Episode 25: Orienting your Administrative Manager

"In this Advisor PACT™ Monthly Session, Mark McKenna Little explains the most crucial step in building a self-sustaining, referral-based practice: defining your Ideal Client. He walks advisors through the Ideal Client Profile Project™, detailing how to categorize clients into four groups—Ideal, Good, Fair, and Poor Fit—and why serving only Ideal Clients is the foundation for consistent growth. Mark shares how affluent clients naturally seek advisors who demonstrate Protection, Attention, Coordination, and Transparency—the Advisor PACT™ Pledge—and how delivering on these expectations makes you the “only game in town.” Mark provides practical tools like the Ideal Client Comparison Worksheet™ and explains how to track the Annual Referral Rate™ to measure satisfaction and service quality. He also reveals why removing non-Ideal Clients frees time, boosts profitability, and creates space for more Ideal Client relationships. The session ends with this reminder: true success comes not from quantity, but from consistently exceeding the expectations of your Ideal Clients."