百万金融服务实践/MILLION-DOLLAR FINANCIAL SERVIES PRACT

出版社:Amacom Books
出版日期:2007-10
ISBN:9780814480526
作者:Mullen Jr., David J
页数:320页

内容概要

  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 adop

书籍目录

AcknowledgmentsPart I The Foundation 1. Overview 2. Motivation 3. The Numbers You Need to Succeed 4. Niche Marketing 5. Getting the Appointment 6. The Appointment 7. Turning Prospects Into Clients 8. The Wealth-Management Process for New Advisors 9. Time Management for New Financial AdvisorsPart 2 Taking It to the Next Level:Building a Million-Dollar Practice 10. Balancing Clients and Prospects 11. Getting More Assets from Existing Clients 12. Leveraging Clients to Get New Ones 13. Expanding the Client Relationship 14. Your Natural Market 15. Client Retention 16. Time Management and the Client Associate 17. Teams 18. What Millionaires Need 19. Beyond a Million-Dollar PracticePart 3 Market Action Plans 20. Seminars 21. Event Marketing 22. Networking 23. Past Experience and Personal Contacts 24. Adopt a Town 25. Business Owners 26. Professionals: Medical, Legal, and Sales 27. Executives 28. Influencers 29. Diverse Markets: Women, Hispanics, and Asians 30. Retirement Plans 31. Retirees 32. Money in Motion 33. Mortgages   34. NonprofitsAppendix   ResourcesIndex

作者简介

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. 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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