Welcome to the Financial Advisor Success Podcast, where you go behind the scenes with

financial planner, speaker, and consultant Michael Kitsis to hear stories of how leading

financial advisors navigated the inevitable challenges that arise on the path to success

and get insight from leading industry consultants about how to break through to the next

level in your advisory business. And now here's your host, Michael Kitsis. Welcome, everyone.

Welcome to the 484th episode of the Financial Advisor's Success Podcast. My guest on today's

podcast is Jake Falcon. Jake is the founder of Falcon Wealth Advisors, IAR of the RIA High Tower Advisors, and based in Kansas City, Missouri, that oversees approximately $1 billion in assets under management for 900 client households.

What's unique about Jake, though, is how he recognized that his strengths are in rainmaking and attracting new clients, leading him to largely take himself out of the planning and client meeting process, giving himself additional capacity as his firm surpasses $1 billion in assets under management.

In this episode, we talk in depth about how Jake technically remains the advisor for 500 of his clients, but as delegated technical plan preparation and regular clients' meetings

to a centralized planning team, though he makes himself available to speak directly to clients

if they wish, how Jake's firm segments clients by revenue to align the time it takes to serve

them with the revenue they generate for the firm, and how Jake leverages the short form video

production tool bomb bomb to create asynchronous touchpoints with clients while managing his time. We also talk about how Jake leverages the short form video production tool bomb bomb to create asynchronous touch

points with clients while managing his time. We also talk about how Jake is building the business

development skills of a new firm hire by having them work through the 5,000 leads the firm has

amassed over the years to set up introductory meetings with Jake and his partner, how Jake has

attracted most of his clients through client referrals,

both through his own efforts and by setting referral goals for members of the planning team,

and how Jake is using Instagram to meet good fit prospects where they are, and how he's found

that being his authentic self on the platform has led to his greatest successes.

And be certain to listen to the end, where Jake shares how a major turning point in his career occurred when he stopped using business development scripts and prioritized first building a relationship with leads, why Jake invests his clients' assets directly into individual stocks and bonds assuing mutual funds and ETFs in the process, to reduce fees and promote accountability for his firm and a rundown of the many books that have

helped Jake build a successful career in the financial advice business.

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