Episode 31: The Advisor PACT™ Paradigm Shifts

"In this Advisor PACT™ Monthly Session, Mark McKenna Little explains the power of the Key Performance Measures™ (KPM)—a simple yet transformative tool that helps advisors track, manage, and improve performance across their entire Deliverables Team™. He breaks down the difference between activity-based and results-based measures, emphasizing that high-performing advisors focus on outcomes, not effort. Mark introduces the KPM framework to evaluate Subject Matter Experts (SMEs) across five disciplines—Financial Planning, Money Management, Tax, Estate, and Insurance—and align every team member with the advisor’s Team Goal™. Mark shows how to use KPM dashboards to identify bottlenecks, improve accountability, and spot early warning signs in client service delivery. He explains how top firms integrate these measures into PAL™ (Prioritized Action List) meetings and Focused Solution™ sessions to maintain consistency and momentum. The session closes with one clear takeaway: you can’t improve what you don’t measure—and Key Performance Measures™ are the foundation of long-term, referable success."