Course Description
Course publication/revision date: This course was updated on 3/12/2026.
“Ethical Considerations in Selling to Seniors” is a comprehensive self-study course designed to help financial professionals navigate the unique ethical challenges of working with older clients. It covers the foundations of professional ethics, the evolving role of sales as a client-focused counseling process, and the importance of honesty, fairness, and competence in all communications, recommendations, and sales methods. Participants will learn how to identify and avoid misleading practices, adapt sales tools and approaches to meet seniors’ needs, address special concerns such as impaired clients or product replacements, and implement a system for ethical decision-making. By completing this course, professionals will be better equipped to build trust, ensure client benefit, and achieve long-term business success through consistently ethical practices.
