Episode 40: Honestly Assessing Your Progress Through The First Year’s Modules

"In this Advisor PACT™ Monthly Session, Mark McKenna Little explains how to identify, convert, and retain Ideal Clients by mastering the Three Core Business Skills™: lead generation, lead conversion, and client service. He begins by revisiting the Advisor PACT™ Pledge—Protection, Attention, Coordination, and Transparency—and shows how fulfilling these expectations builds immediate trust with affluent clients. Mark contrasts advisors who sell products with those who deliver Truly Comprehensive Financial Services™, explaining how the latter creates a self-sustaining, referral-based practice. Mark shares how he transitioned from managing 1,200 clients to 100 Ideal Clients and never needed to prospect again. He introduces The Three Meeting Process™ and The Financial Road Map®, revealing how these tools foster authentic client relationships rooted in clarity and accountability. The session concludes with a step-by-step outline for building a Deliverables Team and achieving predictable growth through Spontaneous Unsolicited Client Referrals™."