Episode 107: The Reciprocal Moment

In this monthly coaching session, Mark McKenna Little explains The Reciprocal Moment™ and how mastering it can transform client acquisition for financial advisors—especially those who struggle with call reluctance. He reveals how to naturally attract clients through authentic relationship-building instead of sales tactics, by using personal meetings called TRF Meetings™ (The Relationship File™). Mark demonstrates how to use concise, story-driven “vignettes” during conversations to communicate your unique value without selling. Advisors learn the four-step process for these vignettes—transition in, scripted story, transition out, and closing question—crafted using Joseph Campbell’s Hero’s Journey. He stresses practicing through “wind sprints,” recording real conversations, and refining delivery until it becomes second nature. Mark also revisits The Advisor PACT™ Certification and its six measurable mastery benchmarks, including building a team of subject matter experts, delivering 10 client deliverables, implementing The Three Meeting Process™, and tracking referrals through The Referability Dashboard™.