How a New Multi-Family Office Booked 40 to 50 Qualified Appointments Per Month With a $1M Minimum

Launching a new multi-family office is one of the most difficult cold starts in financial services. The firm had the credentials, the expertise, and a sophisticated tax planning approach designed specifically for high net worth and high earning clients. What they did not have was a pipeline. No referral network, no warm introductions, no years of relationship capital to draw on.

Their account minimum was $1 million in investable assets. That is not the kind of prospect you find through generic lead vendors or shared lead platforms. Traditional approaches like seminars and networking events were not designed for this market, and the timeline pressure was real. Every month without clients was a month burning through operating capital with nothing coming in the other side.

The question was simple but daunting: how do you fill the calendar of a brand new multi-family office with qualified ultra high net worth prospects when nobody in the market knows your name yet?

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We built a campaign architecture specifically calibrated for the high net worth market. The messaging leaned into the firm’s core differentiator: comprehensive tax planning for high earners and high net worth families, delivered through a multi-family office structure that most people associate with $10M+ minimums. The positioning immediately separated this firm from every other advisor running retirement income ads.

Rather than casting a wide net, we engineered targeting and creative designed to repel the wrong prospects and attract the right ones. Every piece of content was educational, authoritative, and built around the firm’s proprietary tax planning philosophy. The result was a campaign that functioned more like a client qualification system than a traditional ad funnel.

<$250 Cost per qualified appointment with a $1M account minimum

Beyond the marketing, we worked directly with the firm to install a fit call structure that screens prospects before they ever reach a senior advisor. We scripted the intake process, helped increase show up rates from 40% to 60%, and optimized the handoff between the junior advisor handling initial calls and the senior advisor running proposal meetings. Roughly 80% of first held meetings now advance to a second meeting, which speaks to the quality of prospects entering the pipeline.

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Within 30 days of going live, the firm was generating 40 to 50 appointments per month. The average prospect walking through the door carried $2 million to $3 million in investable assets, well above the $1 million minimum. The cost per appointment came in under $250, a number that is virtually unheard of when targeting this asset level.

The impact went beyond the ad account. Show up rates climbed from 40% to 60%. The fit call structure we installed is filtering prospects effectively, and 80% of first held meetings are converting to second meetings with the senior advisor. This is not just a marketing win. It is a fully functioning client acquisition system for a market segment that most advisors and agencies consider unreachable through paid advertising. It also opens the door for Clients Blackbox to serve not just RIAs and financial advisory firms, but family offices and multi-family offices targeting ultra high net worth clients.

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