The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer »

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.

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 clients

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.

Acknowledgments     vii
The Foundation     1
Overview     3
Motivation     11
The Numbers You Need to Succeed     19
Niche Marketing     27
Getting the Appointment     34
The Appointment     48
Turning Prospects Into Clients     59
The Wealth-Management Process for New Advisors     75
Time Management for New Financial Advisors     85
Taking It to the Next Level: Building a Million-Dollar Practice     95
Balancing Clients and Prospects     97
Getting More Assets from Existing Clients     104
Leveraging Clients to Get New Ones     110
Expanding the Client Relationship     124
Your Natural Market     135
Client Retention     143
Time Management and the Client Associate     155
Teams     164
What Millionaires Need     176
Beyond a Million-Dollar Practice     186
Market Action Plans     199
Seminars     201
Event Marketing     212
Networking     223
Past Experience and Personal Contacts     233
Adopt a Town     241
BusinessOwners     245
Professionals: Medical, Legal, and Sales     251
Executives     258
Influencers     263
Diverse Markets: Women, Hispanics, and Asians     270
Retirement Plans     282
Retirees     290
Money in Motion     293
Mortgages     299
Nonprofits     305
Resources     315
Index     337