RIA GROWTH STORY
Aaron Cirksena, MDRN Capital
Executive Summary
MDRN Capital’s journey is a testament to the power of innovative marketing, strategic partnerships, and a commitment to growth—a story that inspires hybrid RIAs and established advisors to rethink their approach to client acquisition and business expansion. Strategic pivoting, scalability through partnerships, investment in talent, and data-driven decisions have driven the firm from $35 million AUM when it was established in 2023 to $150 million as of December 31, 2024, with a projection of hitting $1 Billion AUM by 2027.
- Strategic Pivoting: Cirksena’s transition from traditional workshops to webinars and eventually to targeted Facebook ad campaigns highlights the importance of adaptability in a changing market.
- Scalability Through Partnerships: Clients Blackbox, an innovative digital marketing agency, provided the expertise and tools needed to optimize MDRN Capital’s marketing efforts, enabling sustainable growth.
- Investment in Talent: By recruiting and training a team of skilled advisors, Cirksena ensured the scalability and longevity of his business model.
- Data-Driven Decisions: Predictable KPIs allowed MDRN Capital to scale confidently, turning marketing spend into measurable ROI.
The Visionary Beginning
Aaron Cirksena founded MDRN Capital with a bold vision: to create a fully digital retirement planning and investment advisory firm that was accessible to anyone, anywhere. Long before achieving this innovative milestone, Cirksena began his career as a traditional brick-and-mortar financial advisor. His marketing strategies at the time relied heavily on restaurant workshops and eventually transitioned to educational sessions at libraries, promoted through blanket mailing campaigns.
By 2020, Cirksena’s marketing approach evolved as he experimented with digital strategies. A partnership with a digital marketer introduced him to Facebook advertising, which was implemented to replace the in-person workshops. This initial endeavor into digital marketing offered a glimpse of its potential but wasn’t without challenges, such as unpredictable attendance rates and limited engagement. When the COVID-19pandemic halted in-person events altogether, Cirksena had to rethink his approach entirely. He pivoted, transforming his workshop model into a webinar funnel, which allowed him to continue educating and to market nationally to a broader audience.
Despite this success, the webinar model came with its own inefficiencies. Issues such as rigid schedules, fluctuating show-up rates, and the lack of scalability hindered growth. Cirksena realized he needed a more streamlined, scalable solution to maximize his marketing efforts and achieve his goals.
Partnering with Clients Blackbox
In June 2022 Cirksena discovered ClientsBlackbox through an advertisement and connected with Alex Khassa, the company’sFounder and CEO. Cirksena’s prior experience with digital marketing helped him quickly identify the potential of Clients Blackbox’s targeted approach—the agency specialized in direct, educational Facebook ad campaigns designed to eliminate inefficiencies and produce measurable results.
After getting to know Cirksena and his firm,Clients Blackbox provided a tailored solution to address the challenges. Their teams worked closely to refine the marketing strategy, optimizing assets such as videos, scripts, and landing pages to better resonate with target audiences.They also implemented a robust system for tracking key performance indicators(KPIs), including cost per booked meeting, show-up rates, and closing ratios.This data-driven approach enabled Cirksena to make informed decisions and confidently scale his business.
Within a few months, the partnership began to yield significant results. By eliminating inefficiencies and fine-tuning the marketing funnel, Cirksena saw improvements in lead quality, engagement, and conversion rates. The newfound clarity in his metrics allowed him to focus on growing his business without the guesswork that had previously hindered his progress.
Scaling for Success
In late 2022, Cirksena began expanding his team, bringing on his brother as his first hire, and MDRN Capital transitioned from a one-person operation to a growing organization. By mid-2023, Cirksena took a major step forward by forming his own RIA and leaving his broker-dealer.At this point, the firm managed approximately $35 million in fee-based AUM.
Recognizing the need for additional resources to support his growing client base, Cirksena continued to expand. By the end of2023, MDRN Capital’s team had grown to include four or five advisors. This growth was bolstered by the hiring of a Chief Operating Officer, Josh Maly, in2024. With Maly’s expertise, MDRN Capital accelerated its expansion, growing to15 advisors and implementing a comprehensive training program to ensure consistency in client experience and business operations.
By this time, the firm managed $125 million in fee-based AUM and $150 million in annuity-based AUM. The robust training and operational framework positioned MDRN Capital for sustained success, enabling advisors to deliver exceptional service while managing an increasing volume of clients.
Recruiting the Right Talent
To support its growth, MDRN Capital leveragedLinkedIn advertising to recruit advisors nationwide. This strategy generated hundreds of applications, requiring a rigorous vetting process to identify candidates who aligned with the firm’s client-focused, high-volume model. Ideal candidates were experienced, comfortable with virtual client interactions, and eager to grow within MDRN Capital’s scalable framework.
The firm’s onboarding process emphasized training and support, equipping new advisors with the tools and knowledge needed to thrive in a digital-first environment. By investing in its team, MDRNCapital created a culture of continuous improvement and excellence.
The Results and Beyond
Today, MDRN Capital exemplifies the scalability and success of a fully digital financial advisory firm. With the support of Clients Blackbox, Cirksena transformed his business into a national operation with predictable growth metrics and a clear path forward. The firm’s projections estimate over $1 billion in fee-based AUM by 2027, driven by a systematic approach to marketing, recruiting, and operations.
Cirksena attributes much of his success to his willingness to invest boldly in proven strategies, a philosophy he encourages other financial advisors to adopt. By embracing scalability and leveraging the expertise of Clients Blackbox, MDRN Capital continues to set new benchmarks in the digital financial advisory space.