The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer
by David J. Mullen Jr.
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List Price: $30.00
Our Price: $18.81
Your Save: $ 11.19 ( 37% )
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Manufacturer: AMACOM
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Average Customer Rating: 
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Binding: Hardcover
Dewey Decimal Number: 650
EAN: 9780814480526
ISBN: 0814480527
Label: AMACOM
Number Of Items: 1
Number Of Pages: 352
Publication Date: 2007-09-26
Publisher: AMACOM
Studio: AMACOM
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Spotlight customer reviews:
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Customer Rating:
Summary: Mullen cuts to the heart of the matter on how to become a top producer in a million-dollar financial services practice
Comment: I met David Mullen several years ago in his Merrill Lynch office in south Denver. A colleague and I visited with David for a couple of hours and enjoyed lunch and a enlightening conversation about Mullin's views and support strategies he was implementing for and with the financial advisors under his charge. I smiled as I read through this book hearing many of the same practices and methodologies he shared with me then. This book is about proven system. Mullen has helped hundreds of financial advisors become successful and achieve the pinnacles of their careers.
Anyone who is new to the financial services business, or is thinking about switching to a career in financial services would do well to read David J. Mullen Jr.'s very helpful handbook on how to become a top producer in a million-dollar financial services practice. As a former regional manager with Merrill Lynch, Mullen gained experience working with several top producers and summarized what he learned from them in this book. As a managing director at Merrill Lynch, Mullen hired and trained more than 500 financial advisers.
Mullen cuts to the heart of the matter by spelling out in detail what needs to be done every business day to achieve success. On top of the list are self-discipline and clarity of vision. After providing an overview in chapter one, Mullen takes the reader step by step along the path of developing a million-dollar practice. Most of the advice is very specific - how many qualified prospects you should keep, how much in new assets you should get under your management each month, and how many appointments you should make for each new week. And, throughout the book, Mullen stresses that there are no shortcuts in the road to success but there are clear right steps to take and each step must be taken.
Besides being very specific, the author also takes a global, comprehensive approach when covering such broad topics as sales, prospecting, marketing, and time management. The broader looks produces his system that offers "how to" advice on such things as getting the appointment, converting prospects to customers, balancing current customers with prospects, building relationships, retaining customers, using niche marketing to your benefit, increasing the services each customers depends upon you for, and attracting millionaire clients.
Mullen also provides sample letters and model scripts that are proven templates to success. The sample letters and scripts are why many of my friends are keeping Mullen's book on their desktops to be referred to often. Especially useful for repeated reference is the his15 Market Action Plans. The templates alone provide reason to buy this book but the real benefits are those gained from paying attention to the advice of a man who has succeeded and wants you to succeed also.
By Darin Manis
CEO and Founder
RJ & Makay
www.rjandmakay.com
Customer Rating:
Summary: Essential
Comment: I recently obtained my series 7 and series 66 licenses, along with all the insurance lines! After completing my studying and passing all the tests, I had no idea as of what to do next. This book gives you detailed, step by step processes that will make you accountable to yourself. This is the best road map I have seen for financial advisor type professionals. Follow this book, be successful!
Customer Rating:
Summary: This is a great getting started manual for new financial advisors
Comment: 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!
Customer Rating:
Summary: Awesome Marketing and Business Plan handbook for Financial Advisors
Comment: 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"
Customer Rating: 
Summary: Great help for the beginning financial advisor
Comment: 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.
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Editorial Reviews:
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Customer Rating:
Summary: Mullen cuts to the heart of the matter on how to become a top producer in a million-dollar financial services practice
Comment: I met David Mullen several years ago in his Merrill Lynch office in south Denver. A colleague and I visited with David for a couple of hours and enjoyed lunch and a enlightening conversation about Mullin's views and support strategies he was implementing for and with the financial advisors under his charge. I smiled as I read through this book hearing many of the same practices and methodologies he shared with me then. This book is about proven system. Mullen has helped hundreds of financial advisors become successful and achieve the pinnacles of their careers.
Anyone who is new to the financial services business, or is thinking about switching to a career in financial services would do well to read David J. Mullen Jr.'s very helpful handbook on how to become a top producer in a million-dollar financial services practice. As a former regional manager with Merrill Lynch, Mullen gained experience working with several top producers and summarized what he learned from them in this book. As a managing director at Merrill Lynch, Mullen hired and trained more than 500 financial advisers.
Mullen cuts to the heart of the matter by spelling out in detail what needs to be done every business day to achieve success. On top of the list are self-discipline and clarity of vision. After providing an overview in chapter one, Mullen takes the reader step by step along the path of developing a million-dollar practice. Most of the advice is very specific - how many qualified prospects you should keep, how much in new assets you should get under your management each month, and how many appointments you should make for each new week. And, throughout the book, Mullen stresses that there are no shortcuts in the road to success but there are clear right steps to take and each step must be taken.
Besides being very specific, the author also takes a global, comprehensive approach when covering such broad topics as sales, prospecting, marketing, and time management. The broader looks produces his system that offers "how to" advice on such things as getting the appointment, converting prospects to customers, balancing current customers with prospects, building relationships, retaining customers, using niche marketing to your benefit, increasing the services each customers depends upon you for, and attracting millionaire clients.
Mullen also provides sample letters and model scripts that are proven templates to success. The sample letters and scripts are why many of my friends are keeping Mullen's book on their desktops to be referred to often. Especially useful for repeated reference is the his15 Market Action Plans. The templates alone provide reason to buy this book but the real benefits are those gained from paying attention to the advice of a man who has succeeded and wants you to succeed also.
By Darin Manis
CEO and Founder
RJ & Makay
www.rjandmakay.com
Customer Rating:
Summary: Essential
Comment: I recently obtained my series 7 and series 66 licenses, along with all the insurance lines! After completing my studying and passing all the tests, I had no idea as of what to do next. This book gives you detailed, step by step processes that will make you accountable to yourself. This is the best road map I have seen for financial advisor type professionals. Follow this book, be successful!
Customer Rating:
Summary: This is a great getting started manual for new financial advisors
Comment: 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!
Customer Rating:
Summary: Awesome Marketing and Business Plan handbook for Financial Advisors
Comment: 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"
Customer Rating:
Summary: Great help for the beginning financial advisor
Comment: 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.
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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