Book description
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. Al Granum is a living legend
in the life insurance business and many would argue that he has had more
of an influence on the way agents work than any other person in the past
40 years. In 2002 he added the John Newton Russell Award to his long
list of prestigious awards and accomplishments. O. Alfred Granum,
Chartered Life Underwriter (CLU) and Million Dollar Round Table (MDRT)
member, graduated Phi Beta Kappa from the University of Wisconsin with
simultaneous BA and MA degrees in life insurance. Starting as an agent
for the Northwestern Mutual in Eau Claire, Wisconsin, he worked his way
up to agency officer, production manager and general agent in Chicago.
His agency ranked number one in Northwestern Mutual for volume in 18 of
his last 25 years and was the first at NM to break numerous volume
record benchmarks. It was during this phenomenal career that Al created
and perfected the Client Building process that forms the basis of the
One Card System. Still energetic in his 80's, Al remains a sought-after
speaker and consultant. Dr. Barry Alberstein is a Clinical and
Consulting Psychologist with a Masters Degree in Business
Administration. He consults primarily and extensively with the life
insurance and financial services industry on building a clientele,
activity management systems, and changing agency cultures. He focuses on
a consultative selling model built on needs based, relationship driven
marketing and is a recognized authority on the psychology of creating
trust in client relationships. Dr. Alberstein has been a featured
speaker at many life insurance industry meetings, including repeat
presentations to The Million Dollar Round Table. He has spoken
internationally in Budapest, Hong Kong, Malaysia, Japan, Singapore and
China. He is the author of numerous articles on various aspects of the
life insurance career and is on the faculty of The Fastrack Academy for
Northwestern Mutual. In addition to an active performance coaching
practice, Dr. Alberstein regularly facilitates monthly producer
performance (Client Builder) groups and has personally conducted over
3,500 such groups, for various companies, in the past twenty-nine years.
He and his wife, Delia, worked with O. Alfred Granum, CLU on the classic
industry text, Building a Financial Services Clientele as well as a
companion text, Managing Through the One Card System. Dr. Alberstein has
also authored an innovative course on the psychology of creating
enduring client relationships through the principles of trust and
attraction. Dr. Alberstein's unique combination of clinical, business,
and consulting experience provide valuable insights into the psychology
of the consultative sales model for selling life insurance and related
financial products. Dr. Alberstein obtained his Ph. D. in Clinical
Psychology from the University of Washington in Seattle, having
previously received his MBA from Northeastern University in Boston, and
his BA in Communication from the University of California at Berkeley.
Dr. Alberstein is currently on the Board of Directors of the Edge
Foundation, a non-profit organization conducting research and providing
coaching to students with ADHD.
