They discussed the Nitrogen Growth Survey, uncovering the secrets behind why some firms experience incredible growth while others lag behind. They also covered: - How to streamline your internal processes and leveraging niche markets for maximum impact - Ways to boost your online presence to attract and engage with your target audience - How to integrate efficient CRM tools and leveraging targeted marketing campaigns for better results - Ways to set measurable objectives and incorporate valuable client feedback to drive your business forward

1. Uncovering the Secrets of Hyper-
Growth Firms
Presented by:
© NITROGEN 2023 | CONFIDENTIAL. DO NOT SHARE.
Samantha Russell
Chief Evangelist
FMG
Craig Clark
Chief Marketing Officer
Nitrogen

2. The average firm isn’t
growing like it should.
Average market-adjusted growth rate: just 3%

3. Acknowledges the roadblocks: there are major risks to not
growing and there’s a big gap to fill to become a growth firm..
First Annual Nitrogen Growth Survey
Examines the reality that the majority of firms are not
growing.
Introduces the extraordinary world - non-growth firms can
become growth firms, with improvements backed by the data.
Examines the bridge between non-growing firms and growing
firms across: client engagement, technology, and marketing.

4. By the Numbers
$100MM
~50% of respondents
listed firm AUM >$100MM
45%
45% of respondents
were RIA firms
28%
28% of respondents
were classified as
Slow-Growth Firms
15%
15% of respondents
were classified as
Hyper-Growth Firms
1,036 Respondents

5. Hyper-Growth vs. Slow-Growth
Hyper-Growth Slow-Growth
YoY Growth in AUM 21% or more 5% or less
Marketing
Significant investment of time
and financial resources
Little to no resources spent on
marketing
Tech Usage Daily/Monthly Quarterly/Annually
Automation
Automate a high percentage of
common tasks
Very manual, low volume

6. Technology & Growth

7. Tech Selection Methodology

8. Front-Office vs Back-Office Tech
Hyper-Growth Firms are 1.5x more likely than slow-growth firms to spend
75% of their budget on front-office, client-facing technology

9. Technology Usage Across Firms
Slow-Growth Firms Hyper-Growth Firms

10. Marketing & Growth

11. Marketing Challenge

12. Marketing Effectiveness

13. Marketing Investment

14. Marketing Spend

15. Highest Converting Marketing Channel

16. 2022 Study of Best Practices For Financial
Advisor Marketing
+

18. Send THREE emails for optimal performance. Make
sure clients know they can share with friends!
● 1 week before
● 1 day before
● 1 hour before
What’s the Best Way To Get Registrants?
Source: https://danielwaas.com/how-to-increase-webinar-attendance-rates/

19. 19
Webinar Topics: What
Should you Talk About?
Timely Topics
● Pending legislation
● Quarterly Market Recaps
Niche-Specific Topics
● Specific to doctors, business owners, etc
Evergreen Topics
● Taxes
● Social security/Medicare
Source:
https://www.jclfg.com/events/social-security-basic-rules-and-claiming-strategies

20. Marketing Lead Conversion Tool

21. Automating Client Communications

22. Consistent Communication is Crucial
9️⃣ out of 🔟 clients consider their advisors'
communication frequency and style when
deciding whether to retain their services + make
referrals
Yet about half (47.1%) of surveyed clients wish
their advisor would contact them more
frequently
Source: https://go.ycharts.com/how-can-advisors-better-communicate-with-clients

23. Drip Emails
FIRST:
● Collect prospect emails on your site
THEN:
● Email them over time valuable,
educational, TIMELY content that is
HELPFUL
● Gets even more effective if you have a
niche

24. Relationship with Next Generation

25. Establishing These Relationships Is Crucial
57% of existing client assets are
expected to pass to the next
generation by 2045...
Yet advisors have reached out to
only 13% of clients’ children

26. Understand What the Next Gen Wants
Source: https://twitter.com/SamanthaTwenty/status/1620433063271604225 via Fidelity Investments 2022 Investor Insights Study

27. Ideas to Try
● Offer free planning to clients’ children until they
are 26 (when they age off insurance)
● Tell your clients you have a special email list for
inheritors, ask if they’d like to add their kids to it.
Then send pertinent information
● Remind your clients to invite their kids to events
or webinars you are hosting
Source: https://twitter.com/SamanthaTwenty/status/1620433063271604225

28. Free eBook!
Everyone on the broadcast today will get a pre-
release copy of the Nitrogen Growth Survey
Results, to be shared next week!
As an added bonus, we’re also sharing our
popular eBook: 100 Ways to Grow Your Wealth
Management Firm!
Plenty of ideas to kick start your firm’s growth
including ways to enhance your firm’s marketing,
engage clients in creative ways and more!
Keep an eye on your inbox for an email from
Nitrogen for these two assets.

29. FMG Mobile App
See all your upcoming communication
in one place
ChatGPT integration that will write
social posts for you - that you can edit!
Get notified when there is new timely
content to share via email and social
Free for all FMG customers
Contact Us: Marketing@fmgsuite.com

30. Do It For Me
Marketing Program
A Custom Marketing plan each month
Executed for you
Automate yet personalize your
marketing
Your own dedicated Marketing
Strategist
Contact Us: Marketing@fmgsuite.com