The Little Things Count, and Other Banking Lessons

In his latest book, Thomas J. Stanley tells the story of Harry G., who had $186,000 in a corporate checking account and called his institution the "Bank of Abuse."

The reason: The bank refused to count the change his daughter had been saving to buy a bicycle.

Mr. Stanley, head of the Atlanta-based Affluent Market Institute, a consulting firm, covers such foibles and a wide range of sales techniques in his latest book, "Selling to the Affluent -- The Professional's Guide to Closing the Sales that Count." His tips run the gamut from selling banking services to attracting affluent women and authors as clients.

The Affluent Market Institute does marketing research and trains participants in ways to identify, attract, and retain wealthy customers.

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