Episode 64: Do You Know Your Ideal Clients’ Expectations

"In this Advisor PACT™ Monthly Session, Mark McKenna Little teaches advisors how to create The Ideal Client Engagement Calendar™, a structured communication rhythm that ensures every client feels informed, valued, and connected throughout the year. He explains why most advisors lose referrals not from poor performance but from inconsistent communication and lack of perceived value. Mark introduces the Four Categories of Client Contact™: proactive updates, deliverable touchpoints, milestone meetings, and surprise-and-delight moments. He demonstrates how to schedule each category across 12 months, balancing automation with personalization to maximize trust and referability. The session also covers how to integrate Subject Matter Experts (SMEs) into the engagement calendar, assigning clear ownership for tax, legal, insurance, financial planning, and investment deliverables. Advisors learn to transform routine check-ins into meaningful client experiences that reinforce leadership, consistency, and care—turning clients into lifelong advocates who generate Unsolicited Referrals™."