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

David J. Mullen Jr. (Author)

Book Description

Publication Date: September 26, 2007

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.

Editorial Reviews

Review

“…information on marketing, prospecting, sales and time management techniques are presented clearly and in great detail. The book is one advisors will refer to often. "

-- Research Magazine

“…filled with valuable information from a smart manager who has been there and done that successfully.”

-- On Wall Street

"...a helpful resource for financial professionals who have the motivation and desire to build and maintain a solid business model.”

-- Agent’s Sales Journal

“…providing clear…processes for defining and implementing proven marketing tactics for financial practices to use as a guideline… give[s] new and existing owners some food for thought.”

Broker Dealer Journal

“… an easy read…providing clear and methodical processes for defining and implementing proven marketing tactics for financial practices…” -- Broker Dealer Journal

Book 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.

See all Editorial Reviews

Product Details

• Reading level: Ages 17 and up
  
• Hardcover: 352 pages
• Publisher: AMACOM (September 26, 2007)
• Language: English
• ISBN-10: 0814480527
• ISBN-13: 978-0814480526
• Product Dimensions: 9.1 x 6.4 x 1.3 inches
• Shipping Weight: 1.4 pounds (View shipping rates and policies)
• Average Customer Review: 4.7 out of 5 stars  See all reviews (27 customer reviews)
• Amazon Best Sellers Rank: #59,230 in Books (See Top 100 in Books)
  • #78 in Books > Business & Investing > Skills > Time Management

More About the Author

David J. Mullen Jr. (Englewood, CO) is the author of The Million-Dollar Financial Services Practice as well as a 30-year industry veteran and former Managing Director at Merrill Lynch, where he trained more than 500 financial advisors. The success rate of his advisor training programs have been significantly higher than the industry average.

Customer Reviews

Most Helpful Customer Reviews

46 of 51 people found the following review helpful:

1.0 out of 5 stars I must have read a different book!, October 12, 2009

By 

R. S. Balser - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

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

I must not have read the same book as the other reviewers or I did not work with Mr. Mullen. I ordered this book looking for great things after reading the other reviews. I was sadly disaapointed. This book could be summmed up on one page.

The what: have 20 years to chase people with at least $250,000 to invest in modern portfolio theory. The How: You accomplish this by contacting 100 prospects (people you have met and would be open to meeting with you again) at least twice a month. Once via a phone call, letter or email. Once via a drop by in person. Raise at least $120 million with an ROA of .8% and you have a $1 million dollar practice. His scripts are very different than the ones on his website and the 15 marketing plans are a joke. For example, Mr. Mullen states that 52% of the millionaires in the US are business owners and he spends 5 pages on a marketing plan with three of the pages scripts. Where is the detailed step by step plan.

Great promise, not much substance.

Save your money and DO NOT BUY THIS BOOK!!!! I would be curious why Mr. Mullen is retired and why Merrill Lynch would let him if he has worked and produced so many great advisors.

5 of 6 people found the following review helpful:

5.0 out of 5 stars A tactical blueprint for success, November 27, 2007

By 

Robert Spicer "EVP, Professional Manager" (Denver Tech, CO) - See all my reviews
(REAL NAME)   

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

Dave Mullen has spelled out a tactical blueprint for financial advisor success.

It does not matter whether you are at a wirehouse, a regional firm, a financial planner or an independent B/D-RIA; I believe the tactics described in this book will help any serious and motivated advisor increase their business.

I have many years of management experience and I found myself very impressed. I was highlighting and underlining important ideas that will help me grow my practice. This book has become a favorite reference book in my library. I recommend it to every level of FA in the business that wants to grow.

Robert Spicer
Executive Vice President
First Financial Equity Corporation

Former Area Manager and Executive Director, Morgan Stanley

4 of 5 people found the following review helpful:

5.0 out of 5 stars BooYah! Finally there's a credible roadmap., January 6, 2008

By 

Sophia M. Winter (Denver, CO USA) - See all my reviews
(REAL NAME)   

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

I have been in the business for over 20 years and have continued to refine and grow my practice by applying successful techniques and processes aleady designed by other successful Advisors. This book by Dave Mullen is in a class of its own. Through the countless books, seminars and weekend training retreats that I have utilized to improve my practice..."The Million Dollar Financial Services Practice: A Proven System for Becoming a Top Producer" cuts to the heart of the matter and addresses "Doing the Right things everyday...providing clearity of vision, process and discipline." It's the "Best" I've ever read!