Asset Enhancement

Morrow, Edwin P.
April 1998
Journal of Financial Planning;Apr98, Vol. 11 Issue 2, p100
Academic Journal
The article looks at the significance of the financial services personnel as a capital asset in the U.S. Enhancements of the capital asset should include training, education and coaching. Unfortunately, training is not given too much emphasis in the financial services industry. In the past, life insurance companies and mutual fund marketers had large training departments which consisted of approach techniques like sales presentations, handling objections and closing skills. Aware of the significance of coaching programs, Dan Sullivan has developed the Strategic Coach program. It is based on a three-year horizon, and most participants continue for the full period. INSET: Coaching resources.


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