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The Million-Dollar Financial Services Practice
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Table of Contents

CONTENTS

Acknowledgments ix

PART 1

THE FOUNDATION 1

Introduction 3

1. The Concept Behind the Process 7

2. Motivation 13

3. The NumbersYou Need to Succeed 21

4. Niche Marketing 28

5. Getting the Appointment 37

6. The Appointment 52

7. Turning Prospects into Clients 63

8. Time Management for New Financial Advisors 79

PART 2

TAKING IT TO THE NEXT LEVEL 89

9. Balancing Clients and Prospects: The Next Step 91

10. Wealth Management 97

11. Getting More Assets from Existing Clients 119

12. Leveraging Clients to Get New Ones 125

13. Expanding the Client Relationship 140

14. Your Natural Market 151

15. Client Retention 161

16. Time Management and the Client Associate 169

17. Teams 178

18. What Millionaires Need 189

19. Beyond a Million-Dollar Practice 199

PART 3

MARKET ACTION PLANS 211

20. Seminars 213

21. Event Marketing 221

22. Marketing Through Social Media 227

23. Networking 239

24. Past Experience and Personal Contacts 248

25. Adopt a Town 255

26. Business Owners 259

27. Realtors 266

28. Executives 270

29. Influencers 279

30. Alumni Marketing 285

31. Retirement Plans 294

32. Retirees 301

33. Money in Motion 304

34. Nonprofits 310

Appendix 317

Index 333

About the Author

DAVID J. MULLEN, JR., recently retired as a managing director at Merrill Lynch. His advisor training program has had a consistent success rate of twice the industry average, and his methods have been adopted by many managers and advisors firmwide. He is the author of The Million-Dollar Financial Advisor.

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