Episode 111: Mark Answers Several Advisor Questions

Mark McKenna Little delivers a clear orientation to the client service methodology for elite advisors. He frames success around three skills: Client Acquisition, Client Conversion, and Client Service. Client service is defined as consistently exceeding expectations, measured by an increasing client referral rate, with a target of at least three referrals per client per year in the first 12 months. He introduces Truly Comprehensive Financial Services with 10 deliverables across five areas, delivered by a coordinated team of subject matter experts led by an Administrative Manager. You will build an interim team quickly, then replace roles with permanent experts using a 12-step recruitment process. He details The Three Meeting Process over 104 days to create a Comprehensive Written Lifetime Financial Strategy, then a repeating three-meeting cadence each year. Core practices include the Expectations Conversation at every meeting and tracking results with The Referability Dashboard.