Date of Defense

6-2003

Department

Finance and Commercial Law

First Advisor

Dr. Miriam Coleman

Second Advisor

Dr. Joseph Belonax Jr.

Third Advisor

Stephen Podewell

Abstract

As the need for financial planners rapidly multiplies with the largest group in the United States, the "Baby Boomers", approaching retirement age, the financial planning industry has become a highly competitive field. Research indicates that strategies and methods inherent to successful financial planners focuses not just on the financial aspects of managing funds, but also in securing clients. While financial planning and professional selling are often seen as two completely different fields in the business world, the increased need for financial planning created the merger of these two very distinct businesses. In the financial planning industry, financial advisors offer their expert advice to both individuals and businesses on a range of ways they can invest their money with the use of several financial and insurance products. Professional selling, on the other hand, is the practice of selling a company's products/services to another business with a consultative or relationship focused approach. According to John Keeble III (2000) of Financial Planner, "financial planning is the highest form of professional selling" (p. 105). Therefore, although both have its own characteristics, the use of professional selling is extremely important in the financial planning industry in order for a financial planning firm or representative to be successful.

Access Setting

Honors Thesis-Campus Only

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