Mullen, David J., Jr.
The million-dollar financial services practice : a proven system for becoming a top producer / David J. Mullen, Jr. - New York : American Management Association, c2008. - vii, 344 p. ; 24 cm.
Includes index.
Acknowledgments -- Pt. 1. The foundation. Overview -- Motivation -- The numbers you need to succeed -- Niche marketing -- Getting the appointment -- The appointment -- Turning prospects into clients -- The wealth-management process for new advisors -- Time management for new financial advisors -- Pt. 2. Taking it to the next level : building a million-dollar practice. Balancing clients and prospects -- 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 -- Pt. 3. Market action plans. Seminars -- Event marketing -- Networking -- Past experience and personal contacts -- Adopt a town -- Business owners -- Professionals: medical, legal, and sales -- Executives -- Influencers -- Diverse markets: women, Hispanics, and Asians -- Retirement plans -- Retirees -- Money in motion -- Mortgages -- Nonprofits -- Appendix: Resources -- Index.
9780814480526 (hbk.) 0814480527 (hbk.)
Financial planners.
Financial services industry.
Investment advisors.
332 / MUL 2008
The million-dollar financial services practice : a proven system for becoming a top producer / David J. Mullen, Jr. - New York : American Management Association, c2008. - vii, 344 p. ; 24 cm.
Includes index.
Acknowledgments -- Pt. 1. The foundation. Overview -- Motivation -- The numbers you need to succeed -- Niche marketing -- Getting the appointment -- The appointment -- Turning prospects into clients -- The wealth-management process for new advisors -- Time management for new financial advisors -- Pt. 2. Taking it to the next level : building a million-dollar practice. Balancing clients and prospects -- 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 -- Pt. 3. Market action plans. Seminars -- Event marketing -- Networking -- Past experience and personal contacts -- Adopt a town -- Business owners -- Professionals: medical, legal, and sales -- Executives -- Influencers -- Diverse markets: women, Hispanics, and Asians -- Retirement plans -- Retirees -- Money in motion -- Mortgages -- Nonprofits -- Appendix: Resources -- Index.
9780814480526 (hbk.) 0814480527 (hbk.)
Financial planners.
Financial services industry.
Investment advisors.
332 / MUL 2008