Episode 53: The Three Meeting Process™ & Overarching Plan Creation

"In this Advisor PACT™ Monthly Session, Mark McKenna Little answers some of the most common questions from financial advisors implementing the Advisor PACT™ methodology. Mark begins by revisiting the foundation of the Advisor PACT™ Pledge—Protection, Attention, Coordination, and Transparency—and explains how fulfilling these four client expectations differentiates advisors from the industry norm. He reminds members that affluent clients often see these four elements as “unattainable at any price,” and by delivering on them, advisors stand apart as truly comprehensive professionals. He also clarifies the structure of the Advisor PACT™ Monthly Program and its alignment with the Trusted Advisor Toolkit™, including the Fast Track option for advisors ready to accelerate through the first 15 modules. Mark then dives into key implementation topics, such as compensating Subject Matter Experts (SMEs), addressing unrealistic client goals, and designing effective team awards that tie bonuses to measurable outcomes. He emphasizes that Trusted Advisors should transition away from doing the technical work themselves and instead focus on being the single, simple point of contact for Ideal Clients. A major highlight of the session is Mark’s detailed breakdown of The Three Meeting Process™—a proven system for client service that drives Spontaneous Unsolicited Client Referrals™. He explains how this four-month meeting cadence (Comprehensive Safety Review™, Goal Progress Outlook™, and Annual Review™) creates proactive, structured communication between clients and the advisory team. The episode concludes with an in-depth explanation of the Comprehensive Written Lifetime Financial Strategy™, the nine-part framework developed by five SMEs during the first 104 days of every new Ideal Client relationship. This strategy unites all disciplines—financial planning, tax, legal, insurance, and investments—into one cohesive roadmap designed to keep clients on track, proactive, and making smarter financial decisions."