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Financial Planning > Behavioral Finance

Dearborn Publishes Financial Sales Curriculum

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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.

Anthony is the president of Advisor Insights Inc., Rochester, Minn., and has written several books for financial advisors.

Dearborn is a unit of The Washington Post Company, Washington.