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The Mark of Mastery™

We teach Financial Advisors how to become 'The Only Game In Town'

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Annual Recurring Revenue Exercise

  • Annual Recurring Revenue Exercise Module

    Develop a specialized list of existing and potential clients that will guide you step-by-step through building your Ideal Client Community.

    • Introduction Lesson

      What is the Annual Recurring Revenue Exercise, and why is it useful?

    • The Two Crucial Numbers Lesson

      In order to complete the Annual Recurring Revenue Exercise, you’ll need to calculate two crucial numbers: your PMARR and your Cost to Serve Clients.

    • ARR Exercise, Part 1 Lesson

      Build your list of existing and potential clients

    • ARR Exercise, Part 2 Lesson

      Separate your list so you can clearly see who is and is not profitable

    • ARR Exercise, Part 3 Lesson

      Account for unique client situations by categorizing each person on your list

    • ARR Exercise, Part 4 Lesson

      Create a process for each category on your list

    • ARR Exercise, Part 5 Lesson

      Take action—start contacting the people on your list

    • Dealing with Non-Ideal Clients Lesson

      What to do with Non-Ideal Clients once you've identified them

    • Maintaining the Annual Recurring Revenue Exercise Lesson

      What needs to happen each day to keep the ARR up to date

    • Parting Shot Lesson

      A final word from Mark McKenna Little

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  • Client Service Mastery:
    Driving Unsolicited Client Referrals by Consistently Exceeding Client Expectations
    • Preparing to Exceed Client Expectations
      • Vision and Goals: Make This Your Best Year Ever!
      • Annual Recurring Revenue Exercise
      • Potential Client Interaction Time
      • Setting Your Compensation
    • Building a Skilled & Capable Team
      • The Role of the Administrative Manager
      • Hiring an Extraordinary Administrative Manager
      • The Deliverables Team Recruitment Process
      • Evaluating Your Deliverables Team
      • The Ten Client Deliverables, Course 1 of 2
      • The Ten Client Deliverables, Course 2 of 2
    • Delivering an Extraordinary Client Experience
      • The First 104 Days of a New Client Relationship
      • The Hero’s Journey
      • The Extraordinary Client Experience
      • The Annual Referral Rate and Referability Dashboard
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