by David J. Mullen Jr.
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Product Description
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.
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Average Customer Review:
1 of 1 people found the following review helpful:
This is a great getting started manual for new financial advisors, 2008-08-14
Just recently licensed, I was searching for a book to help me get started, since I will be working as an independent financial adviser. Ordered this book because of the high reviews and I have to say this book did not let me down. It was better than I expected. This book breaks down exactly what you need to do, step by step, to grow a million dollar practice. My favorite chapters were the first (Overview) and the third (The numbers you need to succeed).
The Overview basically tells you what to expect, explaining that as a new adviser 70% of a 10 hour day should be spent on marketing. Also provides a break down for your weekly marketing goals, time commitment, and target markets.
The Numbers chapter breaks down how many appointments you must set weekly, how much assets you must get under management on a monthly basis, the minimum qualified prospects to keep, and a specific road map to growing your business to a million dollars.
The book also contains marking plans, scrips to help you get started and much more. This is a great book for any new adviser that is serious about growing their business to a million dollar practice!
0 of 0 people found the following review helpful:
Awesome Marketing and Business Plan handbook for Financial Advisors, 2008-08-05
This is a very good, practical guide, on how to become a million dollar producer. The book is straightforward and full of practical information that anyone can immediately put to use.
The author is a former regional manager at Merrill Lynch and refined his system over many years of working with top producers at the firm. New advisors and those looking for a significant jump in productivity would be well advised to adopt the book as their business plan.
I use the book and have worked with draft copies of the materials for two years and have seen a significant lift in my productivity, client satisfaction and my own professional satisfaction.
The book has info on how to structure your practice, what activities matter, managing investments, niche marketing, working with your assistant and much more.
This is a great companion to Nick Murray's classic book "The New Financial Advisor"
0 of 0 people found the following review helpful:
 Great help for the beginning financial advisor, 2008-06-16
As I begin my own financial services practice I find this book to be very helpful in two areas.
1. The author gets at motivation first. We need to ask the WHY of what we are doing. We need to answer that question in our own lives if we are to be successful. Set goals and then work to achieve those goals. It begins with the reasons we are in this business.
2. Practical steps. The author takes the reader through very practical steps of time management, and even lays out some very basic marketing plans and ideas.
This is a marked up book that will be a constant reference for me.
0 of 0 people found the following review helpful:
Specific and practical, 2008-03-28
David Mullen's main theme is a variation of Thomas Edison's oft-repeated words that "genius is 10% inspiration and 90% perspiration." Although his book is repetitive and circular, he adds a little more information each time he loops back to an idea. Aspiring brokers will find the effort of following Mullen's train of thought worthwhile: He provides scripts and sample letters, and describes helpful techniques for handling rejection, communicating with prospects and closing sales. He includes information about how to work in teams and how to train sales associates. Mullen's advice is not groundbreaking, but it is specific and practical - although, strangely, he never mentions the importance of developing investment expertise. Thus, getAbstract recommends this book to those who already understand the field and want to use what they know to start selling.
0 of 0 people found the following review helpful:
Be Your Own Coach!, 2008-03-04
Follow these principles and be your own coach! David Mullen combines strategic planning and how-to-do-it with clarity. Topics include market planning and realistic steps to building a million-dollar practice, as well as building blocks necessary to create a firm foundation. This is the #1 book I recommend in coaching FAs.
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