Episode 5: The 3 Stages of Implementing Comprehensive Financial Services

"In this Advisor PACT™ Monthly Session, Mark McKenna Little helps advisors make one of the biggest mindset shifts of their careers: moving from selling financial products to delivering oversight as the client’s Financial Leader™ He explains how most advisors still operate as salespeople—paid through commissions or AUM fees—and why affluent clients dislike that model. Mark redefines the advisor’s value: not in products or predictions, but in Protection, Attention, Coordination, and Transparency—the four promises of the Advisor PACT™. Mark introduces the concept of crossing The Chasm™—the leap from selling to overseeing. Advisors who make this leap stop selling services and start leading clients’ Subject Matter Experts in tax, estate, insurance, and investments to ensure every recommendation is aligned and conflict-free. He closes by teaching how to explain this new “business-within-a-business” to clients, structure flat-fee pricing, and set income goals that fund both business growth and an ideal life."