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Much to my dismay cold calling prospects was tough and convincing them to buy from me seemed even tougher. I talked to experienced stockbrokers at my firm who said every new broker goes through the same trials and tribulations before closing a sale on the telephone with a customer. The Series 7 Exam covered everything from the New York Stock Exchange to rules on margin accounts to National Association of Securities Dealers bylaws. However, the NASD Series 7 didn't teach a stockbroker on how to sell an intangible product over the telephone or in person. I was learning this through trial and error and it was quite a learning experience...
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