Florida Department of Education
Curriculum Framework 

Program Title:	Life Insurance Marketing
Program Type:	Career Preparatory
Career Cluster:	Finance

Career Certificate Program	
Program Number	M810017	
CIP Number	0252190809	
Grade Level	30, 31	
Program Length	60 hours	
Teacher Certification	Refer to the Program Structure section.	
CTSO	Collegiate DECA, PBL	
SOC Codes (all applicable)	For program SOC codes, please see the Program and Course Tables section of the CTE Program Resources page linked below.	
CTE Program Resources 	http://www.fldoe.org/academics/career-adult-edu/career-tech-edu/program-resources.stml	
Basic Skills Level	N/A	

Purpose

This program offers a sequence of courses that provides coherent and rigorous content aligned with challenging academic standards and relevant technical knowledge and skills needed to prepare for further education and careers in the Finance career cluster; provides technical skill proficiency, and includes competency-based applied learning that contributes to the academic knowledge, higher-order reasoning and problem-solving skills, work attitudes, general employability skills, technical skills, and occupation-specific skills, and knowledge of all aspects of the Finance career cluster. 

Additional Information relevant to this Career and Technical Education (CTE) program is provided at the end of this document.

Program Structure

This program is a planned sequence of instruction consisting of one occupational completion points.

This program is comprised of courses which have been assigned course numbers in the SCNS (Statewide Course Numbering System) in accordance with Section 1007.24 (1), F.S.  Career and Technical credit shall be awarded to the student on a transcript in accordance with Section 1001.44(3)(b), F.S.

To teach the course listed below, instructors must hold at least one of the teacher certifications indicated for that course.

The following table illustrates the postsecondary program structure:

OCP	Course Number	Course Title	Teacher Certification	Length	
A	RMI0071	Insurance Sales Agent - Health, Life, and Annuities	INSURANCE 7 G	60 hours	

Regulated Programs

It prepares students for the position of Life, Health and Variable Annuities Agent (2-15).  This program is for all participants who deal with the ultimate consumer and must obtain a Florida insurance license.  

The specific curriculum used by the instructor must be pre-approved by the Florida Department of Financial Services, Division of Insurance Agent and Agency Services, Bureau of Licensing.  Instructor qualifications must meet Section 4-211.160.  The course must use the approved course outline specified in Section 4-211.170.  Other rules apply pertaining to entities, school officials, schedule and attendance records, certification of students, attendance, exempted courses, examinations, fees, facilities, forms, penalties, etc.  Obtain Packet 4-211 from the Department of Financial Services for complete details.

After successful completion, students’ names are reported to the Department of Financial Services, Bureau of Licensing making them eligible to take the appropriate state exam.

More information on the requirements for students to become a licensed life, health and variable annuities agent can be found at: http://www.myfloridacfo.com/Division/Agents/Licensure/General/default.htm. 

Florida’s Career Readiness Skills for CTE Programs

Employability Skills	
01.0	Apply academic skills to workplace scenarios.	
01.01	Use reading skills.	
01.02	Use writing skills.	
01.03	Use mathematical strategies and procedures.	
01.04	Use scientific principles and procedures.	
02.0	Design a solution to an industry problem.	
02.01	Use critical thinking.	
02.02	Use creativity.	
02.03	Make sound decisions.	
02.04	Solve problems.	
02.05	Reason. 	
02.06	Plan and organize.	
03.0	Manage resources within an industry project	
03.01	Manage time.	
03.02	Manage money or resources.	
03.03	Manage materials.	
03.04	Manage personnel.	
04.0	Oversee the subcomponents, operations and output of a technical or organizational system.	
04.01	Manage systems.	
04.02	Monitor systems.	
04.03	Improve systems.	
05.0	Use information for decision making.	
05.01	Locate information.	
05.02	Organize information.	
05.03	Use information.	
05.04	Analyze information.	
05.05	Communicate information.	
06.0	Apply relevant technology to workplace scenarios to aid productivity.	
06.01	Use technology.	
07.0	Interpret and express interpersonal communication.	
07.01	Communicate verbally.	
07.02	Listen actively.	
07.03	Comprehend written material.	
07.04	Convey information in writing.	
07.05	Communicate nonverbally.	
07.06	Interpret nonverbal communication.	
08.0	Interact with others to accomplish workplace goals.	
08.01	Collaborate with others in a team.	
08.02	Respond to customer needs.	
08.03	Exercise leadership.	
08.04	Negotiate to resolve conflict.	
08.05	Respect others.	
09.0	Manage personal behavior to maximize productivity and professional growth.	
09.01	Demonstrate responsibility and self-discipline.	
09.02	Adapt and show flexibility.	
09.03	Work independently.	
09.04	Demonstrate a willingness to learn.	
09.05	Demonstrate integrity.	
09.06	Demonstrate professionalism.	
09.07	Take initiative.	
09.08	Display positive attitude.	
09.09	Take responsibility for professional growth.	
Job Attainment	
10.0	Find, assess and apply to job opportunities.	
10.01	Identify online job posts relevant to his or her career aspirations.	
10.02	Compare and contrast the job posts’ required qualifications, job duties, compensation, benefits and employers. 	
10.03	Define what information, documentation and writing prompts are required for the positions.	
11.0	Communicate personal competence, character and fit for a job opportunity.	
11.01	Develop a resume.	
11.02	Write a cover letter.	
11.03	Curate a professional portfolio that includes work products.	
11.04	Prepare for and experience a mock job interview.	
12.0	Cultivate and leverage relationships to professionally advance.	
12.01	Request a signed reference letter, letter of recommendation and/or an online skill/professionalism endorsement. 	
12.02	Develop a plan to cultivate a professional digital footprint.	
12.03	Develop a networking plan for a specific industry of interest.	

Standards

After successfully completing this program, the student will be able to perform the following:

01.0	Demonstrate mathematics knowledge and skills.
02.0	Use oral and written communication skills in creating, expressing and interpreting information and ideas. 
03.0	Demonstrate language arts knowledge and skills.
04.0	Solve problems using critical thinking skills, creativity and innovation.
05.0	Demonstrate the importance of health, safety, and environmental management systems in organizations and their importance to organizational performance and regulatory compliance. 
06.0	Use information technology tools.
07.0	Demonstrate leadership and teamwork skills needed to accomplish team goals and objectives.
08.0	Describe the roles within teams, work units, departments, organizations, inter-organizational systems, and the larger environment.
09.0	Describe the importance of professional ethics and legal responsibilities.
10.0	Explain the importance of employability and entrepreneurship skills.
11.0	Demonstrate an understanding of the basic principles of life, health insurance and annuities.
12.0	Demonstrate an understanding of the legal concepts of the insurance contract.
13.0	Demonstrate an understanding of life insurance policies, provisions, options, and riders.
14.0	Demonstrate an understanding of life insurance premiums, proceeds and beneficiaries.
15.0	Demonstrate an understanding of life insurance underwriting and policy issue.
16.0	Demonstrate an understanding of group life insurance.
17.0	Demonstrate an understanding of annuities.
18.0	Demonstrate an understanding of Social Security.
19.0	Demonstrate an understanding of retirement plans.
20.0	Demonstrate an understanding of the uses of life insurance.
21.0	Demonstrate an understanding of health and accident insurance.
22.0	Demonstrate an understanding of health insurance providers.
23.0	Demonstrate an understanding of medical expense insurance.
24.0	Demonstrate an understanding of disability income insurance.
25.0	Demonstrate an understanding of accidental death and dismemberment.
26.0	Demonstrate an understanding of private insurance plans for seniors.
27.0	Demonstrate an understanding of health insurance policy provisions.
28.0	Demonstrate an understanding of health insurance underwriting.
29.0	Demonstrate an understanding of Florida laws and rules pertinent to life and health insurance.
30.0	Demonstrate an understanding of agent licensing.
31.0	Demonstrate an understanding of life, health and variable annuity definitions.
32.0	

Florida Department of Education
Student Performance Standards

Program Title:	Life Insurance Marketing
Career Certificate Program Number:	M810017

Course Number:  RMI0071
Occupational Completion Point:  A 
Insurance Sales Agent – Health, Life and Annuities – 60 Hours	
01.0	Demonstrate mathematics knowledge and skills.  The students will be able to:	
01.01	Demonstrate knowledge of arithmetic operations.	
01.02	Analyze and apply data and measurements to solve problems and interpret documents.	
01.03	Construct charts/tables/graphs using functions and data.	
02.0	Use oral and written communication skills in creating, expressing and interpreting information and ideas. The students will be able to:	
02.01	Select and employ appropriate communication concepts and strategies to enhance oral and written communication in the workplace.	
02.02	Locate, organize and reference written information from various sources.	
02.03	Design, develop and deliver formal and informal presentations using appropriate media to engage and inform diverse audiences.	
02.04	Interpret verbal and nonverbal cues/behaviors that enhance communication.	
02.05	Apply active listening skills to obtain and clarify information.	
02.06	Develop and interpret tables and charts to support written and oral communications.	
02.07	Exhibit public relations skills that aid in achieving customer satisfaction.	
03.0	Demonstrate language arts knowledge and skills. The students will be able to:	
03.01	Locate, comprehend and evaluate key elements of oral and written information.	
03.02	Draft, revise, and edit written documents using correct grammar, punctuation and vocabulary.	
03.03	Present information formally and informally for specific purposes and audiences	
04.0	Solve problems using critical thinking skills, creativity and innovation.  The students will be able to:	
04.01	Employ critical thinking skills independently and in teams to solve problems and make decisions.	
04.02	Employ critical thinking and interpersonal skills to resolve conflicts.	
04.03	Identify and document workplace performance goals and monitor progress toward those goals.	
04.04	Conduct technical research to gather information necessary for decision-making	
05.0	Demonstrate the importance of health, safety, and environmental management systems in organizations and their importance to organizational performance and regulatory compliance. The students will be able to:	
05.01	Describe personal and jobsite safety rules and regulations that maintain safe and healthy work environments.	
05.02	Explain emergency procedures to follow in response to workplace accidents.	
05.03	Create a disaster and/or emergency response plan.	
06.0	Use information technology tools. The students will be able to:	
06.01	Use personal information management (PIM) applications to increase workplace efficiency.	
06.02	Employ technological tools to expedite workflow including word processing, databases, reports, spreadsheets, multimedia presentations, electronic calendar, contacts, email, and internet applications.	
06.03	Employ computer operations applications to access, create, manage, integrate, and store information.	
06.04	Employ collaborative/groupware applications to facilitate group work.	
07.0	Demonstrate leadership and teamwork skills needed to accomplish team goals and objectives. The students will be able to:	
07.01	Employ leadership skills to accomplish organizational goals and objectives.	
07.02	Establish and maintain effective working relationships with others in order to accomplish objectives and tasks.	
07.03	Conduct and participate in meetings to accomplish work tasks. 	
07.04	Employ mentoring skills to inspire and teach others.	
08.0	Describe the roles within teams, work units, departments, organizations, inter-organizational systems, and the larger environment. The students will be able to: 	
08.01	Describe the nature and types of business organizations.	
08.02	Explain the effect of key organizational systems on performance and quality. 	
08.03	List and describe quality control systems and/or practices common to the workplace.	
08.04	Explain the impact of the global economy on business organizations.	
09.0	Describe the importance of professional ethics and legal responsibilities. The students will be able to:	
09.01	Evaluate and justify decisions based on ethical reasoning.	
09.02	Evaluate alternative responses to workplace situations based on personal, professional, ethical, legal responsibilities, and employer policies.	
09.03	Identify and explain personal and long-term consequences of unethical or illegal behaviors in the workplace.	
09.04	Interpret and explain written organizational policies and procedures.	
10.0	Explain the importance of employability and entrepreneurship skills. The students will be able to:	
10.01	Identify and demonstrate positive work behaviors needed to be employable.	
10.02	Develop personal career plan that includes goals, objectives, and strategies.	
10.03	Examine licensing, certification, and industry credentialing requirements.	
10.04	Maintain a career portfolio to document knowledge, skills, and experience.	
10.05	Evaluate and compare employment opportunities that match career goals.	
10.06	Identify and exhibit traits for retaining employment.	
10.07	Identify opportunities and research requirements for career advancement.	
10.08	Research the benefits of ongoing professional development.	
10.09	Examine and describe entrepreneurship opportunities as a career planning option.	
11.0	Demonstrate an understanding of the basic principles of life, health insurance and annuities. The student will be able to:	
11.01	Explain the role of insurance.	
11.02	List and explain the types of insurance, distribution systems, and industry oversight and regulation.	
11.03	Discuss risk pooling and law of large numbers as the nature of insurance.	
11.04	Discuss the concept of risk.	
12.0	Demonstrate an understanding of the legal concepts of the insurance contract. The student will be able to:	
12.01	Explain the elements of the contract.	
12.02	List and explain the special features of insurance contracts.	
12.03	Define agents and brokers.	
12.04	Explain other legal aspects in the insurance contract.	
13.0	Demonstrate an understanding of life insurance policies, provisions, options, and riders. The student will be able to:	
13.01	List and explain the different types of policies.	
13.02	Define right of ownership.	
13.03	Detail standard policy provisions.	
13.04	Identify exclusions.	
13.05	Define non-forfeiture values.	
13.06	Define dividends.	
13.07	Explain policy riders.	
14.0	Demonstrate an understanding of life insurance premiums, proceeds and beneficiaries. The student will be able to:	
14.01	List and explain the primary factors in premium calculations. 	
14.02	Discuss settlement options and viatical settlements. 	
14.03	Explain the tax treatment of proceeds paid at death and 1035 exchange. 	
14.04	Discuss beneficiaries, qualifications, types of designations and special situations.	
15.0	Demonstrate an understanding of life insurance underwriting and policy issue. The student will be able to:	
15.01	State the purpose of life insurance underwriting.	
15.02	List and explain the underwriting process.	
15.03	List and explain the field underwriting procedures.	
15.04	Explain policy issue and delivery.	
16.0	Demonstrate an understanding of group life insurance. The student will be able to:	
16.01	List and discuss the principles of group life insurance.	
16.02	List the features of group insurance.	
16.03	List and discuss the eligible groups.	
16.04	Detail the group life characteristics including taxation of group life plans.	
16.05	List and discuss other forms of life insurance.	
17.0	Demonstrate an understanding of annuities. The student will be able to:	
17.01	Explain the purpose and function of annuities.	
17.02	Explain the basics of annuities.	
17.03	List and explain the structure and design (e.g., funding method).	
17.04	Describe the income tax treatment of benefits.	
17.05	Describe the uses of annuities.	
17.06	List and discuss the suitability of annuity sales to senior consumers.	
17.07	List and discuss fixed annuities.	
17.08	List and discuss Variable Annuities.	
18.0	Demonstrate an understanding of Social Security. The student will be able to:	
18.01	Explain the purpose of Social Security.	
18.02	Explain who is covered under Social Security.	
18.03	Discuss determining benefits.	
18.04	Describe the types of OASDHI benefits.	
19.0	Demonstrate an understanding of retirement plans. The student will be able to:	
19.01	Distinguish between qualified versus nonqualified plans.	
19.02	List and explain qualified employer plans. 	
19.03	Describe plans for small employers. 	
19.04	Detail individual retirement plans.	
19.05	Explain 401K.	
19.06	Compare 403(b) and 457 plans.	
20.0	Demonstrate an understanding of the uses of life insurance. The student will be able to:	
20.01	Explain Human Life Value Approach versus Needs Approach.	
20.02	Explain Individual Uses for Life Insurance.	
20.03	List and explain the Business Uses of Life Insurance.	
21.0	Demonstrate an understanding of health and accident insurance. The student will be able to:	
21.01	Explain the basic forms of health and accident insurance.	
21.02	Explain the reason to purchase health insurance.	
21.03	List and discuss the characteristics of health and accident insurance.	
21.04	Explain the individual and business needs of health insurance.	
21.05	List and explain group health insurance.	
22.0	Demonstrate an understanding of health insurance providers. The student will be able to:	
22.01	Discuss commercial insurance companies.	
22.02	Explain and compare service providers.	
22.03	List and discuss the government health insurance programs.	
22.04	List and explain alternative methods.	
23.0	Demonstrate an understanding of medical expense insurance. The student will be able to:	
23.01	Discuss the purpose of medical expense insurance.	
23.02	Explain the basic medical expense policy.	
23.03	Define deductibles and coinsurance. 	
23.04	List and explain other types of medical expense coverage.	
24.0	Demonstrate an understanding of disability income insurance. The student will be able to:	
24.01	Discuss the purpose of disability income insurance.	
24.02	Explain the benefits of disability income insurance.	
24.03	Explain policy provisions.	
24.04	Explain policy riders.	
25.0	Demonstrate an understanding of accidental death and dismemberment. The student will be able to:	
25.01	Discuss the benefits of accidental death and dismemberment.	
25.02	List and explain other forms of accidental death and dismemberment.	
26.0	Demonstrate an understanding of private insurance plans for seniors. The student will be able to:	
26.01	Explain Medicare supplement policies.	
26.02	Explain long-term care insurance.	
27.0	Demonstrate an understanding of health insurance policy provisions. The student will be able to:	
27.01	Differentiate between mandatory and optional provisions from the NAIC model health insurance policy.	
27.02	List and explain the common exclusions or restrictions of health insurance policy. 	
27.03	List and discuss the renewability provisions.	
28.0	Demonstrate an understanding of health insurance underwriting. The student will be able to:	
28.01	Recognize the major risk factors of health insurance underwriting.	
28.02	Explain the premium factors.	
28.03	Discuss the tax treatment of premiums and benefits.	
28.04	Explain managed care.	
29.0	Demonstrate an understanding of Florida laws and rules pertinent to life and health insurance. The student will be able to:	
29.01	Explain the responsibilities of the Office of Insurance Regulation.	
29.02	Define insurers and unauthorized entities.	
29.03	List and discuss marketing practices.	
29.04	Discuss agent ethic, Chapter 69B-215, Code of Ethics-Life Underwriters.	
29.05	Explain the policy clauses and provisions.	
29.06	Discuss group life insurance: Certificate, COBRA, and Eligibility.	
29.07	Compare par and nonpar policies.	
29.08	Discuss retirement plans.	
29.09	Describe the flexible life products.	
29.10	List and discuss Medicare, Medicaid, and maternity benefits.	
29.11	List and compare the various types of health plans.	
29.12	Explain the Florida Employee Health Care Access Act.	
30.0	Demonstrate an understanding of agent licensing. The student will be able to:	
30.01	Examine licensing requirements.	
30.02	List and explain the ways to maintain a license.	
30.03	Examine the reasons for suspension, termination, revocation of license, and other penalties.	
30.04	Examine unfair trade practices.	
31.0	Demonstrate an understanding of life, health and variable annuity definitions. The student will be able to:	
31.01	Explain insurance transactions.	
31.02	Define domestic, foreign and alien companies.	
31.03	Define and discuss authorized, unauthorized, and eligible companies.	
31.04	Define and explain stock and mutual companies.	
31.05	Identify the Certificate of Authority.	
31.06	Identify the Florida Life and Health Guaranty Association.	

Additional Information

Laboratory Activities

Laboratory investigations that include scientific inquiry, research, measurement, problem solving, emerging technologies, tools and equipment, as well as, experimental, quality, and safety procedures are an integral part of this career and technical program/course. Laboratory investigations benefit all students by developing an understanding of the complexity and ambiguity of empirical work, as well as the skills required to manage, operate, calibrate and troubleshoot equipment/tools used to make observations. Students understand measurement error; and have the skills to aggregate, interpret, and present the resulting data. Equipment and supplies should be provided to enhance hands-on experiences for students.

Career and Technical Student Organization (CTSO)

CTSOs are co-curricular career and technical student organizations providing leadership training and reinforcing specific career and technical skills. Career and Technical Student Organizations provide activities for students as an integral part of the instruction offered. Other CTSOs not listed in this curriculum framework or recognized by the Florida Department of Education are permissible provided they support student mastery over the standards and benchmarks of this curriculum framework.

Cooperative Training – OJT

On-the-job training is appropriate but not required for this program.  Whenever offered, the rules, guidelines, and requirements specified in the OJT framework apply. 

Accommodations

Federal and state legislation requires the provision of accommodations for students with disabilities to meet individual needs and ensure equal access. Postsecondary students with disabilities must self-identify, present documentation, request accommodations if needed, and develop a plan with their counselor and/or instructors. Accommodations received in postsecondary education may differ from those received in secondary education. Accommodations change the way the student is instructed. Students with disabilities may need accommodations in such areas as instructional methods and materials, assignments and assessments, time demands and schedules, learning environment, assistive technology and special communication systems. Documentation of the accommodations requested and provided should be maintained in a confidential file.

Note: postsecondary curriculum and regulated secondary programs cannot be modified.