Referrals & Introductions | Top Advisor Podcast

In this episode of Top Advisor Podcast, I sat down with one of the most recognized and influential names in the financial services industry: Ric Edelman. From starting as a new advisor to building the largest RIA in the country, (over $300 Billion in assets managed) Ric’s journey is filled with insights, strategies, and bold thinking that every advisor can learn from.

We dive into what it took to grow a billion-dollar firm, what’s coming with the great generational wealth transfer (his answer might surprise you), and how advisors can remain radically relevant in a rapidly evolving profession.

Whether you’re early in your career or an industry veteran, Ric’s perspective will challenge and inspire you to think bigger, act bolder, and adapt smarter.

In this episode, Ric shares his journey from angry consumer to industry leader. Ric reveals how financial education and inclusion became the foundation for his firm’s growth, his contrarian views on the wealth transfer, and what advisors should do now to remain relevant and meaningful in clients’ lives.

Ric & Bill Discuss:

How a bad experience with an advisor led him and his wife Jean to build a firm focused on consumer education and accessibility
How and why serving the mass affluent can lead to long-term growth and impact
His belief that The Great Wealth Transfer may be overstated due to longevity, healthcare costs, and concentrated wealth
How financial advisors can stay relevant by helping clients with lifelong learning, career transitions, and life planning
Key challenges that younger advisors (and seasoned pros) will need to navigate over the next two decades
Ric’s take on relevance — and why staying relevant is non-negotiable in today’s advisory landscape
A brief look at Ric’s philanthropic passion project: The Edelman Fossil Park & Museum
Why understanding blockchain, crypto, and exponential technologies is essential for advisors aiming to provide complete service
…And more!

Bottom line: Ric Edelman shares timeless lessons from his journey — and offers a future-focused take on what advisors must do now to grow, lead, and stay ahead of the curve.

SHOW SPONSOR: ProudMouth

Resources:

Connect With Bill Cates:

Connect With Ric Edelman:

About Ric Edelman:

Ric Edelman created the CBDA designation, Certified in Blockchain and Digital Assets. He is a #1 New York Times bestselling author of 13 books on personal finance, with more than one million copies in print in ten languages, holds two patents for financial innovation and created one of the most successful ETFs in history. He was ranked three times as the nation’s #1 Independent Financial Advisor by Barron’s and founded the nation’s largest financial planning firm, now serving 1.3 million clients and managing $300 billion in AUM. Edelman is in both Research Magazine’s and Barron’s Financial Advisor Halls of Fame, and recipient of IARFC’s Lifetime Achievement Award. Investment Advisor, RIABiz and InvestmentNews all named him one of the most influential people in the investment management profession.

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Referrals have always been the fastest and most predominant way that advisors have grown their business. But… it’s not the only way.

Abby Salameh, Chief Growth Officer at RFG Advisory, dives deep into what’s working right now when it comes to client acquisition for top-performing financial advisors.

Abby shares insights into four primary strategies her firm is using to drive growth: referrals, paid social events, and digital marketing.

You’ll hear how RFG equips advisors with toolkits and systematized processes to make asking for referrals less awkward and more effective. She also highlights the importance of nurturing new connections through drip campaigns and personalized follow-up.

Bill and Abby also explore how paid social and digital campaigns are creating fresh opportunities, and why events – especially educational ones – remain a tried-and-true method for attracting new clients.

But that’s not all! Abby highlights RFG’s StrongHer Money initiative, designed to empower women investors and help advisors better connect with this fast-growing segment.

Finally, Abby shares her vision for the future of the industry, emphasizing the rising importance of behavioral coaching and building genuine, trust-based client relationships.

Bill and Abby discuss:

(04:15) Proven strategies for generating more client referrals and introductions
(13:01) The importance of behavioral finance and its role in client relationship building
(16:29) Leveraging paid social media to amplify your brand and reach new prospects
(22:50) Hosting successful client events and how they integrate with digital marketing
(29:48) RFG Advisory’s initiative to empower and attract women investors
…And more!

Plus, Abby shares a free growth guide packed with proven strategies used by advisors who are achieving 20%+ organic growth.

Sponsors:

SHOW SPONSOR: ProudMouth
EPISODE SPONSOR: IronClad Family | Holistic Advisor Guide
EPISODE SPONSOR: Harbor Capital Advisors | LinkedIn: Harbor Capital Advisors

Connect With Abby Salameh:

Cates Resources:

Connect With Bill Cates:

About Abby Salameh:

Abby Salameh currently serves as RFG Advisory’s Chief Growth Officer. Ms. Salameh served as CAIS’ Chief Marketing Officer, where she headed the firm’s corporate and field marketing teams. Ms. Salameh has worked in the advisory industry for over 20 years: Before joining CAIS, she served as Hightower’s Chief Marketing Officer for two years taking the firm brand through a strategic rebrand in order to transform itself from a recruiter of ex-wirehouse advisors into a serial acquirer of RIAs.

Prior to that, Ms. Salameh was CMO at Private Advisor Group, a $20 billion RIA, where she spent six years creating top-line solutions for independent advisors. She has also previously held leadership positions at Fusion Advisor Network, where she successfully led the company’s sale to NFP, and was Head of Marketing for Institutional Services at TD Ameritrade and TD Waterhouse, where she was responsible for managing all aspects of the company’s marketing, advertising, conference and practice management initiatives. Ms. Salameh began her career at Sanford C. Bernstein before moving on to become a founding member of the team that launched InvestmentNews.

Ms. Salameh is a leader for the FSI Growth & Marketing Council, a member of the Invest in Others Marketing Council, a vetted industry speaker, and a regular volunteer at her local animal shelter. She holds an MBA from the NYU Stern School of Business and a bachelor’s degree in finance from Hofstra University.

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