By David J. Mullen Jr.
In "The Million-Dollar monetary companies Practice", writer David J. Mullen, Jr. unearths the way to develop into a top-producing monetary consultant utilizing the tactic he has taught at Merrill Lynch and is legendary for within the undefined. This finished e-book combines advertising, prospecting, revenues, and time administration strategies right into a process that might support readers construct a winning and profitable perform. Containing templates, scripts, letters, and 15 tried-and-true industry motion Plans, this imperative consultant exhibits readers find out how to take their monetary companies perform to the million-dollar point and past.
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Extra info for The Million-Dollar Financial Services Practice: A Proven System for Becoming a Top Producer
Sample text
The trap the advisor falls into is that he wastes precious time following up with an uninterested prospect who will never commit to an appointment. You should either get an appointment or move on to a prospect you can get an appointment with. ’’ Advisor: ‘‘I understand you are busy. Most successful people are. But ................. 16563$ $CH5 08-24-07 08:51:35 PS PAGE 42 43 Getting the Appointment this brief appointment will be time well spent for you. My intention is just to meet you and find out more about your circumstances.
Prospect: ‘‘I am taken care of. ’’ Advisor: ‘‘I would be surprised if a successful investor like you did not already have an advisor. My intention is just to have a brief introductory meeting so that we can make a connection face to face, and so that I can find out more about your situation. ’’ Advisor: ‘‘My only intention is to make a quick connection and find out more about your circumstances so that I can provide you, at no cost, my time, our resources, and our research. I am confident that over time I could give you more value than you are currently getting.
Any marketing activity that delays an initial face-to-face appointment is a waste of time. • You will get a much higher contact-to-appointment ratio if you focus right away on getting an appointment. • Most prospects are underserviced. The key first step is to get a foot in the door through an appointment, and position yourself as number two in line for their business. • Before you make the contact, spend time prequalifying your prospects. If that is not possible, or if you want to verify her qualification, you can do so during the initial contact.