Episode 49: Exceed Your Ideal Clients’ Expectations at Every Interaction

"In this Advisor PACT™ Monthly Session, Mark McKenna Little answers live advisor questions about implementation, client engagement, and the practical steps to drive Spontaneous Unsolicited Client Referrals™. He begins by revisiting the Advisor PACT™ Pledge—Protection, Attention, Coordination, and Transparency—explaining that affluent clients rarely find these four expectations fulfilled anywhere, making advisors who do so “the only game in town.” Mark emphasizes that consistent implementation of this pledge naturally fuels organic referrals without ever asking for them. He then breaks down the importance of identifying and exceeding each client’s custom expectations, offering a detailed checklist for preparation and team coordination before every meeting. Mark introduces the Three Meeting Process™ and explains how to keep clients engaged during the first 104 days with newsletters, personalized welcome kits, and meaningful touchpoints. The session concludes with practical guidance on structuring Subject Matter Expert (SME) relationships, time commitments, compensation, and how to build a fully integrated, commission-free Deliverables Team."