百万金融服务实践/MILLION-DOLLAR FINANCIAL SERVIES PRACT
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作者： David J. Mullen Jr.著
出 版 社： Oversea Publishing House
出版时间： 2007-9-1字数：版次： 1页数： 344印刷时间： 2007/10/01开本：印次： 1纸张： 胶版纸I S B N ： 9780814480526包装： 精装内容简介
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. 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.
作者简介
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 adopted by many managers and advisors firm-wide.
目录
Acknowledgments
Part 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 Advisors
Part 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 Practice
Part 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. Nonprofits
Appendix Resources
Index
