Samuel A. Katz has been hired by Raymond James & Associates, Inc., Boca Raton, as senior investment specialist. Before, he worked for 24 years as the director of the Institutional and Personal Trust Division at Northern Trust Company, Miami. He received his MBA with an emphasis in finance from Florida International University and undergraduate degree from the University of Florida.
Best advice I ever received: If you don't ask for the business, someone else will. Professionals are often wary of crossing the line between good business skills and aggressive behavior. Once you understand where the boundaries lie and the prospect's needs and wants, asking for business becomes a service offered instead of a pushy sales maneuver.