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Building a Financial Services Clientele, 11th Edition

Author: O. Alfred Granum, CLU; Barry Alberstein, MBA, Ph.D. and Delia Alberstein, CLU
ISBN: 0872182754


With this book, you’ll learn to master the art and science of financial services sales and take your success to a higher level.


Using the One Card System, you’ll be guided step-by-step on how to:


  • Become the one and only trusted advisor for your clients.
  • Effectively manage time and relationships in an increasingly complex and competitive market.
  • Capture 40% of deferred business, increase case size and obtain quality referrals.
  • Continually find and acquire new, dedicated clients.


The 11th edition of Building a Financial Services Clientele is the essential guide to mastering the One Card System. Master the science and the art of financial services sales success with the book that has made the One Card System a proven winner for over 50 years!

This edition provides step-by-step instructions on how to:


  • Understand the client-building philosphy 
  • 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 

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


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