Episode 70: The Truth in Fees Exercise™

"In this Advisor PACT™ Monthly Session, Mark McKenna Little guides advisors through one of the most powerful client conversion tools ever created: The Truth in Fees Exercise™. He explains how this exercise—comprised of two transparency reports, The Compensation Transparency Report by Holding and The Compensation Transparency Report by Team Member—exposes hidden fees, commissions, and internal costs clients often overlook in their current portfolios. Mark walks advisors step-by-step through building these reports, showing how to gather statements back to inception, estimate internal costs, and clearly compare the client’s total historical fees to a flat, transparent advisory fee. He emphasizes that these reports have converted more potential clients into paying clients than any other tool in his career. The session also covers emotional client management during volatile markets, how to reestablish leadership with Financial Delegators, and the launch of Advisor PACT™ Office Hours—live, one-on-one coaching sessions where advisors can bring their toughest business or client challenges for real-time problem-solving."