Episode 80: Holding Subject Matter Experts Accountable

In this Advisor PACT™ Monthly Session, Mark McKenna Little addresses one of the most common advisor challenges—finding and filling Subject Matter Expert (SME) roles, especially in smaller or remote markets. Using real examples from his own experience in South Texas, he explains why every advisor must build a five-member Deliverables Team covering tax, money management, financial planning, legal, and insurance to generate 15–25 impressive client recommendations per meeting. Mark walks through the logic behind this structure, showing how multiple perspectives elevate client outcomes, increase referrals, and enhance credibility. He also teaches advisors how to source SMEs locally and virtually using LinkedIn and online platforms, and how to adapt to modern client expectations through video collaboration. The session concludes with a Q&A covering Administrative Manager hiring, reference checks, trial periods, and the process of testing SME candidates by having them create a Comprehensive Written Lifetime Financial Strategy™ before joining the team.