The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer Book

Acknowledgments     vii
The Foundation     1
Overview     3
Motivation     11
The Numbers You Need to Succeed     19
Niche Marketing     27
Getting the Appointment     34
The Appointment     48
Turning Prospects Into Clients     59
The Wealth-Management Process for New Advisors     75
Time Management for New Financial Advisors     85
Taking It to the Next Level: Building a Million-Dollar Practice     95
Balancing Clients and Prospects     97
Getting More Assets from Existing Clients     104
Leveraging Clients to Get New Ones     110
Expanding the Client Relationship     124
Your Natural Market     135
Client Retention     143
Time Management and the Client Associate     155
Teams     164
What Millionaires Need     176
Beyond a Million-Dollar Practice     186
Market Action Plans     199
Seminars     201
Event Marketing     212
Networking     223
Past Experience and Personal Contacts     233
Adopt a Town     241
BusinessOwners     245
Professionals: Medical, Legal, and Sales     251
Executives     258
Influencers     263
Diverse Markets: Women, Hispanics, and Asians     270
Retirement Plans     282
Retirees     290
Money in Motion     293
Mortgages     299
Nonprofits     305
Resources     315
Index     337