Northwest Arkansas Times from Fayetteville, Arkansas on April 28, 1974 · Page 12
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April 28, 1974

Northwest Arkansas Times from Fayetteville, Arkansas · Page 12

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Fayetteville, Arkansas
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Sunday, April 28, 1974
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Page 12
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Northwnt Arkanfei TIMES, Sun., April 28, 1974 FAYITTIVILLI, ARKANSAS (TIMESphoios by Ray Qray) PROFESSIONAL TRAINING UPGRADES SKILLS . * Insurance men undergo a continuing education program to upgrade skills and keep abreast of the ever-changing insurance profession. At left Dale NcBride, instructs the Life Underwriter Training Class. Troy Hightower (left) and Jim Potts are among the students enrolled in the weekly course held in Springdale. In photo at right Dr. Robert Hall conducts the courses leading to the Chartered Life Underwriter (CLU) designation. Stttdents are Chuck Royce and Grady C. Wellcn. The curriculum for each of the courses is developed by professional insurance organizations over the nation. In many places, as in Northwest Arkansas, the courses are a coopera-tive venture between the insurance associations and the continuing education programs at area universities. Education Promotes Professionalism T h e Life Underwriter Training Council (LUTC) is an independent, nationwide life in- ~surance sales training organi- sation with headquarters in -Washington, D.C. . ; The Council was originally .established in 1947 through the combined efforts of four other organizations: the American Life Convention. (ALC) the Life I n s u r a n c e Association o f -America, (LAA), the Life Insurance Agency Management 'Association (LIAMA) and the 'National Association of Life Underwriters (NALU). ;,;LUTC is governed by a 20- member Board of Trustees. 'Posts are filled to provide representation for the entire in- iJustry--field, home office and institutional. Three Trustees 'fcach are appointed by NALU Shd LIAMA to serve three-year .terms. The operating heads of both organizations also serve. : In addition, four Trustees are elected to serve two-year terms and three are elected to one- year terms. Completing the Board are the secretary and the treasurer who are elected to one-year terms, but who generally serve longer, the Immediate Past Chairman, and two Life Trustees who serve at the pleasure of the Board. As set forth in its Con- stitution, the objectives of The Council is to "contribute to the constant improvement of the quality of life underwriting by engaging i n ' educational and training activities for the field underwriter; cooperating in the educational and training activities of associations of life underwriters, training departments of companies, the American College of Life Underwriters, the American Society of Chartered Life Underwriters, o t h e r institutional groups, recognized educational institutions and others interested in the training of those who sell and service life insurance; serving as a clearing house for information on life underwriter education and training." Obviously the LUTC sales training program is the result of the interest and cooperation of all elements of the life insurance industry. Many hands helped shape the outlines oE the Council. The life insurance companies, through their agency departments, freely made available to LUTC their best thinking and techniques. The same may be said of the American College of LiEe Underwriters, trade organizations such as the Life Insurance Agency Management A s s o c i a t i o n , t h e National Association of Life Underwriters, the Institute of LiEe Insurance, and many commercial publishers of life insurance educational material. In addition, thousands of field men have served as study group moderators, contributing authors, local chairmen and c o m m i t t e e members...all donating their time, energy and talent to this cooperative enterprise. . The primary emphasis of the LUTC Courses is on the development of sales skills and the use of knowledge rather than on the gathering of information alone. The Life Course is a practical, two-year, on-the-job program. Each school year comprises 28 weekly class sessions; each session covers a period of 2% hours. The separate Disability Income Course is built Erom the same blueprint, but covers only a 12-week period instead of the 52-week total (both school years) required for the Life Course. Both the Life and Disability Income Courses employ a three- sided approach to sales training through textbooks, case history studies and field projects. These three major areas of training are fused in class activity and discussion under the able guid- ance of the moderator who must be a successful career underwriter, supervisor, trainer or agency head. "The Chartered Life Underwriter (CLU) designation is becoming the goal of more and more professional life insurance men and women today," said Milton Jones, who holds the coveted title. A candidate must pass 10 college-level examinations, covering a wide range of subjects relating to insurance, investments, finance, economics, contract law, pension and estate planning. The curriculum is administered by the American College of Life Underwriters, Bryn Mawr, Pa., and the exams are given at the end of the fall and spring semesters at selected college and university campuses across' the nation. Each semester one of the CLU courses is offered through the combined sponsorship of the Northwest Arkansas Life Underwriters Association and the University of Arkansas division of continuing education. Dr. Bob Hall, is currently instructing a class in pension planning, which meets each Tuesday afternoon in the University's Graduate Education Building. Enrolled in the course are 'ommy Cornwell, Gary Chaney, Job Blackstoh, Charles Royce, ~ene Setty, Earl Webb, John Villiams, Hugh Shaddox, Grady Vcller and D. C. EngleS' A lumber of others are working award the designation but are not enrolled in this class. In addition to the educational ·equirement, the American Col- ege requires high ethical standards before conferring the designation on candidates. Jones feels the CLU Pledge conveys this best. It reads: "In ill my relations with clients I agree to observe the following ·ule of professional conduct. I shall, in the light of all the circumstances surrounding my Professional Growth Is Theme For Agents In 74 KEITH NEWHOUSE -' President Quadrant Chapter "Grow M o r e In "74" is a current theme in meetings of agent associations at local, slate and national levels. This t'Grow" theme has nothing to do with an agent's physical «ize, little to do with sales volume, but is meant to show the emphasis being put on his further training, his growing knowledge, his increasing ability to serve the public. :;,Life insurance is a unique part of any man's financial estate. It is sometimes referred to as the cornerstone of one's financial structure. No econom- jst would omit insurance when Discussing a complete financial picture for the individual. And, because it is so important, so vital to man's well-being, consumer advocates and insurance commissioners are becoming more and more concerned with the distribution of insurance. how it is being sold, how the public can more easily read the labels to compare like contracts Svhich appear in such bewildering numbers. ADOPTS RULES The National Association of Life Underwriters recently adopted a set of rules making it mandatory for a member agent lo pass educational milestones lo maintain his member- Ship in the Association, A more knowledgeable agent does a better job for the public. Our National Association wants its agent members to know more and more about their products so the public can he sure of the professional status of an Association member. · Kansas and New York are leading the way with programs which mandate upgrading of professional qualifications and training of l i f e insurance agents. New York may soon hava a two-step licensing procedure requiring passage of second and more comprehensive licensing examination after an appropriate period of experience under an initial temporary license. Kansas will emphasize a continuing education program by requiring state examinations at Varying intervals for an agent to, prove his proficiency as he advances in knowledge and to ensure he is keeping currenl frith changes in tax laws anc life Insurance contracts. ..The CLU designation con inues to be the hallmark of he professional agent. To at- .ain the Chartered Life Under- vriter designation, to be able o wear the key, an agent must complete five years of college evel study and pass examinations proctored by the American College at Bryn Mawr, Pennsylvania. But even this level is no longer considered the ultimate. The College continues to offer avanced studies in taxation, e c o n o m i c s a n d financial planning. Most CLUs are involved in further studies. They must be to keep up with their peers. As a concerned consumer, ask your agent if he is a member of the N o r t h w e s t A r k a n s a s Association, i f he has taken the Life Training Courses I a n d II, and the health insurance courses offered, if he is currently studying for his CLU designation. Note if he- already wears .he key. He'll be proud to tell you .vhat it means and how he is keeping current, improving his ability to serve you. Look to :he professional agent to transact your business. He costs no more and has more knowledge .0 back up his recommendations to yon Community Service Community service is an irvte (ral part of the Northwest Ar Kansas Association of Life Underwriters. · One of the continuing projects sponsored arc educational semi n«r« for students in area secondary education schools. This past year members were Irntruetorfl for seminars m Woodland Junior High Schoo! National Insurance Week Proclaimed April 28-May 5 EDITOR'S N O T E : The week of April 2Cth through May 5th has been proclaimed Life Insurance Week and over the nation life insurance agents are noting the special week. Material for these pages was prepared by members of the Northwest Arkansas Life Underwriters Association and the Chartered Life Underwriters Chapter. A special event to mark the observances will be the installation banquet of NVVAALU, May 13 with C. Carney Smith, Executive Vice President, of National Association of Life Underwriters. Washington, D.C. His topic will be: "Let Us Climb a Mountain." This week during Life Insurance Week officers and delegates of the Northwest Arkansas Association of Life Underwriters will attend the Annual Management Conference of the State Asscciatipn in Little Rock. The conference topics are: government, legislation, train- i n g c o n s u m e r education, public relations, and community service. Immediately following the management conference a two day convention and sales con- »ress will be held at the Camelot Inn May 2-3. Featured speakers include Bob E. Hall, associate professor of insurance and finance at the University of Arkansas; John M. Briggs, Metropolitan Life Insurance Company, New York, N.Y. and Clay E. Thomas Jr., New York Life Insurance Company, New Orleans, La. The speakers will discuss communication and motivation, advanced underwriting, business insurance and salesmanship. Agents from over the state will attend the convention to learn new techniques on selling and up date their information. The local association is affiia- ted with the state organization and advances public knowledge of life and insurance and i t s use. It promotes the adoption and application of high standards of ethical conduct, ant increases the knowledge ol agents concerning the sale anc uses of life insurance. Its members participate in community service projects, es tablishes liaison between under writers and other professiona groups. To Be Installed In May Newly circled officers of the Nnrlliwcst Arkansas Life Underwriters Assnciallon will he Installed early In May and asstmif! diilles of o f f i c e .Inly 1. They are Tommy Corn- well, (seated) president; from left ( s l n n d l n K ) Lynn Sammons, outgoing president; Hugh SFiFitldnv, n n l l r j n n j com- mlllcciitiin; Gary Chancy sec- retary; and Dr, Rob Ilnll, second vice president' Not pictured is Gcni Solly, first vice president. (TIMESnlioto by Ken Good) client, which I shall make every conscientious effort to ascertain and understand, give him tha service which, had I been it the same circumstances, would have applied to myself." At present 12 of the approxi malely 200 persons who marke life insurance in the area hole the CLU designation. When compared to other areas in th state and the nation, howeve Northwest Arkansas has ai unusually high percentage o life insurnce persons involvei with the CLU movement. The ranks continue to gro\ and Jones predicts the watch word of tomorrow's consume will be "If you don't know lifi insurance, know a CLU' 1 . HICS THE NATIONAL ASSOCIATION OF LIFE UNDERWRITERS Prettmill*: The portion of the tif. Underwriter It uniqiM Tn Hot he il 1h« Iralion between ha clltnl and nil company. As a life Insurance advisor h* ow« a high profeuianal duly toward fill client, whifo, at th» tame lime, fi« also* eccuplts a potitian of fruit and royalty 10 his company. Only by observing id. highest ttliicai balance con h« avoid any conflict between IhtM two obtigo* lions. Therefore I Belfev* If to b» my Responsibility . . . TO hold my buiinets fa high esteem and sfriva to maintain its prestige. TO fceep th* n«eas of my clients always uppermost. TO reipecl my clients'confidence and hold In fruit personal Information, TO render continuous servke to my clients and their beneficiaries. TO employ every proper and regftimat* means 1* persuade my clients to protect faiurable obligation!* but to rigidly adlierft to the observance of the highest standards of buiineis and professional conduct. TO present accurate!/, honestly, and completely every fact essential la my clients' decisions. TO perfect my skill and to add lo my knowledge Ihiat/gh continuous thought and study. TO conduct my business on such a high plane that others emulating my example may help Ihs* standards of our vocation. TO keep myself Informed with respect to insurance laws and regulations and lo observe them in both letter and spirit. TO respect the prerogatives and cooperate with a[l others whose) services are constructive]/ Mfottd to ours fa netting the needs of our clients. The following memhers of your local life underwriters association subscribe to these high principles of professional conduct and endeavor to exemplify them in service to you and to the community. OFFICERS Thomas R. Cornwell, Jr., President Eugene W. Setty, First Vice President Dr. Boh E. Hall, CLU, Second Vice President (iary Chaney, Secrelary-Treasurer John E. Martfcld, State Board Member Hugh D. Shaddox, National Commilteeman Lena Mae Martin, Executive Secretary NORTHWEST ARKANSAS ASSOCIATION OF LIFE UNDERWRITERS -- 1974 MEMBERS ADAIR, William C. ADAMS, David ANDERSON, Jimmy R. BANKS, Beftye Lou BARNETT, Gordon BELL, Kirby BOYD, Thomas E. BRAND, Rodger Dale BROCK, Kenneth A. BROWN, Charles L. JIROVVN, John CARTER, Marvin R. CARFflNGTON, Bill CHANEY, Gary CLARK, Joe P. COMBS, Charles T. CORNWALL, T h n m a s R . CftRDES, Linda CO'RDES. Robert CRAVENS, Austin DENNIS, .Tack DICKHITT, Don DILL, David DONALDSON, Belmer EATON. .Tlmmy Don EICHLER, John C. FIELDS, M. William CLU r,F,ARY, Donald GII.LMORE, Tom GREGORY, lm HALL, Dr. Bob E,, CLU HARTLEY, Jim mi,L, Jnn JOHNSON, Bob JONES, Mlllon, CLU JONES, Thomas If., Ct,U KNOX, Carl LAWSON, Douglas B. LEWIS, Sam f.OONEY, Slacy MCCARTY, Lnwrocni-T, McKINNEY, Robert R,, CLU McBRIDE, Dale McINTOSH, Chiles V. MARTFELD, John MARTFELD, Thomas MERRITT, Ken MORTON, G. B. MORTON, William C. MOSS, Robert M. MURPHY, Fred NELSON. Oliver Larry NEWHOUSE, Keith, CLU NEWTON, Al OSKEY, Elmer A. PIIILLIPFY, Sitl POWELL, Allena POWELL, Cliff POWELL, Terry REED, Joe ROSS, Bob D, ROYCE, Oiarle* ROSEBEARY, Le« RODMAN, Joe B. 8AMMONS, Lynn SCHAITER, Ed 8HADDOX, Hugh D. SALYER, Orls SETTY, Eugene W. SHARP, Othel G., CLU SMITH. Rex Alan, CLU TAYLOU, Henry A., ,?;·. TAYLOR, Henry A., Rr., CLU TEA«UE, Ronnf* M. WAI.TF,RS, Bob A. WEBB, Earl F. WETHERBEE, Jim, CLU WILLIAMS, Earl WILLIAMS, John ASSOCIATE MEMBERS COMBS, Nathan DOCKERY, George L. SAMPLE, Max RI.OAN, Wlnnlon SOUTH, Chester April 29 May 5 DAVE ADAMS Agent CHARLES COMBS Agent '.A Jefferson Standard Policy , · la A Declaration Or Inde- , pedendence For The Family" ~- LENA MAE MARTIN Secretory 206 East Poplar Street Fayetfeville, Ark. Phone 521-1241 FARM BUREAU JOE B. RODMAN Agency Manager BOB TETER Agent INDIVIDUALIZED LIFE INSURANCE PLANS Through Southern Farm Bureau Life Insurance fjo. Farm Bureau members are offered 22 different protection plans for their families' future. Among them are · Family Income · Retirement plans · Estate builders · Mortgage Insurance · Educational plans · Savings · Debt protection SOUTHERN FARM BUREAU LIFE INSURANCE CO. Intersection Hwyt. 71 S. and 62 Phone 442-4266

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