Financial Advisor Success Ep 160: Accelerating Growth By Spending More Than 10% Of Revenue On Marketing (That Works) with Gabriel Shahin
4 snips
Jan 21, 2020 Gabriel Shahin, founder of Falcon Wealth who grew a fee-only, tax-focused RIA to about $200M AUM, shares how aggressive marketing fueled rapid growth. He discusses allocating 10–25% of revenue to channels like classes, Google ads, SEO, and radio. Topics include a two-meeting sales process, a dedicated BD associate, quick lead response, class-driven acquisition, and the trade-offs of scaling fast.
AI Snips
Chapters
Transcript
Episode notes
Commit To Aggressive Marketing Spend
- Spend aggressively on marketing when you're confident in your process; Gabriel aimed for 10–20% of revenue and often reinvested new client-driven revenue back into marketing.
- He treats marketing as the engine: Google Ads, SEO, paid listings, radio, billboards and especially paid classes drove growth to $200M AUM in ~5 years.
Strike The Iron Within Ten Minutes
- Rapid follow-up wins internet leads; Gabriel expects a business development associate to call digital inquiries within 10 minutes.
- Immediate contact increases conversion because prospects are actively searching and will enter competing funnels if not reached fast.
Two Meeting Assessment Then Close
- Use a two-meeting sales process: first meeting gathers info and secures a second meeting; second meeting delivers a high-value assessment and asks for business.
- Give full, upfront recommendations in the second meeting to surface who wants implementation vs DIY.