Episode 1: Firmly establishing your ideal client profile, The Annual Recurring Revenue Exercise™, and The Advisor Value Score™

"In this Advisor PACT™ Monthly Session, Mark McKenna Little covers three powerful lessons advisors can immediately apply to build a thriving Ideal Client Community™ First, he explains how to firmly establish your Ideal Client Profile™—a clear line between clients who energize you and those who drain you. He emphasizes simplifying your model into just two categories: Ideal Clients, who receive Truly Comprehensive Financial Services™, and Non-Ideal Clients, who may only receive a Comprehensive Written Lifetime Financial Strategy™. Next, Mark introduces the Annual Recurring Revenue Exercise™, a simple spreadsheet-based system to track every client and potential client, ensuring no one falls through the cracks. Finally, he presents the Advisor Value Score™, a three-question client feedback tool that measures your referability, indispensability, and perceived value. Together, these frameworks help advisors create clarity, increase referrals, and become the Financial Leader™ every client wants to keep—and refer."