Growing up in North Dakota taught me the value of hard work and genuine connections. It’s a place where community matters—where a handshake still means something, and people look out for each other. That upbringing shaped my perspective on what it really means to help others, and it’s a lesson I’ve carried throughout my career in financial services. Today, as CEO of FMT Solutions, I’m on a mission to help independent financial advisors transform how they find and serve new clients—by leading with education instead of sales pitches.
Discovering What Works (and What Doesn’t)
Early in my career, I noticed a disconnect in how many advisors approached potential clients. Cold calls, product pitches, steak dinners, and high-pressure seminars were common, but they rarely forged the trust or long-term relationships advisors truly needed. My experiences taught me that clients want to feel empowered, not sold to.
I found I could build stronger bonds by taking time to help prospects and clients understand the “why” behind my actions and recommendations. Education not only demystified the financial planning process but also built a level of trust that transactional tactics simply couldn’t match.
The Turning Point: Education as a Growth Engine
I had a key “aha moment” when I realized that if clients had enough knowledge to make informed decisions, they felt more confident, stayed with me longer, and were more likely to refer friends and family. This was the spark I wanted to share, and that led me to shift my focus entirely: I wanted to build something that could help advisors nationwide adopt an “education-first” approach to client acquisition - to help deliver the trust-building benefits of true education in a scalable and repeatable way.
Over the years, I put this philosophy into practice at several firms—helping build an SEC-registered investment advisor from scratch, growing assets under management to over $3 billion in just two years, and later founding my own RIA focused on high-net-worth individuals. At each step, the common thread was the same: when advisors teach rather than sell, everyone wins.
Rewarding Advisors—and Their Communities
Fast-forward to my role at FMT Solutions, where we’re doubling down on the “Lead with Education” strategy. We provide compliance-ready courses and materials so advisors can confidently host workshops and seminars—knowing they’re not only compliant but also delivering real value to their communities. It’s incredibly rewarding to see advisors transform from “sales professionals” into trusted educators who attract the right clients naturally.
Whether you’re just starting out or you’ve been in the industry for decades, my advice is to make education - true education - the heart of your prospecting efforts. Show people that you’re invested in their financial well-being, and they’ll invest their trust in you. I’ve witnessed firsthand how this shift can spark dramatic growth for advisors—and ultimately empower individuals and families to make better financial decisions.
Lessons Learned—and Shared
I’ve spent nearly two decades learning what works (and what doesn’t) in financial services. Here are a few pieces of advice I’d offer to any advisor considering a classroom or education-focused approach: