Can you organically grow a multi-billion dollar RIA?

Many of the large RIAs you read about got there because they acquired firms or they were part of a banking, accounting, or law firm that fed them a large number of clients.

Today's guest, Scott Hanson of Hanson McClain, built the firm with his partner Pat McClain the old-fashioned way--one client at a time.

Using gorilla-marketing tactics, a radio show, and smart marketing, these guys built a $2 billion RIA with about 4,000 clients and an average account size of $500,000. Similar to Edelman Financial Services, Scott and Pat built a hugely successful RIA with relatively modest size clients.

I've known Scott for more than 20 years and in today's show, we take a chronological look at what he systematically did to build a top RIA from scratch and the strategies he's now using to keep the machine humming.