Episode 7: Advancement of Your Business Model

"In this Advisor PACT™ Monthly Session, Mark McKenna Little tackles one of the most common advisor challenges: how to increase referrals by becoming truly indispensable to clients He explains that referrals are not about asking—they’re about value. To receive Spontaneous Unsolicited Client Referrals™, you must “do a whole lot more for a whole lot fewer clients.” Mark introduces the Three Stages of Client Value™: first achieving Competence, then becoming Irreplaceable, and ultimately Indispensable. He emphasizes that affluent clients seek advisors who embody the Advisor PACT™—Protection, Attention, Coordination, and Transparency—and that mastery in these areas is rare enough to create a Financial Services Monopoly™. Mark challenges advisors to recognize that their standards are often lower than their clients’—and that closing this gap is the key to referability. The session concludes with a leadership reminder: hire slowly, fire quickly, and build a Deliverables Team™ whose standards meet or exceed those of your Ideal Clients."