NU Online News Service, April 9, 2003, 1:03 p.m. EDT – Dearborn Financial Services, Chicago, has published “Know Your Customer,” a financial sales skill curriculum developed by Mitch Anthony.
The curriculum includes books, e-mail newsletters and instructor-led classes, Dearborn says.
The curriculum teaches students about topics such as connecting through storytelling, tapping into emotional competencies and recognizing each customer’s financial planning mentality.