Episode 96: Moving From The Old World To The New World

In this Advisor PACT™ Monthly Session, Mark McKenna Little answers key advisor questions around delivering Truly Comprehensive Financial Services™, pricing, and team structure. He clarifies that advisors should not “do everything” for clients but instead “make sure everything gets done,” coordinating through a team of Subject Matter Experts without absorbing all implementation costs. Mark outlines the foundational promise of creating and updating the Comprehensive Written Lifetime Financial Strategy™—the central deliverable that defines client success—and explains how to set clear boundaries between included services and client-paid work. He also introduces a scripted presentation, Moving Clients from the Old World to the New World™, showing advisors how to reposition existing clients into the new model while explaining added value and potential fee adjustments. The session concludes with practical guidance on profitability, time tracking, and maintaining a 50% profit margin, helping advisors master leadership, accountability, and execution.