The best financial advisors are well equipped to succeed regardless of
market conditions.
Based on interviews with fifteen top advisors, each doing several mil lion
dollars worth of business every year, The Million-Dollar Financial Advisor distills their
universal success principles into thirteen distinct lessons. Each is explained
step-by-step for immediate application by veteran and new financial professionals alike.
The book also features two complete case studies. First there is the "best of the
best" advisor whose incredible success showcases the power of all the book's
principles working together in concert. The second is an account of a remarkable and
inspiring career turn around and demonstrates that it?s never too late to reinvent
oneself. Brimming with practical advice from the author and expert insights from his
interview sub jects, The Million-Dollar Financial Advisor is a priceless success tool for
any and all financial advisors.
David Mullen Jr.
is the author of The Million-Dollar Financial Services
Practice (9780814480526) as well as a 30-year industry veteran and former Manag ing Direc
tor 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.
Table of Contents
Acknowledgments ix
Introduction 1
Part 1 The Lessons
1 Lesson #1: The Top Advisor Mindset 23
2 Lesson #2: The "Leverage of Size" Principle 37
3 Lesson #3: Professional Development 50
4 Lesson #4: Specialization 61
5 Lesson #5: Relationship Focus 72
4 Lesson #6: Marketing Best Practices 82
7 Lesson #7: Professional Referral Networks 113
8 Lesson #8: Nonprofit Organization Involvement 131
9 Lesson #9: Long-Term Orientation 144
10 Lesson #10: Creating a Team 154
11 Lesson #31: Wealth Management 167
12 Lesson #12: Commitment to Service 179
13 Lesson #13: Time Management 194
part 2 Putting the Lessons into practice
14 Taylor Glover: Lessons from the Very Top 209
15 Henry Camp: Going from Good to Great 227
16 The Asset Challenge 239
Index 267
276 pages, Hardcover