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64 of 77 people found the following review helpful
on October 12, 2009
Format: HardcoverVerified Purchase
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.
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6 of 7 people found the following review helpful
on August 14, 2008
Format: HardcoverVerified Purchase
Just recently licensed, I was searching for a book to help me get started, since I will be working as an independent financial adviser. Ordered this book because of the high reviews and I have to say this book did not let me down. It was better than I expected. This book breaks down exactly what you need to do, step by step, to grow a million dollar practice. My favorite chapters were the first (Overview) and the third (The numbers you need to succeed).

The Overview basically tells you what to expect, explaining that as a new adviser 70% of a 10 hour day should be spent on marketing. Also provides a break down for your weekly marketing goals, time commitment, and target markets.

The Numbers chapter breaks down how many appointments you must set weekly, how much assets you must get under management on a monthly basis, the minimum qualified prospects to keep, and a specific road map to growing your business to a million dollars.

The book also contains marking plans, scrips to help you get started and much more. This is a great book for any new adviser that is serious about growing their business to a million dollar practice!
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5 of 6 people found the following review helpful
Format: 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
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4 of 5 people found the following review helpful
on April 20, 2010
Format: HardcoverVerified Purchase
I am 28 years in the Financial Services busines and wish I had this book from the beginning of my career. My gross was $400K last year and I have been stuck at that level for some time. In my opinion this book gives the reader a precise roadmap to follow to build a successful financial services practice. I just hired a 26 year old rep and told him to read this book 4 times a year for the next 5 years, where he can recite it back and he will get very wealthy.

I have read "Tested in the Trenches" by Ron Carson and Steve Sanduski, which was good. I have read "Effortless Marketing for Financial Advisors" by Steve Moeller which I thought was even better. But if you only read AND FOLLOW one book in order to take your practice to the next level, THIS IS THE ONE!!!
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1 of 1 people found the following review helpful
VINE VOICEon August 7, 2012
Format: HardcoverVerified Purchase
This is an excellent resource for the new or seasoned practitioner looking to take their practice to a new level. From tactical plans to midsets, to tips and traicks for the advisor. Drawing on Mullen's decades of experience as an advisor, manager and trainer for some of the largest firms in the country, the success tactics are actionable and specific.

The approach Mullen uses is complete with sample scripts, practical data points historical data and specific best practices that are actionable for the advisor to apply and implement in their practice immediately. The book will give a thought of marketing plans, specificity of market, thoughts of how to target specific markets, as well as the approach to use within the specific target markets.

If you are an advisor, broker, accountant, or other financial services professional, this book will give you great advice, specific best practices and actionable plans to establish, grow and manage their practice. A must have.
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5 of 7 people found the following review helpful
on October 30, 2007
Format: Hardcover
This book fills the void left by "sink or swim" training traditionally used by our financial advisory firms.

Dave's inspiring nature shines through in this text to make us Financial Advisors feel like anything is possible! He gives us the tools to play to our own strengths and capitalize on our own interests and contacts to build a quality wealth management practice. From scripts to bigger picture planning, this book not only inspires us to make changes in our business, but also gives us the tactical tools to do so. I would recommend this book to every Financial Advisor, including those of you at the beginning or somewhere out in the middle of your careers.

Read this book!! I believe it will give you hope and a plan for bringing your vision for your practice into reality.
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5 of 7 people found the following review helpful
on January 7, 2008
Format: 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!
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1 of 1 people found the following review helpful
on July 30, 2013
Format: Hardcover
This book is a quick read and provides a practical outline to strategies to building a financial wealth business. A lot is common sense; however, the author does a good job of stressing the steps (in general) and providing a meaningful outline. Seller provided product very quickly and it was in excellent condition upon arrival.
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1 of 1 people found the following review helpful
on November 25, 2012
Format: Hardcover
I purchased this book to provide some insight into top financial services firms. I found it has a wealth of content that translates across industries, and in particular there is a huge amount of information & techniques for sales. Highly recommend this book, even if you are not in the financial services business.
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2 of 3 people found the following review helpful
on November 3, 2008
Format: Hardcover
I met David Mullen several years ago in his Merrill Lynch office in south Denver. A colleague and I visited with David for a couple of hours and enjoyed lunch and a enlightening conversation about Mullin's views and support strategies he was implementing for and with the financial advisors under his charge. I smiled as I read through this book hearing many of the same practices and methodologies he shared with me then. This book is about proven system. Mullen has helped hundreds of financial advisors become successful and achieve the pinnacles of their careers.

Anyone who is new to the financial services business, or is thinking about switching to a career in financial services would do well to read David J. Mullen Jr.'s very helpful handbook on how to become a top producer in a million-dollar financial services practice. As a former regional manager with Merrill Lynch, Mullen gained experience working with several top producers and summarized what he learned from them in this book. As a managing director at Merrill Lynch, Mullen hired and trained more than 500 financial advisers.

Mullen cuts to the heart of the matter by spelling out in detail what needs to be done every business day to achieve success. On top of the list are self-discipline and clarity of vision. After providing an overview in chapter one, Mullen takes the reader step by step along the path of developing a million-dollar practice. Most of the advice is very specific - how many qualified prospects you should keep, how much in new assets you should get under your management each month, and how many appointments you should make for each new week. And, throughout the book, Mullen stresses that there are no shortcuts in the road to success but there are clear right steps to take and each step must be taken.

Besides being very specific, the author also takes a global, comprehensive approach when covering such broad topics as sales, prospecting, marketing, and time management. The broader looks produces his system that offers "how to" advice on such things as getting the appointment, converting prospects to customers, balancing current customers with prospects, building relationships, retaining customers, using niche marketing to your benefit, increasing the services each customers depends upon you for, and attracting millionaire clients.

Mullen also provides sample letters and model scripts that are proven templates to success. The sample letters and scripts are why many of my friends are keeping Mullen's book on their desktops to be referred to often. Especially useful for repeated reference is the his15 Market Action Plans. The templates alone provide reason to buy this book but the real benefits are those gained from paying attention to the advice of a man who has succeeded and wants you to succeed also.

By Darin Manis
CEO and Founder
RJ & Makay
[...]
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