The million-dollar financial services practice : a proven system for becoming a top producer / David J. Mullen Jr.

Includes bibliographical references (pages 317-332) and index.

The foundation -- Introduction -- The concept behind the process -- Motivation -- The numbers you need to succeed -- Niche marketing -- Getting the appointment -- The appointment -- Turning prospects into clients -- Time management for new financial advisors -- Taking it to the next level -- The wealth management process -- Balancing clients and prospects : the next step -- Getting more assets from existing clients -- Leveraging clients to get new ones -- Expanding the client relationship -- Your natural market -- Client retention -- Time management and the client associate -- Teams -- What millionaires need -- Beyond a million-dollar practice -- Market action plans -- Seminars -- Event marketing -- Marketing through social media -- Networking -- Past experience and personal contacts -- Adopt a town -- Business owners -- Realtors -- Executives -- Influencers -- Alumni marketing -- Retirement plans -- Retirees -- Money in motion -- Nonprofits -- Index.

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.