Design Document for

EDU767_Kelly McIntyre
By Kelly McIntyre

Purpose of the Course The majority of our customers identify XYZ Insurance Company as a property & casualty company and are unaware of the life &
retirement solutions we offer. With our 80+ years of experience in property and casualty, we have developed strong brand recognition
in relation to both auto and home products. However, this same brand strength and market penetration hasn't translated to the life
and retirement side of our business, which has resulted in a large percentage of our book of business being under-served when it
comes to life and retirement products. We recognize that both our agents and their staff need to consistently cross-sell life insurance
to our existing customers during key interactions with the agency and new customers at the point of sale. With changes coming in
2017, our agents will not be able to rely as heavily on a financial specialist to write this business. Through both classroom and virtual
instruction, we will need to get both agents and their L&H licensed staff up to speed on:

Foundational life insurance products

How to transition from P&C conversations to Life

How to conduct a Life Insurance Needs Analysis and propose solutions

Completing and managing the Life Insurance Application Process

CBT_Design-Document_Kelly McIntyre 1 2/22/2017

Audience Description We have a very broad target learner, as our intent is to address the needs of both our Life & Health Licensed Sales Professionals, who
are direct employees of the agency owners not XYZ Insurance Company, and our agency owners, who are independent contractors and
not direct employees of XYZ Insurance Company. One of the reasons it will be challenging to develop content for this audience is the
diversity in learner characteristics:

Broad age range from just-out-of high-school to close to retirement (18-65)

Ethnicity: Primarily Caucasian, African-American, Asian-American (Korean, Chinese and Japanese, Indian), and Hispanic

Length of work experience (a few weeks to 25+ years) and industry familiarity varies

Level of education varies, with the vast majority of agents having a post-secondary degree whereas many staff have only a high
school education or Associate's degree

Comfort with technology ranges from novice to expert

Personal belief in the value of life insurance as a product solution

Comfort level in having life insurance conversations with customers

Major Course 1. The learner will transition from an auto/home conversation to a life insurance conversation with a customer.
Objectives (Terminal)
2. By the end of the course, the learner will be able to conduct an effective life insurance needs analysis.

3. By the end of the course, the learner will be able to overcome common customer objections to life insurance.

4. By the end of the course, the learner will be able to explain the difference between the three main life insurance product
categories: term, universal and whole life insurance.

5. By the end of the course, the learner will be able to manage a life insurance application through the underwriting process to
when the policy issues and is delivered to the customer.

Course Enabling
Objectives

EDU766_completed
Alignment Chart.pdf

This document contains the enabling objectives for the first 3 terminal objectives.

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RLO Enabling I have listed two enabling objectives that blend/cross-over with one another. My intent would be to develop an RLO around:
Objective
Believe that life insurance is an important product to talk to every customer about

Identify key life insurance transition opportunities/ triggers during a P&C conversation

Learning Assessment The intent was to have assessments spread throughout the course, with participants earning a badge each time they successfully
for Course completed the assessment for a module, which would result in a Life Specialist certificate at the end of the course.

Learning Assessment Multiple Choice assessment, Scenario-based pick-one assessment

for RLO

Instructional Delivery Needs to be designed for both classroom and virtual delivery.
method for Course
(overall)

Instructional Strategy Case-studies/scenarios (experiential learning); Presentation (direct instruction) **Not really sure what is required here.
for RLO

Media Video
Graphics/Animations
Audio
Transcripts/Closed Captioning
Simulations
Games/Knowledge Checks

508 Accommodations Include text equivalents for non-text elements

Multimedia elements will have transcript/closed captions available
Navigation ease-of-use, that includes the ability to skip around
Designed to be available via multiple devices and/or multiple browsers
Available in multiple languages
If a certain application is needed to run content, a link to that application will be provided

Course Structure Visualizing 5 units/lessons (based on terminal objectives), with each having modules tied to the enabling objectives. I could foresee
Description some terminal objectives merged depending on how interdependent the content is.

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Seat Time of Course 2 days, 6-7 hrs/day

Not 100% certain how long the material would take to cover aiming for 1.5 2 days.

Seat Time of RLO 20 mins approximately

RLO Outline

EDU767_Content
Outline.docx

RLO Flowchart

EDU767_course
flowchart.pptx

Screens/Pages in RLO 12-15

Knowledge Checks or Each module would have a knowledge check at the end, with each lesson having a graded assessment with a passing score.
Other Assessments or
Practices for RLO __2-3__Dichotomous (T/F, Y/N, etc.)

__1-2__Multiple Choice

__2-3__Multiple Select

__2-3__Drag and Drop

____Custom describe; if appropriate, supply flowchart in an Appendix and reference it here.

__1-2__Other Fill in the Blank

Rollovers/click events __2-3__Rollovers

__4-5__Click Events

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RLO Navigation Buttons: Back, Next, Pause, Replay, Submit (for assessments/knowledge checks), Help
Menu Bar
Appendix
Resource Links
Video Library

Screen Layouts for

RLO

*Had to change due to theme limitations of authoring tool.

Development Tools Elucidate (Articulate 360 didnt pan out), Google Images (if necessary), web-based videos (via LifeHappens.org website)
for RLO

Ownership Kelly McIntyre will develop the initial course and will maintain the course for XYZ Insurance Company

Development Time of Entire course: 3-4 weeks

entire course and
RLO RLO: 2-3 days depending on software used (not familiar with authoring software so ease of use is a concern)

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Support requirements LMS system, videos, Content SMEs, CBT authoring software, built-out case studies, printable PDFS of documents that could be included
for RLO and course in course appendix, screenshots of referenced applications

Project Please sign below indicating agreement with the proposed course plan and approving start-up of the storyboard and development
Sign-off [optional] phases.

Kelly McIntyre 2/10/17

Instructional Designer Date

Project Manager/Sponsor Date

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