Episode 37: Clients are simple, “I want an advisor who is competent & worthy of trust”

"In this Advisor PACT™ Monthly Session, Mark McKenna Little introduces the foundational principles behind The Advisor PACT™ Program—a pledge every advisor makes to deliver Truly Comprehensive Financial Services™ that exceed client expectations. He explains the Four Client Expectations™: Protection, Attention, Coordination, and Transparency—the core values affluent clients crave but rarely find. Mark outlines the five essential steps to mastering this process: building and leading a Deliverables Team™, establishing client deliverables, structuring compensation properly, designing a world-class client experience, and measuring success through Spontaneous Unsolicited Client Referrals™. Throughout the session, Mark emphasizes that exceeding expectations—not sales tactics—is what drives referral-based growth. He teaches advisors how to track their Annual Referral Rate™ and introduces key ratios like the Participation Rate™ and Solicited vs. Unsolicited Referral Ratio™. The episode concludes with Mark’s Client Lunch Program™, revealing how informal, agenda-free conversations uncover clients’ true expectations and strengthen lasting trust."