retirement Income Process, Strategies, and Solutions HS 353Sources of Retirement Income* HS 354Managing the Retirement Income Plan** HS 355*available 9/1/2012**available 1/1/2013Recommended Course SequenceYou should take HS 353 prior to taking HS 354, and HS 354 prior to HS 355“There are a staggering number of BabyBoomers poised to retire, and they areall looking for sound advice. Earning theRICP will give you the tools, techniques,and skills to advise your clients withconfidence.”– David A. Littell, JD, ChFC ® , CFP ®Professor of Taxation atThe American College.Additional Program RequirementsAfter you have completed your coursework and passed your exams, a few other requirements need to be fulfilled:• Experience requirements• Take the Professional Ethics Pledge• Professional Achievement in Continuing Education (PACE) Recertification Program requirementsSee Program Completion on pages 72-73 for more details.1010

RICP is unlike any other program: clear advantages for studentsThe Retirement Income Certified Professional program reflects the input of the best practitioners in the fieldtoday. Financial professionals who take this program will value:• Ideas that are practical, relevant, and current: Because practitioner research is the foundation of thisprogram, what you learn will be useful right away in your practice.• Three in-depth courses: The material is presented at the right level of detail to increase your retirementplanning expertise, helping you know the right questions to ask, the planning process to use, and thebest solutions to offer.• Innovative online video delivery: Rather than being built around a textbook, the RICP is builtaround the latest ideas and delivered through video interviews and lectures, all supported by a detailedoutline that allows students to move through the program at their own pace.• An expanded team of experts supporting the program’s content: The program’s developers aresome of the top retirement planning experts in the country, and their work is supplemented by outsidecontributors who specialize in every important aspect of retirement income planning.Who should consider the RICP designation?RICP is an advanced designation appropriate for individuals working in the retirement income planning fieldand for those with a general background in financial services. There are no prerequisite courses. Many seasonedprofessionals who hold major designations such as CFP ® certification, ChFC ® , CLU ® , CPA, CFA, or other markswho work with clients on retirement income planning will want to pursue this valuable education.Three in-depth courses.Innovative online video delivery.Experts from across the country.Introductory Scholarship OfferSign up for the RICP as a convenient packageprogram! We’ll waive the new student fee, and you’llreceive all three courses, as they’re produced, for$1,349! (Offer expires12/31/2012)Your tuition includes all required study materials,access to convenient online learning tools, and yourexamination.How to register for your courses:Register for all programs at The American College inone of three easy ways.• Online: Create your user account and register foryour course at TheAmericanCollege.edu• Mail or Fax: Complete the course registrationform 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 82 formore details.Learn More:Contact a Professional Education counselor todayto discuss your educational options: 888-263-7265and visit TheAmericanCollege.edu/RICPfor updates.Be sure to check out the latest videos and white papers on theNew York Life Center For Retirement Income website.TheAmericanCollege.edu/RetirementA place for financial advisors to learn to make their clients retirement money last a lifetime.1111

LUTCFLife Underwriter Training Council FellowFast-Start Sales Training for Insurance ProfessionalsSuccess Skills That Will Help You Move to the Next LevelModerated by experienced financial services leaders, Life Underwriter Training Council Fellow (LUTCF) classes putyou on the fast track for success. By combining essential product knowledge with basic planning concepts, theLUTCF 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 thatrequire you to apply what you learn from the text and in the classroom. CE credit is available for many courses, andthose 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 bymore than 68,000 professionals.Program Curriculum • See the Course Description pages for more details.Course titleCourse NUMBERSelect Any Five Plus FA 290 (required)“What the LUTCF presents to a new advisorcan’t be found elsewhere. It shows you the‘how’ and the ‘why’ of this industry, andprepares you to succeed.”— Joseph Sparacio, CLF, ® CLU, ® LUTCF ®CEO and Managing PartnerIsland Financial GroupTechniques for Prospecting: Prospect or Perish FA 200Techniques for Exploring Personal Markets FA 201Techniques for Meeting Client Needs FA 202Marketing Financial Services to Women FA 204Essentials of Disability Income Insurance FA 211Essentials of Multiline Insurance Products FA 222Essentials of Business Insurance FA 251Essentials of Long-Term Care Insurance FA 255Essentials of Annuities FA 256Essentials of Life Insurance Products FA 257Foundations of Retirement Planning FA 261Foundations of Investment Planning FA 264Foundations of Estate Planning FA 271Ethics for the Financial Services Professional FA 290Course formats available: Local Class, Online Training Center, Live Online ClassPlease note: All FA courses, whether in the classroom or online, only qualify for self-study CE. (Texas and Utah studentsshould take special note.)LUTCF only: If you currently hold the FSS designation, you may receive the LUTCF designation upon completion of threeelective courses from the other course offerings, provided that you have not used these elective courses to qualify for yourFSS designation. You cannot receive duplicate credits for the same course or its replacement.1212

Learn more at TheAmericanCollege.edu/LUTCFCompletionConvenient Course Formats for Your Busy Lifestyle• Live Local Classes – Designed for students who like structure and face-to-face interaction with moderators andpeers. 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 interactivewebinars offer a convenient, time-saving way to participate in classes without needing to travel. All assignmentsare 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 theessentials of the LUTC experience: quizzes, action and sales planning projects, and interaction with moderatorsand other students. The difference is that students learn at a time convenient for them. All assignments aresubmitted 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 RequirementsAfter 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 PledgeSee Program Completion on pages 72-73 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 Your ProfessionThe American College and NAIFA have further strengthened the prestigious LUTCF and FSS designations by adding acontinuing 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 theLUTCF 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 CEin 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 inone of three easy ways.• Online: Create your user account and register foryour course at TheAmericanCollege.edu• Mail or Fax: Complete the course registrationform 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 formore 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 NAIFAchairperson at:TheAmericanCollege.edu/NAIFAChairsWhy become a moderator?• Give back to the industry that has brought you somuch success.• Help your colleagues who are new to the industry.• Earn up to $1,000 moderating LUTCF classes opento NAIFA members, depending on class size.How to become a moderatorIf you have five years’ experience in the financialservices field, we invite you to become one of our liveor online class moderators. Moderating a class is easyand offers you an opportunity to share your knowledge,network with colleagues and earn coursecredit free of charge.For additional information:Call 888-263-7265 or send an e-mail to:ProfessionalEducation@TheAmericanCollege.eduYou also may access your moderator application at:TheAmericanCollege.edu/Moderators13 The American College • 888-263-7265 • TheAmericanCollege.edu13

FSSFinancial Services SpecialistPractical Sales Training for Financial Services ProfessionalsGetting Your Start in Financial ServicesThe skills you will learn from our distinguished faculty and experienced industry leaders will provide you with thetools to give the best recommendations regarding your clients’ overall financial situations, values and other financialneeds. As a Financial Services Specialist (FSS) student, you will learn about the financial planning environment andprocess. You’ll gain essential product knowledge while learning practical selling and planning skills that have beenshown 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 andpeers. 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 webinarsoffer a convenient, time-saving way to participate in classes without needing to travel. All assignments aresubmitted 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, allowingstudents to interact via online discussion boards on their own schedule. OTC courses provide hands-on planningprojects, quizzes and interaction with moderators and other students, along with giving students the ability tocontribute and learn at a time convenient for them. All assignments are submitted online, and the final exam istaken online through The College’s Online Learning Center (Blackboard) website. (Students licensed in New Yorktake paper exams.)“The survival skills presented in the FSSprogram are invaluable toward becoming amore confident advisor. This is ‘must know’information that will build your arsenal ofclient tools.”— Shannon Smithwick, LUTCF, FSSManagerJohn Hancock Mutual Life InsuranceThe Importance of Ethics in Your ProfessionThe American College and NAIFA have further strengthened the prestigious LUTCF and FSS designations by adding acontinuing 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 theLUTCF 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 CEin the licensee’s state. For course information, please visit our website, TheAmericanCollege.edu/EthicsCE.14

Learn more at TheAmericanCollege.edu/FSSAdditional Program RequirementsAfter 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/FSSCompletion• Take the Professional Ethics PledgeSee Program Completion on pages 72-73 for more details.Program Curriculum • See the Course Description pages for more details.Course titleCourse NUMBERHow to register for your courses:Register for all programs at The American College inone of three easy ways.• Online: Create your user account and register foryour course at TheAmericanCollege.edu• Mail or Fax: Complete the course registrationform 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 formore details.Required Core Courses (3)Foundations of Financial Planning: An Overview FA 262Foundations of Financial Planning: The Process FA 263Ethics for the Financial Services Professional FA 290Elective Courses (Select 3)Techniques for Prospecting: Prospect or Perish FA 200Techniques for Exploring Personal Markets FA 201Techniques for Meeting Client Needs FA 202Marketing Financial Services to Women FA 204Essentials of Disability Income Insurance FA 211Essentials of Multiline Insurance Products FA 222Essentials of Business Insurance FA 251Essentials of Long-Term Care Insurance FA 255Essentials of Annuities FA 256Essentials of Life Insurance Products FA 257Foundations of Retirement Planning FA 261Foundations of Investment Planning FA 264Foundations of Estate Planning FA 271Course formats available: Local Class, Online Training Center, Live Online ClassPlease 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, FA263, FA 290 (or a prior LUTC Ethics course) and one additional moderated course. The elective course cannot be a courseyou took to qualify for the LUTCF designation. You cannot receive duplicate credits for the same course or its replacement.Moving your career forwardPlan your next designation or program and continueto 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 somuch success.• Help your colleagues who are new to the industry.• Earn up to $1,000 moderating FSS classes open toNAIFA members, depending on class size.How to become a moderatorIf you have five years’ experience in the financialservices field, we invite you to become one of our liveor online class moderators. Moderating a class is easyand offers you an opportunity to share your knowledge,network with colleagues and earn coursecredit free of charge.For additional information:Call 888-263-7265 or send an e-mail to:NAIFACare@TheAmericanCollege.eduYou may also access your moderator application at:TheAmericanCollege.edu/Moderators15 The American College • 888-263-7265 • TheAmericanCollege.edu15

ChFC ® Chartered Financial Consultant ®The Industry’s Most Complete Financial Planning ProgramReach Your Career Goals with this ProgramThe Chartered Financial Consultant ® (ChFC ® ) program prepares you to meet the advanced financial planning needsof individuals, professionals and small business owners. You’ll gain a sustainable advantage in this competitive fieldwith in-depth coverage of the key financial planning disciplines, including insurance, income taxation, retirementplanning, investments and estate planning.Flexible Self-Paced Program: Earn the ChFC ® Your WayYou can study at your own pace, wherever and whenever it is most convenient for you. Complete your program asfast as you like; the self-paced program gives you the opportunity to truly tailor your education to your lifestyle. Ouronline study aids provide you with the guidance and practice you need to feel confident on test day. With everyregistration, students are granted access to:• Downloadable eBooks for your iPad ® or iPhone ® • Supplemental readings• Online discussion with course professor • Streaming video lectures • Audio reviewsClass 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 onlinestudy support and practice exams through our Online Learning Center (Blackboard) website, all included in thecost of your tuition.Enhanced Online Learning :Webinar Classes Available“If you’re looking to become a more capablefinancial advisor, the ChFC ® program is agreat next step for you. The robust curriculumprovides expertise that can’t be found inanother educational program.”— Joy Schreder, CLU, ® ChFC, ® CASL, ® CLF ®Agency Vice PresidentState Farm Insurance & Financial ServicesFor select courses, a Webinar study option is available forthose who want a more familiar classroom feel duringtheir student experience. Attend weekly classesonline, and ask questions in real-time. And now, manyof these webinar classes come complete withiPad ® /iPhone ® -ready material!Horizons Classes Available for yourStudy Group or Office!Did you know that you could moderate and/or hold localclasses out of your office, using our outstandingOn-Demand streaming video lectures? To find out more,visit TheAmericanCollege.edu/Horizons.The Commitment of a ChFC ®“In all my professional relationships, I pledge myselfto the following rule of ethical conduct: I shall, inlight of all conditions surrounding those I serve,which I shall make every conscientious effort toascertain and understand, render that servicewhich, in the same circumstances, I would applyto myself.”ChFCHighestStandard.com16

Learn more at TheAmericanCollege.edu/ChFCProgram Curriculum • See the Course Description pages for more details.Course titleCourse NUMBERRequired Courses (7)Financial Planning: Process and Environment* HS 300Fundamentals of Insurance Planning* HS 311Income Taxation HS 321Planning for Retirement Needs HS 326Investments HS 328Fundamentals of Estate Planning HS 330Financial Planning Applications HS 332*Personal Financial Planning: Comprehensive Case Analysis HS 333 =Elective Courses (Select 2)The Financial System in the Economy HS 322Estate Planning Applications HS 334Executive Compensation HS 342Financial Decisions for Retirement HS 352How to register for your courses:Register for all programs at The American College inone of three easy ways.• Online: Create your user account and register foryour course at TheAmericanCollege.edu• Mail or Fax: Complete the course registrationform 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 formore details.✔Transfer of CreditYou may be eligible for transfer of credit for priorcoursework or other approved designations. SeeTransfer of Credit on pages 78-79 for details.* Students who have already taken HS 318 cannot take HS 300 or HS 311 for credit toward theChFC ® 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, aresubject 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 minimumof three additional courses. For the CLU ® , you must complete the remaining core courses and select fromthe electives list for that program if additional courses are still needed; electives in the ChFC ® programmay not be used as electives in the CLU ® program.= Students may take HS 333 as a substitute for HS 332.Recommended Course SequenceSeveral courses in this program assume prior knowledge. You are encouraged to take HS 300 first, as it provides anintroduction to this program. You are encouraged to take HS 332 as the last of the core courses.Additional Program RequirementsAfter you have completed your coursework and passed your exams, a few other requirements need to be fulfilled:• Experience requirements• Take the Professional Ethics Pledge• Professional Achievement in Continuing Education (PACE) Recertification Program requirementsSee Program Completion on pages 72-73 for more details.Please note:Some states waive the Series 65 if the ChFC ® hasbeen earned. Check FINRA.org for details.! Key BenefitEarn Your CFP ® Certification too.After successfully completing six required courses*in the ChFC ® curriculum, you may qualify to sitfor the CFP ® Certification Examination aftercompleting HS 333 Personal Financial Planning.Certified Financial Planner Board of Standards Inc. owns thecertification marks CFP ® , CERTIFIED FINANCIAL PLANNER and CFP(with flame logo) ® in the U.S., which it awards to individuals whosuccessfully complete CFP Board’s initial and ongoing certificationrequirements.* HS 300, HS 311, HS 321, HS 326, HS 328, HS 33017 The American College • 888-263-7265 • TheAmericanCollege.edu17

CFP ® Your Ticket To SuccessRequired Courses (7)CFP ® Certification ProgramsPractical Financial Planning for Financial Services ProfessionalsChoose 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 ratesroutinely surpass industry averages. In fact, students preparing for CFP Board’s exam with The American College havea 30% better chance of passing as compared with the average pass rates of other providers.* Plus, you can earntransferable credits that can be used for other designations.Flexible Self-Paced Program: Earn the CFP ® Your WayYou can study at your own pace, wherever and whenever it is most convenient for you. Complete your program asfast as you like; the self-paced program gives you the opportunity to truly tailor your education to your lifestyle. Ouronline study aids provide you with the guidance and practice you need to feel confident on test day. With everyregistration, students are granted access to:• Downloadable eBooks for your iPad ® or iPhone ® • Supplemental readings• Online discussion with course professor • Streaming video lectures • Audio reviewsEnhanced Online Learning: Webinar Classes AvailableFor select courses, a Webinar study option is available for those who want a more familiar classroom feel during theirstudent experience. Attend twice-weekly classes online, and ask questions in real-time. And now, many of thesewebinar classes come complete with iPad ® /iPhone ® -ready material!Program Curriculum • See the Course Description pages for more details.Course titleCourse NUMBER“The American College provides exceptionalcoursework, academic counsel, and studytools to help all dedicated participantsachieve success. The program provides thebest interactive technology to get allquestions answered. It really provides allCFP ® students with the best solution forsuccess.”— Terri Kallsen, CFP ®ConsultantTrustee , The American CollegeFinancial Planning: Process and Environment* HS 300Fundamentals of Insurance Planning* HS 311Income Taxation HS 321Planning for Retirement Needs HS 326Investments HS 328Fundamentals of Estate Planning HS 330Personal 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 alreadytaken 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, 2012are subject to the six-course curriculum, in which HS 333 is not required.* 2010 statistics from CFP Board and The American College.18

Learn more at TheAmericanCollege.edu/CFPLearn Your Way: Online or On Your TimeThe American College is proud to offer you a variety of learning options and study materials to help you reach yourprofessional and educational goals. Now, you have the ability to sign up for your entire designation program atonce, with our Live and Online packages.Online • Popular live webinars team taught by the best instructorsIncludes 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 coursesFull Package - $4,795On 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 moreFull 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.Additional Program Requirements• 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 experiencerequirements 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 TheAmerican College.Ethics WebcastsThe American College stresses the importance of conducting business in an open and ethical manner. We havedeveloped a series of webcasts that are available for CE credit that discuss Ethics for the CFP ® Professional and Issuesin 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 ethicalbehavior in the financial services industry. For more information about the webcast offerings and cost, please visitTheAmericanCollege.edu/EthicsWebcastMoving Your Career ForwardPlan your next designation. Students who complete the program can expand upon their CFP ® Certification to earnthe 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.How to register for your courses:Register for all programs at The American College inone of three easy ways.• Online: Create your user account and register foryour course at TheAmericanCollege.edu• Mail or Fax: Complete the course registrationform 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 formore details.Tuition and FeesYour tuition includes all required study materials,access to convenient online learning tools and yourexamination. See Tuition and Fees on page 80 formore details.Supplementary Study AidsCost-effective supplementary study materials,developed in partnership with Keir EducationalResources, are available for all CFP ® Certificationcurriculum courses. For more info on Keir EducationalResources, visit KeirTAC.com.Certified Financial Planner Board of Standards Inc. owns thecertification marks CFP ® , CERTIFIED FINANCIAL PLANNER and CFP(with flame logo) ® in the U.S., which it awards to individuals whosuccessfully complete CFP Board’s initial and ongoing certificationrequirements.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 CertifiedFinancial Planner Board of Standards Inc. to individuals who, inaddition to completing an educational requirement such as this CFPBoard-Registered Program, have met ethics, experience, andexamination requirements.19 The American College • 888-263-7265 • TheAmericanCollege.edu19

CLU ® Chartered Life Underwriter ®Advanced Insurance SpecializationHow This Program Can Advance Your CareerThe Chartered Life Underwriter ® (CLU ® ) is the world’s most respected designation of insurance expertise, helpingyou gain a significant advantage in a competitive market. This prestigious course of study helps advance your careerby providing in-depth knowledge on the insurance needs of individuals, business owners and professional clients.Flexible Self-Paced Program: Earn the CLU ® Your WayYou can study at your own pace, wherever and whenever it is most convenient for you. Complete your program asfast as you like; the self-paced program gives you the opportunity to truly tailor your education to your lifestyle. Ouronline study aids provide you with the guidance and practice you need to feel confident on test day. With everyregistration, students are granted access to:• Downloadable eBooks for your iPad ® or iPhone ® • Supplemental readings• Online discussion with course professor • Streaming video lectures • Audio reviewsEnhanced Online Learning: Webinar Classes Available*For select courses, a Webinar study option is available for those who want a more familiar classroom feel during theirstudent experience. Attend weekly classes online, and ask questions in real-time. And now, many of these webinarclasses come complete with iPad ® /iPhone ® -ready material!The Commitment of a CLU ®“There is a reason the CLU ® is considered thehighest standard of knowledge and trust inthe industry. It’s because The AmericanCollege stresses above all else the importanceof integrity, ethics, and professionalresponsibility. Earning my CLU ® haschanged the way I work.”— Yuka Nakahara-Goven, CLU ®AgentNew York Life20Live Review Class OptionsThe Intensive Review Program (IRP) learning format helps students rapidly finish their courses by combining the bestof 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 TheAmerican College’s Online Learning Center, which includes videos, audio reviews, study materials, and practiceexams, and is iPad ® /iPhone ® ready!• Attend a 2½ day review program with an expert instructor, oftentimes the author of the textbook. The sessioncovers the key concepts that will be addressed on the exam, and allows time for student interaction and detailedexplanations 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 tothe following rule of ethical conduct: I shall, in light of allconditions surrounding those I serve, which I shall makeevery 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/CLUProgram Curriculum • See the Course Description pages for more details.Course titleCourse NUMBERRequired Courses (5)Fundamentals of Insurance Planning* HS 311Individual Life Insurance HS 323Life Insurance Law HS 324Fundamentals of Estate Planning HS 330Planning for Business Owners and Professionals HS 331Elective Courses (Select 3)Financial Planning: Process and Environment* HS 300Individual Health Insurance HS 313Income Taxation HS 321Group Benefits HS 325Planning for Retirement Needs HS 326Investments HS 328Estate 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. HS330 should precede HS 334.If you earn the CLU ® designation, you can also earn the ChFC ® designation by completing a minimum of four additionalcourses. For the ChFC ® , you must complete the remaining core courses and select from the electives list for that programif additional courses are still needed; electives in the CLU ® program may not be used as electives in the ChFC ® program.How to register for your courses:Register for all programs at The American College inone of three easy ways.• Online: Create your user account and register foryour course at TheAmericanCollege.edu• Mail or Fax: Complete the course registrationform 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 formore details.✔Transfer of CreditYou may be eligible for transfer of credit for priorcoursework or other approved designations. SeeTransfer of Credit on pages 78-79 for details.Tuition and FeesYour tuition includes all required study materials,access to convenient online learning tools and yourexamination. See Tuition and Fees on page 80 formore details.Recommended Course SequenceSeveral courses in this program assume prior knowledge. You are encouraged to take HS 330 before taking HS 334.Additional Program RequirementsAfter you have completed your coursework and passed your exams, a few other requirements need to be fulfilled:• Experience requirements• Take the Professional Ethics Pledge• Professional Achievement in Continuing Education (PACE) Recertification Program requirementsSee Program Completion on pages 72-73 for more details.21 The American College • 888-263-7265 • TheAmericanCollege.edu21

CASL ®Chartered Advisor for Senior Living ®Advanced Retirement Planning EducationThe Practical Tools You Need to Serve a Growing MarketMore than 76 million baby boomers are quickly moving into retirement, and they need qualified retirement planningand 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 retirementplanning.A 2011 FINRA survey found the CASL ® designation to be one of the most popular with broker-dealers concerned aboutthe need for credibility, depth, continuing education, and ethics in senior and retirement credentials. Widely adoptedacross the broad spectrum of financial services, the CASL ® five-course curriculum prepares you to lead clients frommiddle age through retirement and assist them with the management, preservation and transfer of wealth.Flexible Self-Paced Program: Earn the CASL ® Your WayYou can study at your own pace, wherever and whenever it is most convenient for you. Complete your program asfast as you like; the self-paced program gives you the opportunity to truly tailor your education to your lifestyle. Ouronline study aids provide you with the guidance and practice you need to feel confident on test day. With everyregistration, students are granted access to:• Downloadable eBooks for your iPad ® or iPhone ® • Supplemental readings• Online discussion with course professor • Streaming video lectures • Audio reviewsEnhanced Online Learning: Webinar Classes Available*For select courses, a Webinar study option is available for those who want a more familiar classroom feel during theirstudent experience. Attend weekly classes online, and ask questions in real-time. And now, many of these webinarclasses come complete with iPad ® /iPhone ® -ready material!Additional Study Support“There are 76 million baby boomers poisedto retire in the coming years, and they’re alllooking for advice. With the credibility,expertise, and knowledge I gained from theCASL program, I know I’ll be able to assistmy retirement-age clients in this importanttransition.”Some courses in the CASL ® curriculum are available with on-demand video classes, iPad ® -ready textbooks, andcost-effective supplemental study materials developed by Keir Educational Resources.Visit TheAmericanCollege.edu/CASL to view the latest study options for each course.— Laurie Brazier, CLU, ® ChFC, ® CASL ®AgentState Farm Insurance & Financial Services22*Only select CASL courses are available in the Webinar format. For a complete list, contact a Professional Education Counselor.

REBC ®Registered Employee Benefits Consultant ®Become An Employee Benefits SpecialistEarning the Registered Employee Benefits Consultant ® (REBC ® ) designation enhances your competitive edge in thedynamic 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.Program Curriculum • See the Course Description pages for more details.Course titleCourse NUMBERRequired Courses (3)Group Benefits HS 325Planning for Retirement Needs HS 326Advanced Topics in Group Benefits HS 340Elective Courses (Select 2)Executive Compensation HS 342Compensation and Personnel Management HS 343Advanced Topics in Managed Care HS 344Qualified Retirement Plans GS 814Recommended Course SequenceSeveral courses in this program assume prior knowledge. You should take HS 325 prior to taking HS 340, and youshould 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 sofast, it’s a challenge to keep up with them!My clients are calling with questions thatare important to them, and they wantanswers now! My courses in the REBC ®program were spot on and gave me theconfidence to work, and succeed, in thisbusiness.”— Jayne N. Schiff, CLU, ® ChFC, ® CAP, ® REBC ®BrokerSchiff Benefits Group, LLCAdditional Program RequirementsAfter you have completed your coursework and passed your exams, a few other requirements need to be fulfilled:• Experience requirements• Take the Professional Ethics Pledge• Professional Achievement in Continuing Education (PACE) Recertification Program requirementsSee Program Completion on pages 72-73 for more details.Tuition and FeesYour tuition includes all required study materials, access to convenient online learning tools and your examination.See Tuition and Fees on page 80 for more details.24

Registered Health Underwriter ®RHU ®Respected Credential in the Health Insurance MarketThe Registered Health Underwriter ® (RHU ® ) designation is one of the most respected credentials in the healthinsurance market. Broaden your knowledge with the most comprehensive information available on group insurancebenefits and health insurance for individuals and families. The program also helps you stay current with the majorbenefit protection laws, including COBRA, ERISA and HIPAA. Learn more at TheAmericanCollege.edu/RHU.Program Curriculum • See the Course Description pages for more details.Course titleCourse NUMBERRequired Core Courses (2)Group Benefits HS 325Advanced Topics in Group Benefits HS 340Elective Courses (Select 1)Individual Health Insurance HS 313Advanced Topics in Managed Care HS 344Recommended Course SequenceSeveral 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, youshould 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 82 for more details.Check out page 26 for our healthcare certificate and designation program.ChHC Chartered Healthcare Consultant Your Competitive Advantage in the New World of Healthcare“Earning my RHU ® has kept my knowledgeof health insurance current and on thecutting-edge. I would recommend thisprogram to any one of my colleagues.”— Phillip C. Richards, CLU, ® RHU ®Chief Executive OfficerNorth Star Resource Group25 The American College • 888-263-7265 • TheAmericanCollege.edu25

ChHC Chartered Healthcare Consultant Your Competitive Advantage in the New World of HealthcareStart with The Essentials of Healthcare Reform (HS 345)The starting point for the ChHC, the first comprehensive academic credential to incorporate all of the newdynamics 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 testingcenters 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 impactedThe information benefits advisors need now:Passage of healthcare reform legislation has brought tremendous change to all areas of the American healthcareand insurance industries. Advisors need the relevant, real-time information the ChHC curriculum contains to beable to provide clients with meaningful answers.“The ChHC TM (Chartered Healthcare Consultant TM )will give you an edge that other advisorscan’t compete with, including a full year ofupdates for students who take The Essentialsof Healthcare Reform. It is the most robusthealthcare credential in the market, and it’schanged the way I view my clients healthcareneeds.”— 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 theChartered Healthcare Consultant designation, the premier educational program that offers an advanced understandingof the new complexities in healthcare.Professionals pursuing this designation will gain the knowledge, skill, and confidence necessary to counsel clients on thefull 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 individualsor businesses. Even those who don’t routinely work on the healthcare side of benefits will want to know the basicterminology and parameters of the new law, because ancillary benefit programs also will be affected. Healthcare iswhat employers and individuals are thinking about, and these courses offer the first in-depth, comprehensiveapproach to quality education on the issue.26

CLF ®Chartered Leadership Fellow ®Enhance Your Managerial Leadership SkillsProviding You with the Knowledge and Skills to Move Into a Leadership PositionAre you ready to become a leader? The Chartered Leadership Fellow ® (CLF ® ) program provides financialservices 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 skillsThe CLF ® curriculum features an effective mix of relevant business courses to prepare individuals for today’sleadership challenges.Office TrackWho is the office track designed for?The CLF ® office program is designed for financial professionals with the following level of experience andresponsibilities:• 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 currentissues within the insurance and financial services profession. The courses will help you create a culture of success inyour 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 differencebetween being a manager and a leader.Through my class work, I attained the skillsnecessary to more confidently move into aleadership position.”— Ken Meier, CLF ®State Sales CoordinatorAflacCourse titleCourse NUMBERLeadership in a Changing World HS 382Interpersonal Relationships in the Workplace - Self-Study HS 383Creative Problem-Solving and the Strategic Planning Process - Self-Study HS 384Marketing Management of Financial Services HS 387Human Resource Management HS 389Capstone: Leading in the Office Environment HS 38828

Learn more at TheAmericanCollege.edu/CLFField TrackWho is the field track designed for?The CLF ® field manager’s program is designed for financial services professionals with three years of experience in amanagerial role, such as:• Regional Vice Presidents • Managing Partners • Regional and District Managers• Field Managers • Managing Directors • Sales ManagersThis CLF ® field track is focused on delivering proven methods and practical applications for field leaders. You willexplore the best practices for recruiting and retaining performers, developing effective business plans, settingperformance 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.How to register for your courses:Register for all programs at The American College inone of three easy ways.• Online: Create your user account and register foryour course at TheAmericanCollege.edu• Mail or Fax: Complete the course registrationform in this catalog and return via mail or fax.• Phone: Call the CLF ® Department at 610-526-1355.See Admission and Registration on page 82 formore 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 forHS 385 – Capstone (live, four-day residency), which must be taken last.Course titleCourse NUMBERIntegrated Leadership Practices - Live, Online by The American College HS 381orEssentials of Management Development - Local Delivery by GAMA HS 371orProfessional Patterns of Management - Local Delivery by Kinder Brothers HS 381Leading Practices Seminar - Local Delivery by GAMA HS 372orPractice Management Concepts for Agency Managers - Self-Study HS 373Leadership in a Changing World - Self-Study HS 382Interpersonal Relationships in the Workplace - Self-Study HS 383Creative Problem-Solving and the Strategic Planning Process - Self-Study HS 384Field Management Seminar (FMS) - 2 online videos HS 386Capstone: 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 deliverylocations. For more information on HS 371 and HS 372, contact GAMA International at 800-345-2687.Additional Program RequirementsAfter you have completed your coursework andpassed your exams, a few other requirements needto be fulfilled:• Experience requirements• Take the Professional Ethics Pledge• Professional Achievement in ContinuingEducation (PACE) Recertification ProgramrequirementsSee Program Completion on pages 72-73 formore details.Moving Your Career ForwardEarn your Master’s degree through The AmericanCollege. We offer a Master of Science inManagement with an emphasis in leadership. Checkour website or turn to page 32 for more details.Those students who have completed GS 930, Classic andContemporary Leadership Studies and GS 960, Leading StrategyDevelopment 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 sevenyears of applying for a transfer of credit will receive a transfer ofcredit for HS 384, Creative Problem-Solving and the StrategicPlanning Process.29 The American College • 888-263-7265 • TheAmericanCollege.edu29

CAP ®Chartered Advisor in Philanthropy ®Specialized Education in PhilanthropyBecome a Trusted Advisor to High Net Worth Clients The Chartered Advisor in Philanthropy ® (CAP ® ) providesyou 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 ofScience in Financial Services degree. The CAP ® program is designed for self-study, leading to an objective exam in alocal 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 capacityprospects that some call donors and some call clients. Those taking CAP ® include:• Attorneys • Development officers • Financial planners/wealth advisors• CPAs • Planned giving officers • Insurance professionalsThe Summit of our Professions and an Asset to our CommunitiesGenerally, those enrolled in CAP ® are highly successful advisors and fundraisers who are taking their already highachieving career to another plane. Having learned earlier in their career to plan for client needs, or having learnedhow to raise significant funds, these advisors and gift planners take CAP ® to provide a higher level of service to theirdonor/clients, and to help advance philanthropy in their local communities. CAP ® s become members of a growingnetwork 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 YouOur self-study format lets you earn the CAP ® designation on your own time, on your own schedule. Course deliveryis via recorded lectures, with inset videos. Your course tuition includes the recorded lectures, self tests, a sampleexam, readings and textbooks. Each course concludes with a two-hour exam, administered at more than 4,000exam centers around the country. See pages 70-71 for details.“Earning the Chartered Advisor inPhilanthropy ® gave me the opportunity tofocus on the intricacies of charitable givingand to build strong support for our advisorswho help high net-worth clients with familywealth transfer and philanthropicplanning.”— Linda Need, CFP, ® CAP ®SVP, Managing Director, Life InsuranceWells Fargo Insurance Services USA, Inc.Trustee, The American CollegeProgram Curriculum • See the Course Description pages for more details.Course titleCourse NUMBERRequired Core Courses (3)Planning for Philanthropic Impact in the Context of Family Wealth GS 839Charitable Strategies GS 849Gift Planning in a Nonprofit Context GS 85930

Learn more at TheAmericanCollege.edu/CAPAdditional Program RequirementsAfter you have completed your coursework and passed your exams, a few other requirements need to be fulfilled:• Experience requirements• Take the Professional Ethics Pledge• Professional Achievement in Continuing Education (PACE) Recertification Program requirementsSee Program Completion on pages 72-77 for more details.“It had been my experience as a board member of nonprofits, a solicitor for charities and a contributorto nonprofits that a real need existed for education and certification in the area of charitable giving. Itseems 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 theirclients 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 Philanthropyat The American CollegeWhat does the CAP ® pin represent?Originally stamped by the father of Sallie B. Wallace on gifts he created insilver for friends and family, the CAP ® symbol stands for craftsmanship andlove. Each gift plan created by a CAP ® is a well-crafted labor of love inservice to something larger. Each plan is a way that a family (similar to theWallace’s) passes on a legacy of love and care not only to family, but also toa larger community. Those who give leave their mark on the world.How to register for your courses:Register for all programs at The American College inone of three easy ways.• Online: Create your user account and register foryour course at TheAmericanCollege.edu• Mail or Fax: Complete the course registrationform 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 formore details.✔Transfer of CreditYou may be eligible for transfer of credit for priorcoursework or other approved designations. SeeTransfer of Credit on pages 78-79 for details.Tuition and FeesYour course tuition includes the recorded lectures,self-tests, a sample exam, readings and textbooks. CommencementYou’ve worked hard. Now celebrate youraccomplishment by participating in commencementexercises at our Knowledge Summit.31 The American College • 888-263-7265 • TheAmericanCollege.edu31

MSMMaster of Science in ManagementManagement with an Emphasis in LeadershipLeading Your Organization to New Levels of SuccessIf you are a mid- to senior-level executive seeking relevant leadership skills and strategies to take your organization tothe next level, the Master of Science in Management (MSM) with an emphasis in leadership may be the rightprogram for you. With a dynamic curriculum and an online learning environment promoting problem-solvingtechniques through peer and instructor interaction, you will gain valuable insight and maximum return on your timeand resources invested.The MSM is an accredited Master’s degree program. Developed by a team of academic and practitioner experts atThe 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 programdelivers results.The MSM is fast-paced, compelling and challenging, but still allows for work and family integration. Ourcost-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 successionThe program emphasizes leading theories taught in our nation’s top business universities, as well as best businesspractices. Those who complete the program will not only gain a broader understanding of managerial leadership butalso will develop performance improvement techniques that positively influence organizational cultures and results.“To be honest, I wasn’t sure I could completethe MSM and balance my work andpersonal life. However, I found the MSMcourses to be perfect for me and it gave methe flexibility I needed. I learned so muchfrom the instructors and other students.Learning became fun because I could soeasily see how the concepts improved myleadership skills. The MSM was worth everypenny… wish I had done it earlier!”— Gail Chrisley, JD, MSM, CLU ®Associate Vice PresidentAdvanced Sales TeamNationwide Financial32

Learn more at TheAmericanCollege.edu/MSMProgram DeliveryThe program begins and concludes with one-week residential sessions located at The American College, allowingfor valuable face-to-face interaction with faculty and other students. The rest of the program is completed through aseries of five convenient self-study and online courses. Call MSM Graduate Administration today at 610-526-1451to learn about our next session.Program Curriculum • See the Course Description pages for more details.Course titleLeading the Organization• Communications and Leadership GS 900• Classic and Contemporary Leadership Studies GS 930• Leading Strategy Development GS 960• Management by Leadership GS 990Driving Managerial Processes and SystemsCourse NUMBER• Leadership Development Experience GS 910• Dynamic Organizational Leadership GS 940• Law, Compliance, Benefits and Social Responsibility GS 950To apply or request additional information:Mail or FaxComplete the Graduate/Master’s Programapplication form in the back of this catalog andreturn via mail or fax. Our fax number is610-526-1359.PhoneCall MSM Graduate Administration at610-526-1451.E-mailMSM@TheAmericanCollege.eduTuition and Fees*Program fees cover tuition, textbooks and otherstudy materials. You are responsible for transportation,residency lodging and a laptop computer.MSM Admission Fee (nonrefundable) $360MSM Program Tuition $29,870* Please contact MSM Graduate Administration at 610-526-1451for the current payment schedule or to make paymentarrangements.Leader Development• Personal and Interpersonal Leadership Skills GS 920• Decision Making Leadership Skills GS 970• Ethics in Leadership GS 980Getting StartedTo begin your MSM studies, you first must be formally admitted to the program. Applicants are selected on the basisof academic and professional criteria. To be admitted into the program, you must have a Bachelor’s degree from anaccredited college or university, pay the required application fee and submit an official transcript from the collegeawarding your Bachelor’s degree. GMAT exam not required to apply.! The American College anticipates an announcement fromits accreditation agency in 2012, with impetus from the U.S.and Pennsylvania Departments of Education, that degreegrantingprograms must increase their contact hours for coursecrediting in the future. Such changes, when implemented, willdirectly affect our graduate programs. The American Collegewill be in the forefront of compliance with these regulations toensure our advanced degrees retain their preeminence infinancial and leadership education.33 The American College • 888-263-7265 • TheAmericanCollege.edu33

MSFSMaster of Science in Financial ServicesAdvanced Financial PlanningToday’s wealthy clients are seeking increasingly complex solutions to meet their financial needs. The Master of Sciencein Financial Services (MSFS) provides you with the tools you need to analyze, plan and implement integrated financialand life strategies, helping you grow your business in affluent markets. The MSFS program includes practical casestudies and client/practitioner scenarios so that you can immediately address your clients’ needs with expertise andconfidence. 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 • AttorneysGetting StartedApplicants are selected on the basis of academic and professional criteria. To be admitted into the program, youmust submit an official transcript from the accredited college or university that awarded your Bachelor’s degree andpay 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 viamail 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.eduSelf-Study Courses and the Residency ProgramThe MSFS program is comprised of self-study coursework and live online classes*, along with a four-day residencysession. It is recommended that you complete the required courses before enrolling in the residency session. See page71 for more details. *Live online courses are only available for courses with an enrollment of 20 or more students.“By earning the MSFS, I am strengthening thecommitment to my clients by continuing andbroadening the scope of my education, so asto bring a better skill set to bear for thebenefit of them and their families.”— Gib Surles, CLU, ® ChFC, ® CFP, ® MSFSPrincipalForrest Group, LLCChallenge Exam:A newly admitted MSFS student who has earned the CLU ® , ChFC ® or CFP ® designation may challenge up to twodistance (non-residency) courses in the MSFS program. The exam must be taken upon acceptance into the program.The cost to challenge an exam is $300. The College does not provide any materials for the Challenge Exam.If the student is unsuccessful on the exam, he or she must register for the course at full tuition, with no credit for thechallenge. There is no retest.34

Learn more at TheAmericanCollege.edu/MSFSProgram Curriculum • See the Course Description pages for more details.The MSFS degree requires the completion of 36 course credits (6 credits from the residency session and 30 creditsfrom self-study and live online courses).Course titleCourse NUMBERRequired 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 842Tuition and Fees• MSFS Admission Fee: $360 (refundable if admission tothe MSFS program is denied)• GS Course Tuition: $1,185 per course (self-study orlive online courses)• GS Residency Tuition: $2,120 per session• GS Textbook Packages: The price of textbooks isincluded in the cost of tuition• Shipping and Handling: $25 per shipmentE-mail all requests for refunds toProfessionalEducation@TheAmericanCollege.eduElective Self-Study Courses (2 Courses Required – 6 Credits Total)Each course earns 3 credits.NEW• Business Succession Planning 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 859Earn the CAP ® designation with thesecourses.• Interpersonal Relationships in the Workplace HS 383Required Residency Courses (6 Credits Total)• Issues in Advanced Retirement Planning GS 808• 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 836will not be offered after 10/1/2012.! The American College anticipates an announcement fromits accreditation agency in 2012, with impetus from the U.S.and Pennsylvania Departments of Education, that degreegrantingprograms must increase their contact hours for coursecrediting in the future. Such changes, when implemented, willdirectly affect our graduate programs. The American Collegewill be in the forefront of compliance with these regulations toensure our advanced degrees retain their preeminence infinancial and leadership education.The 35 American College • 888-263-7265 • TheAmericanCollege.edu35

Graduate CertificatesGraduate CertificatesGraduate CertificatesYou may take any self-study course in the Irwin Graduate School even if you have not been admitted to a Master’s degreeprogram. 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 aresubsequently admitted to the degree program.Course titleCourse NUMBER“There is no better place to get a graduateleveleducation in the financial servicesindustry than The American College. Theseprograms are designed to challenge you,and make you a more impressive authorityto your clients.”— Cheryl D. Creuzot, JD, CFP ®President and Chief Executive OfficerWealth Development Strategies L.P.Penn Mutual36Business Succession Planning• Financial Statements and Business Valuation Analysis GS 803• Advanced Estate Planning I GS 815• Business Succession Planning GS 838Estate Planning and Taxation• Advanced Estate Planning I GS 815• Personal Tax Planning GS 817• Business Succession Planning GS 838Charitable Planning• Planning for Philanthropic Impact in the Context of Family Wealth GS 839• Charitable Strategies GS 849• Gift Planning in a Nonprofit Context GS 859Accredited Estate Planner (AEP) Designation CreditsApplicants for the AEP designation, granted by the National Association of Estate Planners andCouncils, must successfully complete two graduate courses through The American College, as follows:Required Course• Advanced Estate Planning I GS 815Elective Course (Select 1)• Financial Statements and Business Valuation Analysis GS 803• Business Succession Planning GS 838• Planning for Philanthropic Impact in the Context of Family Wealth GS 839• Executive Compensation GS 842• Charitable Strategies GS 849*GS 836 will not be offered after 10/1/2012; GS 815 will be substitutedTo apply or request additional information:Phone: Graduate Administration: 610-526-1451 (MSM) or 610-526-1385 (MSFS)E-mail: MSM@TheAmericanCollege.edu or MSFS@TheAmericanCollege.eduEarn the CAP ®designationwith thesecourses.

ChSNC Chartered Special Needs Consultant Listen. Collaborate. Support.Planning for a special needs family requires both sensitivity and expertise. Advisors need to be prepared tohelp their clients fit all the pieces together. Families need a professional that will listen and help them securethe best possible future for their loved one.The American College can now provide advisors with the technical, collaborative, and quantitative skillsnecessary 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 specialneeds families with a more competent advisor.Championed by the forward-thinking leadership team at MassMutual, the ChSNC was created to equip topfinancial services professional to help special needs families. Originally exclusive to MassMutual professionals,the credential will be available in 2014 to all advisors.37 The American College • 888-263-7265 • TheAmericanCollege.edu37

Bachelor’s DegreesDegrees with an Emphasis in Financial PlanningBachelor’s Degree with Thomas Edison State CollegeThe College has an Articulation Agreement with Thomas Edison State College that will provide students witha substantial number of credit hours toward a TESC Bachelor’s degree. The number of credit hours taken andaccepted 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 thisprogram. The TESC program may be completed entirely online at tesc.eduTo apply or request additional information:Phone: Graduate AdministrationMSM: 610-526-1451MSFS: 610-526-1385E-mail:MSM@TheAmericanCollege.eduMSFS@TheAmericanCollege.eduOutbound Transfer of CreditStudents at The American College who are currently or are considering working on a degree at another college oruniversity should be aware that courses taken at The American College are usually transferrable. A transferrable coursemeans that the course can be counted toward completion of the degree. The decision to accept a transfer of creditdecision is made by the receiving institution. Normally, a transfer of credit would require that the course being transferredis equivalent in content and depth to a course at the receiving institution, and that the course is being transferred from aregionally accredited institution. The American College is a regionally accredited institution. In some cases, there may notbe an exact course-to-course match up, but the curriculum at the receiving institution may specify free electives. In manycases, our courses will easily transfer as free electives.“In an otherwise stormy climate, TheAmerican College is an industry beacon ofknowledge and trust.”— James J. Meehan, MSMManaging Partner1847 FinancialAny course in the Huebner School is potentially transferable for undergraduate credit, at the junior/senior level for threesemester credit hours. Courses in the LUTCF/FSS curricula may be more difficult to transfer, as they are taught at thefreshman/sophomore level and may be worth no more than two semester credit hours. If any student at The Collegeneeds assistance with a transfer of credit, please contact the Vice President of Academic Affairs at The American Collegeto discuss the issues and what The College can do to help.38

The Penn Mutual Center for Veterans AffairsOffering Special Scholarships for Military VeteransNow is the perfect time to earn your designation fromThe American College!In appreciation of your service, The Penn Mutual Life InsuranceCompany and The American College are offering an exceptionalscholarship opportunity for men and women in the armed servicesinterested in the financial services industry. The newly formedPenn Mutual Center for Veterans Affairs is committed to providingmilitary scholarships that cover the tuition cost of any of thedesired 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 designationsin the industry:CLU ® ChFC ® CFP ® RHU ® ChHC CASL ® CAP ® CLF ® LUTCF FSSEligible candidates may also apply for a scholarship for a fullyaccredited master’s degree in leadership – the Master of Sciencein Management (MSM) or a master’s degree in advanced financialplanning – 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 haveexited the service honorably in the past six months, or will be leaving the military honorably within the next six months. Military retireesand family members of veterans are also encouraged to apply. To learn more, please visit TheAmericanCollege.edu/PMCVA39 The American College • 888-263-7265 • TheAmericanCollege.edu39

The American College FacultyLarry Barton, CAP, ® PhD• AB, Boston College; MALD, The Fletcher Schoolof Law and Diplomacy at Tufts University• PhD, Boston UniversityPresident and Chief Executive Officer;O. Alfred Granum Chair in Management;Professor of ManagementGerald J. Herbison, MSM, CASL, ® ChFC, ®CFP, ® CLF ®Director, CLF ® Program• BS, Ithaca College• MSM, The American CollegeAssistant Professor of ManagementAllen C. McLellan, LUTCF, CLU, ® ChFC, ®CASL, ® CFP ®• BS, U.S. Air Force Academy• MS, Air Force Institute of TechnologyAssistant Professor of InsuranceGlenn Boseman, DBA, CLF, ® CLU ®• BS, Campbell University; MBA, East CarolinaUniversity; DBA, Kent State UniversityDean, Irwin Graduate School;Roger Hull-James S. Bingay Chair of Leadership;Professor of LeadershipSteve Herzog, CLF ®• BA, Millersville UniversityAssistant Dean, Irwin Graduate SchoolWilliam T. Mulroy, Jr., CASL, ® CLU, ®REBC ®• BS, St. Louis University• MBA, University of KansasAssociate Vice President, Assessment &Examinations; Assistant Professor of InsurancePhilip Cubeta, MSFS, CAP, ® ChFC, ® CLU ®• BA, Williams College; MA, Oxford University• MA, MPhil., Yale UniversitySallie B. and William B. Wallace Chair inPhilanthropy; Assistant Professor of PhilanthropyRuss J. Figueira, MSM, CLF ®• BA, Tufts University• MPA, University of Rhode Island• MALD, Tufts University• MSHR, Widener University• MPM, Keller Graduate School of ManagementAssociate Dean; Assistant Professor ofManagementConstance 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 TaxationEdward E. Graves, ChFC, ® CLU ®• BS, California State University, Los Angeles• MA, University of PennsylvaniaCharles J. Zimmerman Chair in Life InsuranceEducation; Associate Professor of InsuranceTheodore T. Kurlowicz, JD, LLM, CAP, ®ChFC, ® CLU, ® AEP• BS, University of Connecticut• MA, University of Pennsylvania• JD, Widener University School of Law• LLM, Villanova University School of LawCharles E. Drimal Professorship in EstatePlanning; Professor of TaxationCraig W. Lemoine, CFP ®• BS, Family Financial Planning• PhD Candidate, Consumer Economics, TexasTech University.Assistant Professor of Financial PlanningDavid A. Littell, JD, ChFC, ® CFP ®Co-Director, New York Life Center for RetirementIncome• BA, Northwestern University• JD, Boston University School of LawJoseph E. Boettner Chair in Research; Professorof TaxationKevin Lynch, CFP, ® ChFC, ® CLU, ® RHU, ®REBC, ® CASL, ® CLF, ® CAP, ® LUTCF, FSS• BS, Excelsior College• MBA, University of Central OklahomaAssistant Professor of InsuranceDavid Nanigian, PhD• BBA, San Diego State University• MBA, UC Irvine• PhD, Texas Tech University.Assistant Professor of InvestmentsMary Quist-Newins, ChFC, ® CLU, ® CFP ®Director, State Farm Center for Women andFinancial Services• BA, University of Washington• MBA, Garvin School of InternationalManagementState Farm Chair in Women & Financial Services;Assistant Professor of Women’s StudiesJulie A. RagatzDirector, Center for Ethics in Financial Services• BA. University of Saint Thomas• M.A. Marquette University• PhD Candidate, Temple UniversityAssistant Professor of EthicsCharles Lamont Post Chair of Ethics and theProfessions (interim)Glenn E. Stevick, Jr., ChFC, ® CLU, ® LUTCF• BA, Villanova University• MA, Duquesne UniversityAssistant Professor of Insurance40

The American College Adjunct FacultyArthur Tacchino, JD• BS of Economics, SusquehannaUniversity;• JD, Widener University School of Law.Assistant Professor of Health InsuranceNila G. Betof, PhD• BS, Temple University• MSW, University of Pennsylvania• PhD, Temple UniversityAdjunct Professor of ManagementRichard A. Hinckley, Jr.• BA, University of Pennsylvania• MBA, University of Pennsylvania• MSEE, University of PennsylvaniaAdjunct Professor of EconomicsVirginia E. Webb• BA, Rowan University• MSLS, Drexel UniversityLibrarian; Knowledge Center ManagerChristopher P. Woehrle, JD, LLM• AB, Cornell University• JD, Villanova University School of Law• LLM, Villanova University School of LawAssistant Professor of TaxationThomas 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 LawAdjunct Professor of TaxationMichael C. Davidson, CLU ®• BS, Central Missouri State UniversityAdjunct Professor of Agency ExcellenceArnold M. Katz, CLU ®• BS, Boston UniversityAdjunct ProfessorLinda Lopez, PhD• BS, Radford College• MA, Virginia Commonwealth University• PhD, Virginia Commonwealth UniversityAdjunct Professor of ManagementWalt Woerheide, PhD, ChFC, ® CFP ®• BA, Brown University• MBA, Washington University• PhD, Washington University.Frank M. Engle Distinguished Chair in EconomicSecurity Research; Vice President of AcademicAffairs and Dean; Professor of InvestmentsRonald F. Duska, PhD• BA, St. Mary’s Seminary; MA, St. John’s University• PhD, Northwestern UniversityAdjunct Professor of EthicsSalvatore F. Farina, MSM, CLF ® , ChFC ® ,CLU ®• BS, New York Institute of TechnologyJoseph/Liddy Chair in Practice Management;Adjunct Professor of Practice ManagementSal Monastero• BS, Economics, Villanova University• MBA, Golden Gate UniversityAdjunct Professor of LeadershipJulie H. York, CLU, ® ChFC, ® RHU, ® REBC ®• BS, University of North Carolina• MS, Georgia State UniversityAdjunct Professor of Health Insurance41 41

Supporting The American CollegeWhy 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 designationlaunched 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 than150 textbooks and other multimedia material, live online webinar classrooms, discussion boards, e-books, and online videomodules.• 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 dedicatedto 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 canmultiply if you work for a matching gift company. Or, perhaps planned giving presents the best opportunity for you. Optionsrange from appreciated annuities, life insurance and real estate to retirement plan assets, charitable gift annuities, and charitableremainder 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.eduTo discuss planned giving, contact:• Allen Thomas, JD, CAP ® at 610-526-1422 or Allen.Thomas@TheAmericanCollege.edu42

One Person: Transforming Lives with The American CollegeHow 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 hastransformed 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 anopportunity to share your story with us.“It is key — in order for The College to be able tocontinue — that we as alumni contribute to TheCollege in any way, in any format, and in anyamount. Given that The College has had such animpact on my career, it’s almost a no brainer togive back. All of us alumni who hold designationsshould contribute to The College because it hasgiven us a knowledge base that is invaluable.”Lee V. Bethel, CLU, ® ChFC, ® REBC, ® RHU, ® CAP, ® ChHC ®PresidentComprehensive Benefit Services, Inc.The American College Board of TrusteesPresident’s Circle member for 8 years“Leveraging The American College and getting mycredentials was really what launched my career. Iwant to pass that on. I want others to experiencethat, and I know the growth of our industry hasto do with people continuing their education like Idid. So, for me, it’s really about doing the rightthing and passing that legacy on to others so theycan experience the same success that I’ve hadthrough my relationship with The College.”Susan M. Cooper, CFP, ® CLU, ® ChFC, ® CAP ®Managing PartnerPenn Mutual Life Insurance CompanyThe American College Board of TrusteesPresident’s Circle member for 3 years“The life insurance business allows you totransform lives that would have otherwise beendestroyed. We in this industry sometimes take forgranted the fact that we are the only professionwith our own accredited college to supportcontinuing education, to support best practices.That’s why I believe so strongly in contributingfinancially to The American College.”Philip C. Richards, CLU, ® RHU, ® CFP ®Chairman and CEONorth Star Resource GroupThe American College Board of TrusteesPresident’s Circle member for 8 yearsVisit OnePersonTransformingLives.com today to hear more compelling testimonials aboutThe American College’s impact on the lives of financial services professionals.43 The American College • 888-263-7265 • TheAmericanCollege.edu43

The American College’s Lecture SeriesEach 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 SeriesThe Henry A. Deppe Lecture Series was createdin 1989 in the name of Henry A. Deppe, CLU, ® aformer general agent of The Guardian LifeInsurance Company. The focus of the lecture isto provide knowledge on pensions and retirementsecurity issues. This lecture series isHenry Deppe, CLU ®supported annually by earnings from anendowment fund established at The College byThe Guardian, as well as Deppe’s friends and associates. Previous presenters have includedAttorney Andrew J. Fair, Bruce J. Temkin, and numerous other estate planning experts.Brian H. Early Lecture SeriesThe Brian H. Early Lecture Series was created inOctober 2009 from sponsorship ofNorthwestern Mutual Managing Partners andManaging Directors, in partnership with theNorthwestern Mutual Foundation. This lecturehonors Brian Early and his beliefs in managementand leadership. The annual lectureBrian Early, CLU ®features presentations by industry thoughtleaders on the topic of practice management and leadership. The 2011 lecture was presentedby Patrick Lencioni, founder and president of The Table Group.44Frank M. Engle Lecture SeriesIn 1976, Frank M. Engle funded an annuallectureship which continues through support ofthe Frank M. Engle Distinguished Chair inEconomic Security Research. The purpose of thelecture series is to promote the study of theeconomic life of the United States in the globalCraig Lemoine, CFP ® : 2011 Engle Lectureeconomy, with particular emphasis on the socialand economic impact of private and publiceconomic security mechanisms. Craig Lemoine, CFP, ® assistant professor of financial planningat The American College, was the guest speaker for the 2011 lecture.Maurice L. Stewart Lecture SeriesThe Maurice L. Stewart Lecture Series wascreated in 2009 through the joint effort of ThePenn Mutual Life Insurance Company and TheAmerican College to honor Maury Stewart,CLU, ® ChFC, ® CLF ® . This lecture recognizes thelifelong contributions Stewart has made to PennRay Smith: 2011 Maurice L. Stewart Lecture Mutual, The American College and the entireindustry. In 2011, the lecture, which addressesthemes and issues critical to the practice of leadership development, featured Rear AdmiralRay Smith (Ret.), a Navy SEAL for 31 years.Margaret I. Bradshaw Lecture SeriesThe Fund supports the Margaret I. BradshawLecture Series in recognition of generous gifts tothe Fund by Margaret Bradshaw, CLU. ®Bradshaw was a pioneering woman in the lifeinsurance industry, earning the CLU ® in 1931and pursuing a successful career with JohnMeryl Comer: 2011 Margaret Bradshaw Lecture Hancock. The lecture series provides theplatform for distinguished speakers to addresscritical issues in financial services. Emmy Award-winning reporter Meryl Comer presented the2011 lecture, “A Wake-Up Call for Baby Boomers: The Dark Side of Longevity.”The Richard A. Liddy Lecture SeriesRichard A. Liddy, CLU ® created The AmericanCollege’s Richard A. Liddy Lecture Series,dedicated to thought provoking, essentialinformation for financial professionals. Liddy,past chairman of General American LifeInsurance Company, was instrumental inVincent 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 speakeron “The Dynamics of 21st Century Leadership.”

Corporate Consulting Center at The American CollegeYour Team Just Got StrongerOur 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, allbacked 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 textbooksStrategy and PlanningUnlock the potential of your businesswith an objective, external review.Leadership DevelopmentMaximize the contributions of currentand future leaders.Practice ManagementBuild field performance excellence ateach career stage.Product and Skills TrainingCustomize training programs drawing fromthe industry’s premier source of knowledge.“The work we’ve done with the Corporate Consulting Centerat The American College has allowed us to expand ourleadership development programs beyond our expectations.From the moment we began working with them, they tookextraordinary steps to understand our business, our goalsand our people. They’ve worked with us to look at leadershipdevelopment in new ways and our team has benefitted as aresult. We couldn’t be happier with our relationship with TheAmerican College.”— Kimberly ReynoldsSecond Vice President, Training Development , Aflac“The College took time to learn about our team and our goalsfor the program, and used that information to create contentthat was in perfect sync with our learning and developmentneeds. We were extremely pleased with the program. Theattention to detail and quality were clearly reflected in thepositive feedback we received from our participants.”— Michael T. Van Grinsven, CLU ®Director, Field Recruitment DivisionNorthwestern Mutual“The American College is a one-stop-shop. The wealth ofinformation available along with the technical support TheAmerican College provides has enabled us to developprofessional training scripts and videos that will be used inmultiple markets throughout the world.”— Terry SchusterVice President , MetLife Sales Learning Center45610-526-1434 | TheAmericanCollege.edu/Consulting

Your Alumni AssociationAlumni ToursThe American College Alumni Tours bring the best ofThe College to cities all over the country, and the 2012Alumni Tour will be our best yet!Making stops in New York, Philadelphia and Chicago,the 2012 Alumni Tour will feature vibrant, engagingpresentations from some of the industry’s finestthought leaders, networking opportunities with yourfellow alumni and friends of The College, as well as CEofferings to keep your credentials up-to-date andrelevant.Your support can make these events AND yourrepresentatives more successful, while improving theindustry overall.For more information, please call AlumniRelations at 610-526-1477The 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 educationalfoundation 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 ceremonyfor new designeesConnection• The Wealth Channel ® Magazine – The nation’s definitive source of insight and knowledge into the creation offinancial security• Connections monthly updates on the profession and The CollegeRecognition• Building awareness for your designations• Awards for professional success and exemplary volunteerism, including The Alumni Association Hall of Fame andAlumnus of the Month• Shop the alumni store to show off your American College prideTo learn more, visit TheAmericanCollege.edu/Alumni. or contact us at Alumni@TheAmericanCollege.edu“Among the numerous perks of being agraduate of The American College,belonging to the Alumni Association is oneof the best. Experience all the great benefitsThe American College’s Alumni Associationhas to offer, including a free subscription toThe Wealth Channel Magazine, as part ofyour free membership! ” — Mickey Rosenzweig, CLU, ® ChFC ®President , The American College Alumni Association46Members 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 ServicesPromoting the advancement of women in the financial services industry and advocating for the economic security ofAmerican women.In 2011, State Farm ® made a generous donation to The American College, which enabled us to create a new Center forWomen and Financial Services.The State Farm Center for Women and Financial Services (“the Center”), is the first academic center of its kind. Throughresearch, awareness and education the Center will serve as the nation’s leading authority on the economic issues andopportunities of American women, both as consumers and providers of financial products and services.ResearchThe State Farm Center for Women & Financial Services at The American College has a range of primary research projectsunderway. In addition to our primary research, the office of the State Farm Chair in Women and Financial Services has beenbuilding a bank of secondary research relating to the financial issues women face, as well as their emerging leadership infinancial services and the workplace.AwarenessAlthough 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 Chairhas been actively researching, writing and speaking on women’s issues. To view the articles, videos and white papers, pleasevisit our website at TheAmericanCollege.edu/WomensCenter.EducationThe State Farm Center for Women & Financial Services at The American College seeks to educate women inside andoutside of the classroom. Students interested in the women’s market are encouraged to take Marketing Financial Servicesto Women (FA 204), which explores the marketing opportunity and demand for insurance and financial products that existamong American women.The Center is also focused on increasing female student engagement creating learning communities and exploringopportunities to increase curriculum accessibility. One of the other ways we are accomplishing this goal is through theWomen’s Leadership Academy, which is designed to create a community of female leaders in the financial services industrywho seek to refine their leadership skills and develop their careers through education. The Women’s Leadership Academywill 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 womenin the financial services industry andadvocating for the economic securityof American women.47 The American College • 888-263-7265 • TheAmericanCollege.edu 47

The Cary M. Maguire Center for Ethics in Financial Services TheAmericanCollege.edu/Ethics“The top priority for the financial servicesindustry needs to be rebuilding the trustof the public, which has been erodingover the past few years. The Cary M.Maguire Center for Ethics in FinancialServices at The American College is acrucially important thought leader inhelping the financial services industry toregain that public trust.” — Jim Mitchell, CLU, ® ChFC ®Trustee and Foundation Director EmeritusThe American CollegeThe Mission of The Cary M. Maguire Center for Ethics in Financial Services is to raise the level of ethical behavior in thefinancial services industry.Objectives• To promote ethical behavior by offering programs that go beyond the ‘rules’ of market conduct to help executives andproducers 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 interactivecontinuing 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 publicpolicy positionsSupporting the CenterYou can support The Cary M. Maguire Center for Ethics in Financial Services in various ways, including our wonderful membershipopportunities. Not only will you be supporting the Center for Ethics, but you will also receive benefits for you and youremployees, such as half-price continuing education programs, workshops and webcasts at reduced rates, our newsletter andmuch 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 comeaway 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 ReportCenter for Ethics ProgramsThe Cary M. Maguire Center for Ethics in Financial Services provides an arena to explore the ongoing challenges in the financialservices industry and creates an environment where ethical issues can be discussed with candor among peers. In addition to theMember 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 inthe financial services industry. As many as 150 insurance companies and more than 100 other financial services-relatedcompanies, professional associations and societies have participated as endorsers.• The annual Forum on Ethical Leadership brings executives and practitioners from financial services companies and businessethicists from academia together for an interactive Forum to discuss current ethical issues in the financial services industry.• The Cary M. 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’smission, the Fellow is committed to fostering a meaningful and productive engagement with industry groups, the academiccommunity and regulatory agencies.48For more information on our continuing education courses, please see page 64. Please visit our website atTheAmericanCollege.edu/Ethics, or contact us directly at Ethics@TheAmericanCollege.edu or 610-526-1356.

New York Life Center for Retirement Income Supporting The College’s Educational Mission in the Area of Retirement Income PlanningAs baby boomers begin to move into retirement, no topic is of more interest than retirement planning. The Center has beenbuilding an extensive library of freely available, timely video content with the nation’s leading authorities to help advisorsbetter assist their clients on ways to secure a more financial future.Major Topic Areas:• Retirement Income Planning — Determining appropriate withdrawal strategies; identifying sustainable withdrawalrates; 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 ofbudgeting; 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 relocationTheAmericanCollege.edu/RetirementHighlights of Some of Today’s PressingIssues in Retirement Income PlanningWhat is the impact of annuities on retirement ruin?Interview with Moshe Milevsky, Ph.D., Walt Woerheide, PhD, CFP ® andKenn Beam Tacchino, JD, LLMRecommended 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 organizationsBe 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 fundretirement needs?Interview with Dr. Barbara Stucki, Ph.D. and David A. Littell, JD,ChFC, ® CFP ®A place for financial advisors to learn how to maketheir clients’ retirement money last a lifetime.Is it better to defer Social Security and withdraw otherfinancial assets?49Katy O’Leary interviews Dr. William Reichenstein49

The Vane B. Lucas Memorial Library at The American CollegeA Wealth of Financial Services ResourcesThe Vane B. Lucas Library is the core of an extensive array of print and online referencematerials tailored for the financial services industry professional. Topics include estateplanning, 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 informationThe library catalog is available on The American College website, on the Blackboard OnlineLearning Center, or on the web: TheAmericanCollege.edu/LibraryLive, Knowledgeable AssistanceInexperienced at library research? Our on-site research professionals can steer you in the rightdirection. Whether you are looking for simple information or more complex data, the librarycan assist you with the identification of specific resources for your research. Our librarians willscour our collection and online databases to pinpoint the relevant, up-to-date informationthat you need.The library is open to the public for general use, Mondays through Fridays during the regularbusiness 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.The American College270 S. Bryn Mawr AveBryn Mawr, PA 19010Phone: 610-526-1307Fax: 610-526-1322E-mail: Library@TheAmericanCollege.eduLibrary Staff (from left to right) Virginia E. Webb, Mary Anne Adler and Nancy Nalbandian50

MetLife Learning Center The Home of Corporate LearningAllen McLellan, LUTCF, CLU, ® ChFC, ® CASL, ® CFP ® ; Professor of InsuranceThe MetLife Learning Center represents the most modern and convenientvenue for your team to meet, plan and develop strategic solutions.Located just 20 minutes from the Philadelphia International Airport and 15 minutes fromhistorical sites at Valley Forge, PA, The MetLife Learning Center features three adjoiningconference 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 daysas 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-cameradigital studio. Rehearse and edit seamlessly on one floor at your pace and without outsidedistractions — all in one day, all in one location!Lead with Cutting-Edge SolutionsImmerse yourself in the digital era of learning at the nation’s premiere institution devotedto your success.• Fully networked for robust communication with your home office, colleagues andcustomers.• In-house team of audio-visual engineers and eDesigners can turn your sessions intowebinars, DVDs and even custom websites without the added expense of third-partyproduction companies.Why the MetLife Learning Center for Your Meeting?Strategic retreats and meetings in hotels can be routine and predictable because thosevenues have no stake or investment in what your employees are there to learn. However, anevent at The American College, the nation’s largest not-for-profit college devoted to businesssuccess, takes corporate solutions seriously.Top-Notch Food and Beverage ServiceA superb European-style kitchen is at your disposal and our caterers will ensure that everymeal meets your specifications.Schedule Your Event TodayFor a customized package to fit your event needs, or other information, please contact theMetLife Learning Center at LearningCenter@TheAmericanCollege.edu or at610-526-1206.Take a Virtual TourTheAmericanCollege.edu/MetlifeLearningCenter51 51

TheWealthChannel.comSince its inception, two short years ago, TheWealthChannel.com has quickly become oneof the nation’s leading online sources of financial services insight and knowledge forindustry professionals. During the past year, this valuable video on-demand resource hasgrown by leaps and bounds.With an audience of between 3,000 to 4,000 unique visitors each month, The WealthChannel now features over 1,000 clips of informative video content devoted to topicsincluding retirement, estate planning, insurance and ethics.Programming for The Wealth Channel includes Wealth Today, a daily financial servicesupdate hosted by The American College’s Assistant Professor of Insurance Kevin M. Lynchand Wealth Channel Associate Producer Katy O’Leary. Wealth Today offers the latest infinancial services information, from news and events to research and tips for building yourbusiness — all in the time it takes to brush your teeth.The success of The Wealth Channel has helped The American College provide value-addededucational information to current students and alumni. In addition, the site gives successfulgraduates an opportunity to promote themselves. By featuring the career achievements ofprominent alumni and the institution’s world-class faculty, The Wealth Channel serves as aninstitutional showcase that demonstrates the benefits of The American College’s educationalprograms and their ability to help individuals achieve career distinction in the financialservices industry.Social MediaFollow The Wealth Channel on Twitter @WealthChannelLike us on Facebook! TheWealthChannelAnd join our discussion of hot topics on LinkedInFor more information contact Katy.Oleary@TheAmericanCollege.com.New! Sign up to receive TheWealthChannel.com’s newsletter, andreceive industry updates, straight to your inbox!52

The Wealth Channel MagazineThe 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 anenthusiastic following of more than 45,000 alumni, financial services industry professionals and friends of TheAmerican College.This bi-annual magazine features cutting-edge information from industry thought leaders and the acclaimedfaculty 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 onhow 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 AmericanCollege’s President and CEO, Larry Barton, CAP, ® PhD.• Regulation Updates. Analysis of the latest legislative activities and their impact on your practice isprovided by the Association for Advanced Life Underwriting (AALU).Peter C. Browne, LUTCF (Ex Officio)Price, Raffel & Browne, Inc.UNIFI CompaniesRandall Harbert, CLU ®State Farm Insurance CompaniesLeo C. Tucker, CLU ®The Washington GroupArticles from the magazine are available online at TheWealthChannel.com andyou can sign up to receive the publication. Check out themobile version of The Wealth Channel Magazine!Available on iTunes Newsstand, The WealthChannelMagazine mobile version features an easy-to-navigateinterface, 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.eduto find out how.888-263-7265 53• TheAmericanCollege.edu53

About The American CollegeWho We AreThe American College is a not-for-profit educational institutionwith the highest level of academic accreditation, dedicated toleadership in innovative training and development for financialservices professionals.The College is distinguished by resources of the highestquality, innovation in program delivery and design andresults that create meaningful, sustainable advantages forour students.Serving as a valued business partner to banks, brokeragefirms, insurance companies and others since 1927, TheAmerican College has assembled a faculty of the foremostthought leaders in the industry to help companies and theiremployees succeed.Our MissionThe mission of The American College is to raise the level ofprofessionalism of our students and, by extension, thefinancial services industry as a whole. By imparting expertknowledge — and by emphasizing that such knowledgemust be regularly renewed and ethically applied — TheCollege seeks to strengthen not only our students’ professionalism,but also the financial security of individuals,families, businesses and the communities they serve.VisionAs the leader in financial services education, The AmericanCollege partners with companies and professionals to helpthem realize their full potential, creating relevant learningopportunities that:• Raise expectations and standards;• Build significant, sustainable advantages for ourstudents;• Influence the industry and general public for thecommon good.54Board of TrusteesLaurence Barton, CAP, ® PhD(Ex Officio)The American CollegeMichael A. BellPacific Life Insurance Co.Wendy A. BensonMassMutual Financial GroupLee V. Bethel, CLU, ® ChFC, ® REBC, ® RHU, ®CAP , ® ChHC Comprehensive Benefit Services, Inc.Christopher O. Blunt, ChFC, ® CAP ®New York LifePeter C. Browne, LUTCF(Ex Officio)Price, Raffel & Browne, Inc.UNIFI CompaniesEdward W. CassidyThe Phoenix CompaniesNicholas M. Cecere, LUTCF, CLU ®Principal Financial GroupSusan M. Cooper, CFP, ® CLU, ® ChFC, ®CAP ®Penn Mutual Life Insurance Co.Michael J. CoreyMJC Ventures, Inc.Ralph L. (Chip) Crews, CLU, ® ChFC ®Mutual of OmahaMichael C. Davidson, CLU ®RetiredState Farm Insurance CompaniesJ. Scott Davison, CLU, ® ChFC ®OneAmerica Financial Partners, Inc.Caroline Feeney, CLU, ® ChFC ®Prudential Insurance Co.Peter A. Golato, CLU, ® ChFC ®Nationwide FinancialJohn W. Greene, Jr., CLU, ® ChFC ®Prudential Insurance Co.Randall H. Harbert, CLU ®State Farm Insurance CompaniesThomas H. Harris, CLU, ® ChFC ®Penn Mutual Life Insurance Co.John L. Haver, JD, CLU, ® ChFC ®Mutual of OmahaGary T. (Doc) Huffman, CLU, ® ChFC ®Ohio National Financial ServicesFred H. JonskeM Financial GroupMichael L. Kalen, CLU, ® ChFC ®Futurity First Insurance Group, Inc.Terri R. Kallsen, CFP ®ConsultantKaren Eilers Lahey, PhDUniversity of AkronJames J. Meehan, MSM1847 FinancialJames A. Mitchell, CLU, ® ChFC ®Retired, IDS Life Insurance Co.Deanna M. Mulligan, CLU, ® ChFC ®The Guardian Life Insurance Co.Linda S. Need, CFP, ® CAP ®Wells Fargo Insurance Services USABruce G. Parker, Jr., MSM, LUTCF,CLU, ® ChFC ®PanAmerican Life Insurance GroupScott R. PerryCNO Financial Group &Bankers Life & Casualty Co.Robert B. Plybon, CLU, ® ChFC ®Plybon & AssociatesReginald N. Rabjohns, CLU, ® ChFC ®(Ex Officio)New England FinancialPhillip C. Richards, CLU, ® CFP, ® RHU ®North Star Resource GroupMichael Rosenzweig, CLU, ® ChFC ®Rosenzweig Financial ServicesDavid R. Rubinowitz, MSM, LUTCF,CLU, ® ChFC, ® CAP ®ConsultantAlbert J. (Bud) Schiff, CLU, ® CAP ®NYLEX BenefitsTodd M. Schoon, JD, CLU, ® ChFC ®(Chairman)Northwestern MutualRobert D. Shapiro, CLU ®The Shapiro Network, Inc.Frederick J. SievertRetired, New York Life Insurance Co.J. Eric Smith, CLU, ® ChFC ®Swiss Re Americas Corp.Nikki L. SorumThrivent Financial for LutheransLeo C. Tucker, CLU ®The Washington GroupMichael J. Vietri, CLU ®ConsultantRandy F. Wallake, CLU, ® ChFC ®Securian Financial GroupRobert J. Wernecke, CLU ®ECA Financial Services Inc.Doyle J. Williams, CLU, ® ChFC ®COUNTRY FinancialCharles R. Wright, CLU, ® ChFC, ® CAP ®Retired, State Farm InsuranceCompaniesRobert “Bucky” WrightAXA Equitable Life Insurance Co.

The American College Foundation Board of DirectorsLaurence Barton, CAP, ® PhD (Ex Officio)The American CollegeJames M. Benson, CLU ®Benson Botsford LLCDebra Boblitt, CLF ®State Farm InsurancePeter C. Browne, LUTCF (Chair)Price, Raffel & Browne, Inc.UNIFI CompaniesHoward B. Cowan, CLU ® , ChFC ®Cowan Financial GroupCharles T. (Tip) Cronin III, CLU, ® CAP ® (Ex Officio)The American CollegeLouis P. DiCerbo II, LUTCF, CLU, ® ChFC ®DiCerbo PCP and Associates, Inc.Salvatore F. Farina, MSM, CLF, ® ChFC, ® CLU ®New York Life Insurance CompanyNeal R. Fegely, CPA (Ex Officio)The American CollegeR. David Fritz, Jr., CLU ®Executive Benefits NetworkPhilip E. Harriman, CLU, ® ChFC ®Lebel & Harriman, LLPSalene Hitchcock-Gear, JDAcacia Life Insurance CompanyAmeritas Investment CorporationJohn IrvinPartnersFinancialArnold M. Katz, CLU ®Delaware Valley Financial GroupArthur 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 ConsolidatedEugene F. LoVasco, JD, CLU ®Brown & Brown of DetroitReginald N. Rabjohns, CLU, ® ChFC ® (Past Chair)New England FinancialMichael Rosenzweig, CLU, ® ChFC ®Rosenzweig Financial ServicesAlbert J. (Bud) Schiff, CLU, ® CAP ®NYLEX BenefitsTodd M. Schoon, JD, CLU, ® ChFC ® (Ex Officio)Northwestern MutualJoel A. Shapiro, MSFS, CLU, ® ChFC ®Bartmon, Shapiro and Associates, Inc.Donald P. Sullivan, Jr., CFP ®The Guardian Life Insurance Company of AmericaE. 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 CompaniesEmeritus DirectorsBrian 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 ®HeritageFounded by industry pioneer Solomon S. Huebner in 1927,The American College has a rich history in the financialservices education arena—standing strong as the standardbearer for quality professional education.The institution has grown from its initial roots at TheUniversity of Pennsylvania’s Wharton School to become theleader in financial services education. Our faculty nowincludes the nation’s top thought leaders in financialservices practice and management, offering expertise thatis sought by companies, agencies, policy makers andindividual students across the United States and abroad.The American College has remained nimble and proactivein the rapidly changing financial products and servicesindustry. More than ever, success in the field requiresspecialized knowledge. These demands fuel our growthand continue to bring prestige to an education from TheAmerican College.AlumniOur alumni are at the forefront of the financial servicesindustry, managing leading offices and providing professionalfinancial advice and guidance to millions of institutions,families and businesses. These leading practitionerscontinue to be dedicated to The College and provideongoing support to see that the original vision of founderSolomon S. Huebner will remain strong through all of theopportunities and responsibilities that lie ahead.55 55

LUTCF/FSS ProgramsFA 200 Techniques for Prospecting: Prospect or PerishTeaches advisors industry-proven methods for successfully identifying, selecting andapproaching prospects for financial products and services. The course covers procedures forcreating prospect awareness, target marketing concepts and prospect qualification andprioritization techniques. Students learn how to overcome the psychological barriers toprospecting and innovative approaches to setting income and activity goals. Strategic, tacticaland operational business planning processes are presented in detail, along with effectivecontact management systems. In addition, practice management concepts, professionalismand ethics are explored. [1, 2, 3]Tuition: $445Includes: text by Cohen, Lynch, Okumura and Stevick, Techniques for Prospecting: Prospector Perish, with supplement.FA 201 Techniques for Exploring Personal MarketsThe objective of the course is to create a basic marketing plan for penetrating groups of peoplein the personal markets (as opposed to business markets) such as a community organization orethnic population. Learn to segment any group of people with a communication system intofour different life-cycle market segments. Create a value proposition and identify marketingcommunication strategies and supplemental deliverables that will appeal to a targeted group.Customize your preapproaches and approaches based on the most common financial andinsurance needs of each life-cycle market segment within a targeted group. Learn about themajor 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: $445Includes: text by McLellan, Okumura and Stevick, Techniques for Exploring Personal Markets,with workbook.FA 202 Techniques for Meeting Client NeedsOffers an introduction to the life insurance sales career and the marketing/planning processin 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 skillsused throughout the marketing/planning, from the initial client meeting, through fact-findingand sales presentations, to policy delivery and service. Presents a review of insurance productsand principles, policy provisions, and the income and estate taxation of life insurance. [1, 2, 3]Tuition: $445Includes: text by Stevick, Techniques for Meeting Client Needs, with workbook.FA 204 Marketing Financial Services to WomenExplore the marketing opportunity and demand for insurance and financial products that existamong the largest single economic force in the world — American women. This course isdesigned 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 offinancial planning (insurance and risk management, cash management, investments, incometaxation, retirement and estate planning). Since trust is essential for success in the “Women’sMarket” and is often absent in how women view financial professionals, the barriers and buildersof 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: $445Includes: text by Quist-Newins, Women and Money - Matters of Trust, with workbook.FA 211 Essentials of Disability Income InsuranceExamines individual disability income insurance and the related products of business buyoutcoverage and business overhead expense insurance. Presents the real reasons behindcommonly used objections and what they tell the skilled financial advisor, and reviews provensales approaches and ways to overcome these objections and close the sale. Also covers theuse of fact finding and field underwriting in making the disability income insurance sale, howto customize the policy to meet the prospect’s objectives, and how to deliver the policy andservice the plan. [1, 2, 3]Tuition: $445Includes: text by Lynch, Essentials of Disability Income Insurance, with supplement.FA 222 Essentials of Multiline Insurance ProductsThis course provides multiline agents with a property and liability customer base the knowledgeand a simple strategy for cross-selling other financial products in the various levels ofthe financial planning pyramid: disability income, life, and long-term care insurance, as wellas mutual funds and annuities. Retirement and estate planning are also discussed. Learn touse the periodic financial review process to identify, prioritize, and coordinate the financialand insurance needs your customers need to address in order to achieve their dreams andprotect 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 theirmost probable financial needs. [1, 2, 3]Tuition: $445Includes: text by Okumura, Essentials of Multiline Insurance Products, with workbook.[Course formats available: 1. Local class; 2. Live online class; 3. Online Training Center]56

FA 251 Essentials of Business InsuranceCovers how life and disability income insurance can guarantee the control and value of abusiness following the owner’s or key person’s death, disability, or retirement through buy-sellagreements and key person insurance. Reviews the types of business organizations and how thisimpacts business continuation planning and taxation of the business and its owners. Providesprospecting and approach techniques used with business owners to address the problems theyface. Explores the basics of estate planning for the business owner. Examines what to say, how tosay it and when to say it to capture the attention of the business owner. [1, 2, 3]Tuition: $445Includes: text by Stevick, Essentials of Business Insurance, with workbook.FA 255 Essentials of Long-Term Care InsuranceProvides an overview of why there is a need for long-term care (LTC) and explains what LTC isand who will need it. Describes how to select, approach and meet the prospect. Covers theuse of fact finding and field underwriting in making the LTC insurance sale; how to customizethe 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 asafinancial services professional; and how to build an LTC insurance practice. [1, 2, 3]Tuition: $445Includes: 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’sretirement. 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 aclient’s overall planning objectives. Presents the characteristics of fixed, indexed and variabledeferred annuities as they apply to planning for the accumulation of wealth on a tax-favoredbasis during one’s working years. Discusses immediate annuities’ variations in the context ofthe income security they provide for retirees. [1, 2, 3]Tuition: $445Includes: text by Lynch, Essentials of Annuities, with supplement.FA 257 Essentials of Life Insurance ProductsBegins 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 intoday’s markets. The course also explores personal, family and business uses of life insuranceproducts, as well as policy illustrations, cost comparison methods, income and estate taxation,policy provisions, marketing ideas and ethical issues facing the financial advisor. Provides areview of the selling/planning process for life insurance product solutions. [1, 2, 3]Tuition: $445Includes: text by Stevick, Essentials of Life Insurance Products, with workbook.FA 261 Foundations of Retirement PlanningGuides financial professionals through the basic retirement planning process. Learn aboutfact finding, methods of analyzing facts, and common retirement planning products such asIRAs and annuities. The course touches on the major issues surrounding retirement planningincluding 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, italso discusses wealth management and distribution strategies for retirees, including adiscussion on estate planning. [1, 2, 3]Tuition: $445Includes: 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 benefitsplanning, 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 aclient’s financial plan. [1, 2, 3]Tuition: $445Includes: text by Worsham, ed., Foundations of Financial Planning: An Overview, withworkbook.[Course formats available: 1. Local class; 2. Live online class; 3. Online Training Center]57 57

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 approachclients, information gathering through fact finding, analyzing the information, developingand presenting the financial plan and implementing and servicing the plan. Time-value-ofmoney, financial risk tolerance, asset allocation and financial planning applications also arecovered. [1, 2, 3]Tuition: $445Includes: text by McLellan, Okumura and Stevick, Foundations of Financial Planning: TheProcess, with workbook.FA 264 Foundations of Investment PlanningProvides an overview of investment planning and the investment planning process. Examinesthe securities markets and their regulation, the tax treatment of investors, how to measureinvestment returns and investment risk. All types of investments are investigated, includingmutual funds and other types of pooled investments. Each step in the investment planningprocess is analyzed, followed by a discussion of the role of ethics. [1, 2, 3]Tuition: $445Includes: 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 PlanningOffers an introduction to estate planning and the role life insurance plays in the planningprocess. 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 estateand discusses the importance of having a will, the gift and estate transfer tax system, statedeath and estate taxes, trusts and planning estates of business owners. [1, 2, 3]Tuition: $445Includes: text by Stevick, Foundations of Estate Planning, with workbook.FA 290 Ethics for the Financial Services ProfessionalProvides a practical framework for making ethical business decisions in the financial servicesindustry. This course examines legal, compliance and practice standards that apply to thefinancial services professional. The course also investigates ethical approaches to placingfinancial 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 istextbook self-study, with online exam (requires a proctor). (Students licensed in New Yorktake paper exams.) Exam is required for state CE credit.Tuition: $155Includes: text by Ragatz and Duska, Ethics for the Financial Services Professional.CP 151 Certificate in Paraplanner StudiesA comprehensive course designed to teach the planning process and meet the practicalneeds of paraplanners. Program certificants will learn: components of a comprehensivefinancial plan, insurance, employee benefits, income taxes, investments, retirement, andestate planning basics, Social Security and Medicare, steps in the planning process communications,client relations, and marketing skills, fact finding, plan development, and planpresentation, time value of money, risk tolerance, asset allocation, planning applications. Inaddition to a package with two textbooks written by the expert faculty, you receive onlineaccess to study resources and practice questions. When you’re ready, you’ll take two examsat your convenience online: one halfway through the program, and one at the end.Tuition: $205[Course formats available: 1. Local class; 2. Live online class; 3. Online Training Center]John Oliver, ChFC, ® CLU, ® CAP ® John Oliver discusses selling life insurance in a turbulent environment during the2011 Alumni Association Tour’s stop in Dallas.58

Solomon S. Huebner SchoolSolomon S. Huebner School ChHC ȚM CASL ® , ChFC ® , CLF ® , CLU ® , REBC ® andRHU ® Designations and CFP ® Certification CurriculumHS 300 Financial Planning: Process and EnvironmentProvides 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 anunderstanding of the role and responsibilities of a financial planner, along with someanalytical skills to aid in financial decision making.Tuition: $620Includes: text by Lemoine, Financial Planning: Process and Environment; student supplement;audio review; sample exam questions; online enhancements. Supplemental study toolsavailable for an additional cost. See TheAmericanCollege.edu/Keir for additionalinformation.HS 311 Fundamentals of Insurance PlanningFocuses on the role of planning for insurance needs. Covers basic concepts in risk managementand insurance, insurance industry operations, legal principles pertaining to thisindustry,and regulation of insurers. Examines social insurance, life insurance and annuities,medical and disability income insurance, long-term care insurance and personal property andliability insurance. Concludes with an overview of commercial property and liability insuranceand a case study.Tuition: $620Includes: text by Lynch & Stevick, Fundamentals of Insurance Planning; student supplement;audio review; sample exam questions; online enhancements. Supplemental study tools availablefor an additional cost. See TheAmericanCollege.edu/Keir for additional information.HS 313 Individual Health InsuranceProvides an overview of individual health insurance that is designed to meet the needs ofindividuals, families and certain business situations. Covers medical expense insurance, disabilityincome insurance and long-term care insurance. Discusses types of policies, contractualprovisions, regulation and underwriting. Consumer-directed health plans are also covered.Tuition: $620Includes: text by O’Hare and Beam, Individual Health Insurance Planning; Medical, DisabilityIncome, and Long-Term Care; student supplement; audio review; sample exam questions;online enhancements.59HS 321 Income TaxationExamines the federal income tax system with particular reference to the taxation of individuals.Covers such concepts as gross income, exclusions from gross income, deductions, taxcredits, capital gains and losses, taxation of life insurance and annuities and income taxationof partners, partnerships, corporations and shareholders.Tuition: $620Includes: text by Woehrle and Brinker, Fundamentals of Income Taxation (Tenth edition); studentsupplement; audio review; sample exam questions; online enhancements including videolearning objectives. Supplemental study tools available for an additional cost. SeeTheAmericanCollege.edu/Keir for additional information.HS 322 The Financial System in the EconomyPresents an overview of the global financial system and its influence on the financial servicesindustry. Examines financial markets, their principal institutions and their economic functions,products and services. Examines the rapidly changing regulatory and competitiveenvironment and major trends that shape the industry.Tuition: $620Includes: text by Rose and Marquis, Money and Capital Markets; study guide; audio review;sample exam questions; online enhancements.HS 323 Individual Life InsuranceFocuses on life insurance policies and annuities available for the personal needs of individualsand their use in financial planning. Covers individual insurance products and insurance reservesregulation. Also covers insurance company organization, operations and investments.Tuition: $620Includes: text by Graves, ed., McGill’s Life Insurance; student supplement; audio review;sample exam questions; online enhancements. Supplemental study tools available for anadditional cost. For more information, go to TheAmericanCollege.edu/KeirHS 324 Life Insurance LawExamines legal rights and obligations of the policy owner and the insurance company, the waydisputes 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 provisionsand the incontestable clause; assignments, ownership rights and creditor rights; beneficiarydesignations and disposition of proceeds; the law of agency; and advertising and privacy issues.Tuition: $620Includes: text by Graves and Christensen, McGill’s Legal Aspects of Life Insurance; studentsupplement; audio review; sample exam questions; online enhancements. Supplementalstudy tools available for an additional cost. See TheAmericanCollege.edu/Keir foradditional information.

HS 333 Personal Financial Planning: Comprehensive Case AnalysisAvailable only through Webinar format, this course applies students’ knowledge and skill set inpersonal financial planning techniques to a comprehensive case study. Students will integratecore financial planning disciplines of retirement, investment, risk management, income tax,employee benefits and general principles into a prioritized comprehensive financial plan.Tuition: $750Includes: text by Lemoine, Financial Planning Applications; student supplement; sampleexam questions; online enhancements.HS 334 Estate Planning ApplicationsCovers 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 ofcharitable contributions as an estate planning technique, planning opportunities stemmingfrom the marital relationship, the taxation of trusts, implications of employee benefits andestate freezes. Includes a case study reflecting procedural aspects of estate planning.Tuition: $620Includes: text by Kurlowicz, Estate Planning Applications; study guide; audio review; sampleexam questions; online enhancements, including key term exercises. Supplemental study toolsavailable for an additional cost. See TheAmericanCollege.edu/Keir for additional information.HS 340 Advanced Topics in Group BenefitsCovers various advanced topics in group benefits. Addresses COBRA, ERISA, HIPAA privacyrules, health care reform, Social Security, Medicare, Medicaid, health plans for federalworkers, voluntary benefits, dental benefits, self-funding, international benefits and ethics.Tuition: $620Includes: text by York, Advanced Topics in Group Benefits; study guide; audio review; sampleexam questions; online enhancements.HS 342 Executive CompensationAnalyzes 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 thatapply to each type of program. The course includes cash-compensation planning, nonqualifieddeferred-compensation plans, funded deferred compensation and restricted-property plans,stock options, split-dollar life insurance plans, disability income benefits, executive fringebenefits, health reimbursement arrangements and limits on golden parachute payments.Tuition: $620Includes: text by McFadden and Schneider, Executive Compensation; audio review; sampleexam questions; online enhancements.HS 343 Compensation and Personnel ManagementCovers the broad area of human resource management, including total compensationplanning and the interrelationship of employee benefits with cash compensation. Alsodiscusses employee recruitment, selection, interviewing and orientation, training andmanagement development, performance appraisal, safety and health, labor relations andcollective bargaining and equal opportunity and the law.Tuition: $620Includes: text by Dessler, Human Resource Management; study guide; audio review; sampleexam questions; online enhancements.HS 344 Advanced Topics in Managed CareAnalyzes managed health care in detail. Covers such topics as physician and member behavior,provider compensation, authorization systems, member services, specialty managed careservices, value, accreditation, information systems, sales, marketing and federal legislation.Tuition: $620Includes: text by Kongstevdt, Essentials of Managed Health Care; study guide; audio review;sample exam questions; online enhancements.HS 345: Essentials of Healthcare ReformThis course is a comprehensive study of major healthcare reform in the United States. The studentwill understand the issues that lead to reform and the significant changes mandated by theAffordable Care Act. Students will learn the details of grandfathered health plans, stateexchanges, the medical loss ratio regulations, revised internal and external review processes andall essential pieces healthcare reform. The course also will explore the effect of healthcare reformon HIPAA and ERISA legislation. Students who successfully pass this course will be positioned toserve effectively in the new environment created by the historic healthcare reform of 2010.Tuition: $750HS 346: The Healthcare ConsultantThis course is designed to provide the knowledge and skills for healthcare professionals to operatein the new environment formed by passage of massive healthcare reform legislation in 2010. Thecourse first reviews the effects of healthcare reform at the federal and state levels and theconsequences for insurers, employers, and individuals. Next, the course explores the regulatoryenvironments 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 afee-based healthcare consultant. The course emphasizes communications, the healthcareplanning process, and characteristics of successful consultants. Finally, the course explores grouphealth plans, individual plans, and ethical business practices.Tuition: $75061

Solomon S. Huebner SchoolHS 350 Understanding the Older ClientFocuses on the important changes clients face as they age to enable financial advisors tobetter serve clients’ needs. Presents the demographics of aging, as well as economic,historical, biological, psychological and political perspectives. Deals with social aspects — lifecourse transitions, family relationships and social support systems, living arrangements andwork and retirement. Covers care issues, including health and health care, caring for the frailelderly and dying, death and bereavement. Also addresses practical considerations involved incommunicating effectively with seniors.Tuition: $620Includes: 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.NEWto those goals; choose appropriate strategies to address income gaps; evaluate taxation,estate issues, and other risks to the retirement income plan; prepare alternative solutionsto mitigate plan risks; choose appropriate strategies for monetizing assets over theretirement period; and customize and manage the plan during a client’s retirement.HS 354 Sources of Retirement IncomeThe second of the program’s three courses offers a deep dive on ways to generateretirement income. After completion, you can recommend the optimal Social Securityclaiming age appropriate for each client’s situation; maximize employer-providedretirement benefits; fully leverage individual retirement accounts and self-employedpension benefits; choose appropriate uses of annuities; understand the best applicationof other savings approaches; and select the right investments strategies for accumulatingretirement assets.NEWHS 351 Health and Long-Term Care Financing for SeniorsProvides a thorough analysis of the alternatives available for senior clients to finance medicaland 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: $620Includes: 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 RetirementFocuses on financial decisions clients face as they approach, reach and pass retirement age and onthe 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 distributionphases, annuities, housing decisions and estate planning concerns. Especially valuable forpractitioners helping clients move retirement assets from employer sponsored to individualretirement plans. Provides perspectives on dealing with aging and retired clients and their families.Tuition: $620Includes: text by Littell, Financial Decisions for Retirement; text edited by Tacchino, MakingRetirement Secure; study supplement; audio review; sample exam questions; onlineenhancements. Supplemental study tools available for an additional cost.See TheAmericanCollege.edu/Keir for additional information.HS 353 Retirement Income Process, Strategies, and SolutionsUpon completion of this course, you will be able to create an effective retirementincome plan to maintain a client’s desired lifestyle over the course of retirement; identifyretirement income needs and objectives and evaluate the client’s current situation relativeNEW HS 355 Managing the Retirement Income PlanThe third course in the RICP series focuses on initial and ongoing retirement incomeplan management. This knowledge will help you choose a tax-compliant and tax-efficientstrategy for plan withdrawals from tax-advantaged plans; recommend the best healthinsurance options for retiring clients; select a method for funding long-term care needs;help a client with retirement housing decisions; create and manage retirement incomeportfolios appropriate for each client’s situation; and identify ways to help clients createand maintain satisfaction in retirement.HS 371 Essentials of Management DevelopmentA video-based-learning, moderator-driven field management program that covers vision,recruiting and selection, training and supervision, personal development, goal settingand business planning. For tuition and other information, contact GAMA International,800-345-2687.Tuition: $725HS 372 Leading Practices SeminarOne- to two-day seminars that focus on critical issues facing field managers today, such asleadership, productivity, recruiting, and marketing. For tuition and other information, contactGAMA International, 800-345-2687.Tuition: $725HS 373 Practice Management Concepts for Agency ManagersAn in-depth analysis of the proven practices for field leaders in the financial services industry. Apractical, day-to-day approach to leadership, sales psychology and business strategy. Focuses onthe need for critical results in a fast paced world.Tuition: $72562

HS 381 Integrated Leadership PracticesTen weekly, one-and-a-half-hour, live, online sessions focusing on the knowledge, skills andabilities of new financial services field leaders. The course is a highly interactive overview of thetools and techniques required to effectively recruit, develop and retain sales representatives withinan agency culture of success. The course-long project is a fully developed business plan. For tuitionand other information, contact CLF ® Administration, phone: 610-526-1355; fax: 610-526-1359.Tuition: $1,230Includes: workbook by Herbison and Sarr, Integrated Leadership Practices; online access andenhancements.HS 382 Leadership in a Changing WorldPresents basic leadership concepts and the essentials that every effective leader practices.Examines core leadership behaviors and the results of applying them. Explores the leader’srole in creating, inspiring and maintaining an ethical climate.Tuition: $725Includes: texts by Hughes, Ginnett, and Curphy, Leadership: Enhancing the Lessons of Experience; textby Pritchett, New Work Habits for a Radically Changing World; study guide; online enhancements.HS 383 Interpersonal Relationships in the WorkplaceHelps managers enhance interactions with others by understanding basic concepts of interpersonalrelationships in work organizations. Uses a human relations model and case studies toillustrate concepts, skills and techniques. Discusses topics such as understanding informalorganization, productivity, quality improvement, job redesign, performance appraisal, employeerewards, managing conflict and change and dealing with difficult people.Tuition: $725Includes: 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.HS 384 Creative Problem-Solving and the Strategic Planning ProcessImproves the manager’s ability to solve problems creatively using both analytical and intuitivemeans. Provides an in-depth understanding of the strategic planning process, along withreadings that demonstrate the application of strategic planning concepts.Tuition: $725Includes: texts by Pearce and Robinson, Formulation, Implementation, and Control ofCompetitive Strategy; Croce with Lyon, Lead or Get off the Pot!; study guide; onlineenhancements.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 becometomorrow’s marketing leaders. Integrates tools and techniques from previous CLF ® courses, alongwith an organizational simulation to help managers analyze their current operations, create acustomized marketing organization and develop implementation plans. For tuition and otherinformation, contact CLF ® Administration, phone: 610-526-1355; fax: 610-526-1359.Tuition: $1,950HS 386 Field Management Seminar (FMS) — Leadership Video SeriesA topical program delivered online, with a focus on current issues critical to a field manager’ssuccess and performance. For tuition and other information, contact CLF ® Administration,phone: 610-526-1355; fax: 610-526-1359.Tuition: $310HS 387 Marketing Management of Financial ServicesCovers the essentials of marketing management, including planning and tactical considerationsand a variety of functional areas. While taking a mainstream marketing managementapproach, also includes thought-provoking issues in life insurance and financial services.Tuition: $725Includes: 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. Bringsleaders together to share best practices and integrate the tools and techniques of previousCLF ® courses. Develops the knowledge, skills and abilities required to transform frommanager to leader. For tuition and other information, contact CLF ® Administration,phone:610-526-1419; fax: 610-526-1359.Tuition: $1,950HS 389 Human Resource ManagementApproaches human resource management as a strategic element in every organization.Covers all aspects, including legal issues, job analysis, recruiting and selection, performancemanagement and career development, compensation and pay for performance, safety andhealth and employee relations.Tuition: $725Includes: text by Dessler, Human Resource Management; study guide; online enhancements.63 63

Ethics Continuing Education CoursesThe following on-demand webcasts and self-study courses are focused on ethics in financialplanning and are available for continuing education credit. For more information, pleasevisit our website at TheAmericanCollege.edu/Ethics, or contact us directly atEthics@TheAmericanCollege.edu, or 610-526-1356.CE 100 Issues in the Ethics of Financial ServicesExamines concrete ethical situations that face financial services professionals and helps thestudent develop ethical awareness of issues. It provides tools for effective ethical decisionmaking. Fulfills 3 hours of continuing education for state insurance ethics requirements. Thisclass is subject to state eligibility.Tuition: $51.50CE 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 onlyavailable for credit in IL. Students listen to insightful lectures, watch and comment on relevantand current ethical scenarios, and participate in a guided discussion led by a moderator. Noexam is needed and the instructional DVD containing real life studies is included. This classmeets the three hour Illinois state ethics requirement.Tuition: $59.85Albert J. (Bud) Schiff, CLU, ® CAP ® Recipient of this year’s Huebner Medal awarded during the President’s Dinnerheld in Washington, D.C.CE 110 Ethical Issues in Dealing with Elderly ClientsThis live, one-hour course is presented by the Director of the Center for Ethics in FinancialServices at The American College. It is a specialized course, designed to review the types ofethical issues that emerge when practitioners interact with elderly clients. Students learn bestpractices through scenarios, discussion and thought-provoking questions. This class fulfills onehour of continuing education ethics credit in most states.Tuition: $20.50CE 126 Ethics for the CFP ® ProfessionalExamines the Principles of the CFP ® code of ethics, and engages the student in reflecting onhow to analyze and resolve real life ethical dilemmas facing financial planners in an effectiveway. Fulfills the 2 hours of ethics continuing education for CFP ® Certification.Tuition: $46.5064

Irwin Graduate SchoolMSFS, MSM, Graduate Financial Planning Track, Graduate Certificates,CAP ® Designation and AEP Education ProgramGS 803 Financial Statements and Business Valuation AnalysisThe first part of this course teaches students the “language of business” — accounting. Itdeals with understanding and analyzing financial statements to evaluate the financialstability and performance of a company. The second part of this course provides studentswith knowledge of the fundamentals of equity valuation. Course grades are determined bythe performance on an Examination on Demand ® (EOD). Students are strongly encouragedto complete this course prior to taking either GS 811 (Security Analysis and PortfolioManagement) or GS 819 (Mutual Funds).Tuition: $1,185Includes: Textbook, study guide and online support.GS 804 Communications and Research (Residency)Focuses on enabling students to excel at communications challenges that emerge in theirbusiness, including written, verbal, interpersonal and media-related topics. Considers awide range of business situations where communications excellence is both demanded andexpected by stakeholders.Residency tuition: See Tuition and Fees on page 80.Includes: Textbook, study guide and online enhancements.GS 807 MSFS Case Study ProjectThis course requires the student to develop a comprehensive solution to a financial planningcase. The case materials are introduced online. Students are expected to complete both acomprehensive financial plan and an executive summary.Tuition: See Tuition and Fees on page 80.Includes: Online materials and instructions.GS 808 Advanced Issues in Retirement Planning (Residency)This course addresses current issues relevant to helping clients save for retirementand ensure that adequate retirement income lasts a lifetime. The first day focuses onretirement savings issues including the retirement savings crisis, determining retirementneeds, motivating clients to save, and maximizing savings through tax strategies. Daytwo primarily addresses the issue of choosing an appropriate retirement income strategybut also addresses a very practical issue, when to claim Social Security benefits.Tuition: See Tuition and Fees on page 80.Includes: Study Guide, which includes readings and links to videos to watch inpreparation for class.65GS 811 Security Analysis and Portfolio ManagementThis course teaches portfolio theory through a two decision process: Setting the optimal assetallocation mix (using modern portfolio theory) and selecting securities within the asset classthrough fundamental analysis. While focusing primarily on the first, the course briefly reviewssecurity analysis models, capital markets, and historic risk/return aspects. This course presentstheory and application of identifying optimal allocation of wealth among various asset classes.Techniques are discussed for quantifying expected risk and return for both individual assetclasses and portfolios. This course requires a significant investment of time from the student.Tuition: See Tuition and Fees on page 80.Includes: Textbook, study guide and online enhancements.Self-study course tuition: $1,185Includes: Textbook, study guide and online enhancements.GS 814 Qualified Retirement PlansCourse covers qualified defined-contribution and defined-benefits plans, as well as similararrangements, such as IRAs, SEPs, SIMPLEs, 457 plans, and 403(b) plans. Planning issues areemphasized, with a particular focus on the use of plans in small, closely held businesses. Alltypes of qualified arrangements currently used for enhancing employee retirement planningare covered, including ESOPs, 401(k) plans, and age-weighted plans, as well as topics such aslife insurance as a plan investment, plan loans and qualified plan distributions. The courseculminates with the analysis of a comprehensive case study.Tuition: $1,185Includes: text by Woehrle, Kimbol, & Littell. Qualified Retirement Plans (3rd edition releasedJanuary, 2012), study guide and online enhancements including video learning objectives.GS 815 Advanced Estate Planning IThe first of two advanced gift and estate planning courses. Presents an overview of gift, estateand generation-skipping transfer tax law and builds on that knowledge for application toreal-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, charitableand other deductions; and computation processes involved in estate and gift taxation.Tuition: $1,185Includes: Textbook, study guide and online enhancements.

Irwin Graduate SchoolGS 817 Personal Tax PlanningIntroduces current tax laws, new cases, revenue rulings and regulations for personal andentity (C & S corporations and Partnerships) income tax planning. Presents strategies andtechniques for tax reductions, including the laws governing income allocation, tax shelters,income shifting and deduction recognition and timing.Tuition: $1,185Includes: Textbook, study guide and online enhancements.GS 819 Mutual Funds: Analysis, Allocation and Performance EvaluationProvides a basic understanding of the concepts, sources of information and fee structure ofmutual fund investing. Presents modern portfolio theory, which utilizes mutual funds as assetclasses, and explains how computer-based decision tools support the allocation decision acrossa pre-qualified set of mutual funds. Focuses on recent empirical evidence regarding performanceevaluation and risk characteristics used in pre-qualifying mutual funds for investment.Tuition: $1,185Includes: Textbook, study guide and online enhancements.GS 831 Ethics and Human Values (Residency)A highly interactive course which examines ethical issues and human values from theparticular perspective of the financial services professional. It examines the specific responsibilitiesassumed by those professionals. This course focuses on the specific ethical situationsencountered in their professional dealings by the students. It involves discussion andevaluation of these decisions by examining the extent to which they adhere to fundamentalethical principles, such as integrity, justice and fairness, benevolence and responsibility. Itfocuses on behavior and the implementation of core values through case studies and analysisof ethical dilemmas. In this highly participative course, the leadership candidate is expectedto complete both the reading material and written assignments before arriving on campus.Residency tuition: See Tuition and Fees on page 80.Includes: Study guide and online enhancements.GS 838 Business Succession PlanningSecond of two business succession planning courses. Covers advanced topics in businesssuccession planning. Provides an overview of gift and trust taxation to illustrate howcharitable transfers facilitate business succession planning objectives. Presents detailedcoverage of family limited partnerships and limited-liability companies. Covers sales and giftsof business interests using discounting techniques. The course discusses the use of benefitand retirement plan strategies to facilitate succession planning. The course includes acomprehensive case study. This course also is available as self-study.Tuition: $1,185Includes: Textbook, study guide and online enhancements.GS 839 Planning for Philanthropic Impact in the Context of Family WealthFocuses on how clients and donors can use financial planning, estate planning, and giftplanning to advance their personal financial goals while also having a positive impact on theirheirs and on their community. The course considers the various roles gift planners play; whatit means to be a CAP ® ; the role of wealth and philanthropy in successful families; planning forsocial impact; youth giving; and how to market philanthropic advisory services to specificniches, including business owners, schools, women, and religious organizations. A comprehensivecase study is provided. The course includes online lectures with inset videos, alongwith readings on both the art and the science of gift planning.Tuition: $1,185Includes: texts by Scott Fithian and Todd Fithian, Your Seat at the Table: Where Do You Sit in theMinds of the Affluent?; Thomas Tierney and Joel Fleishman, Give Smart: Philanthropy that GetsResults, and Charles Collier, Wealth in Families, second edition.NEW GS 840 Building & Managing Financial Advisory PracticeEncompasses the concepts of improving the operational efficiency and profitability of afinancial advisory practice. The approach used in this course focuses on two major areas: howto increase recurring revenue, profit, and repeatable processes; and how to structure thepractice in such a way that it can be sold for maximum profit, if applicable. The courseconcentrates on the eight essential business and operational disciplines: client acquisition,client management, the consultative sales/planning process, case development, timemanagement, communication, education, and financial management. The final project forthis course is a comprehensive business plan containing each of the disciplines, with a focuson increasing the value of the practice.Tuition: $1,185Includes: Textbook, study guide and online enhancements.GS 842 Executive CompensationCovers executive compensation plans, emphasizing owner-employees of closely heldbusinesses. Focuses on design of cash and bonus compensation, stock options and otherforms of compensation with restricted property; life insurance, including split-dollar plans andother death benefits; nonqualified deferred compensation; health and disability plans; andvarious fringe benefits. Covers plan installation, financing and administration, as well as66

ERISA, tax, including sections 280G and 409A and other legal and accounting complianceissues. The course culminates with the analysis of a comprehensive case study.Tuition: $1,185Includes: Textbook, study guide and online enhancements.GS 849 Charitable StrategiesFocuses 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 familyimpact of the tools. Special attention is devoted to charitable planning for closely held businessclients. 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 comprehensivestudy guide with readings drawn from journals of finance and philanthropy.Tuition: $1,185Includes: text by Biebl and Ranweiler, Charitable Strategies.GS 859 Gift Planning in a Nonprofit ContextFocuses on what is called “planned giving.” The course will help advisors and nonprofitscollaborate to create, count, and steward meaningful gifts from wealthy donors as part ofthe donor’s overall financial, estate, and legacy plan. Topics include: planned giving as aprofession; the role of a nonprofit board; traditional philosophies of planned giving; theemerging “consultative” philosophy of trusted advisors; the legal framework within whichplanned giving is done; how advisors and nonprofit professionals can partner for optimaldonor/client outcomes; and the ethics and ideals of the gift planning professions. The coursecontains recorded online lectures, with inset videos and interactive exercises , along withcontemporary readings from gift planning, financial, and estate planning journals.Tuition: $1,185Includes: texts from Board Source, 10 Responsibilities of Nonprofit Boards and FundraisingResponsibilities of Nonprofit Boards, Hildy Gottlieb, The Pollyanna Principals: ReinventingNonprofit Organizations to Create the Future of our World, and Jim Collins, Good to Great inthe Social SectorsMSM Course DescriptionsThe total cost of the Master of Science in Management (with an emphasis inleadership) program is $29,870, plus a $360 nonrefundable application fee. Theprogram fee includes tuition, textbooks and other study materials. Students areresponsible for transportation and lodging. The courses are not available separately.Please see pages 32-33 for more information.GS 900 Communications and LeadershipProvides a comprehensive approach to communicating at work from the perspective of theexecutive, enabling the leadership student to understand and correct the poor communicationprocesses and systems in many organizations. Students focus on mitigating conflictthrough constructive communication, projecting the appropriate perception of power,customizing communication to maximize clarity of understanding, swiftly dealing with crisiscommunications and generally communicating effectively, whether in a conversation, withina group, by e-mail or to an audience.GS 910 Leadership Development ExperienceA year-long course designed to provide students with skills useful to their current work as itprepares them for greater leadership challenges in the future. It begins in Residency I with anintroduction to the project and its goals and ends in Residency II with a presentation of thestudent’s findings in a paper and presentation to fellow students. The course requires thatstudents develop a plan for dealing with a specific project of their choosing, that they arelikely to face in their role as a leader. Their research will involve examining best practicesemployed by top executives in many successful companies to facilitate change and improveperformance. The student’s final working draft will recommend a specific resolution of theproblem they chose to address in their year’s research.GS 920 Personal and Interpersonal Leadership SkillsThis course enhances the leader’s skill sets by providing the theory and applications ofpersonal, interpersonal and group and organizational skills. The personal skills emphasizeleader 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 arrayof articles is used to illustrate major skills that are discussed in the text. The latter part of thiscourse asks the student to conduct several self-assessments based on the idea that one mustunderstand one’s self before understanding those who are led.67

Irwin Graduate SchoolGS 930 Classic and Contemporary Leadership StudiesDifferentiates management skills from leadership skills. It reviews the essential research of thelast 100+ years as it describes the traits, style and functions of a leader, as well as situationalaspects, team leadership and transformational leadership. The twin aspects of humility andwill, 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 LeadershipUnderstanding organizational behavior as a necessary requirement for whole systems indeveloping organizations is the central content of this course. The course connects the drivesof human behavior to group behavior in dealing with learning, stress and conflict and thesubsequent 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 behaviorand why it is critical to develop the skills to delegate, motivate, appraise performance and stillbe flexible and creative. The relationships between individual performance and the environmentof the organization are analyzed in depth.GS 950 Law, Compliance, Benefits and Social ResponsibilityShows the relationships between law, compliance processes, employee compensation andbenefits packages, social responsibility and the success of an organization. Building on thebehaviors explored in GS 940, it elaborates on the importance of human resources expertiseregarding job analysis, recruitment, selection, compensation, measurement of performanceand diversity in leading a successful organization. The course demonstrates the importance ofthe organization’s compliance with government requirements of fairness at work, and itincludes a discussion of contemporary human resource management and leadershipprinciples and practices.GS 960 Leading Strategy DevelopmentStrategic management is concerned with determining the future direction of an organizationand implementing the decisions aimed at achieving the organization’s long-term andshort-term objectives. The strategic management process consists of seven major interrelatedsubprocesses, including the strengths, weaknesses, opportunities and threats (SWOT) analysisapproach. The process enables a leader to formulate and implement strategies that accomplishthe mission and vision of the organization.GS 970 Decision Making Leadership SkillsExamines the individual and collective factors that affect the decisions managers make intheir everyday routine at work. The approach is descriptive and prescriptive as it focuses onhow managers actually make decisions, as well as how they ought to make them to optimizefulfillment 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 considersthe collective forces that affect managers’ and leaders’ decisions.GS 980 Ethics in LeadershipThe course covers four areas: ethical awareness, ethical analysis/ethical decision making, currentethical issues in the financial services industry and ethical leadership and management in anorganization. This class provides the skills required to make reasoned responses to ethicaldilemmas, deal with daily and long-term ethical challenges and build an ethical culture in anorganization. The course explores the influence of emotions and values sets on behavior anddecisions, 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 participativecourse, the leadership candidate is expected to complete both the reading material andwritten assignments before arriving on campus.Residency Tuition: See Tuition and Fees on page 80.Includes: Study guide and online enhancements.GS 990 Management by LeadershipThe primary goal of this course is to enhance the leadership candidate’s perception of thethree 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 atthe executive level, the leader must lead the organization, drive the groups, systems andprocesses and inspire at the individual level. The leadership skills covered in this course includeinfluence, persuasion, diplomacy, innovation, negotiation, conflict resolution and reflectivepractice.68

Campus Security ReportClery Act DisclosureAlthough we are not a residential institution and we have no on-campus housing, we believeit is important to comply with the spirit of The Clery Act so that an accounting of crime onour campus, owned by The Jewish Federation of Greater Philadelphia, is shared with currentand prospective students. Further details on any aspect of this information is available fromNeal 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 studentsand others to report criminal actions or other emergencies occurring on campus and policiesconcerning the institution’s response to such reportsThe College makes all employees aware of safety reminders during orientation andthroughout their employment. Students taking a professional class on campus are remindedby instructors at the beginning of a program regarding evacuation and safety issues. We haveemergency phones strategically placed in Foundation Hall. All of our operations are in onebuilding where we have a formal reception desk. All guests must wear Guest ID badges, andall guests register at the front desk. Doors are locked and secure and only entrance isavailable 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 campusfacilities.See above. Maintenance is handled both by The College and an external third party governedby 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 aresecurity personnel on campus that are contracted by the The Jewish Federation of GreaterPhiladelphia, the campus owner during evening hours.(i) The enforcement authority of security personnel, including their working relationship withState and local police agencies.We do not employ security personnel.(ii) Policies that encourage accurate and prompt reporting of all crimes to the campus policeand the appropriate police agencies.The College encourages all emergency concerns to be shared immediately. Any employee orguest should dial “8,” then “9-1-1” for emergency assistance.(D) A description of the type and frequency of programs designed to inform students andemployees about campus security procedures and practices and to encourage students andemployees 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 comparableto that of a traditional university is not offered. A comprehensive Crisis ManagementPlan is managed by the Office of the President and Chief Executive Officer.(E) A description of programs designed to inform students and employees about theprevention of crimes.Posters are publicly displayed regarding safety awareness, anti-stalking policies and smartaction procedures in the event of a threat or incident.(F) Statistics concerning the occurrence on campus, in or on noncampus buildings orproperty, and on public property during the most recent calendar year, and during the twopreceding calendar years for which data are available. See below.(i) Of the following criminal offenses reported to campus security authorities or localpolice 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: None69 69

Examinations and GradesLUTCF/FSS ProgramsSuccessful completion of an LUTCF/FSS course requires meeting requirements in the areas ofattendance, final examination and term grade, as described below. The grade report ismailed directly to you approximately three weeks after the final examination is received atThe 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 requirementsas 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 yourfinal examination grade with the moderator’s grade.Please note: All FA courses, whether in the classroom or online, only qualify for self-studyCE. (Texas and Utah students should take special note.)FA 290 is a self-study course that concludes with an online examination. Completion of priorLUTCF ethics courses (LUTCF-601 Piecing Together the Ethical Puzzle; LUTCF-611 Chartingan Ethical Course; or LUTCF-612 Charting an Ethical Course for the Multiline Agent) also willsatisfy this requirement.Local class students take paper final examinations. Online students take online exams, exceptfor 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 are-examination. If you are absent from the regular exam session, you may request to take analternate exam on a specified date. See Tuition and Fees on page 80 for eligibility, fees andinstructions.Huebner School and Irwin Graduate School Self-Study CoursesWhen you register for a course, you must select an exam period for your test. Select anexam period that ensures you have adequate time to study for the test. After yourcourse registration is complete, The College will e-mail you an EOD ® (Examinations onDemand ® ) ticket. This ticket will be used when you schedule your final exam appointment.(If you select a future exam period, please consult a Professional EducationCounselor to ensure course material availability, 888-263-7265).Scheduling Your ExamYou must wait at least two business days after registering before contacting the examcenter’s vendor headquarters to make an EOD ® appointment for the current quarter. Whenscheduling your appointment, ask if there is a Pearson Professional Center in your area. Thevendor contact information is:• 866-EXAMTAC (866-392-6822)• www.VUE.com/tacTo make an EOD ® appointment for a future quarter, you must wait until the week precedingthat quarter before scheduling the appointment. Do not leave a voicemail message whenmaking the appointment. Have your EOD ® ticket with you when you call the exam centervendor headquarters. You will be asked to provide the following information as it appears onyour ticket:• Enrollment name: last name and first initial. If there is an error, immediately contact oneof our Professional Education counselors before making your appointment. If theenrollment name is incorrect, the exam center will not allow you to take the exam. Youridentification 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 twobusiness days before your appointment.Availability: The center needs 24 hours advance notice to schedule your exam. Allappointments are made on a first-come, first-served basis and are subject to seatingavailability. Please note, we cannot guarantee seats at the testing facility if you wait until thelast month in the test period to schedule your exam. No walk-in or same-day exams areavailable.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 twoweeks prior to your desired appointment. Special accommodations also can be made if youhave a disability and/or a learning impairment. Requests must be made in writing toExamination Systems at least one month prior to your desired appointment. You will berequired to provide medical documentation of your disability. Paper-and-pencil exams areavailable only under special circumstances by writing to Examination Systems at least twomonths 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 aboutany question on an EOD ® exam. Ethical violations may be brought to the attentionof the Certification Committee, and such students may have current designationsrevoked, or may be denied future designations.70

Canceling and Rescheduling Your ExamContact the exam center vendor headquarters (or visit its website) to cancel or rescheduleyour exam. Do not leave a voicemail message when making, changing or cancelingappointments. Do not call The College to cancel an appointment. Only the vendorheadquarters can cancel or reschedule your appointment.Once you have canceled your appointment, you can reschedule in the same quarter withany center and without charge, provided you cancel one business day in advance of yourappointment time. If you want to reschedule, you must do so before the expiration date onyour exam ticket. For example, for an EOD ® appointment on Monday at 3 p.m., you mustcancel by 6 p.m. Central Time on Friday of the previous week.Exam Day Arrival, Use of Calculators and GradesBe sure to arrive at the EOD ® center at least 15 minutes before your appointment. Bring yourEOD ® ticket and two forms of valid personal identification bearing your signature. At leastone 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 calculatorwith an internal rate of return function to The College’s examinations. For HS 300 and HS328, 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 theexams, although it is not required to answer the questions. We also recommend that youbecome proficient in using a financial calculator if you intend to sit for the CFP ® CertificationExamination, for which calculator use is required. Selected assignments in HS 300 and inreview materials for this exam include practice exercises for using financial calculators.Contact a Professional Education counselor for more information. For other HS and GScourse examinations, a calculator is neither required nor recommended. Please note, testcenters do not supply calculators.The College’s study materials for HS 300 and HS 328 support the HP-10BII calculator. Westrongly recommend that you use a calculator supported by the course. However, you mayuse 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 andGS exams are now assigned letter grades, replacing the traditional pass/fail grading structureon your final grade report. You will continue to receive the pass/fail message, as well as aprinted performance analysis, which indicates assignments to review if you need to retakethe exam. In several days, you will receive your official grade report, which will list a grade ofA, B or C if you passed the exam.IMPORTANT: College rules require that a student who fails the same Huebner School coursethree (3) times must wait a minimum of six (6) months from the time of the third failurebefore taking the exam again. There are no exceptions to this rule.CLF ® Self-Study Courses and GS Residency CoursesExams for the self-study CLF ® courses (HS 373, HS 382, HS 383, HS 384 and HS 387) areshort-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-classexams. For more information, contact MSM Graduate Administration at 610-526-1451 orMSFS Graduate Administration at 610-526-1385.MSFS ResidenciesExact dates for the Residency are announced 6 months in advance, and registration materialsare sent to all students who are formally admitted to the MSFS program and who are eligibleto attend; you also may request them by contacting MSFS Graduate Administration,610-526-1385 or MSFS@TheAmericanCollege.edu Students should register 6-8 weeksprior 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 /shortessay) or an assignment or project. Your advance reading materials will describe the formatof the exam or final assignment. Residency tuition covers cost of all study materials andinstruction during the week. A commuter fee, covering catered breakfasts and lunches atthe college, will be charged as well. For the Residency, participants will need to make hotelreservations directly with the hotel. The College will arrange a group rate for participants andprovide 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 andongoing certification requirements.71 71

Program CompletionNew Recertification Fee for First-Time PACE-Required Designees afterFebruary 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 earneddesignations with The American College. We are proud to count you in that group andappreciate your commitment to career-long, practical learning that benefits both you andyour 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 earnremain current, relevant and serve as an emblem of excellence and expertise with both yourpeers and your clients.To meet the costs of appropriately providing and monitoring PACE certification and tocontinue building public recognition of these important designations, we have instituted asingle, biennial recertification fee of $250 that will cover all of the designations a studentearns from The American College. This fee, charged every two years, will help The AmericanCollege maintain the high value of your designations throughout your professional career.This recertification fee is effective for all students who were awarded their first designationsubject to PACE after February 1, 2007. The first payment for this fee is due at the time thosestudents submit their biennial PACE reporting form, and only designations subject to thePACE Recertification Program are affected. Additional fees are not assessed for multipledesignations. Individuals who go on to earn multiple designations from our institution will payonly a single $250 fee every two years regardless of the number of American Collegedesignations they pursue.Designees whose PACE-required credentials from The American College were awarded byFebruary 1, 2007, are not affected by this fee. For individuals in this category who wish tovoluntarily support the important work of The College as a not-for-profit institution, weencourage you to participate and help us build stronger recognition for your designations anddegrees.Students who are PACE non-compliant must pay a PACE Reinstatement fee of $100 to maketheir designations active again. The fee must be submitted with proof of CE credits before astudent’s designation will be reinstated.Visit TheAmericanCollege.edu/PACE for additional information about this initiative. Pleasefeel free to contact us if you have any questions about this program. We thank you for yourcontinued support of The American College.LUTCF, FSSIf you have completed all course requirements (including the ethics course requirement), toearn 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 at877-TO-NAIFA for a membership application. Visit naifa.org and select “Join.”• Complete and submit a designation application to The American College and provideevidence 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 strengthenedthe prestigious LUTCF and FSS designations by adding a continuing education requirement inethics for all new designees receiving their credential on or after 1/1/2010. Three hours ofethics-related CE will now be required every two years for designees to continue using eitherthe 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 thelicensee’s state; or• Take three hours of ethics-related CE from The American College, whether or not thecourse is approved for CE in the licensee’s state. For course information, please visit ourwebsite, 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 tocount for credit toward the designation, subject to the five-year completion rule. Studentscannot receive duplicate credits towards the LUTCF or FSS designations by passing the samecourse or its replacement.ChHC , ChFC ® , CLF ® , CLU ® , REBC ® , RHU ® , RICP To receive these designations, you must successfully complete all courses in your selectedprogram, meet experience requirements and ethics standards and agree to comply with TheAmerican College Code of Ethics.Experience. Three years of full-time business experience is required for all Huebner Schooldesignations (except CASL ® ). The three-year period must be within the five years precedingthe date of the award. An undergraduate or graduate degree from an accredited educationalinstitution qualifies as one year of business experience. Part-time qualifying business experienceis credited toward the three-year requirement on an hourly basis, with 2,000 hoursrepresenting the equivalent of one year of full-time experience. The following activities meetthe required business experience qualifications included in the ChHC TM /ChFC ® /CLF ® /CLU ® /REBC ® /RHU ® / RICP certification process.72

Insurance and Healthcare• Field underwriting and management, including sales and service activities, supervisionand management of persons involved in sales or services or staff support of persons inthese 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, supervisionand management of persons involved directly in the process of providing financialservices or employee benefits or staff support of persons in these activities.• Financial institution management and operations in positions involving substantialresponsibility.Other• University or college teaching of subjects related to the Huebner School curriculum on afull-time basis at an accredited institution of higher education.• Government regulatory service in a responsible administrative, supervisory or operationalcapacity.• Activities directly or indirectly related to the protection, accumulation, conservation ordistribution of the economic value of human life. These include the work of actuaries,attorneys, CPAs, investment advisors, real estate investment advisors, stockbrokers, trustofficers or persons in other similar occupations.• Students may not submit their designation application until their balance is paid in full.Code of EthicsTo underscore the importance of ethics standards for Huebner School designations, the Boardof Trustees adopted a Code of Ethics in 1984. Embodied in the Code are the ProfessionalPledge and eight Canons.The Professional Pledge“In all my professional relationships, I pledge myself to the following rule of ethicalconduct: I shall, in light of all conditions surrounding those I serve, which I shall make everyconscientious effort to ascertain and understand, render that service which, in the samecircumstances, I would apply to myself.”The CanonsI. Conduct yourself at all times with honor and dignity.II. Avoid practices that would bring dishonor upon your profession or TheAmerican College.III. Publicize your achievements in ways that enhance the integrity of yourprofession.IV. Continue your studies throughout your working life so as to maintain a highlevel of professional competence.V. Do your utmost to attain a distinguished record of professional service.VI. Support the established institutions and organizations concerned with theintegrity of your profession.VII. Participate in building your profession by encouraging and providingappropriate assistance to qualified persons pursuing professional studies.VIII. Comply with all laws and regulations, particularly as they relate to professionaland business activities.73 73

Program CompletionPACE ComplianceAll ChFCs ® and CLUs ® who were admitted after June 30, 1989, and all REBCs ® , RHUs ® andCLFs ® 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 arerequired to earn 30 hours of CE credit every two years. All RICP holders are required to earn15 hours of CE credits every two years.If you have earned all CE credits through The American College, you do not have to sign andfile a statement of compliance. The College will record CE credits you earned at The Collegeand notify you when you have met the requirements. You are responsible for keeping TheCollege updated with your current address.To obtain additional information about PACE and to find out which subject areas and types ofeducational activities are acceptable for CE purposes, contact a Professional Educationcounselor. 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 byEITHER of the following:• Achieving the experience requirements for The College’s ChFC ® , CLU ® , REBC ® , RHU ® andCLF ® designations, as described on the previous page.OR• Advising clients on financial and/or practical matters relating to their retirement years oron issues dealing with aging for at least three of the five years preceding the awarding ofthe designation. The same rules for part-time qualifying experience count for this type ofwork experience as count toward the ChFC ® and CLU ® designations.Ethics. Each designee will be required to adhere to The College’s Code of Ethics. Embodiedin the Code are the Professional Pledge and the eight Canons (page 73).Continuing education. Each designee must complete 15 hours of continuing educationevery two years, with the additional condition that at least 10 of these hours should be incoursework directly related to the coursework required to obtain this designation. Thetwo-year reporting period will run concurrently with the reporting period in effect formeeting ChFC ® and CLU ® continuing education requirements and will commence with thefirst reporting period following the awarding of the designation. The CE requirements for theCASL ® 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 signand file a statement of compliance. The College will record CE credits you earned at TheCollege and notify you when you have met the requirements. The use of CE credits to meetvarious state CE requirements for insurance and other professional recognitions does notpreclude designees from using those same credits for this designation. Coursework to earnother 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 leastthree of the five years immediately preceding this application, you have been:• Actively involved in advising individuals or charitable organizations in any of the followingareas: wealth and estate planning; financial planning; charitable planning; charitablegiving; planned giving; nonprofit or foundation management or services; investmentmanagement of charitable trusts, funds, or endowments; or accounting for nonprofitorganizations 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 Pledgeand eight Canons, page 73) and additional ethical codes. In addition to complying with thesestandards, you also must certify in writing that you:• Meet professional codes, canons of ethics, or standards of practice of licenses orprofessional designations already earned.AND• Have adopted at least one of the following codes of ethics or standards of practiceapplicable to fundraisers and charitable planners:• The Code of Ethical Principles and Standards of Professional Practice of the Associationof Fundraising Professionals (AFP).• The Model Standards of Practice for the Charitable Gift Planner adopted by theNational Committee on Planned Giving (NCPG) and the American Council on GiftAnnuities (ACGA).You also must subscribe in writing to the provisions of the Donor Bill of Rights originallypromulgated by the American Association of Fundraising Counsel (AAFRC), the Associationfor 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 theapplication process.74

Continuing education and field service. As a CAP ® designee, you are required to meet CErequirements every two years, beginning with the period after you earned the designation. ThePACE Recertification Program administers the CAP ® CE requirements.You will be required to file a signed statement of compliance with this requirement and shouldbe ready to verify credits independently upon request. (If you earned all 15 CE credits throughThe American College, you do not have to sign and file a statement of compliance. The Collegewill record CE credits you earned at The College and notify you when you have met therequirements.)Using Your DesignationThe American College awards designations and degrees monthly. You are eligible to start usingyour designation or degree, upon approval, during the second month that follows the date youpassed your final examination. Your designation application must be submitted by the 15th ofthe previous month. For example, if you passed your last examination in January and submityour 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 experienceand ethical requirements, which the Registrar’s Office verifies from the information containedin a completed designation application. Applications should be returned as soon as possibleto avoid potential delays in award. Diplomas are distributed to students approximately six toeight weeks after the date on which they are eligible to use their designations.Highest Standard of Knowledge and TrustThe Chartered Financial Consultant ® (ChFC ® ) and Chartered Life Underwriter ® (CLU ® )designations represent the highest standards of knowledge and trust. Each financialprofessional that holds one of these coveted designations represents the greatest achievementin their chosen profession.The mark is a sign to clients that they are in capable hands that are committed and dedicatedto providing the highest level of service. Each ChFC ® and CLU ® has taken a pledge thatreaffirms their commitment to their clients and their profession:“In all my professional relationships, I pledge myself to the following rule ofethical 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 tomyself.”For those who earn their ChFC ® and CLU ® , materials are available atTheAmericanCollege.edu/Promote for you to share with your clients that discuss thedesignations and why they represent the highest standard of knowledge and trust.Complete your exams between:January 1 – 31February 1 – 28March 1 – 31April 1 – 30May 1 – 31June 1 – 30July 1 – 31August 1 – 31September 1 – 30October 1 – 31November 1 – 30December 1 – 31Last date applications accepted:February 15March 15April 15May 15June 15July 15August 15September 15October 15November 15December 15January 15Begin to use your designation:March 1April 1May 1June 1July 1August 1September 1October 1November 1December 1January 1February 1CommencementThe 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 ® , RHU ® and RICP designations and MSFS and MSM degrees will be awarded at that ceremony. Many companiespay for travel costs and other expenses for commencement, so be sure to check with youremployer. Designations and degrees must be completed by August 31, 2013, in order to attendCommencement. For more information visit TheAmericanCollege.edu/Summit2013Joe Jordan, Presenting his session Living a Life of Significance during the 2011 Knowledge Summit andCommencement held in Las Vegas Nevada.75 75

Program CompletionOBTAINING TRANSCRIPTSAdvising TranscriptsAdvising transcripts give you a complete picture of your student record, including any passedor failed courses. Current course registrations also are listed on an advising transcript.Advising transcripts can be downloaded and used as a guide towards completing yourprogram of study since all remaining course requirements are listed.*Students are able to view their advising transcripts online through their Student Account. Tocreate or access your Student Account, click the “Student Account and Registration” link atTheAmericanCollege.eduOnce 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 TranscriptsOfficial transcripts can be sent to another college or institution for transfer of credit and, insome cases, sent to students for attachment to an application. Official transcripts have TheAmerican College seal, are signed by the Registrar, printed on special paper and include atranscript brochure. This transcript is sent in a sealed envelope and then inserted into anotherenvelope for mailing.If you need an official transcript, please contact a Professional Education counselor at888-263-7265 to make a request. When requesting official transcripts, please allow twoweeks for processing. A $15 fee is charged for the processing of official transcripts.Unofficial TranscriptsUnofficial transcripts, which only show passed courses, also are available at no charge bycontacting one of our Professional Education counselors. Please note: Unofficial transcriptswill not be accepted by other colleges or universities for transfer of credit. Unofficial transcriptscan be accessed online at the steps indicated above.CFP ® Certification Curriculum and Graduate Financial Planning TrackOnce you complete either of these programs, you must apply to Certified Financial PlannerBoard 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 yourchance of success on this exam. Please contact one of our Professional Education counselorsfor more information on additional review programs and study tools available from KeirEducational Resources.The American College PressThe American College Press, foremost publisher of distance learning materials for thefinancial services field, publishes a wide range of textbooks and other learning materials ongeneral financial planning, life insurance, estate planning, income taxation, retirementplanning, pension administration, health care, employee benefits, executive compensationand business planning. These textbooks are used by The American College’s well-knownprofessional designation and certification programs, as well as by financial planning,insurance and related financial services programs at colleges and universities across thecountry. Visit The American College Press at TheAmericanCollege.edu/TextbooksThe American College BookstoreIf you are an American College student taking GS, FA and/or HS series courses, your textbooksand other standard study materials are included in the cost of tuition. You’ll findsupplemental 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 federallyregistered CFP (with flame logo) ® marks. CFP ® Certification is granted only by CFP Board to individuals who, in additionto completing educational requirements such as this CFP Board-registered program, have met its ethics, experience, andexamination 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.76

Custom Training Around the GlobeAs the insurance and financial services marketplace expands globally, the need for qualityskills training is also rapidly growing. The American College is responding to that need bybringing some of our leading educational programs to international markets. Primarilythrough sponsorship agreements with industry organizations in other countries, we havebecome a worldwide leader of agent training — both for foreign insurance companies andoverseas representatives of U.S. firms. Our LUTCF, FSS, ChFC ® and CLU ® courses are currentlyoffered in many countries outside the United States.A Global Presence for The American CollegeInternational partners arrange classes, as well as recruit and train local producers to moderatethe courses. Our global partners also coordinate the adaptation and translation (wherenecessary) 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 guaranteeingthat students taking LUTCF, FSS, ChFC ® and CLU ® courses around the world receive thehighest quality of training and education.For more information, contact International OperationsTel: 610-526-1444Fax: 610-526-1545E-mail: International@TheAmericanCollege.eduStatement of Academic Integrity for Participation inThe American College ProgramsAcademic integrity is essential to any educational institution because themain purpose of such institutions is the discovery and transmission ofknowledge and the pursuit of truth. Integrity requires that individualsrepresent themselves as they are, without pretense or exaggeration. In thecase of presenting one’s work to be evaluated, it is important that thework of others not be presented as one’s own.In academic exercises, as in business enterprises, honesty and straightforwardnessare essential. To co-opt the work of another and represent it asone’s own is plagiarism. Plagiarism is a violation of the academic integritypolicy of this institution and a contravention of professional and personalethics. For those in the business of evaluating the worth of someone’sacademic work, plagiarism deliberately creates a misrepresentation of thenature and quality of a student’s work.Just as a true professional must at times put aside personal gain for the sakeof doing what is right, a student must reject acting dishonestly or withoutintegrity, and present only that work as his or her own which indeed is his orher work. Anything less is a form of cheating and misrepresentation and isintolerable in an academic community. Acts of cheating or misrepresentationconstitute serious violations of academic ethics and can result in thestudent’s failing a course and/or possible dismissal from the program.If a student needs clarification regarding this policy, he or she should seekcounsel from his or her course professor or the Academic Dean.77 77

Transfer of CreditStudents must be admitted to The American College before transfer ofcredit can be posted. Transfer-of-credit applications are available in the“Admissions” section of our website.LUTCF/FSS ProgramsOnly one transfer of credit is permitted into the LUTCF or FSS designation. There are fouroptions 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 FSSdesignation program. This credit may be applied only once; that is, it cannot be used forboth the LUTCF and FSS designation programs. Further, upon successful completion ofthe LUTCF or the FSS program, you may obtain credit for one elective course in eitherthe CLU ® program or the ChFC ® program, but not in both programs. For moreinformation, contact a Professional Education counselor.2. By completing the CLF ® or CPCU designation. For more information, includingapplication procedures, contact a Professional Education counselor.3. LUTCF only: If you currently hold the FSS designation, you may receive the LUTCFdesignation upon completion of three elective courses from the other course offerings,provided that you have not used these elective courses to qualify for your FSSdesignation.4. FSS only: If you currently hold the LUTCF designation, you may receive the FSS designationupon completion of FA 262, FA 263, FA 290 (or a prior LUTC Ethics course) andone additional moderated course. The elective course cannot be a course you took toqualify for the LUTCF designation.fic/ficf designationTransfer of credit for certain courses will be granted to individuals who hold the FIC or FICFdesignation, provided the specific course(s) identified for transfer were based on courserevisions produced in April 2007 or later.For the FIC Basic Introduction to Life Insurance, course credit will be granted for TheAmerican College’s FA 202 (Techniques for Meeting Client Needs), provided that the studenthas completed the FIC designation. [Holders of the FIC/FICF designations who enrolled withKaplan beginning April 2007 or later may receive up to 60 percent or 6 credits of totalcredits. Confirmation letter from Kaplan is required.] Credit for The American College’s FA271 (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/orFICF Graduate II Business Insurance Concepts courses, respectively.Huebner School ProgramsCFP ® Certification Curriculum and ChHC Ț M CASL ® , ChFC ® , CLF ® , CLU ® , REBC ® ,RHU ® , and RICP ProgramsThe American College’s credit transfer policy for Huebner School courses permits a studentwho completes comparable courses at an accredited college or university, or in TheAmerican College’s Irwin Graduate School, to apply for transfer of credit into a HuebnerSchool designation program or its CFP ® Certification Curriculum, provided the courseswere completed within seven years prior to the application date and the studentearned a grade of C or better in each course (or a B or better if a graduate course). Inaddition, students who recently earned any one or more of the pre-approved professionaldesignations 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 specifiednumber of courses, depending on the Huebner School program into which they are beingtransferred. Up to three courses may be transferred into the CFP ® Certification Curriculum orinto the ChFC ® or CLU ® program. Two courses may be transferred into the CASL ® andREBC ® programs. Only one course may be transferred into the RHU ® program. Regardless ofthe number of Huebner School programs into which courses can be transferred, the totalmaximum 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 reviewof 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’sIrwin Graduate School. For more information and an application, contact a ProfessionalEducation counselor.If a student completedHe/she may obtain transfer of credit for:GS 811 Security Analysis and Portfolio Management HS 328 InvestmentsGS 815 Advanced Estate Planning IHS 330 Fundamentals of Estate PlanningGS 816 Advanced Estate Planning IIHS 334 Estate Planning ApplicationsGS 817 Personal Tax PlanningHS 321 Income TaxationGS 836 Business Succession Planning IHS 331 Planning for Business Owners and ProfessionalsGS 842 Executive CompensationHS 342 Executive CompensationHuebner School (HS) classes do not transfer to the Graduate School.78

Transfer of Credit — HS ProgramsHolders of this designationAccredited Tax Advisor HS 330 HS 331AIRC HS 323 HS 324May request transfer of credit forALHC HS 323* HS 324 * If student took both FLMI 1 and FLMI 2APA HS 326CEBS HS 325 HS 326 HS 328CFA HS 328CFP ® Certification* HS 300 HS 311 HS 321 HS 326 HS 328 HS 330CLTC*CPA HS 321CPC HS 326FALU HS 323 HS 324Credit 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 324FLMI 10FS, 10GI, 10PP, and 351 are no longer offered, but areavailable for transfer of credit.*FLMI 351** FLMI 10GI *** FLMI 10PPFSA HS 323 HS 325* HS 326* HS 328* * If appropriate options were taken in the FSA program.HIA HS 313Contact the Office of Professional Education.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 takenQPA 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 FINANCIALPLANNER, and CFP (with flame logo) ® , which it awards to individuals who successfully complete initial and ongoing certification requirements.Irwin Graduate School — MSFS/MSM ProgramsA maximum of six credits toward the MSFS degree may be transferred from other accreditedcolleges or universities. The credits must be at the graduate level in courses similar in contentto those of The American College; they must have been earned within five years of the dateof admission to the MSFS degree program; and the student must have earned a grade of Bor better in each course.A request for credit transfer must be submitted in writing to the Dean of the GraduateSchool and should include a description of the course for which transfer of credit is beingsought and the name of the college or university where the credits were earned. The studentalso must have that college or university forward an official transcript to the Registrar’s Officeat The American College. The cost for transfer of credit is $67 per course. Transferred creditsapply to distance learning courses only.79 79

Tuition and FeesAdmissionsAdmission Fee (nonrefundable) $140One-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) $360Tuition and Related FeesFull tuition payment is required at the time of registration. Certain discounts may apply. SeeTuition Discounts.FA Course Tuition (except FA 290) $445Plus a surcharge paid to and collected by the local NAIFA organization (not to exceed $50 percourse) for students who are not NAIFA members; for NAIFA-sponsored classes only.FA 290 Ethics $155HS Course Tuition $620(For all HS courses except CLF ® courses)CLF ® Courses $725For self-study courses (HS 373/382/383/384/387)For special-format courses (HS 371/372/381/385/386) tuition varies.CLF ® Capstone Tuition $1,950CLF ® Capstone Room/BoardApplied separately; contact The College for details.GS Course Tuition (self-study courses only) $1,185Includes textbook fees.GS Required Residency Tuition $2,120GS Residency Room/BoardApplied separately; contact The College for details.MSM Program Tuition $29,870Includes tuition for all courses, textbooks and study materials. Students are responsible fortransportation, lodging and a laptop computer.Official Transcript $15Contact a Professional Education counselor to obtain this document.Replacement Diploma $75Contact a Professional Education counselor to obtain a replacement.Replacement CE or CFP ® Certificates $25Contact 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 internationalshipping/handling is $75.You can expect your study materials to arrive 10 business days after we process your paidregistration.Transfer of Credit per Course $67Transfer of credit fees (nonrefundable).TUITION DISCOUNTSThe 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 fromthe 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 HS and FA tuition and 25 percent for all GStuition. The discount is provided on tuition only. Admission fees and other items will not bediscounted.You must ask for the discount when you register. If you are requesting a discount, pleaseregister 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 regardingany discounts should be directed to 888-263-7265.LUTCF/FSS CLASS RESCHEDULE POLICYCall a Professional Education counselor at 888-263-7265 to reschedule your class. Studentshave one year from the date of their original registration to pay $165 in order to rescheduletheir enrollment class to a new start date. Full fee registration is required after this date. TheCollege will not replace outdated study materials for rescheduled classes. If needed, newmaterials may be purchased. Students rescheduling into a different course must pay fornew course materials and applicable shipping fees. The $165 reschedule fee is nonrefundable.80

FINAL EXAM RESCHEDULE POLICYCall a Professional Education counselor at 888-263-7265 to reschedule your final exam. TheCollege will not replace outdated study materials for rescheduled classes. If needed, newmaterials may be purchased.HS/GS Courses: Students have up to one year from the term or calendar quarter of theiroriginal registration to pay $165 to reschedule and take their final exam. Full fee registrationis required after this date.LUTCF/FSS Courses: For any student who is absent from the regular final exam session ortesting period, students have one year from the date of their missed examination or from theend date of their final exam testing period to pay $165 ($65 for FA 290 Ethics) to rescheduleand take their final exam. Full fee registration is required after this date, and students mustretake and successfully complete the classwork component of their course to be eligible forthe final exam. Please have your proctor’s name, street mailing address, e-mail address andphone number when you call.FINAL EXAM RETAKE POLICYCall 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, newmaterials may be purchased.HS/GS Courses: Students have up to one year from the term or calendar quarter of theiroriginal registration to pay $165 to reschedule and take their final exam. Full fee registrationis required after this time or date.IMPORTANT: College rules require that a student who fails the same Huebner School coursethree (3) times must wait a minimum of six (6) months from the time of the third failurebefore 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 290Ethics) and retake their test. After this date, full course fees apply. Please have your proctor’sname, street mailing address, e-mail address and phone number when you call. Students mayonly retake a failed exam once. After a student fails an exam twice, full fee registration isrequired, and students must retake and successfully complete the classwork component oftheir course to be eligible for the final exam.$165 retake fee for HS, GS, LUTCF, FSS courses is nonrefundable.REFUND POLICYAll refund requests should be e-mailed to ProfessionalEducation@TheAmericanCollege.eduThe related refund policies are as follows:Admission and Shipping Fees for all programs are NOT REFUNDABLE (with the exceptionof MSFS if admission is denied).Huebner School, LUTCF/FSS and Graduate School Textbooks do not need to bereturned, and NO REFUND will be given for textbooks.HS, LUTCF/FSS & GS courses: The College will refund course tuition less a $165 cancellationfee if a student requests the refund within 30 days of signing up for the course or, in thecase of a live onsite or webinar class, before the third class date, whichever is sooner. Thoseenrolling in designation packages, where all courses are purchased at once, will be subject toseparate refund arrangements communicated at the time of purchase.FA 290 Ethics Course: The College will refund course tuition less a $65 cancellation fee if awritten request is received up to 30 days from the course registration date. After this date, norefund will be issued.CE FILING FEESCE filing fees vary by state. Visit TheAmericanCollege.edu/CE for the specific fees.FEE CHANGESFees are subject to change at any time without notice. Fees may not be credited to anotherstudent. Most companies have educational reimbursement plans; contact your company fordetails. 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 underthe 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 andongoing certification requirements.81 81

Admission and Course RegistrationIf you have never registered for a course before, you will need to be admittedto The College at the same time you sign up for your first course. This processis easy, and for all programs and courses, you can use the forms in thiscatalog or register by phone or online. The deadline for receipt of registrationis 15 days before the end of the quarter in which you plan to test.Register by Mail or FaxPlease complete registration forms to:• Apply for admission and register for any course at The American College (pages 85-86).• Apply for admission to the MSM or MSFS programs (pages 87-88).The American CollegePO Box 1513Bryn Mawr, PA 19010-2196Fax Number: 610-526-1300Register Online (credit card payment only)Go to TheAmericanCollege.edu and click the “Enroll/Student Login” link in the upperright-handcorner 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 classesTo register for live online classes or any of our webinars or webcasts, please contact aProfessional Education counselor at 888-263-7265 Monday-Friday, 8 a.m. to 6 p.m. ET.Register for the MSM or MSFS master’s programComplete the form in the back of the catalog.For MSM, contact MSM Graduate Administration at 610-526-1451 orMSM@TheAmericanCollege.edu For MSFS, contact MSFS Graduate Administration at610-526-1385 or MSFS@TheAmericanCollege.eduNondiscrimination and Privacy PolicyThe American College does not discriminate on the basis of race, religion, sex, handicap, ornational and ethnic origin in its admission policies, educational programs and activities oremployment policies. We respect the right to privacy of our students and are committed tosafeguarding their personal information. For more information, see TheAmericanCollege.eduSpecial Notice Regarding Continuing Education (CE) ProcessingMany 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 theindividual student, The American College works to help with CE requirements when studentsfollow these guidelines:• All students who desire CE credits are required — at the time they enroll in a course — torequest and pay for state CE processing (for states charging a fee) and provide theirstates’ 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 inaccordance with state regulations.• When CE is declined, no fees will be assessed, completion of the course will not bereported 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 didnot select CE when registering, please contact a Professional Education counselor at888-263-7265. If your state deadline has passed, The American College may be unable toreport your credits due to state regulations.WA RESIDENTS PLEASE BE ADVISED: The Washington Department of Insurance requires thatagents must be reported for continuing education credit within 10 days after your exam hasbeen taken and passed. In order to ensure you receive proper credit, please make sure youhave requested continuing education at the time of registration.Many states currently require education providers to collect CE filing fees from students andto submit these fees on their students’ behalf. Please visit TheAmericanCollege.edu/CE tocalculate 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 ofour normal processing time of 5-7 business days.• If continuing education credit was never requested at the time of registration and younow require immediate CE processing due to licensure renewal.Please visit TheAmericanCollege.edu/CE or see page 87 to fill out your CE request form.82

Protecting Your Course Credits with the Five-Year RuleThe American College’s commitment to the highest standard of knowledge and trustincludes a requirement for timely completion of educational programs, ensuring that theknowledge you receive from The College is fully current. Once you have completed yourprogram, continuing education requirements continue the emphasis on consistentlyrenewing 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 thecredits you have worked so hard to earn. Because the rule was introduced and communicatedJanuary 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 fiveyears from the date they are passed. They become “permanent credits” once you havecompleted the relevant academic program. Once a credit is permanent, it may be used tomeet requirements in other programs as appropriate without a time limit.The five-year rule applies to all designations offered by The American College (including theLUTCF 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 anacademic program, such as CE courses, are excluded. The Registrar of The American Collegemakes 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 thecourse 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 towardany 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 studythat is completed within five years from the date of the first course passed for thatprogram (on or after 1/1/2006) is a PERMANENT credit. It will always count towards anyother applicable program of study.4. Until the relevant program of study is completed, any course passed on or after 1/1/2006 isa CONTINGENT credit pending program completion within five years of the pass date forthe first course taken in that program on or after 1/1/2006. If the program is completedwithin that window, the credit will become PERMANENT.5. Transfer-of-credit rules follow the same procedure based on the date the transfer wasposted. Transfers posted prior to 1/1/2006 are PERMANENT credits, and transfers after1/1/2006 are CONTINGENT credits pending program completion under the rules outlinedabove.If you have questions about the five-year rule, please contact the Professional EducationDepartment at 888-263-7265.Dr. Laurence Barton, CAP ® Dr. Larry Barton announces the creation of the Penn Mutual Center for Veterans Affairsat The American College during the 2011 Maurice L. Stewart Lecture in Philadelphia.83 83

The American College’s Online Learning CenterThe American College is focused on continuing to give our students access to anengaging and intuitive online learning environment. The American College’s OnlineLearning Center offers the convenience of web-based learning, interactive study plans,practice exams, and message boards. Sponsored by The Pacific Life Foundation, The OnlineLearning Center offers a variety of study tools and exercises to help students master theircourse materials and reach their educational goals.Powered by the new Blackboard 9.0, our students have been enjoying the many postupgradeenhancements to the online learning environment including:• Guided Study. All courses offer study plans to keep students on an 6, 8, or 10 weekstudy schedule, as well as provide exclusive supplemental tools — such as ouron-demand video lectures — to help our students feel more confident on test day.• Improved Communication. Faculty and students have the ability to organize theirdiscussion board posts more effectively as well as subscribe to a thread to receive anemail when a new post is added.• Access to Materials. Students are granted access to The Online Learning Center within24 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 withthe Blackboard Catalyst Award for Exemplary Course Design. The award-winningprogram was an extensively redesigned Investments course (HS 328) that has beenupgraded 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 byRyan Emery, MSM (lower right), Robert McCunney (upper right) and Aileen Lynch (lower left).84

2012 Course Registration FormPlease be sure to carefully read our Student Policies in the “Admissions”section of TheAmericanCollege.eduInstructions:• 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 chargesto: 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 personalinformation 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 shippingLegal Name: Social Security #: Date of Birth:Company Affiliation: ■ Male ■ FemaleAgency/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 shippingStreet: Apt:City: State:Zip/Postal Code: Country:Phone: Fax: Name of High School: Year of Graduation (or ged):■ I am a new student ■ I am a returning student My student number isAre 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 IslanderPrimary 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/CEAcademic Track (select one)■ ChHC ■ RHU ® ■ RICP 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 CoursesAre 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 ® , RHU ® and RICP CoursesCourse Course Name Review Flash Practice Q&As 3 DVD Selected Testing PeriodNumber Digest 1 Cards 2 CD or Online Lectures 4 Tuition 1/1 - 3/31 4/1 - 6/30 7/1 - 9/30 10/1 - 12/31$620$6201 $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 RICP Introductory Scholarship ProgramCourse Name TuitionRICP 3-Course Package (HS 353, HS 354 and HS 355)$1,349Total: $Complete for Chartered Leadership Fellow ® (CLF ® ) Courses *Course Course Name Selected Testing PeriodNumber Tuition 1/1 - 3/31 4/1 - 6/30 7/1 - 9/30 10/1 - 12/31$725* HS 381 Integrated Leadership Practices: $1,230Total: $Complete for Chartered Advisor in Philanthropy ® (CAP ® ) CoursesCourse Course Name Selected Testing PeriodNumber Tuition 1/1 - 3/31 4/1 - 6/30 7/1 - 9/30 10/1 - 12/31$1,185Total: $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 ■ DISCOVERAccount 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—2012Use this form:1) To request admission to theMaster of Science inManagement (MSM) orMaster of Science in FinancialServices (MSFS) degreeprogram.2) To update any of your data,when you register for graduatecourses in the future.Instructions:• Please print.• If you are applying for MSMor MSFS admission, you mustsign the Admission Declaration(on reverse side).• Admission requires paymentwith application:MSM - $360 (nonrefundable)MSFS - $360 (refundable ifadmission is denied)• All college transcripts must besubmitted to:Graduate AdministrationThe American College270 S. Bryn Mawr AvenueBryn Mawr, PA 19010.Transcripts you submitdirectly are unacceptable.Your Key Data: For all new students to complete and for returning students to update.Select Your Program ■ MSM ■ MSFSLegal Name:Social Security #:Date of Birth: ■ Male ■ Female■ I am a new student ■ I am a returning studentMy student number isCompany Information (UPS cannot deliver to a PO box)Company Name/Affiliation:Street: Suite:City: State:Zip/Postal Code: Country:Phone: Fax:E-Mail: (required)Home (UPS cannot deliver to a PO box)Street: Apt:City: State:■ Preferred for mail ■ Preferred for shipping■ Preferred for mail ■ Preferred for shippingComplete and Return• Credit card: Please faxcompleted forms to610-526-1359.Zip/Postal Code: Country:Phone: Fax:• Check: Please mail yourcompleted forms with fulladmission, tuition andshipping charges to:The American College270 S. Bryn Mawr AvenueBryn Mawr, PA 19010-2196Attn: Graduate SchoolAre you a U.S. citizen? ■ Yes ■ No; specify country of origin:Primary language? ■ English ■ Other; specify:Privacy Policy The American College respects the right to privacy of its students and iscommitted 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 GoalsEducation: 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 FieldBusiness 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.MSFS Course Registration (Complete only if you have been previously accepted to the MSFS program)CourseNumberCourse NameSelected Testing PeriodJan–Mar Apr–Jun Jul–Sep Oct–DecTuition$1,185$1,185Admission 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 TheAmerican 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:Payment ScheduleMSM: A nonrefundable application fee of $360 is required with application. Full tuition of $29,870 may be paid inadvance or divided into installments. Please call MSM Graduate Administration at 610-526-1451 for tuition paymentschedule 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.) Distancecourse tuition is $1,185 per course and includes textbooks.Fee Summary Promo Code:Application Fee (select one): ■ MSM - $360 ■ MSFS - $360 $or…Course Fees (see Tuition, must be previously accepted to the MSFS program) $Continuing Education Fee (if applicable; nonrefundable) $Shipping/Handling - $25 $Total All Fees Total $Method of Payment■ Check (Make Check Payable to The American College)■ Credit Card ■ VISA ■ MC ■ AMEX ■ DISCOVERAccount 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.

Duplicate/Rush CE Certification RequestComplete and Return• Fax your request to:The American CollegeAttention: CE Dept.610-526-1402• Check:The American CollegeAttention: CE Dept.270 S. Bryn Mawr Ave.Bryn Mawr, PA 19010When you successfully complete your course with The American College, and have requestedcontinuing education, you will need to send in your Monitored/Proctor Affidavits (for those states thatrequire them). Following that and upon paying roster-reporting fees, you are automatically issued acertificate of completion for the approved number of continuing education credits for your residentstate. There is no additional charge for your first certificate of completion.Many states maintain reciprocal agreements with other states. This means that meeting thecontinuing education requirement in a participating resident state will satisfy the requirements forcontinuing education in participating nonresident states in which you are licensed.As a licensed agent, you are responsible for knowing and meeting the continuing educationrequirements of all states in which you are licensed.If you would like a duplicate certificate because you have misplaced the original, if you require yourcontinuing education credits to be reported immediately outside of our normal processing time offive to seven business days, or if continuing education credit was never requested at the time ofregistration 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 coverapplicable roster reporting fees. Additional overnight fees will apply.) For any questions, please contactthe Continuing Education Department at 800-821-8356 or visit us at TheAmericanCollege.eduStudent 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 ■ DISCOVERAccount Number: | | | | | | | | | | | | | | | | | | | | Exp. Date | | | |Total amount enclosed and/or charged: $Name: (print) Signature: This signature serves as my agreement to The College’s refund policies and authorization to charge my credit card.

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, youare making an investment in your career, increasing your earning potential and putting your client’s best interestsfirst. 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.comOne of theTop 5 FastestGrowing Careersis FinancialPlanning!Financial Planning Certification CenterTMJump start your financial services career today! Contact one of our Professional Education Counselors at 888-292-8775.90Certified 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., whichit 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 byindividuals who have successfully completed the initial and ongoing certification requirements for this designation.

Joe Jordan’s Stirring New Book –Living a Life ofSignificanceThe passion in these pages willreignite your careerLiving a Life of Significance is industrylegend Joe Jordan’s masterpiece ofinspiration, personal reflection, andmotivation. This book is sure toimpact your connection to thisincredible profession and everycustomer you serve.Based on more than 30 years ofpersonal experience, Joseph W.Jordan, Senior Vice President,MetLife, shares his observations onthe fundamental changes of thefinancial services industry; itseffect on his own personaljourney of discovery; and itsimpact on how financialprofessionals today engage andinspire others to act with thebest of intentions on behalf oftheir clients.All proceeds are donatedgenerously by Mr. Jordan toThe American College. Buyyour copy today andaccelerate your own journeyto significance.How to Contact UsOffice of Professional EducationPhone: 888-263-7265 • Fax: 610-526-1300Representatives available: Monday – Friday, 8 a.m. – 6 p.m. ETGraduate ProgramsMSM: 610-526-1451 or MSFS: 610-526-1385 • Fax: 610-526-1359Representatives available: Monday – Friday, 8 a.m. – 5 p.m. ETE-mailProfessionalEducation@TheAmericanCollege.eduWebTheAmericanCollege.eduSocial MediaFacebook.com/TheAmericanCollegeTwitter.com/TheAmerColWritten CorrespondenceThe American CollegePO Box 1513 • 270 S. Bryn Mawr AvenueBryn Mawr, PA 19010-2196Certified Financial Planner Board of Standards Inc. owns the certification marks CFP ® ,CERTIFIED FINANCIAL PLANNER and federally registered CFP (with flame design) inthe U.S., which it awards to individuals who successfully complete CFP Board’s initialand ongoing certification requirements.The marks CASL ® , CAP ® , ChFC ® , CLF ® , CLU ® , REBC ® and RHU ® are the propertyof The American College and may be used by individuals who have successfullycompleted the initial and ongoing certification requirements for thesedesignations.AccreditationThe American College is accredited by the Middle States Commission on HigherEducation, 3624 Market Street, Philadelphia, PA 19104 215-662-5606PRINTED WITHTheAmericanCollege.edu/Significance100% WIND ENERGY92Supplied by Community Energy

Course GuideThe American College offersa continuum of educationalopportunities that encourages alifetime of professional development.Additional credentials canhelp you advance your career orspecialize in a particular area offinancial services.Please refer to our websiteTheAmericanCollege.edufor the most up-to-datecourse information.R – Required E – ElectiveSelect oneSelect oneCOURSES ChHC TM LUTCF FSS ChFC ® CFP ® CLU ® RHU ® REBC ® CLF® fieldCLF ®office CASL ®Number of Courses 6 6 6 9 7 8 3 5 7 6 5HS 300 Financial Planning: Process and Environment R R EHS 311 Fundamentals of Insurance Planning R R RHS 313 Individual Health Insurance R E EHS 321 Income Taxation R R EHS 322 The Financial System in the EconomyEHS 323 Individual Life InsuranceRHS 324 Life Insurance LawRHS 325 Group Benefits R E R RHS 326 Planning for Retirement Needs E R R E RHS 328 Investments R R E RHS 330 Fundamentals of Estate Planning R R R RHS 331 Planning for Business Owners and ProfessionalsRHS 332 Financial Planning ApplicationsRHS 333 Personal Financial Planning: Comprehensive Case AnalysisRHS 334 Estate Planning Applications E EHS 340 Advanced Topics in Group Benefits R R RHS 342 Executive Compensation E E EHS 343 Compensation and Personnel Management E EHS 344 Advanced Topics in Managed Care E E EHS 345 The Essentials of Healthcare ReformRHS 346 The Healthcare ConsultantRHS 350 Understanding the Older ClientRHS 351 Health and Long-Term Care Financing for Seniors E RHS 352 Financial Decisions for Retirement E RHS 381 Integrated Leadership PracticesHS 371 Essentials of Management Development (GAMA)RHS 381 Professional Patterns of Management (Kinder Brothers)HS 372 Leading Practices Seminar (GAMA)HS 373 Practice Management Concepts for Agency ManagersRHS 382 Leadership in a Changing World R RHS 383 Interpersonal Relationships in the Workplace R RHS 384 Creative Problem-Solving and the Strategic Planning Process R RHS 385 Leading the Marketing Organization of the Future (Capstone)RHS 386 Field Management SeminarRHS 387 Marketing Management of Financial ServicesRHS 388 Leading in the Office Environment (Capstone)RHS 389 Human Resource ManagementRFA 200 Techniques for Prospecting: Prospect or Perish E EFA 201 Techniques for Exploring Personal Markets E EFA 202 Techniques for Meeting Client Needs E EFA 204 Marketing Financial Services to Women E EFA 211 Essentials of Disability Income Insurance E EFA 222 Essentials of Multiline Insurance Products E EFA 251 Essentials of Business Insurance E EFA 255 Essentials of Long-Term Care Insurance E EFA 256 Essentials of Annuities E EFA 257 Essentials of Life Insurance Products E EFA 261 Foundations of Retirement Planning E EFA 262 Foundations of Financial Planning: An OverviewRFA 263 Foundations of Financial Planning: The ProcessRFA 264 Foundations of Investment Planning E EFA 271 Foundations of Estate Planning E EFA 290 Ethics for the Financial Services Professional R RGS 814 Qualified Retirement PlansE

COURSES FOR ACCREDITED MASTER’S DEGREESMaster of Science in Management COURSESR – Required E – ElectivePlease refer to our websiteNumber of Courses 10GS 900 Communications and Leadership R* Available as an elective for REBC ®GS 910 Leadership Development Experience RTheAmericanCollege.eduGS 920 Personal and Interpersonal Leadership Skills Rfor the most up-to-dateGS 930 Classic and Contemporary Leadership Studies RGS 940 Dynamic Organizational Leadership Rcourse information.GS 950 Law, Compliance, Benefits and Social Responsibility RGS 960 Leading Strategy Development RGS 970 Decision Making Leadership Skills RGS 980 Ethics in Leadership RGS 990 Management by Leadership RMaster of Science in Financial Services R – Required E – ElectiveCOURSESMSFSNumber of Courses 12GS 803 Financial Statements and Business Valuation Analysis RGS 804 Communications and Research (Residency) RGS 807 MSFS Case Study Project RGS 811 Security Analysis and Portfolio Management RGS 814 Qualified Retirement Plans* RGS 815 Advanced Estate Planning I RGS 816 Advanced Estate Planning II EGS 817 Personal Tax Planning RGS 819 Mutual Funds: Analysis, Allocation and Performance Evaluation RGS 831 Ethics and Human Values (Residency) RGS 836 Business Succession Planning I EGS 838 Business Succession Planning II EGS 839 Planning for Philanthropic Impact in the Context of Family Wealth EGS 849 Charitable Strategies EGS 859 Gift Planning in a Nonprofit Context EGS 842 Executive Compensation RHS 352 Financial Decisions for Retirement EHS 383 Interpersonal Relationships in the Workplace ENEW GS 840 Building & Managing Financial Advisory Practice EMSM! The American College anticipates an announcement fromits accreditation agency in 2012, with impetus from the U.S.and PA Departments of Education, that degree-grantingprograms must increase their contact hours for coursecrediting in the future. Such changes, when implemented, willdirectly affect our graduate programs. The American Collegewill be in the forefront of compliance with these regulations toensure our advanced degrees retain their preeminence infinancial and leadership education.Earn a CAP ® designation inPhilanthropy by taking thesethree elective courses.

®The Wealth ChannelThe 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 forthe engaged professional seeking to create real financial security for clients.• Updates on legislative and current events critical to yourbusiness from some of the nation’s foremost financialpractitioners.• In-depth educational presentations from the industry’smost knowledgeable academic thought-leaders.• Information on a variety of practice specializationsincluding investments, retirement, wealth accumulationand philanthropy.• Weekly discussions of ethics and practice managementissues designed to make you a more effective andproductive financial professional.Stay informedwith new updatesevery week!Featuring the most robust source of financial services videos on demand along with cuttingedge webcasts, audio presentations and articles, The Wealth Channel ® is the definitive sourceof information for the well-informed practitioner.C O L L E G E

Celebrate Your Achievement…November 20-22, 2013Caesars Palace, Las Vegas, NevadaThe American College’s Knowledge Summit is an event that draws the highest caliber of talent andspeakers together for an educational, network driven experience. Each year, the Summit attractsspeakers from across the financial services industry who share their insight and experience with thosein attendance.The Knowledge Summit is also where graduates of The American College gather together for theirCommencement 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/Summit2013CATALOG 12.02012_CourseCatalog_1.0