All advisors lose clients and prospects, many times as a result of focusing on sales rather than on building relationships. CRM allows you to better understand how each client is different and provides you with the tools to build upon your relationships.
Data Road Trip
With a CRM, your data is as mobile as you are: accessible on your tablet, phone and laptop. If your office is diligent about the mantra, “if it isn’t in your CRM, it didn’t happen,” it makes no difference where you go: your data will be well organized, easily retrievable and actionable at a moment’s notice. Try finding that peace of mind with a Rolodex.
Now you have all the information you need for clients and prospects in one place, but none of that data is fighting with the rest for space or priority. Instead, it’s biding its time, waiting for the perfect moment to be put to appropriate use. Rather than piling up and weighing you down, it’s growing in value as it accumulates. The CRM holds all of your client and prospect data in one efficiently organized, central location. Instead of an increase in clutter, the CRM allows growing data to exponentially increase its own value. Knowing how to use your data to grow your business is more than half the battle. Your diligently entered and maintained data can provide you with a much deeper understanding of your clients and prospects and imbues each interaction with greater purpose, meaning and opportunity.
Brian McLaughlin is the CEO of Redtail Technology.