Episode 15: At What Level Should You Set Your Minimum Annual Compensation?

"In this Advisor PACT™ Monthly Session, Mark McKenna Little answers one of the most practical questions advisors face: how to make the most of an opportunity to present their business to a group of local professionals or business owners He begins by reminding advisors of the mission—to deliver Truly Comprehensive Financial Services™ to a finite community of Ideal Clients through a skilled Deliverables Team™. Then he introduces Marketing 101: The Make-A-List Project™, explaining how to leverage community awareness to drive client acquisition. Mark walks through exactly how to prepare and conduct a one-hour focus-group-style session with local business owners, including a five-minute presentation that clearly articulates your Financial Services Monopoly™—what makes your practice truly unique—and your Ideal Client Profile. Mark emphasizes letting participants talk for 80 percent of the time to create engagement and uncover new perspectives. He concludes by teaching the follow-up process that turns introductions into relationships and relationships into Ideal Client referrals."