The Million-Dollar Financial Services Practice: A Proven System for..

David J. Mullen Jr.9780814480526, 0814480527

Книга The Million-Dollar Financial Services Practice: A Proven System for… The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top ProducerКниги Бизнес книги Автор: David J. Mullen Jr. Год издания: 2007 Формат: pdf Издат.:AMACOM Press Страниц: 352 Размер: 1,3 ISBN: 0814480527 Язык: Английский0 (голосов: 0) Оценка: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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Table of contents :
Contents……Page 6
Acknowledgments……Page 8
Part 1: The Foundation……Page 10
1. Overview……Page 12
2. Motivation……Page 20
3. The Numbers You Need to Succeed……Page 28
4. Niche Marketing……Page 36
5. Getting the Appointment……Page 43
6. The Appointment……Page 57
7. Turning Prospects Into Clients……Page 68
8. The Wealth-Management Process for New Advisors……Page 84
9. Time Management for New Financial Advisors……Page 94
Part 2: Taking It to the Next Level: Building a Million-Dollar Practice……Page 104
10. Balancing Clients and Prospects……Page 106
11. Getting More Assets from Existing Clients……Page 113
12. Leveraging Clients to Get New Ones……Page 119
13. Expanding the Client Relationship……Page 133
14. Your Natural Market……Page 144
15. Client Retention……Page 152
16. Time Management and the Client Associate……Page 164
17. Teams……Page 173
18. What Millionaires Need……Page 185
19. Beyond a Million-Dollar Practice……Page 195
Part 3: Market Action Plans……Page 208
20. Seminars……Page 210
21. Event Marketing……Page 221
22. Networking……Page 232
23. Past Experience and Personal Contacts……Page 242
24. Adopt a Town……Page 250
25. Business Owners……Page 254
26. Professionals: Medical, Legal, and Sales……Page 260
27. Executives……Page 267
28. Influencers……Page 272
29. Diverse Markets: Women, Hispanics, and Asians……Page 279
30. Retirement Plans……Page 291
31. Retirees……Page 299
32. Money in Motion……Page 302
33. Mortgages……Page 308
34. Nonprofits……Page 314
Appendix: Resources……Page 324
B……Page 346
D……Page 347
I……Page 348
M……Page 349
P……Page 350
R……Page 351
S……Page 352
Y……Page 353