The Million-Dollar Financial Services Practice

A Proven System for Becoming a Top Producer

The Million-Dollar Financial Services Practice

Author: David J. Mullen
Pub Date: February 2013
Print Edition: $30.00
Print ISBN: 9780814431733
Page Count: 352
Format: Hardback
Edition: Second Edition
e-Book ISBN: 9780814431740

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The total wealth of high-income households in the U.S. is predicted to more than double by 2020, rising to $87 trillion—and the need for savvy, motivated financial planners to manage this money is going to rise accordingly.

Are you ready to capitalize on this growth and take your financial services practice to the next level? Whether you’re new to wealth management or a seasoned pro, The Million-Dollar Financial Services Practice will help you build your business, expand your pool of high-end clients, and increase the number of products and services each client uses.

Author David J. Mullen, Jr.—a former managing director at Merrill Lynch, whose advisor training program is famous in the industry—provides everything you need to build a million-dollar practice. It’s all here: templates, scripts, letters, and Market Action Plans that will help you target your niche market and turn prospects into clients.

Taking a prescriptive and practical approach, Mullen lays out the fundamental requirements of a successful financial services practice, and also shows how the human touch makes all the difference in this industry. You’ll learn about the five characteristics of million-dollar producers, pick up essential time-management techniques that will boost your productivity, plus get expert advice on:

• Setting and reaching goals by breaking them down into manageable and realistic parts

• Leveraging existing clients to gain new ones

• Identifying your “natural” markets

• Developing and retaining a loyal client base built on trust and communication

This second edition is bursting with new information and updates, including a chapter on using social media to acquire new, affluent clients and assets, valuable tips on using “alumni marketing,” and new strategies for attracting successful Realtors as clients. An expanded section on motivation will help you pinpoint the personal goals behind your desire to succeed, and then show you how to use those drivers to push yourself and your business onward and upward.

With these skills and strategies in hand, you’ll be able to successfully grow your business to a million-dollar practice and reap the rewards of the exploding wealth management market.

David J. Mullen, Jr. recently retired as a Managing Director at Merrill Lynch, where he personally hired, trained, and managed over 500 financial advisors. His advisor pro­gram has had a consistent success rate of twice the industry average, and his methods have been adopted by many managers and advisors firm wide. He has worked directly with over 100 individual million-dollar and multimillion-dollar financial advisors. Mullen is also the founding partner of Altius Learning (, a training company specializing in the financial services industry, and the author of The Million-Dollar Financial Advisor.

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