{"product_id":"9781945424014","title":"Building A Financial Services Clientele, 12th Edition","description":"\u003cp\u003eThis new 12th edition contains some of the most important updates ever made to this highly popular publication. This edition of \u003cem\u003e\u003cstrong\u003eBuilding a Financial Services Clientele\u003c\/strong\u003e\u003c\/em\u003e 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. \u003c\/p\u003e\u003cp\u003e\u003cstrong\u003eThis edition provides step-by-step instructions on how to:\u003c\/strong\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eUnderstand the client-building philosophy \u003c\/li\u003e\n\u003cli\u003eUse Social Media for improved prospecting\u003c\/li\u003e\n\u003cli\u003eConduct an effective fact-finding interview\u003c\/li\u003e\n\u003cli\u003eUse Activity and Efficiency Points to Stay on Track\u003c\/li\u003e\n\u003cli\u003eUse the CAM System\u003c\/li\u003e\n\u003cli\u003eUnderstand the consultative sales cycle \u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003e\u003cstrong\u003eEnhancements to the 12\u003csup\u003eth\u003c\/sup\u003e Edition:\u003c\/strong\u003e\u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eNew Chapter: Understanding the Science of Building a Clientele \u003c\/li\u003e\n\u003cli\u003eNew discussion of the importance of – and how to – stay focused\u003c\/li\u003e\n\u003cli\u003eComplete update of the relationship of technology and the One Card System including discussion of technological tools, benefits of technology, networking and social media\u003c\/li\u003e\n\u003cli\u003eIncreased emphasis on “soft skills” including client research and physhological value of new clients, client guidance and loyalty\u003c\/li\u003e\n\u003cli\u003eEnhanced treatment of Client Acquisition Process\u003c\/li\u003e\n\u003cli\u003eEnhanced treatment of managing time and relationships\u003c\/li\u003e\n\u003cli\u003eCAM (Career Activity Management) System chapter entirely updated\u003c\/li\u003e\n\u003cli\u003eMastering the Client Acquisition Process\u003c\/li\u003e\n\u003cli\u003eExpanded instruction in identification of “Qualified Suspects” and turning them to Clients\u003c\/li\u003e\n\u003cli\u003eUpdating of useful tools for increasing industry knowledge and skills\u003c\/li\u003e\n\u003cli\u003eScripts for the six-step prospecting approach to gaining more clients\u003c\/li\u003e\n\u003cli\u003eTips and scripts for use of the telephone, mail and email\u003c\/li\u003e\n\u003cli\u003eEffective communication techniques for today’s producer\u003c\/li\u003e\n\u003cli\u003eTools for customer-relationship management and practice management\u003c\/li\u003e\n\u003cli\u003eSetting goals and refining work plans\u003c\/li\u003e\n\u003cli\u003eAnalyzing and managing activity and production\u003c\/li\u003e\n\u003cli\u003eHandling the fact-finding interview\u003c\/li\u003e\n\u003cli\u003eEffective closing techniques\u003c\/li\u003e\n\u003cli\u003eMaximizing the value of delivery and post-sale contacts\u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eWhether you're a beginner or an established professional, there is only one proven system that will bring you true success...that's the \u003cem\u003eOne Card System\u003c\/em\u003e, and this is the book that will help you master these proven techniques.\u003c\/p\u003e","brand":"National Underwriter Company","offers":[{"title":"Default Title","offer_id":47182361624816,"sku":"9781945424014","price":106.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9781945424014_p0.jpg?v=1763795988","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9781945424014","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}