Episode 105: Mark Answers Several Advisor Questions

In this Advisor PACT™ Monthly Session, Mark McKenna Little answers two of the most frequent advisor questions: how to serve clients without an existing team of subject matter experts and how to acquire new clients through relationship-based methods instead of sales tactics. He explains how to build a “free” Deliverables Team—five Subject Matter Experts in tax, money management, financial planning, legal, and insurance—using a contract model where experts are paid per project as Ideal Clients come on board. Mark also teaches how to transition existing non-ideal clients by offering stand-alone financial strategies priced at $10,000–$20,000 and gradually disengaging from unprofitable relationships. He then introduces his Greatest Marketing Machine Ever Devised for Financial Advisors™ (GMME), a 12-week relationship-based client acquisition process built around four skills: having ample people to meet, maintaining momentum, creating one-on-one marketing relationships, and never missing an opportunity. Advisors learn to grow without cold calls, pressure, or sales gimmicks.