The Psychology of Referrals w/ Dan Allison | The Afternoon Advisor E7

Spending $650k/Month in Ads & Being a Contrarian w/ Aaron Cirksena | The Afternoon Advisor E10

This advisor is spending $650,000 a month on paid ads. He knows exactly what he'll make back. Aaron Cirksena is the CEO and founder of MDRN Capital — one of the fastest-growing fully virtual RIAs in the country. His entire strategy is built around doing the opposite of what the industry tells you to do: extending the sales process instead of shortening it, offering a performance pledge no other firm will touch, and going fully virtual when everyone else was opening offices. In this episode, he pulls back the curtain on the data, the hiring, and the mindset behind it all. You'll learn: * The KPI framework that makes spending $650K/month on ads not just possible — but profitable * Why Aaron extended his prospect meeting process to four meetings instead of cutting it down * The performance pledge — what it is, how it passed compliance, and why it closes deals * How Google reviews, client testimonial videos, and PR work together to lower your cost per booked meeting * Why going fully virtual was the unlock for national scale — and why multi-location expansion can't compete * The hiring philosophy that changed everything: buy your time back or don't make the hire _ _ 🔗 Learn more about MDRN Capital → https://mdrncapital.com/ 🔗 Connect with Aaron → https://www.linkedin.com/in/aaron-cirksena/

Niche Marketing & Organic Growth at Scale w/ Sahil Gupta | The Afternoon Advisor E9

What does it look like to grow an RIA from $600M to $1B without losing what made it work in the first place? Sahil Gupta handles organic growth and marketing for Twin Peaks Wealth Advisors, a 14-person RIA serving tech employees - built over 10 years by two UC Berkeley founders who started by cold-calling Apple and Facebook employees about their RSUs. In this episode, recorded live at Future Proof in Miami, Sahil breaks down how they're layering content and digital marketing on top of a referral-driven firm, why radical honesty about who you serve is becoming the most powerful marketing tool, and how the best firms are approaching the shift from SEO to AEO. What You'll Learn - How to introduce new marketing to a firm that's already working — the mindset shift that lets traditional firms stay nimble without abandoning what got them here - The 70/30/5 rule for trying new things — why most tactics won't work, and why that's completely fine - Why radical honesty is the new competitive advantage — being blunt about who you're for (and who you're not) as a marketing strategy - The perfect solution vs. the perfect answer — how AI is raising the bar for how specifically advisors need to speak to their ideal client - Why video should be anti-AI — and how raw, authentic content builds the trust that polished production can't - The formula most advisors have backwards — why SEO and AEO are the result of doing everything else right, not a strategy on their own - The Exxon employee playbook — how one advisor built an entire referral network by creating hyper-specific content for a single employer's workforce - Why prospects who watch two to three videos before booking are already 50-60% sold — and what that means for how you think about content Guest Sahil Gupta - Growth and marketing lead at Twin Peaks Wealth Advisors, a $600M RIA specializing in financial planning for tech employees. Based in California, serving clients nationwide. 🔗 Learn more about Twin Peaks → https://twinpwa.com/ 🔗 Connect with Sahil → https://www.linkedin.com/in/sahilgupta20/

Building the Full Growth System w/ Mike Barrasso | The Afternoon Advisor E8

Most financial advisors are looking for a silver bullet. There isn't one... but there are a lot of golden BBs. Mike Barrasso grew his family's RIA from $150M to $400M from the business development seat. Now as co-founder and CEO of WealthReach, he's building the systems that make that kind of growth repeatable for any firm. Recorded live at Future Proof in Miami, this episode covers the three problems holding most advisory firms back, why your website is your most overlooked growth asset, and what the full organic growth funnel looks like when it's actually built end to end. You'll learn: - The three glaring problems killing most firms' growth — and why the silver bullet mindset is the biggest one - Why your website is a billboard when it should be a growth engine — and how to fix it - How to show up in both traditional search and AI-driven discovery (ChatGPT, Gemini, Claude) - When to hire a human vs. deploy a system — Mike's framework for building a firm from zero - Why advisors shouldn't be vibe coding — and what they should be doing instead - Where agentic AI is headed for advisor growth in the next few months _ _ 🔗 Learn more about WealthReach →  wealthreach.ai 🔗 Connect with Mike → https://www.linkedin.com/in/mbarrasso/ Guest Mike Barrasso — Co-founder and CEO of WealthReach. Previously grew his family's RIA from $150M to $400M from the business development seat. Background in software sales, where he managed growth teams before bringing that same system-building approach to the financial advisory industry.

The Psychology of Referrals w/ Dan Allison | The Afternoon Advisor E7

98% of your clients are willing to refer you. So why is your organic growth rate sitting at 1-3%? Dan Allison has spent 22 years studying the behavioral psychology of referrals - and he's coached financial advisors at Vanguard, Dimensional Funds, and some of the largest wealth firms in the world. In this episode, he breaks down exactly why the referral gap exists, the five characteristics every client advocate needs, and the simple framework that turns your existing book of business into a referral engine - without a single awkward sales conversation. You'll learn: Why 81% of clients are referring the wrong way... and the one conversation that fixes it immediately The five characteristics every client needs to become an effective advocate (and why missing even one kills the referral) Why telling clients you're "crazy busy" is quietly destroying your referral rate The 80% knowledge gap - why clients can only name a fraction of your services and what that costs you Why your newest clients are your most powerful referral source... and why most advisors wait years too long How referrals and content marketing work together to create a flywheel that runs itself -- Connect with Dan! -- https://www.linkedin.com/in/dan-allison-ogrev/ #personalfinance #financialadvisor #RIA #organicgrowth #financialmarketing

Organic Growth & Loving Your Business Again w/ David DeCelle | The Afternoon Advisor E6

Most financial advisors didn't sign up to be marketers. But the ones who reframe why they're growing... those are the ones who can't be stopped. David DeCelle has helped over 200 multi-billion-dollar RIAs grow organically. In this episode, he shares the step-by-step system he'd use to build an RIA from zero, why the referral gap in most books of business is bigger than advisors think, and the mindset shift that doesn't just grow your firm — it improves your marriage, your health, and the rest of your life. You'll learn: The "feedback marketing" methodology that unlocks referrals you're already owed — before you spend a dollar on ads How to build an RIA from zero: content, a bifurcated sales and service team, and off-site intent data Why your website needs an SEO and AEO strategy — and what most firms are getting wrong The tech audit cadence that keeps you from playing business instead of building it How David went from anti-AI to 50-60 client meetings a week — tripling his capacity in two years _ _ 🔗 Learn more about WealthReach → https://www.wealthreach.ai/ 🔗 Learn more about Model FA → https://www.modelfa.com/ 🔗 Connect with David Decelle→ https://www.linkedin.com/in/daviddecelle/