Introduction

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.

Contents and Features

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

Conclusion

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.