Episode 12: Creating Your Ideal Client Profile

"In this Advisor PACT™ Monthly Session, Mark McKenna Little reviews the 11 Steps to Implementing the Trusted Advisor Toolkit™—a comprehensive roadmap for delivering Truly Comprehensive Financial Services™ He explains that these 11 steps are synonymous with building a business that runs on systems, teamwork, and accountability. The process begins with hiring an Administrative Manager™ capable of leading the implementation, conducting Expectations Conversations™, and tracking key metrics like client interactions, referrals, and new Ideal Clients. Mark outlines how to establish an Ideal Client Profile™, form a Deliverables Team™ through structured recruitment, and ensure every team member collaborates via Dry Run Prep Meetings™, Interaction Logs™, and Master Goal Trackers™. He also introduces the Toolkit Inner Circle™—a standard of excellence for Administrative Managers—and defines how Subject Matter Experts and oversight teams coordinate to deliver value with consistency and precision. By following these steps, advisors create a client experience so remarkable it naturally generates Spontaneous Unsolicited Referrals™."