Unreality of State-Mandated Continuing Education

State insurance regulators take a dim view of sales training. There’s no continuing education (CE) credit for that. But this misses a key principle of androgogy (adult learning): adults need to be motivated. They need to know that there will be a payoff if they invest time and mental effort. When state regulators nix content that seem too sales-y, they are nixing the motivation that could drive learning. Without this motivation, agents are just putting in the time to get their license renewal. They take the easiest courses and learn very little.

Of course, it’s not that black and white. There’s certainly a spectrum of learners. Many people in the field lap up learning, spending way more time than CE rules would require. I’ve done it myself and gotten rewarded with a variety of advanced designations—and with knowledge.

I do sympathize with regulators, though. If you are going to require regular education, you have to require something with a minimum level of meatiness. I just think they go a little too far.

As a writer of continuing education courses, I want to set my concepts in a world that has a reality that is recognizable to the learner. The real world is a world of sales. When we remove that, we need at least to ask the learner to reflect on customer needs and suitability of solutions we offer to meet those needs. It’s not sales per-se, but it’s close (needs and suitability are components of many effective sales strategies). And it puts an ethical slant on the material that usually pleases the regulators.

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