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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.