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What You'll Learn

You will learn the building blocks of becoming a Financial Professional -- from the basics of developing relationships and discovering your natural market to the intricacies of developing multi-layered plans that protect and build  wealth and financial freedom for your clients. 



It all starts with a meaningful "why". In this module you'll learn how to set real goals; both personal and business, and associate them with revenue-producing activities that deliver results.

Developing & Approaching Your Natural Market

As a financial professional, your relationships determine your results. In this module you'll how to develop your natural market and turn personal relationships into professional conversations.

Name Flow & Activity Management

There's no guess in success!  In this module you'll learn the importance of consistent name flow, how to track that name flow, and complete essential activities around name flow that lead to success.  

Get Started with The Living Balance Sheet®

The Living Balance Sheet® is not just powerful planning software, it is how you demonstrate your philosophy to clients. Knowing how the basics of this operating system is essential to a fast start.

A Successful Open Meeting

Your initial meeting with a prospect is said to be the most important. Learn how to have compelling conversations that build trust and turn prospects into clients using Living Balance Sheet® Story and field-tested best practices.

Financial Professional Reluctance

Financial Professionals have an innate capacity for reluctance. For most of us there is psychological barrier between what we're worth and what we actually earn. This module brings reluctance to the surface so we can cope with the mental roadblocks that get in the way.

        MODULE 7-               The Protection Meeting

Establishing best practices, narratives, and Living Balance Sheet® tools for an optimal Protection Meeting experience.

            Life Insurance          Basics

It is said that life insurance is at the foundation of all good financial planning. In this module you'll learn about the different types of life insurance, the history and evolution of product types, and the importance of an insurance company's financial strength and corporate structure.

Have a Question about VETSTEPS?

Thank you!
*We expect that candidates who graduate from our Training and Development curriculum fully-licensed will enter into a contract with The Guardian Life Insurance Company of America, or one of its subsidiaries, because we want you to continue your career as a Financial Advisor with us. Of course, you will have to meet the standards and requirements to be offered that contract. A Financial Advisor must be registered as an investment advisor representative with PAS providing investment advisory services. An individual cannot become a Financial Advisor or use that term with clients until meeting that criteria. First Financial Group is an equal opportunity employer. All qualified applicants will be considered for employment without regard to age, race, color, creed, religion, sex, affectional or sexual orientation, national origin, ancestry, marital status, disability, military or veteran status, or any other classification protected by applicable law. The Guardian Life Insurance Company of America is not affiliated with the Department of Labor or the Veterans Administration and is not involved in the VETSTEPS Apprenticeship program. Contact the individual department or agency for additional information regarding eligibility of benefits.

Many independent parties will be supporting you on this journey.  The VETSTEPS Apprenticeship Program (VETSTEPS) is a Virginia Department of Labor and Industry (DOL) – approved job training program sponsored by PatriotPaths, LLC (the Sponsor). VETSTEPS and VETSTEPS Financial are trademarks of PatriotPaths, LLC.

The VETSTEPS Apprenticeship Program (VETSTEPS) is a Department of Labor (DOL) – approved job training program sponsored by First Financial Group DBA VETSTEPS Financial, an agency of The Guardian Life Insurance Company of America (Guardian). VETSTEPS Financial has the sole rights to offer the VETSTEPS program in your area. You will be monitored throughout your Apprenticeship in accordance with DOL guidelines. Any Protege or Field Representative Agreement you enter into with Guardian, and related association with FFG, can be maintained separately from your involvement in the VETSTEPS program. VETSTEPS Financial is not an affiliate or subsidiary of either Guardian or FFG. VETSTEPS Financial, Guardian and FFG are not affiliated with the DOL or the Veterans Administration.

Source: Zoli, Maury, & Fay, 2015 – Republished in The Military to Civilian Transition 2018, The U.S. Department of Veterans Affairs 

The Living Balance Sheet® and The Living Balance Sheet® Logo are service marks of The Guardian Life Insurance Company of America® (Guardian), New York, NY. © Copyright 2005-2020 Guardian.