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SRI 220 — Retirement Marketing and Business Acquisition

Course Type: Highly Interactive Online Course, Designation
Topics: Financial Services & Financial Planning, Marketing & Business Acquisition, Operations & Administration, Retirement & Annuities
Designations: ASRI, FSRI
Language: English


Retirement Marketing and Business Acquisition educates learners about the stakeholders and dynamics of the business acquisition process for both institutional and retail retirement markets, with a primary focus on market segmentation, product development, distribution and customer engagement. The course will also examine the impact of government policies, consumer behavior, and economic conditions on marketing and distribution strategies.

After completing this course, learners should be able to:

  • Describe the primary stakeholders in the retirement marketplace and the role each plays in providing retirement solutions
  • Explain the marketing principles and the strategies companies use to segment markets, differentiate their brand or products to gain competitive advantages, and position themselves in the retirement market
  • Describe the product development process and primary product development strategies
  • Describe how provider companies design and install retirement plans in retail and institutional markets and explain the regulatory requirements for the design of qualified retirement plans
  • Describe annuity product design and annuity new business processing
  • Describe the business acquisition process in both institutional and retail markets, including the roles and actions of major participants in the distribution process
  • Describe the personal selling process, its benefits, disadvantages, and unethical sales practices, compensation methods, contract negotiation, and contract implementation
  • Identify the steps involved in measuring product/plan performance and evaluating customer satisfaction
  • Explain how successful customer experience management (CEM) programs help to create, maintain, and manage long-term relationships with retail and institutional customers

See more about the course content for SRI 220

View the learning outcomes by module for SRI 220


  • Marketing and Installation Activities that Bring Assets into the Institution
  • Retirement Marketplace Roles and Marketing Function Overview
  • Retirement Savings and Income Product/Plan Design, Development, and Product Implementation (Retail and Retirement Plans)
  • Sales and Distribution Concepts and Sales Support
    ◦Distribution Channels, Sales Process, Sales Compensation—Retail Markets
    ◦Sales and Business Acquisition Activities for Retirement Plans
  • Measuring Marketing Success: Market Analysis, Competitive Analysis

Module 1: Introduction to Retirement Marketing

1. Retirement Marketing Overview

2. Customer Selection and Management

3. Retirement Marketing Communications

4. Distribution Strategies

Module 2: Product/Plan Design and Development

1. New Product Development

2. Institutional Retirement Savings Plan Design

3. Small Group Plan and IRA Design

4. Annuity Development and Design

Module 3: Business Acquisition

1. Business Acquisition in the Retail Market

2. Business Acquisition in the Institutional Market

Module 4: Evaluating Success

1. Measuring Marketing Success

2. Customer Experience Management

Course Format

LOMA’s popular online interactive courses teach important industry concepts through an engaging, highly interactive, multi-media approach that often includes integrated video, audio and scenario-based learning. Online interactive courses are designation courses with integrated exams—the modularized examinations are built right into the course as part of the learning experience. No separate exam enrollment required!

Integrated Exams

Online interactive courses are non-proctored designation courses—the modularized examinations are built right into the course as part of the learning experience. No separate exam enrollment required!

See the SRI 210 Intro Video
SRI 210 Intro screen

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for SRI 210!

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