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

David J. Mullen Jr. (Autor)

Buch | Hardcover

352 Seiten

2013 | 2nd edition
Amacom (Verlag)
978-0-8144-3173-3 (ISBN)

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For ambitious financial advisors at any stage in their career, this unprecedented guide reveals how to reach the million-dollar level step-by-step.

Other books have claimed to help readers build a lucrative financial services practice…but it was The Million-Dollar Financial Services Practice that provided ambitious financial advisors with a step-by-step, tactical process proven to work. The second edition is updated throughout and contains new strategies for acquiring affluent clients and assets by providing Wealth Management services, using social media and “Alumni Marketing,” targeting successful realtors as clients, and much more.

Using the method he has taught at Merrill Lynch and is famous for in the industry, author David J. Mullen, Jr. shows how anyone—no matter where they are in their career—can get the appointment, convert prospects to clients, build relationships, retain clients, use niche marketing successfully, and increase the products and services each client uses.

Packed with templates, scripts, letters, and tried-and-true Market Action Plans, the book provides readers with the tools and guidance they need to take their financial services practice to the million-dollar level and beyond.

David J. Mullen, Jr.(Englewood, CO) is the author of The Million-Dollar Financial Advisor and The Million-Dollar Financial Services Practice. He is a 37-year industry veteran and former managing director at Merrill Lynch, where his advisor training program had a consistent success rate of twice the industry average.

CONTENTS

Acknowledgments ix

PART 1

THE FOUNDATION 1

Introduction 3

1. The Concept Behind the Process 7

2. Motivation 13

3. The NumbersYou Need to Succeed 21

4. Niche Marketing 28

5. Getting the Appointment 37

6. The Appointment 52

7. Turning Prospects into Clients 63

8. Time Management for New Financial Advisors 79

PART 2

TAKING IT TO THE NEXT LEVEL 89

9. Balancing Clients and Prospects: The Next Step 91

10. Wealth Management 97

11. Getting More Assets from Existing Clients 119

12. Leveraging Clients to Get New Ones 125

13. Expanding the Client Relationship 140

14. Your Natural Market 151

15. Client Retention 161

16. Time Management and the Client Associate 169

17. Teams 178

18. What Millionaires Need 189

19. Beyond a Million-Dollar Practice 199

PART 3

MARKET ACTION PLANS 211

20. Seminars 213

21. Event Marketing 221

22. Marketing Through Social Media 227

23. Networking 239

24. Past Experience and Personal Contacts 248

25. Adopt a Town 255

26. Business Owners 259

27. Realtors 266

28. Executives 270

29. Influencers 279

30. Alumni Marketing 285

31. Retirement Plans 294

32. Retirees 301

33. Money in Motion 304

34. Nonprofits 310

Appendix 317

Index 333

Erscheint lt. Verlag	16.3.2013
Sprache	englisch
Maße	64 x 92 mm
Gewicht	2 g
Themenwelt	Sachbuch/Ratgeber ► Beruf / Finanzen / Recht / Wirtschaft ► Bewerbung / Karriere
Themenwelt	Wirtschaft ► Betriebswirtschaft / Management ► Finanzierung
ISBN-10	0-8144-3173-9 / 0814431739
ISBN-13	978-0-8144-3173-3 / 9780814431733
Zustand	Neuware