Utah Advisory Firm Unlocks $53M in New Assets

By leading with education instead of sales, 
this Utah firm transformed community 
workshops into a powerful, scalable growth engine.

At a Glance

$53M
in new assets under management
50%
AUM growth over seven years
3
education courses per year, on average
Multi-generational referrals driven by education

Client Background

Founded in 2002 by two forward-thinking advisors, a Utah-based advisory firm steadily built a reputation as a truly client-focused practice. Their commitment to a fee-based, fiduciary-driven model underpins every aspect of their services—whether managing individual portfolios or offering small business tax strategies. Over time, the firm expanded to include three additional advisors, two of whom take on the unique role of leading educational workshops in the local community.

At the heart of this firm’s success lies a simple philosophy: “Your success becomes our success.” This team-based approach ensures every client benefits from multiple perspectives. From day one, they’ve prided themselves on delivering proactive rather than reactive service—an ethos that lends itself naturally to teaching clients the “why” behind financial decisions, rather than simply pitching products.



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The Challenge

As the firm looked to grow and deepen client trust, traditional marketing methods (e.g., cold calling, large seminars) felt impersonal and inefficient. Although they had earned a strong local following, they wanted a consistent way to:

  • Educate prospective clients on retirement and financial planning
  • Demonstrate their depth of expertise without resorting to sales pitches
  • Preserve the firm’s core values of transparency, trust, and a client-first mindset

Simply put, they needed a structured, scalable approach that could attract new families without compromising the genuine, personal touch that defined them from day one.



 

Why FMT?

In 2018, the team discovered FMT Solutions, a turnkey financial education platform known for its compliance-ready courses and dedicated advisor training. Given their emphasis on fee-based, client-centric relationships, these educational workshops provided a perfect fit.

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With FMT, the firm could:

Offer High-Value Content

Retirement Planning Today classes deliver immediate, practical knowledge. Attendees walk away with actionable insights, fostering trust and credibility.

Focus on Teaching, Not Pitching

The structured curriculum helps advisors speak candidly about financial concepts, sidestepping any perceptions of a “hard sell.”

Stay Compliant

FMT’s resources come pre-vetted, ensuring the firm could confidently host courses without the headache of compliance hurdles.

The Results

After integrating Retirement Planning Today classes into their marketing, the firm saw the following outcomes:

  • $53 Million in New AUM
    By hosting an average of three courses per year, the firm generated significant new assets directly tied to educational workshops.
  • Referrals that Multiply 
    One couple moved nearly $2 million in assets, followed by family members who added another $600,000—opening the door to multi-generational planning.
  • 50% Increase in AUM Over 7 Years
    While the firm was already growing steadily, education-based marketing significantly accelerated momentum.
  • Community-Centric Reputation
    Beyond the numbers, the firm has strengthened its local reputation for being educators first. Clients appreciate the genuine care and willingness to teach rather than sell.

 

Group 165
We were looking for a growth strategy that felt consistent with how we already serve clients. FMT helped us create meaningful conversations at scale without turning our advisors into salespeople.
– Senior Wealth Advisor, Owner

Why it Worked

The strategy worked because the firm’s client-first philosophy aligned naturally with an education-based approach, making workshops feel like a genuine extension of their advisory process rather than a sales tactic. FMT’s turnkey, compliance-ready system also gave the firm a scalable way to consistently attract well-aligned prospects while preserving the personalized experience that defined their reputation.

Client-First Culture
The firm’s foundational values align perfectly with an education-based model. Their emphasis on building long-lasting relationships resonates deeply in a classroom setting.
Fiduciary Focus
Being fee-based and fiduciary-driven, the firm naturally centers each class on objective, client-centric advice—reinforcing trust from the outset.
Scalable Education
Model
FMT’s turnkey program lets them easily expand workshops without diluting the quality of their content or risking compliance missteps.
Referral-Driven Momentum
By educating entire families, the firm opens the door to multi-generational planning, attracting relatives and friends of satisfied attendees.

FMT’s Role

FMT Solutions provided the firm with a turnkey, compliance-ready education platform that helped advisors teach instead of sell, using structured retirement planning courses to build trust with prospective clients. Through advisor training, marketing support, and proven classroom-based workshops, FMT enabled the firm to scale growth while staying aligned with its fiduciary, client-first values.

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