Episode 60: Ensuring Your SMEs Know How To Impress Your Ideal Clients

"In this Advisor PACT™ Monthly Session, Mark McKenna Little answers two major advisor questions about team structure and Subject Matter Expert (SME) quality, offering a masterclass on how to build a world-class Deliverables Team. He begins by outlining the complete Advisor PACT™ Organizational Model, explaining the distinct roles of the Trusted Advisor, Administrative Manager, and Director of Client Services. Mark describes how the Director eventually becomes the advisor’s “second-in-command,” managing all SMEs and client operations so the advisor can focus on leadership and acquisition. He also details why every SME must have at least two administrative staff of their own and how a full team of 30+ professionals ultimately serves each Ideal Client. The second half focuses on The Deliverables Team Recruitment Process™, a 12-step system for sourcing, vetting, and selecting elite SMEs within 60 days. Mark emphasizes mastering The Best in Class Assessment Meeting™—a structured, advisor-led interview where candidates walk through their full client process to prove they can consistently exceed expectations. The session closes with actionable hiring standards, interview scripts, and advice on building a scalable, referable firm where excellence is not accidental—it’s engineered."