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

by David J Mullen Jr. (Author)

4.0 out of 5 stars See all reviews (2 customer reviews)

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This item: The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer by David J Mullen Jr.

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This item: The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer by David J Mullen Jr.
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Product details

Hardcover: 352 pages
Publisher: Amacom (1 Oct 2007)
Language English
ISBN-10: 0814480527
ISBN-13: 978-0814480526
Product Dimensions: 23.1 x 15.7 x 3.6 cm

Average Customer Review: 4.0 out of 5 stars See all reviews (2 customer reviews)

Amazon.co.uk Sales Rank: 68,562 in Books (See Bestsellers in Books)
Popular in this category:
#50 in Books > Reference > Directories > Careers & Jobs

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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.

About the Author

David J. Mullen, Jr. (Englewood, CO) recently retired as a Managing Director at Merrill Lynch, where he trained over 500 advisors. His advisor training program has had a consistent success rate of twice the industry average. His methods have been adopted by many managers and advisors firm-wide.

Inside This Book (Learn More)

Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index

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1 of 1 people found the following review helpful:

4.0 out of 5 stars Common Sense and a Useful Reminder, 12 Sep 2008

By	Maximus "Max" (Geneva, Switzerland) - See all my reviews

After 20 years in the business and running sales teams for a couple of the bigger banks it was quite refreshing to read this book and took me back to my early days as a self employed broker. It is well thought through and basically focuses on the all important client aquisition and retention process. Something even big organisations can be very bad at. It is an American Book and clearly aimed at the US market and my experience of US methods in the UK is that they are too much for the Brits, for example most Brit clients don't want to hear from their Adviser in quite such an in your face way as recommend but having worked with US advisers their profesionalism and approach is impressive. With a bit of adaption of style the methods would work well in the UK or in Europe. I agree that there is not much about the investment process but that is a book in its self. In the US most advisers even for the big names and the banks are self employed and effectivley run their own practices under the umbrella of the parent company so much of the assett allocation modelling etc is provided by the main business. One Final, obvious but worth enforcing point for any new commer is that if you are not comfortable with the methods of aquiring clients then don't become a self employed adviser in the UK or anywhere else,you will hate it,it is the single thing that differentiates a successful business from a failure and more important than any complicated or fancy investment methodology, or product range.

Our business is all about aquiring and retaining clients and this book is useful in making that point and reminding us of how much time needs to be devoted to it.

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4.0 out of 5 stars Specific and practical, 28 Mar 2008

By	Rolf Dobelli "getAbstract.com" (Switzerland) - See all my reviews (TOP 50 REVIEWER) (REAL NAME)

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.

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