Tag Archives: Relationship Marketing

Referrals, Social, and Events: A Modern Playbook for Growth with Abby Salameh



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:

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Cates Resources: 

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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.


#87 Building Your Financial Advisory Team with Top Talent – Insights from Steve Perry



What does it mean to truly scale your advisory team without sacrificing quality or culture?

In this episode, Referral Coach Bill Cates interviews Steve Perry, founder and president of Well Recruiting Solutions, as they delve into the art of building teams with top talent.

Discover the innovative approaches Steve uses to overcome the biggest hurdles financial advisors face in recruiting the right people.

From leveraging technology to crafting a compelling value proposition, Steve shares his unique insights gained from 16 years of hiring and managing financial professionals.

Steve discusses: 

  • (05:22) How mission-driven recruitment aligns with long-term business goals
  • (08:55) Overcoming the abundance of data in recruitment with strategic filtering
  • (09:25) Recruiting overload in the tech era
  • (11:24) The significance of breaking down roles within firms for effective scaling
  • (18:00) Leveraging firm values in recruitment
  • (24:28) Quantifying aspirations in hiring to recruit top talent
  • (26:30) The 3 different types of talent: potential, emerging, and proven
  • (34:21) Cost of hiring delays revealed
  • (36:45) The benefits and challenges of automated applicant systems
  • …And more!

Packed with practical advice and proven strategies, this episode is a must-listen for financial advisors looking to grow with the right people in the right roles. 

Sponsors:

Connect With Steve Perry:

Cates Resources: 

Connect With Bill Cates:

About Steve Perry:

Steve Perry, Founder and CEO of The Well Recruiting Solutions, brings over 17 years of leadership experience in the Fortune 100 sector. Known for his ability to drive team growth and operational excellence, Steve has consistently exceeded benchmarks in recruitment, retention, and performance. His career is marked by a dedication to innovation, team development, and creating scalable solutions for businesses.

Steve’s expertise includes interviewing thousands of candidates, hiring hundreds, and leading large teams to achieve record-breaking success. His strategic approach to recruiting and team building has helped organizations bridge talent gaps and achieve sustainable growth.

After nearly two decades of corporate leadership, Steve founded The Well Recruiting Solutions as a response to a calling from God. Leaving a seven-figure executive leadership career, he set out to build an innovative, world-class recruiting company that not only delivers exceptional results for its clients but also makes a meaningful impact on the world.