Building A Financial Services Clientele, 12th Edition

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With this book, you’ll learn to master the art and science of financial services sales and take your success to a higher level.

This new 12th edition contains some of the most important updates ever made to this highly popular publication. This edition of Building a Financial Services Clientele brings the proven One Card System (“OCS”) to life in a contemporary, high-tech context—penetrating the mechanics of the system itself to expose why the approach works and how you can take advantage of today’s tools and technology while still employing the remarkably effective OCS system. 

This edition provides step-by-step instructions on how to:

  • Understand the client-building philosophy 
  • Use Social Media for improved prospecting
  • Conduct an effective fact-finding interview
  • Use Activity and Efficiency Points to Stay on Track
  • Use the CAM System
  • Understand the consultative sales cycle 

Enhancements to the 12th Edition:

  • New Chapter: Understanding the Science of Building a Clientele
  • New discussion of the importance of – and how to – stay focused
  • Complete update of the relationship of technology and the One Card System including discussion of technological tools, benefits of technology, networking and social media
  • Increased emphasis on “soft skills” including client research and physiological value of new clients, client guidance and loyalty
  • Enhanced treatment of Client Acquisition Process
  • Enhanced treatment of managing time and relationships
  • CAM (Career Activity Management) System chapter entirely updated
  • Mastering the Client Acquisition Process
  • Expanded instruction in identification of “Qualified Suspects” and turning them to Clients
  • Updating of useful tools for increasing industry knowledge and skills
  • Scripts for the six-step prospecting approach to gaining more clients
  • Tips and scripts for use of the telephone, mail and email
  • Effective communication techniques for today’s producer
  • Tools for customer-relationship management and practice management
  • Setting goals and refining work plans
  • Analyzing and managing activity and production
  • Handling the fact-finding interview
  • Effective closing techniques
  • Maximizing the value of delivery and post-sale contacts

Whether you're a beginner or an established professional, there is only one proven system that will bring you true success...that's the One Card System, and this is the book that will help you master these proven techniques.

Additional Information
SKU 1730012B
Publication Date June 17, 2016
ISBN 978-1-945424-00-7
EISBN 9781945424014
Page Count 384
Author Al Granum, Barry and Delia Alberstein
Edition 12
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Julie A. Lavoie

Attorney Julie A. Lavoie is a resident of Berlin, Connecticut. She currently works as a litigation associate at the law firm of Murtha Cullina LLP. She is involved in a wide range of commercial litigation matters, in state and federal court, at the trial and appellate court level. Ms. Lavoie received her J.D. from St. John’s University School of Law. In 2020, she served as a law clerk to Judge Eliot D. Prescott on the Connecticut Appellate Court. Ms. Lavoie is also a member of the Oliver Ellsworth American Inn of Court.