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

Mullen Jr., David J.

Hardcover

ISBN 10: 0814431739 ISBN 13: 9780814431733

Publisher: AMACOM, 2013

Synopsis

Using the proven method author David J. Mullen Jr. has taught at Merrill Lynch and is famous for in the industry, The Million-Dollar Financial Services Practice guides aspiring brokers on their journey toward building a lucrative financial services practice. Templates, scripts, letters, and tried-and-true market action plans work together to give you the skills you need to get the appointment, convert prospects to clients, build relationships, retain clients, use niche marketing successfully, and increase the products and services each client uses. You’ll also gain insight into practical areas often overlooked by other industry guides, including how to work in teams, how to train sales associates, and how to handle and overcome rejection. Updated with new strategies for acquiring affluent clients, the second edition of The Million-Dollar Financial Services Practice includes tips on offering wealth management services, using social media, leveraging alumni marketing, and targeting successful relators as clients to help today’s financial service professionals become top producers.

About this title

Book Description:

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.

From the Inside Flap:

The total wealth of high-income households in the U.S. is predicted to more than double by 2020, rising to $87 trillion—and the need for savvy, motivated financial planners to manage this money is going to rise accordingly.

Are you ready to capitalize on this growth and take your financial services practice to the next level? Whether you’re new to wealth management or a seasoned pro, The Million-Dollar Financial Services Practice will help you build your business, expand your pool of high-end clients, and increase the number of products and services each client uses.

Author David J. Mullen, Jr.—a former managing director at Merrill Lynch, whose advisor training program is famous in the industry—provides everything you need to build a million-dollar practice. It’s all here: templates, scripts, letters, and Market Action Plans that will help you target your niche market and turn prospects into clients.

Taking a prescriptive and practical approach, Mullen lays out the fundamental requirements of a successful financial services practice, and also shows how the human touch makes all the difference in this industry. You’ll learn about the five characteristics of million-dollar producers, pick up essential time-management techniques that will boost your productivity, plus get expert advice on:

· Setting and reaching goals by breaking them down into manageable and realistic parts

· Leveraging existing clients to gain new ones

· Identifying your “natural” markets

· Developing and retaining a loyal client base built on trust and communication

This second edition is bursting with new information and updates, including a chapter on using social media to acquire new, affluent clients and assets, valuable tips on using “alumni marketing,” and new strategies for attracting successful Realtors as clients. An expanded section on motivation will help you pinpoint the personal goals behind your desire to succeed, and then show you how to use those drivers to push yourself and your business onward and upward.

With these skills and strategies in hand, you’ll be able to successfully grow your business to a million-dollar practice and reap the rewards of the exploding wealth management market.

David J. Mullen, Jr. recently retired as a Managing Director at Merrill Lynch, where he personally hired, trained, and managed over 500 financial advisors. His advisor pro­gram has had a consistent success rate of twice the industry average, and his methods have been adopted by many managers and advisors firm wide. He has worked directly with over 100 individual million-dollar and multimillion-dollar financial advisors. Mullen is also the founding partner of Altius Learning (www.altiuslearning.com), a training company specializing in the financial services industry, and the author of The Million-Dollar Financial Advisor.

About this edition

• Publisher: AMACOM
• Publication date: 2013
• ISBN 10: 0814431739
• ISBN 13: 9780814431733
• Binding: Hardcover
• Edition number: 2
• Number of pages: 352