Over 800 Participate in Field Management Seminar Sponsored by the American College

BRYN MAWR, PA, September 9, 2002 — The American College sponsored a Field Management Seminar (FMS) on June 19th entitled, Increasing Life Sales in a Rapidly Changing Environment. Over 800 financial services professionals participated in the seminar at over 70 locations across the country.

This was the second consecutive year The American College sponsored the FMS program. The seminar is open to financial services management professionals across the country and is a required component of the Chartered Leadership Fellow (CLF) educational curriculum.

During this seminar, field managers were given the opportunity to hone their skills in dealing with one of the most pressing problems facing the life insurance industry today. The FMS focused on providing field managers with the tools and techniques needed by experienced and inexperienced agents to increase life insurance sales.

"The Field Management Seminar is constantly evolving," said Glenn Boseman, DBA, CLU, CLF, and the Roger Hull-James S. Bingay Professor of Leadership at The American College. "Topics are determined each year with input from the Chief Marketing Officers of life insurance companies, GAMA officers, field managers and an academic advisory committee at The American College. This input allows the Field Management Seminar to meet the challenges of an ever changing life insurance environment."

Major topics covered during the seminar included:

Passion and incentives for selling life insurance.
Pivot-cross selling ideas.
Techniques for building a Million Dollar Round Table (MDRT) culture.
Returning to basics — using the life insurance sale to create relationships and obtain referrals.
Techniques for 21st century agent retention, and
Creating and living my business plan.

"I really appreciated the opportunity to interact with the management of different companies," said Anthony Rogers, Managing Director, LaSalle Financial Group, a MetLife agency. "The experience gained by gathering outstanding financial services professionals together to share ideas and perspectives, makes the FMS great."

"The themes picked each year for the Field Management Seminar really resonate with the needs of the marketplace," said Gary Havir, Agency Manager, Horace Mann Companies. "This year's seminar contained timely information that I could use. It's important to be informed in these changing economic times."

"The educational materials, the instructors and the quality of the course were of the highest caliber," said Wayne Bragg, Managing Partner, Los Angeles office - New York Life. "The American College puts on an outstanding program and I would recommend it to anyone in the industry."

The American College is this year celebrating its 75th anniversary as the nation's oldest and largest academically accredited educational institution devoted exclusively to financial services. Located on a 35-acre campus in Bryn Mawr, Pennsylvania, the College serves over 35,000 students predominantly on a distance education basis. The American College offers an array of specialized designation programs, a Master of Science degree in financial services and customized continuing education programs for those pursuing a career in financial services. For more information, visit www.amercoll.edu.

Contact:

Eric B. Gordon
Director of Public Relations
(610) 526-1450

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