CHAPTER 1
The Concept Behind the Process
THE FIRST STEP TO BUILDING A MILLION-DOLLAR PRACTICE is to understand the basics of success. As I was writing this book, I interviewed dozens of top-tier financial advisors. What became easily apparent was that they all shared many of the same characteristics in terms of how they approached their business. At the same time, my years in the industry as both an advisor and a professional coach have led me to identify five targeted ways that financial services practices can grow. It is important that you understand both the five characteristics of million-dollar producers and the “five fundamentals” of growth, which together are the foundation on which the million-dollar practice is built. These two subjects ...
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