Episode 72: Working ON Your Business Rather Than IN Your Business…

"In this Advisor PACT™ Monthly Session, Mark McKenna Little answers advisor questions on two pivotal topics: client communication and strategic leadership. First, he outlines a three-step communication process that ensures prospective clients show up for The Financial Road Map® meeting with all required documents. Advisors send (1) a mailed appointment confirmation letter with a checklist, (2) a brief email reminder reiterating The Two Rules™—both spouses must attend, and all documents must be provided—and (3) a final phone or voicemail confirmation from the Administrative Manager the day before. Next, Mark redefines strategic work for financial advisors. He explains the difference between being a “business runner” and a “business owner,” emphasizing that true strategic work involves focusing 80% of one’s time on joint ventures, mergers, acquisitions, and exit planning—not day-to-day operations. Through his personal experience selling his firm, Mark shares a powerful paradigm shift: growth and freedom come from acquiring or partnering with businesses and Subject Matter Experts, not working harder in the trenches."