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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 including discussion of technological tools, benefits of technology, networking and social mediaIncreased emphasis on “soft skills” including client research and physhological value of new clients, client guidance and loyaltyEnhanced treatment of Client Acquisition ProcessEnhanced treatment of managing time and relationshipsCAM (Career Activity Management) System chapter entirely updatedMastering the Client Acquisition ProcessExpanded instruction in identification of “Qualified Suspects” and turning them to ClientsUpdating of useful tools for increasing industry knowledge and skillsScripts for the six-step prospecting approach to gaining more clientsTips and scripts for use of the telephone, mail and emailEffective communication techniques for today’s producerTools for customer-relationship management and practice managementSetting goals and refining work plansAnalyzing and managing activity and productionHandling the fact-finding interviewEffective closing techniquesMaximizing the value of delivery and post-sale contactsWhether 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.