Episode 18: Structuring Your Compensation

"In this Advisor PACT™ Monthly Session, Mark McKenna Little reveals the five essential steps to setting compensation for Truly Comprehensive Financial Services™ He begins by reaffirming the Advisor PACT™ principles—Protection, Attention, Coordination, and Transparency—and challenges advisors to adopt a mindset rooted in profitability and value. Mark explains how to calculate costs accurately, project personal and business expenses, and establish fees that not only cover costs but also reflect the true worth of extraordinary service. Through exercises like the Truth in Fees™ and Client Value Method™, advisors learn to assess what affluent, time-sensitive Ideal Clients are genuinely willing to pay when they fully delegate their financial lives. Mark concludes by urging advisors to position themselves as a Financial Services Monopoly™—the only game in town—and to eliminate limiting beliefs. Confidence, he emphasizes, determines compensation: “Your fees rise in direct proportion to your confidence and commitment to implement at the highest level.”"