Episode 93: Our Deliverables Team Structure

In this Advisor PACT™ Monthly Session, Mark McKenna Little answers a common advisor question: “How long will it take to build my team so I can charge $35,000 per Ideal Client?” He reveals that the foundation of Truly Comprehensive Financial Services™ starts with filling Subject Matter Expert (SME) roles—tax, money management, financial planning, legal, and insurance—and empowering a strong Administrative Manager to manage the recruitment process. Mark explains the 12-Step Deliverables Team Recruitment Process™, emphasizing that the Administrative Manager must fill each SME vacancy within 60 days and be capable of holding the entire team accountable. Advisors learn how to hire interim SMEs in one to two weeks using job boards like LinkedIn and Upwork, then transition to permanent hires using the Best in Class Assessment Meeting™ framework. The session closes by linking strong teams, exceptional client service, and consistent unsolicited Ideal Client referrals as the ultimate measure of success.