From Seminars to Screens: How Top RIAs Are Cutting Client Acquisition Costs & Scaling in 2025 And Beyond

After managing over $10M in digital ad spend exclusively for RIAs, I've discovered something that might surprise you.

The firms winning the client acquisition game aren't necessarily the best advisors. They're the ones who've cracked the code on modern marketing.

Let me share what's really happening out there.

While most RIAs are still running traditional seminars at $1,000-$3,000 per appointment, the industry leaders have moved to a completely different model.

Take Fisher Investments, for example. They spend tens of millions annually on digital marketing. But here's the interesting part - their system is actually quite outdated.

Their approach:

• Static image ads on social media
• Gated content requiring email opt-ins
• PDFs that rarely get read
• Cold outreach teams chasing leads
• High volume, low qualification

It works for them because they have massive brand recognition.

But what about firms without that 40-year head start?

That's where things get interesting.

Over the past 4 years, we've developed what we call the 90-1-1 Performance Branding System. It takes the core concept - reaching pre-retirees where they spend time online - and modernizes it for today's market.

The key differences:

Instead of static images, we use 90-second video ads. Video now represents 65% of social media content, and it allows advisors to build trust before the first interaction.

Rather than gating content, we provide immediate value. Prospects watch a 10-minute educational video without giving any information upfront. High-net-worth individuals appreciate this approach.

We let prospects come to you. After receiving value, interested viewers can request a consultation. It's a fundamental shift in positioning.

Every interaction is pre-qualified. We clearly communicate that these strategies work best for those with $500K+ in retirement savings. This ensures quality over quantity.

The results speak for themselves:

• Average appointment value: $1.5M in assets
• 1.5% click-through rates on video ads
• 2,500 brand impressions per booked appointment
• ROI up to 10x for top performers

We've implemented this system for dozens of RIAs, from firms spending $10K monthly to those investing $400K+ in marketing.

One client grew from startup to $200M AUM in just 14 months. Another tripled their appointment volume while significantly reducing costs.

But let me be transparent - this isn't for everyone.

This approach requires:

• Existing marketing investment of $60K+ monthly
• Leadership commitment (CEO/CMO involvement)
• Comfort with video content
• Willingness to evolve beyond traditional methods

If seminars are working well for you, that's great. Keep doing what works.

But if you're finding that:

• Seminar attendance is declining
• Cost per acquisition keeps rising
• Your advisors need more qualified prospects
• You want to scale beyond your local market

Then it might be time to explore digital performance marketing.

What we provide:

• Strategic planning and scripting
• Professional video production
• Complete campaign management
• Technology implementation
• Ongoing optimization
• Direct access to our team

I personally review every campaign. After managing $10M+ in RIA-specific ad spend and booking over 30,000 appointments, we've learned what works and what doesn't.

The firms succeeding today started their digital transformation 2-3 years ago.

Those who'll lead tomorrow are starting now.

If you're curious about whether this could work for your firm, I'm happy to share specific examples and discuss your unique situation.

We only work with 3 new firms per quarter to ensure quality. If you're interested in learning more, feel free to reach out.

The investment world has changed. Marketing has too. The question is: are you ready to evolve with it?

-Alex Khassa Founder & CEO, Clients Blackbox

P.S. - Feel free to connect and message me directly if you'd like to discuss your firm's growth strategy. I'm always happy to share insights, whether we work together or not.

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