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; and
- What the keys to successful client retention are.
About the Author
David J. Mullen Jr. is a former managing director of Merrill Lynch, where he hired and trained more than 500 advisers.