Supercharge Marketing Strategies to Skyrocket Firm Growth

Good afternoon to our our friends on the East Coast, and good morning to our friends on the West Coast. We will be kicking off today’s webinar in just a couple minutes here.

As you make your way in, we do wanna let everyone know a couple things. We will be recording today’s webinar, and we will be sending it out to all attendees.

And we also do have a q and a available here. So feel free as we’re going through today’s webinar to put any questions in there, and we’ll be sure we circle back there on the back end. We’ll take a moment here and let folks make their way in. We’ll get started in just a minute.

Alright.

Thank you again all for joining today’s webinar, supercharging marketing strategies to skyrocket firm growth, with Wealthbox and FMG.

My name is Andrew Ladwick. I’m director of business development here at Wealthbox.

I work with all of our custodial partners, broker dealer partners, as well as our integration partners. And today, I am really excited to be joined by Elise Lambert with FMG. Elise, we’d love to hear a little bit of your background before we kick things off here.

Awesome, Andrew. Thank you. Delighted to be here.

I let’s see. You’ve been with FMG for a long time, and I started as an adviser. I started, then as a adviser, going to marketing director. I worked kinda ground boots on the ground as well as home office level. So I’ve been in your shoes. I know what it’s like to look for best in class when it comes to CRM, when it comes to marketing, when it comes to practice management, whatever it might be.

So now here at FMG, where I work, kinda very similar capacity as Andrew, just on the FMG side and excited to share. I always say, unfortunately, this is something I’m really passionate about is, like, best in practice and how to keep everything easy and efficient and do so in a very easy way because advisers wear so many different hats. And so how can we give them time back in their day and, keep everyone hip? Right?

Yep. And things have changed quite a bit. And, you know, on that thought, Elise, as we kick things off today, you know, one of the questions that we hear quite a bit in the industry is differentiation and how firms are doing so. Can you speak to a little bit to some of your experience, not only, in your previous roles as an adviser, but with what you all do at FMG now and how that differentiation ends up happening?

Absolutely. It’s like you can throw a rock and find a financial adviser, but how does one allow them to set themselves apart in this world, and how are they able to differentiate them themselves? And a lot of it is providing a world class customer experience. But nowadays, where that starts is truly online or with that digital footprint. So how can we provide the best possible service and create value for our clients and prospects is really what it comes down to.

Right.

Simply calling yourself a fiduciary financial planner, while there is value there, it has definitely changed over especially over the past few years. So today, we’re gonna be going over five specific marketing strategies that advisors should be using to win new business and to scale their practice.

The first one is really starting with the website and how do you actually drive traffic. I’m intrigued by this idea of fifty milliseconds.

Elise, what is that really speaking to?

Yeah. So when someone goes to your website or we do this all the time. Think about when you’re trying to figure out where to go for dinner on a Friday night, and you’re trying to find a restaurant and maybe it’s a new one in town or one that you’ve been meaning to try. First thing you do is you go to their website. And within fifty milliseconds, we’re making a decision whether we think this is credible, whether we think the food might look good based on their pictures, whether we can find it, we can make a reservation.

Same thing goes with these financial professional websites. It takes fifty milliseconds for them to make an impression. So are these websites capturing their attention? Is it something that has been updated on a regular basis? There’s a lot that goes into a website. And a lot times, we might have one, but it maybe we haven’t even thought about in the last two, three, five years. Maybe we got one ten years ago, and maybe it’s time for an upgrade.

We see it all the time. Right? If the last blog post is from twenty thirteen, you know, that probably hasn’t been updated in quite some time. Right?

There’s this concept of the five second test. Right? And at least one of the one of the stories that I was told years ago by an adviser is there’s two really core important points after meeting with a prospect. There’s that first fifteen minutes after their meeting and that first twenty four hours after the meeting with a prospect.

And, typically, that conversation goes if you’re talking with a couple, they’re gonna walk out of the office, shake hands, say thanks for meeting. Your staff’s gonna wave goodbye. They’re gonna sit down back in that car, and they’re gonna look at each other, and they’re simply gonna say, what do you think? Right? What do you think about today?

What is the how does the website first thing they do.

They go to Google, and they’re gonna look you up, and they wanna make sure that your website’s popping up, which we’ll touch on here in a little bit. And they want to make sure that you have a great digital footprint, footprint, that you are present and relevant online.

So what is this five second test? Within five seconds, your home page should be able to communicate the next couple things on this next slide.

And I encourage everyone on this call to do this five second test. Send your website to a spouse, a colleague, your uncle, right, a good friend, and say, hey. When you go to my website, does it answer these questions for you? So we want show them your show show them your website, send them your website, and they should be able to figure out what is your page about, what do they remember seeing.

So is there does it have a really nice graphic? Is it captivating? Is it catching their attention? Does it speak to the target audience?

How can they benefit from your services you provide?

And what action can they take next? I think the action is really, really important. Because we’re when we’re thinking about our CRM, when we’re thinking about getting more contacts into Wealthbox, we wanna make sure we are capturing these leads that come to our website.

So use this. Now I encourage you guys to do this at some point today. I’ll even let you do it right now during this webinar, but send it to someone and say, okay.

What what’s this page about? Who does it speak to? What problems and solutions?

What problems does our target audience have, and what solutions can we provide them? And so how can we fix this? Right? This is a quick checklist for you, but making sure that you have a great navigation, making sure you have a book an appointment, fees page if that’s applicable to you, and then making sure your about section is up to date.

Are your headshots up to date? Maybe you haven’t done your headshot in the last five to ten years. Maybe it’s time for a revamp. Your your beautiful glamour shot.

But all these pieces really play into your credibility and the op the opportunity to make a really great first impact.

It’s not just that first impact either, is it? You mentioned that about me section. I’ve seen firms that do a great job of having information on their support staff, their operation staff, that next contact when that team member’s reaching out, just a little bit more knowledge makes that next contact even more meaningful there.

So with that in mind, how do you actually take these ideas after that first interaction or maybe the second interaction and take that to the floor, if you will? And oftentimes, that’s gonna come from content marketing. Right? And getting the right stories in front of people at the right time. What are you seeing with the FMG team right now from a content marketing standpoint that’s working?

Yeah. Well, at the end of the day, this is still a relationship based business. So we’ve known that to be true. That is something that has withstood the test of time when it in this industry.

And so how do we continue to build that relationship, whether they’ve now booked an appointment or maybe they’ve signed up for a newsletter on your website, or maybe we’re continuing to take care of the current clients we already have, and that all starts with content marketing. So whether we’re talking to prospects or whether we’re we’re wrapping our arms around our current clients and making sure that they feel really well taken care of. It starts with content, so we need to prioritize timely content. So responding when world events happen, when there’s something happening in the market, they want to know from you because you are their financial bellwether.

They’re the person they trust with their financial decisions, with their livelihood. They want to hear it from you. So it’s important that you’re sharing what is going on in this wild world we’re living in and that you’re sharing it first and foremost. And a couple of ways that you can do this, right?

Email, social.

Another way that we can we can showcase our credibility and be able to answer questions regarding the services we provide as an adviser blog. Blogging is a great way to, again, show answer questions. So if you have a target audience of business owners or retirees, right, in your blog, you can start to answer questions.

This is important one to showcase content, but also helps with search engine optimization.

And it’s important when we’re thinking about our content, we really want to highlight who our audience is. We want to make sure that the content we’re providing matches our audience. I don’t wanna be sharing content for millennials if my primary audience is is retirees. Right? So as we’re going through this presentation, make sure that you’re also thinking about who your audience is. Can you clearly define your persona of who your perfect client is or who you want to be working with and making sure that our content and the types of content, match your audience?

You made you made an interesting point earlier, and I think, you know, it’s not just demographics. It’s not just qualitatively, you know, segmenting your clientele. It’s also working with your existing clients. Right?

And we hear all the time that advisers wanna deepen relationships, not only from a planning standpoint, but to open up new business opportunities as well. So content marketing isn’t just for the prospect side of things. It can also definitely be for existing clients. You know, one of the best ways to think about this is what content is your current client going to take and share with a friend.

Right? Share with a family member. What is gonna hit home enough that they’re gonna hit that share button and pass that on via email, text to the next person. And as we’re starting to think about that in broadening, the message and getting it to the right people, you know, when we’ve got advisors who’ve been in this industry ten, twenty, thirty years, they’ve seen a lot of changes from marketing standpoint, but probably one of the biggest changes, especially over the last ten to fifteen years, has been utilizing social media and getting that messaging out via various different ways.

What is the FMG team seeing right now from a social media standpoint, and how are firms getting social?

Yeah. The social is I I feel like they keep moving the cheese on us.

Yeah.

But and that’s why it’s important to be able to communicate what’s going on and and where we think the puck is heading. So social, what we’re seeing now are trends of video. Video is a really great way to showcase yourself on social and especially those those quick snippets. So think about those those Facebook reels and whatnot. Of course, we want to make sure everything’s compliant. Always important.

But that is a really big item we’re seeing. We’re also seeing long formatted posts. So if you go to LinkedIn, you’ll start to see some of these long formatted posts. And the reason being is the Internet is now using social posts, and they’re incorporating those into their search engine optimization.

So they’re able to pull that information, and we want to create these long posts are also called zero click content. They wanna be able to go to your social post, and they don’t wanna click to go somewhere else. They want to they wanna be able to grab all those key points just with clicking in your post. So those long formatted posts are performing very, very well.

And, again, when we’re thinking about social, think about your audience. It’s one thing just to share a a Forbes article and click share without adding commentary, but it is so important to create dialogue and to create conversation and in order to build relationships on social. So making sure that we are adding thought provoking commentary and that we’re encouraging people to leave comments or to to start a conversation. These are really important pieces as far as doing well with an algorithm, which we could talk for hours on.

But just importance overall is just to have I’m not saying you have to be creating videos every single day and posting two, three times a day and all that, but at least being relevant and being able to showcase who you are and services you provide and making yourself stand out.

And the other thing that we hear quite a bit is the ability to repurpose content. Right? So the ability to not only create that long form content, but then on the back end, use different avenues, perhaps use other platforms to take snippets, to take a, you know, half of a a more long form discussion, and then repurpose that and use that over the course of time.

And with that idea and the idea of not only building content, but then being able to use it in different forms, email marketing is huge. And I think most advisers are aware of email marketing, but they may not be aware of what’s new and what can be done today that may not have been there just a couple years ago.

Okay. So one of the most interesting things we, have seen, and this is really post pandemic, but the number one reason people leave their financial professional is because they feel as though they are not being communicated to on a regular basis.

And so one of the easiest ways to fix that is through email marketing, and all the important reasons, right? It’s building that relationship.

But with email marketing, this is the easiest way for you to stay top of mind and to reach them when they are least thinking about it. Right? When they’re just scrolling through their email in the morning and you share a timely email and they go, wow. I forgot that I really need to get my five twenty nine set up, and Andrew happened to email me this morning.

He is now top of mind. Traditionally, it took in the past, it took, you know, three to four touches for someone to remember now to act. We live in this world now of consistent and constant information, and so it now takes many more touches in order for them to remember, more importantly, to act on that message. So being able to create a consistent email marketing strategy is so important to be taking care of our current clients, of course, taking care of prospective clients.

And there’s a couple of things that we can think about. Right? We want to make sure these emails are timely. We wanna make sure the message is matching the audience.

But, also, there’s some things we can do as far as creating really compelling subject lines. Right? That’s one of the biggest things that encourage people. We know that if you share in brackets video and then the rest of your subject line, it’s gonna get higher open rates than if you didn’t share that.

And so I like to use a tool called subject line dot com, and I like to test my subject lines. It’s it’s complimentary. You you type in your subject line, and it will give you opportunities for either improving it or say it’s great. So just a fun little fact there just to improve your email and open rates, and it’s important to use information and data, click through rates, and all that to help, inform our decision making and think about continuously moving the needle to improve our marketing.

It’s really interesting. You know, I know every Thursday morning, I’m going to get a specific email from one of the advisers that I’ve known for quite some time. Thursday morning, I know what’s happening every time. It’s gonna be a little bit different.

Not everyone is one that’s gonna grab my attention, but I know that it’s gonna be there. So there’s two real big takeaways here from working with firms for years. First is consistency, and part of that is going to be, you know, having a calendar. And that’s one of the things that FMG can help with is that prebuilt calendar, having that consistency, knowing what that next quarter is gonna look like from an email marketing standpoint.

The second point, and we’ll circle back on this in a little bit, is building out those KPIs and understanding what’s working, what’s not. Some of you may know this as AB testing. Right? And looking at what some of the differentiators are.

Now back to that idea of optimizing this fifth idea, SEO. I think a lot of people have heard of this in the past, but what does search engine optimization really mean for advisors, and how does it make them better? What what is what is actually engaging here in SEO and working with a team like FMG? How does that help them long term?

Yeah. Search engine optimization. So if you go to Google and you type in financial near me financial adviser near me, it is just that, how you rank within your, search your search engine, whether it’s Google or Bing or anything like that. Google, we’re gonna talk about that just because that’s the largest.

But how do we continue to rank higher?

And so it’s including relevant keywords within your content. So financial adviser, and I live in Fort Worth, Texas, so I might sprinkle throughout my blogs, throughout my social posts, throughout my, my website. I’m going to sprinkle in these top keywords that I know people are searching for.

And what’s important is because, again, the story that, Andrew, that you told right before we got started was, hey. I just met with my financial adviser. I look over at my husband. We’re wondering, you know, who is this person?

Do we like them? What all can they do for us? We’re gonna go to the webs. We’re gonna go to Google.

We’re gonna search them, and we want to make sure that they’re popping up pretty high. So platforms like FMG, they have opportunities to, optimize for search engine optimization, great tools to help with that, as well as a lot of resources, to learn about how you can start to rank higher and all of that. So little test for you. Go to Google right now.

Type in your name and see see where you are.

That, it may be eye opening, for some folks, but, to your point, there are ways to help improve that longer term.

Now I wanna make a a bit of a shift here. We’re gonna walk through specifically how Wealthbox and FMG work together from a marketing standpoint. I wanna use a couple simple examples here. For those of you that haven’t seen Wealthbox, I am logged in as adviser Brad Creedon here with ABC Financial.

Incredibly easy to use. Adding a new note takes just two clicks, and we also have the ability to have transcription available here. But I wanna hop over directly into our contacts page here. And as I do so, the first thing that comes to mind, is the core contact data.

Now we’re talking about what I call KYC data, know your client data. So things like address, dates of birth, names. Right? All of those basics.

Now the beauty of using Wealthbox and for those of you that are using another CRM, our team can migrate your data over, including all of that KYC data, but also including some of that more qualitative data. And this is where we’re gonna focus on today with tags on the right side of the page. For those of you that are looking for an actionable takeaway today from today’s call, no matter what CRM you you’re using, but especially, as you’re using Wealthbox, I wanna encourage all of you to look at utilizing tags. And I’m gonna give you a couple areas to think about.

I use that word qualitative, but as we’re talking about that, let’s think about things like client segmentation. Some folks have a, b, c, gold, silver, bronze.

Also, what are their their recreation? Right? So whether they’re tennis players, whether they’re golfers, we’re gonna hop back to that in a moment.

Also, if these are folks that have joined you at an event, perhaps a seminar, perhaps a networking event, you can create tags for all of these and track them within your system. So not only again can once we have that sync set up between Wealthbox and FMG, you can use all that core KYC data, the names, the ages, the states that they live in. Let’s say, you know, a new tax law comes out in the state of Florida. You wanna walk through that and find out who you work with that has an address in Florida.

You can utilize that. But more so for today’s discussion, as I pass it over to you, Elise, you know, let’s start thinking about some of those tags and how we can use them. Client segmentation, how they met you. You know, do they have any interest like a specific pro football or basketball team, or if they’re golfers.

So let’s expand on that a little bit at least, that idea of that golf tag and how we could use that with FMG.

Absolutely. I’ll go ahead and share my screen here in a second. But I always say an organized contact list is a happy contact list because this information gives us so much to work with. This allows for us to get the right message to the right people.

And when I was an adviser, I had mine organized very similar to this, and it’s like, okay. I had it done geographically because I live in Texas, so I have my Austin clients, my my Dallas clients, my Houston clients. But then I also I had my golfers, my wine lovers. So if I was hosting a wine tasting, it was really easy for me to share, with exactly that group.

Now let’s look. Let’s pretend.

So we have actually synced our, our our Wealthbox account with our FMG account. And so you’re gonna see some similarities here, which is really neat. But let’s say I’m hosting a golf tournament, and I would love to send something to my, my golf client. So I when you log in, this is your con this is your dashboard.

With FMG, we have websites. We have marketing tools that can work, individually or together. But let’s say I’m hosting a a golf event, and I would like to invite the tag golf group that I’ve created in Wealthbox.

Here is my event.

I can come and look at it. We create events very easily within the system, and I’ve created this event where I can now capture registrations. I’ve created a really great landing page that’s very easy, and I have a captivating headline and all of this. And if someone registers for this, I’m collecting this information within the dashboard as well, so I can have people register for my golf event.

But one of the things that people normally shy away from when it comes to events is they’re like, man, I wanna create an event, but it is ton of work in order to promote that event. And so utilizing, something like FMG, they’re able to easily share this event, and they’re easily able to promote this event. So just with the click of the button, I can create a three email series, and it’s done all for you. You can edit this or send as is. Of course, we’ve built in compliance workflow as well.

So if I want to send out a email drip sequence to promote my event, I can easily do so, and I can schedule this sequence to send out. So this is my first email reminder encouraging them to RSVP. It’s gonna wait seven days. My second email will go out.

It’s gonna wait. And then my third reminder telling them to, of course, RSVP for this event this great event that’s coming up. Now I can schedule this sequence out, and I can select my audience. So this is where those tag groups are coming over from Wealthbox.

So I can either send, of course, to all of my contacts that have come over from Wealthbox, or I can do a specific group. So I’m gonna send this one specifically to my clients who love golf that we have created, in Wealthbox and hit send, and then I can just select my date, and that can be sent. And now I am automatically sending out those emails with just a couple clicks of a button, assuming it’s all approved. And what’s really neat is let’s say someone registered.

I’m getting a notification saying that congrats. This person has registered.

And if maybe they’re a new client a new client, I can, so here it is. It’s saying this event registration. Someone signed up, and I can view this person as a contact.

What’s neat here is I can put in any other information I might have about them, and I can assign them a group. They sign up for my golf tournament, so I’m gonna select that they love golf and maybe that they’re a prospect.

What’s really neat about this integration, it is two way. So it is bidirectional. Meaning, when I make this edit here, this will also be reflected in the Wealthbox side, which is really amazing. In the past, I know we’ve all done it the old fashioned way where we used to have to log it in two different places or put it in the spreadsheet and upload it and download it and upload it again. And so now it’s a little bit different.

You’re eliminating that swivel chair effect that I think everyone wants to take out of their practice. Right? Moving from one side to another to get that done. So, again, with that two way sync with Wealthbox, you can take things like those those, those tags as well as that core demographic or KYC data, have that flow over.

Now with that all that being said, we do have a couple questions coming in. Before we dive into those questions, I know a few of the questions have really surrounded, okay, what are some of the different ways that I can work with FMG, and what does that look like? And, you know, the first thing that I’ve pulled up here is a lot of advisers and firms say, you know what, Elise? I need help on all of this.

Right? You know, help me soup to nuts. I need everything that we’re looking at here. Can you talk a little bit about the different programs that you have available, and specifically the the do it for me program as well?

Absolutely. So we have a number of different packages to meet your needs based on wherever you are. So whether you’re just getting started in the business or you’ve been rocking and rolling for years, there’s different packages based on what your marketing goals are, whether you just need a website or you need just marketing tools or you need both.

And I when I was a financial adviser, if I had a dollar for every single time, I said, man, I just need someone to do it for me. I would have a lot of dollars.

And so we created just that. It is a program where you work alongside one of our amazing marketing strategists, and they help you execute. So they help you run quarterly events. They help create a customized marketing plan, and they execute on your behalf.

Are the content is written specifically by our CMO, Susan Theater, and our chief evangelist, Samantha Russell, two amazing thought leaders in the industry. And the content is personalized, and it’s really as if your clients won’t hear. It’s not filled with financial jargon and all of that. So, it’s just that.

Someone to do it for me, it’s cheaper than hiring an assistant or a marketing director, and a great add on to probably all the great work that you guys are already doing.

Makes a ton of sense.

Alright. So into a couple questions that we’ve got from the audience here. We’ve got a a question regarding kinda amplifying, some of the things that are being done on social. Right? So let’s say a firm’s got a social page. They may not be able to send out the invite an invite directly to it from for compliance reasons. You know, what are some of the things and I think we spoke a little bit to the consistency of marketing and putting out content, but what are some of the ways that FMG is seeing firms kinda amplify that voice, with some of the social profiles out there like Facebook?

Yeah. So, you know, some people are like, man, how do I encourage people to get more likes or more followers?

And a really great way that we’ve seen is creating an email or even an email template and making this part of your onboarding process. So when you’re onboarding a new client, you’re sending an email saying, hey, we are so excited to work with you. Make sure to follow us on some of these great social pages to stay on top of all the great, you know, work we’re doing or see what we’re doing in the community or something like that. So that’s a great way. Another way to continue to grow your contact list. Right? How can we get more names in Wealthbox?

That’s that’s that’s a goal is, coming alongside other centers of influence and and doing an a webinar with them, asking them to come, and contribute to one of your blogs, asking them to, contribute to an email series you’re doing and getting them to also promote that event. So utilizing COIs, right, our estate planning attorneys, our CPAs.

It can be it doesn’t even have to be someone industry specific. It can be bringing on a a sommelier and doing a, you know, event wine tasting and encouraging them to also send. So that’s something we hear all the time is, k. That’s great, but I’m really trying to build my contact list. We’ll come alongside some of these COIs and have them also promote, which is a great way to turn one client into two clients very easily.

Yeah. And one of my favorites I know we’re getting pretty close to tax time, so we’ll jump over that idea. But, I know an adviser who has gone to one of their local colleges, gotten someone who works in the admissions department. You know, juniors are typically typically starting to take a look at college choices, and over the summer, they’ll actually have an admissions counselor hop on for a conversation talking about that. Right? Great way to amplify your voice, typically using a local network that’s already there, and and, again, a simple way to do so.

There’s a question here and a a couple questions. You know, how do you all get this all in a spot where it’s compliant? And more specifically, you know, how do you all compile the content that’s available to the advisers? Can you speak a little bit to that process and how you all work with broker dealers and in general compliance teams to make sure that the content that you’re putting together is good to go and good to use?

Yeah. So majority of the content within our content library is already approved. It’s FINRA approved. We we do the vetting on our side initially when we’re creating the content.

But, also, we have a built in compliance workflow. So we have aligned ourselves with a number of broker dealers. If we haven’t aligned ourselves, we’d love the opportunity to work with you. But we have that compliance section where you can see within our compliance dashboard what you’ve submitted to compliance and if it’s been approved or not approved.

And if maybe it hasn’t been approved, compliance has the option to write a note there saying like, hey. You know, you accidentally used the word free. We need to say complimentary, or, you know, all those normal rules. But we have a built in compliance workflow, to make it really, really easy.

Again, compliance is something we’ve all done marketing and compliance old fashion folks’ minds.

I would encourage everyone to take a look at some of the content library and what’s available with FMG. I think you’ll be surprised, you know, we’ve talked about calendars. There’s something for all twelve months within there that can make sense for firms.

As we button things up, wanted to give everyone a chance. Those of you that are interested in taking a look at Wealthbox, specifically, again, the hub, the central nervous system of your practice. It’s gonna be where a lot of that data lives and breathes that can then power FMG and the marketing efforts there. For those of you that are interested, we have QR codes, for both of our teams here. Wealthbox, if you have questions, you can hop on our website, email us at sales at wealth box dot com.

Elise, what’s the best way to get in touch with the FMG team should anyone have any questions or maybe wanted to dive a little bit deeper into what some of that functionality offers?

Absolutely. We have a QR code right here so you can scan that, but, also, you can reach out to us at marketing at f m g suite dot com, and we’re always standing by to help. And I was thinking, Andrew, maybe, with, like, a minute left or whatever, we can dive into the actual integration. Where can they go within FMG to integrate with Wealthbox?

Yep. Fantastic. If you wanna pull that up, I will also while you do so, I will show our integration page. For those of you that haven’t been on Wealthbox’s website, right on wealth box dot com, you can go to integrations.

Among our almost a hundred and thirty different integrations, you’ll find FMG.

You’ll see a, recording of today’s webinar. You’ll also see screenshots in terms of how to set up that synchronization and the help center article helping you set up. Elise, would you like to show on on, FMGN what that looks like?

Alright. Let’s do it.

So if you are in the platform, you come down to contacts, and you come down to manage contacts, and you simply come to sync Wealthbox, where then it will prompt you to put in your username and password, and voila. That’s where the magic happens.

Fantastic.

Well, thank you all for joining us today.

Again, if there’s any questions, feel free to reach out to the Wealthbox or the FMG team. Elise, thank you as always. Have a fantastic afternoon, everyone, and we’ll talk to you soon.

Thanks, everyone. Bye.