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 36th episode of the Financial Advisor Success podcast. My guest on today's podcast is

Scott Hanson. Scott is a co-founder of Hanson, an independent RIA based

in the Sacramento area that manages nearly two and a half billion of assets under management

for almost 4,500 clients, most of which are telecom and utility workers. What's fascinating about

Scott's firm, though, is not merely that they managed to turn a niche in working with Pacific

Bell retirees into a mega RIA,

but how their steady focus on reinvesting into marketing has allowed Hansen McLean to build an

advisory firm where none of the advisors are responsible for their own marketing and business development

and instead can focus entirely on serving their clients, which has allowed Hansen McLean to reach a

stunningly high net promoter score of 85. In this episode, we talk has allowed Hansen McLean to reach a stunningly high net promoter

score of 85. In this episode, we talk about how Hanson McLean markets itself, what it took to get

established in their initial niche working with Packbell employees, how they expanded successfully

into marketing with a radio show, though Scott is not actually very upbeat on the potential

of marketing through radio today.

And why direct mail for seminars and other marketing events still works in today's business development environment,

as well as the depth of the marketing team that Hanson McLean maintains to sustain its growth.

In addition, Scott shares his own journey as an advisor, from starting out at a financial planning

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