Episode 95: Two Rules Essential for the Initial Client Interview™

In this Advisor PACT™ Monthly Session, Mark McKenna Little dives deep into solving a common advisor challenge: clients repeatedly rescheduling their Initial Client Interview™. He introduces the Two Rules™ that must be confirmed three times before every meeting — both spouses must attend, and all financial documents must be brought. Mark demonstrates exactly how to enforce these rules with professionalism and empathy while identifying the root causes behind rescheduling: lack of motivation, scheduling conflicts, difficulty gathering documents, or trust issues. Through real-life coaching examples, he shows how to screen for client motivation, handle objections, and maintain high standards for engagement. The session also explores how to identify and recruit Subject Matter Experts who can consistently deliver fresh, impressive recommendations year after year, ensuring long-term client satisfaction. Advisors leave with tactical scripts, leadership principles, and proven systems to build trust, maintain discipline, and elevate client service excellence.