Episode 32: Small Levers Move Large Objects

"In this Advisor PACT™ Monthly Session, Mark McKenna Little explains how to elevate the performance of Subject Matter Experts (SMEs) so they consistently deliver value that clients recognize as indispensable. Mark begins by redefining the advisor’s role—not as a salesperson, but as a Trusted Advisor who protects, pays attention, coordinates, and operates with full transparency. He describes how affluent clients are willing to pay tens of thousands of dollars annually when their advisor provides a structured, conflict-free team of five SMEs: financial planning, money management, tax, estate, and insurance. The session introduces the Subject Matter Expert Expectations Conversation™—a recurring, three-times-per-year meeting designed to assess each SME’s commitments, collaboration, timeliness, and contribution to client value. Mark outlines two tools—the Commitment Assessment Form™ and the Key Performance Measures Form™—used to quantify SME performance and accountability. He concludes by showing how regular SME evaluations become “small levers that move big mountains,” driving higher indispensability ratings, spontaneous client referrals, and continuous firm growth."