Chapter 12

Serving Your Customers: Customer Accounts

IN THIS CHAPTER

Bullet Understanding info needed when opening accounts

Bullet Knowing your customer

Bullet Grasping the ins and outs of margin accounts

Bullet Seeing when you can call a potential customer

If you’re going to have a successful business, you have to be able to open accounts. Beyond “smiling and dialing,” you need to know what to do once you hook your first big one. Next, you need to get the account form filled out. The account form and conversations with your customers and potential customers help you make appropriate recommendations. Hopefully, the securities you recommend will do well, and your customer will rent a van with a huge speaker on top so he can drive through town telling everyone how great you are.

In this chapter, I cover topics related to opening accounts. First, I help you understand the information required on a new account form. Then I go over investment objectives, I cover margin accounts, and finally, I discuss when you can call potential customers. I also include a couple of questions to give you an idea of potential questions ...

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