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Building A Financial Services Clientele, 12th Edition
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.