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The Million-dollar Financial Services Practice David J. Mullen, Jr.

The Million-dollar Financial Services Practice By David J. Mullen, Jr.

The Million-dollar Financial Services Practice by David J. Mullen, Jr.

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Summary

Reveals how to become a top-producing financial advisor using the method author has taught at Merrill Lynch. This comprehensive book combines marketing, prospecting, sales, and time management techniques into a system that helps readers build a successful practice.

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The Million-dollar Financial Services Practice Summary

The Million-dollar Financial Services Practice: A Proven System for Becoming a Top Producer by David J. Mullen, Jr.

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. Containing 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.

About David J. Mullen, Jr.

David J. Mullen, Jr. (Englewood, CO) recently retired as a Managing Director at Merrill Lynch, where he trained over 500 advisors. His advisor training program has had a consistent success rate of twice the industry average. His methods have been adopted by many managers and advisors firm-wide.

Table of Contents

Contents Acknowledgments vii Part 1 The Foundation 1 1. Overview 3 2. Motivation 11 3. The Numbers You Need to Succeed 19 4. Niche Marketing 27 5. Getting the Appointment 34 6. The Appointment 48 7. Turning Prospects Into Clients 59 8. The Wealth-Management Process for New Advisors 75 9. Time Management for New Financial Advisors 85 Part 2 Taking It to the Next Level: Building a Million-Dollar Practice 95 10. Balancing Clients and Prospects 97 11. Getting More Assets from Existing Clients 104 12. Leveraging Clients to Get New Ones 110 13. Expanding the Client Relationship 124 14. Your Natural Market 135 15. Client Retention 143 16. Time Management and the Client Associate 155 17. Teams 164 18. What Millionaires Need 176 19. Beyond a Million-Dollar Practice 186 Part 3 Market Action Plans 199 20. Seminars 201 21. Event Marketing 212 22. Networking 223 23. Past Experience and Personal Contacts 233 24. Adopt a Town 241 25. Business Owners 245 26. Professionals: Medical, Legal, and Sales 251 27. Executives 258 28. Influencers 263 29. Diverse Markets: Women, Hispanics, and Asians 270 30. Retirement Plans 282 31. Retirees 290 32. Money in Motion 293 33. Mortgages 299 34. Nonprofits 305 Appendix Resources 315 Index 337

Additional information

CIN0814480527VG
9780814480526
0814480527
The Million-dollar Financial Services Practice: A Proven System for Becoming a Top Producer by David J. Mullen, Jr.
David J. Mullen, Jr.
Used - Very Good
Hardback
Amacom
20071001
320
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

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