Cover -- Title Page -- Copyright -- Dedication -- Contents -- Acknowledgments -- Part 1: The Foundation -- Introduction -- 1. The Concept Behind the Process -- 2. Motivation -- 3. The Numbers You Need to Succeed -- 4. Niche Marketing -- 5. Getting the Appointment -- 6. The Appointment -- 7. Turning Prospects into Clients -- 8. Time Management for New Financial Advisors -- Part 2: Taking it to the Next Level -- 9. Balancing Clients and Prospects: The Next Step -- 10. Wealth Management -- 11. Getting More Assets from Existing Clients -- 12. Leveraging Clients to Get New Ones -- 13. Expanding the Client Relationship -- 14. Your Natural Market -- 15. Client Retention -- 16. Time Management and the Client Associate -- 17. Teams -- 18. What Millionaires Need -- 19. Beyond a Million-Dollar Practice -- Part 3: Market Action Plans -- 20. Seminars -- 21. Event Marketing -- 22. Marketing Through Social Media -- 23. Networking -- 24. Past Experience and Personal Contacts -- 25. Adopt a Town -- 26. Business Owners -- 27. Realtors -- 28. Executives -- 29. Influencers -- 30. Alumni Marketing -- 31. Retirement Plans -- 32. Retirees -- 33. Money in Motion -- 34. Nonprofits -- Appendix -- Index.