Episode 85: How an introvert acquired 2+ new client families per week for many many years…

In this Advisor PACT™ Monthly Session, Mark McKenna Little explains how to determine the value of your practice and calculate the annual client fee needed to achieve your personal and professional goals. He introduces the Ideal Client Financial Model™, a step-by-step framework that helps advisors design a business around profit targets rather than inherited industry norms. Mark walks through how to analyze personal expenses, business overhead, and Ideal Client volume to reverse-engineer a revenue goal. He also covers the Five Profit Levers™—pricing, number of clients, deliverables, efficiency, and referrals—and shows how small improvements in each can double profit margins. Advisors learn how to calculate their Hourly Equivalent Rate™, evaluate current pricing models, and transition from commission or AUM-based fees to fixed, value-based pricing. The session concludes with tools for setting Ideal Client minimums, measuring profitability per client, and scaling sustainably while maintaining excellence.Walking through the essential skills necessary to acquire new clients