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As the financial industry evolves, industry professionals must adapt to new approaches and ideas to survive, grow, and prosper.

It has become increasingly difficult to maintain a current client base, let alone attract new clients with an investment environment that moves faster than a stock trade. The prospecting market is changing, becoming more challenging and risky, with consumer rights protection such as the "do not call" lists, with their hefty fines and new compliance requirements. The simplistic and commonsense approach is gone-instead, we have developed a "brokerese" language that sometimes those in the industry don't even understand. In the business guide Seminar Marketing & Sales Training Techniques for the Financial Professional, author Frank James Eberhart, CEP, RFC, explains his agenda for successfully gaining new clientele:

  • Generate seminar attendance
  • How to get results from your seminars
  • How to increase your revenue
  • How to prepare effective PowerPoint presentations
  • How to develop your sales and closing skills

Eberhart uses a simple, straightforward approach that translates into effective seminars that obtain-and keep-new clients. So make the most of it-be prepared, be professional, and be effective!

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