Summary of The Million Dollar Financial Services Practice

A Proven System for Becoming a Top Producer

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The Million Dollar Financial Services Practice book summary
Develop discipline and never stop marketing yourself. Perseverance is more important than talent.


6 Overall

8 Applicability

5 Innovation

4 Style


David Mullen’s main theme is a variation of Thomas Edison’s oft-repeated words that “genius is 10% inspiration and 90% perspiration.” Although his book is repetitive and circular, he adds a little more information each time he loops back to an idea. Aspiring brokers will find the effort of following Mullen’s train of thought worthwhile: He provides scripts and sample letters, and describes helpful techniques for handling rejection, communicating with prospects and closing sales. He includes information about how to work in teams and how to train sales associates. Mullen’s advice is not groundbreaking, but it is specific and practical – although, strangely, he never mentions the importance of developing investment expertise. Thus, getAbstract recommends this book to those who already understand the field and want to use what they know to start selling.

In this summary, you will learn

  • What skills you need to build a $1 million dollar financial practice
  • What basic numbers top achievers produce
  • What the keys to successful client retention are


Calculate Your Goals
Building a $1 million financial practice requires persistence and discipline. The average million-dollar producer has at least 100 affluent clients – those with more than $250,000 in investable assets – and at least 25 of those affluent clients have more than $1 million...
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About the Author

David J. Mullen Jr. is a former managing director of Merrill Lynch, where he hired and trained more than 500 advisers.

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Contained in Knowledge Pack:

  • Knowledge Pack
    Financial Services
    Insiders know that financial service firms need their own business models and marketing packages. After all, they're just like other service companies, only smarter about money.

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