Episode 21: Improve Client Service As You Add Ideal Clients

"In this Advisor PACT™ Monthly Session, Mark McKenna Little answers two high-impact questions that advisors often ask when implementing Truly Comprehensive Financial Services™ He begins by revisiting the Advisor PACT™—Protection, Attention, Coordination, and Transparency—and explains how honoring this pledge differentiates advisors and earns Spontaneous Unsolicited Client Referrals™. The first topic addresses scalability: whether advisors should concentrate all annual review meetings into March and April to align with tax season. Mark’s advice is unequivocal—don’t do it. He explains that compressing meetings violates the three core requirements of the Three-Meeting Process™: evenly spreading meetings across all months, maintaining balance among meeting types, and always keeping three meetings scheduled a year in advance. This structure ensures continuous client service, manageable workloads, and scalability as the firm grows. In the second topic, Mark outlines the Seven Initial Projects™ every advisor must complete to launch Truly Comprehensive Financial Services™, from recruiting a strong Administrative Manager to mastering the Ten Pivotal Questions™ that secure client commitment and trust."