From the Inside Flap
During David J. Mullen Jr.’s decades-long career successfully training top financial advisors, he was privileged to meet some of the very best and brightest in the financial services industry. While recruiting, hiring, and working with over 100 individuals who either were or, under his guidance, became “million plus” financial advisors, he was able to observe the best practices of these top financial advisors …and now, in this book, he picks the brains of 15 of the very, very best, asking them how they got to be at the top of their game, how they stay there…and how you can do the same.
Organized into 13 distinct lessons derived from the principles each and every one of these highly successful advisors has followed to amazing results on their own personal and professional journeys, The Million-Dollar Financial Advisor illuminates the essence of these superstar advisors’ thoughts on topics crucial to your own advancement in the industry, including:
Developing the Proper Mindset. Top advisors are confident and competitive, always providing an aura of being at the top of their game. This book shows you through specific examples how the best of the best remain focused and goal-oriented throughout their careers, always aspiring to do better, and consistently able to articulate their specific goals immediately and succinctly. Learn how to develop high energy, an incredible work ethic, and an overall vision that will see you through any challenges you may face.
Professional Development. Whether it’s through professional designations, ongoing education, or searching for better and more efficient business practices, you need to devote the proper time and resources to set yourself apart from the competition. This book provides you with field-tested techniques for doing so, as well as methods for ensuring that you never quit learning.
Determining Your Area of Specialization. Typically, financial advisors start out as generalists, casting a wide net to find whatever clients they can find. But over time, you must winnow your sights down to a particular niche. Find out how to identify your own area of expertise…and then corner the market.
Become a Wealth Manager. Cream-of-the-crop advisors take a comprehensive, holistic approach to investment management, taking care of all of their clients’ financial needs, from portfolio management to liability management, asset protection, banking, retirement, and estate planning. This book reveals long-term, practical techniques for earning trust and expanding your advisory roles for your best clients.
Marketing. If you want to push yourself into the million-dollar bracket, you’ll have to learn how to actively—and successfully—market yourself over the course of your entire career. Discover the practices top practitioners use involving client referrals, professional referral networks, client events, nonprofit leadership, niche marketing, and more.
Focus on Relationship. Become a master relationship builder, communicating, socializing, and gaining access to affluent clients and prospects by developing excellent one-on-one people skills. Discover how to become an active listener, constantly and immediately attuned to the needs of affluent investors.
The lessons presented in this uniquely revealing book have withstood the test of time no matter what the state of the economy, because the principles of good business always stay the same. The Million-Dollar Financial Advisor provides you a rare glimpse into the minds of the industry’s top professionals, showing you a clear way to the top of your own greatest ambitions.
DAVID J. MULLEN JR. 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 has been significantly higher than the industry average. Dave can be reached through his website, www.learntactix.com. He lives in Englewood, Colorado.