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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 prospectingConduct an effective fact-finding interviewUse Activity and Efficiency Points to Stay on TrackUse the CAM SystemUnderstand 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 focusedComplete update of the relationship of technology and the One Card System
