Episode 57: Using The Three Meeting Process™ to deliver Truly Comprehensive Financial Services™

"In this Advisor PACT™ Monthly Session, Mark McKenna Little answers detailed implementation questions from advisors about lead conversion, client service, and the Three Meeting Process™—the system that delivers Truly Comprehensive Financial Services™ with consistency and impact. Mark begins by explaining how to identify Ideal Clients during The Financial Road Map® process and walks through the exact scripting he uses to transition prospects into committed clients. He introduces the concept of Financial Delegator Wannabes™, explaining how to coach them into full alignment with the Ideal Client Profile™. The core of the session focuses on The Three Meeting Process™—a tested, structured approach for maintaining strong client relationships through recurring, purpose-driven meetings every four months. Mark explains how this model balances client engagement, team workload, and profitability. He closes by outlining how to structure advisor fees per meeting and how this client-centered cadence builds predictable revenue while keeping Ideal Clients fully engaged, confident, and eager to refer."