How a Knoxville Firm Scaled from 12 to 37 Retirement Workshops in Two Years

By replacing traditional prospecting with education-first workshops, the firm created a more scalable way to connect with retirees and pre-retirees in their community.

At a Glance

12 → 37
retirement workshops hosted in just two years
208%
year-over-year campaign growth
50%
increase in AUM over several years
#1 ROI
named their “best ROI” client acquisition funnel

Client Background

Established in 1981, a Knoxville-based advisory firm has long been a trusted resource for retirees and pre-retirees throughout the region. With multiple offices, the firm’s core mission is to simplify financial planning so clients can enjoy their golden years with confidence. Their comprehensive services address everything from investments and income planning to healthcare, tax strategies, and estate protection—all woven into what they call a “Plan for Everything.”

Guided by a deeply held commitment to personalized service, the firm has built its reputation on forging strong, enduring relationships. Their approach centers on educating each client about their financial options, aiming to replace confusion or fear with clarity and confidence. It was this same commitment to knowledge-sharing that led them to explore FMT’s Retirement Planning Today courses as a modern way to reach and serve new audiences.

 

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The Challenge

Despite having a solid client base and decades of experience, the firm recognized that traditional sales tactics (like cold calling or generic seminars) no longer resonated with today’s informed investors. They sought a fresh, engaging way to:

  • Connect with local families in a trust-building, non-sales environment
  • Streamline their client acquisition pipeline
  • Stay true to their educational philosophy while still driving growth

Why FMT?In January 2023, two of the firm’s four advisors launched Retirement Planning Today classes through FMT Solutions. These compliance-ready workshops, held both in-person and online, gave the firm a platform to share real-world financial insights in an accessible format—transforming attendees from curious learners into engaged prospects who understood and valued the firm’s expertise.

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Key reasons they chose FMT:

All-in-One Turnkey Approach

FMT provided structured course materials, RSVP management, and compliance support, freeing advisors to focus on teaching.

Community-Centric Engagement

Retirement Planning Today fosters genuine discussion, allowing advisors to showcase not just their expertise but also their sincere commitment to each attendee’s financial well-being.

Efficiency & Consistency

With a proven curriculum and marketing framework, the firm could expand these classes quickly while maintaining high-quality content.

The Results

Just one year into this new strategy, the firm taught 12 classes—already surpassing their initial annual target. By the second year, that number soared to 37, achieving a 208% year-over-year growth in campaign success.

They call FMT “the best ROI of any of our client acquisition funnels”—and for good reason:

  • 50% Increase in AUM Over 7 Years 

    While they’d already seen steady growth, the education-focused workshops supercharged their pipeline.

  • Deepened Community Presence Positioning themselves as educators first, the firm forged stronger bonds within their city’s close-knit community and beyond.
  • High-Quality Conversions Prospects who attend a Retirement Planning Today class are often highly motivated to improve their financial outlook, resulting in more meaningful client relationships.

 

 

Group 165
Retirement Planning Today gave us a way to scale our outreach without losing the personal, educational approach that defines our firm. The workshops helped us build stronger relationships earlier in the process and created one of the most consistent growth channels we’ve ever had.
– Wealth Planning Team Lead, Owner

Why it Worked

The strategy worked because the firm’s educational philosophy naturally aligned with a classroom-based approach to client acquisition. Instead of relying on sales tactics, the workshops created a scalable way to build meaningful relationships through guidance, transparency, and real conversations.

Client-Centered Education
By teaching real-life retirement strategies, the firm shows prospective clients the value of their guidance—well before any mention of product or service.
Trust Through Transparency
The workshop format lets families ask questions, get personalized insights, and see the firm’s expertise in action. This transparent environment fosters deep-seated trust.
Scalable Yet Personalized
FMT’s turnkey solution means advisors can handle multiple classes each year without sacrificing the firm’s personal touch.
Local Market Alignment
The “Plan for Everything” philosophy dovetails perfectly with education-based outreach, meeting the firm’s community-driven culture where it thrives most: in genuine, face-to-face conversations about life transitions.

FMT’s Role

FMT Solutions provided the firm with a turnkey, education-based marketing platform that helped advisors replace traditional prospecting with structured retirement planning workshops. Through compliance-ready materials, marketing support, and scalable systems, FMT helped the firm grow its workshop program while preserving the personalized experience that defined its brand.

Ready to Transform Your Practice?

At FMT, we empower advisors to turn engaged learners into long-term, high-value clients through education-first growth strategies.

If you’re inspired by this story and want to explore how classroom-based marketing could work for your firm, let’s talk. 

TALK TO AN FMT CONSULTANT