Episode 84: The ONLY Sustainable Model For Financial Advisors

In this Advisor PACT™ Monthly Session, Mark McKenna Little introduces The Client Qualification Process™, a structured approach for identifying, engaging, and onboarding only Ideal Clients. He explains why most advisors waste time meeting prospects who will never fully commit and how to prevent that by screening for motivation, mindset, and financial readiness before scheduling the Initial Client Interview™. Mark details the five qualification questions to ask every prospect and outlines how to delegate the screening process to the Administrative Manager to protect the advisor’s time. He also shares how to use The Pre-Meeting Email Template™ and Document Checklist™ to set clear expectations and reduce last-minute cancellations. The session concludes with a review of The Two Rules™—both spouses must attend, and all financial documents must be brought—establishing professionalism, efficiency, and trust from the very first client interaction.