Episode 50: The Team Goal – The Key To Consistently Increasing Client Referrals

"In this Advisor PACT™ Monthly Session, Mark McKenna Little introduces the foundation of the Advisor PACT™ Program and the research behind it—what affluent clients truly seek from their financial advisors but believe they can’t find anywhere. He explains the four pillars of the Advisor PACT™ Pledge—Protection, Attention, Coordination, and Transparency—and how committing to them makes advisors “the only game in town.” Mark walks through how to communicate this pledge, fill Subject Matter Expert (SME) roles, and use accountability systems to ensure consistent client excellence. He also details the Deliverables Team Recruitment Process™, the Team Goal Framework, and Annual Referral Rate™—metrics designed to measure and sustain progress. Finally, Mark outlines the Three Core Business Skills™ every advisor must master: lead generation, lead conversion, and client service. This foundational session equips advisors to build a comprehensive, client-centered firm that consistently exceeds expectations and generates Spontaneous Unsolicited Client Referrals™."