Episode 23: Ensuring Every Subject Matter Expert Is Extraordinary

"In this Advisor PACT™ Monthly Session, Mark McKenna Little dives into two critical topics for advisors: recruiting elite Subject Matter Experts (SMEs) and communicating the client benefits of Truly Comprehensive Financial Services™ Mark begins by revisiting the Advisor PACT™—Protection, Attention, Coordination, and Transparency—and explains how these four commitments differentiate advisors who consistently exceed client expectations. He then introduces The Deliverables Team Recruitment Process™, a 12-step, 60-day system for identifying, vetting, and onboarding top-tier SMEs across five disciplines: tax, estate, money management, insurance, and financial planning. He emphasizes the Best in Class Assessment Meeting™, where advisors evaluate each candidate’s professionalism, process, and client deliverables. The goal: only recruit professionals whose processes are more robust than your own Deliverables Checkpoints™. Mark concludes by outlining the Three Client Outcomes™—keeping clients on track to their goals, staying proactive on financial issues, and helping them make smarter financial decisions. When advisors deliver these consistently, they achieve what every firm desires: indispensable client relationships and a flood of Spontaneous Unsolicited Client Referrals™."