The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer
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In The Million-Dollar Financial Services Practice, author David J. Mullen, Jr. reveals how to become a top-producing financial advisor using the method he has taught at Merrill Lynch and is famous for in the industry. This comprehensive book combines marketing, prospecting, sales, and time management techniques into a system that will help readers build a successful and lucrative practice. Mullen gives financial advisors all the tools and guidance they need to:• get the appointment • build relationships • convert prospects to client • retain clients • use niche marketing successfully • balance current clients and prospects • increase the products and services each client uses • attract millionaire clientsContaining templates, scripts, letters, and 15 tried-and-true Market Action Plans, this indispensable guide shows readers how to take their financial services practice to the million-dollar level and beyond.
Acknowledgments viiThe Foundation 1Overview 3Motivation 11The Numbers You Need to Succeed 19Niche Marketing 27Getting the Appointment 34The Appointment 48Turning Prospects Into Clients 59The Wealth-Management Process for New Advisors 75Time Management for New Financial Advisors 85Taking It to the Next Level: Building a Million-Dollar Practice 95Balancing Clients and Prospects 97Getting More Assets from Existing Clients 104Leveraging Clients to Get New Ones 110Expanding the Client Relationship 124Your Natural Market 135Client Retention 143Time Management and the Client Associate 155Teams 164What Millionaires Need 176Beyond a Million-Dollar Practice 186Market Action Plans 199Seminars 201Event Marketing 212Networking 223Past Experience and Personal Contacts 233Adopt a Town 241BusinessOwners 245Professionals: Medical, Legal, and Sales 251Executives 258Influencers 263Diverse Markets: Women, Hispanics, and Asians 270Retirement Plans 282Retirees 290Money in Motion 293Mortgages 299Nonprofits 305Resources 315Index 337
