Episode 52: Art of Negotiating a Flat Fee With SMEs

"In this Advisor PACT™ Monthly Session, Mark McKenna Little answers real implementation questions from members focused on client service excellence and referral growth. He begins by revisiting the foundation of the Advisor PACT™ Pledge—Protection, Attention, Coordination, and Transparency—explaining how fulfilling these four client expectations consistently separates advisors from the industry norm. Mark emphasizes that this program is designed to help advisors exceed Ideal Clients’ expectations so completely that they generate Spontaneous Unsolicited Client Referrals™. He also clarifies the structure of the Advisor PACT™ Monthly Program versus the Trusted Advisor Toolkit™, noting that while the Toolkit is a comprehensive software and system for those “all in,” the Monthly Program remains a self-contained training path to achieve referral-only growth. Members seeking acceleration can opt for the Fast Track to complete the first 15 modules in 90 days instead of 15 months. Throughout the session, Mark addresses key advisor questions about re-inviting prospects, managing referrals that don’t convert, structuring compensation for Subject Matter Experts, and when to disengage from non-ideal clients. He details how advisors should transition from doing technical work themselves to leading a coordinated five-member expert team that delivers comprehensive oversight for each Ideal Client. He concludes with an in-depth discussion on fee structuring, team recruitment, and collaboration protocols, setting the stage for next month’s deep dive into The Three Meeting Process™—the proven framework behind consistent, referable client experiences"