To remain competitive and excel in an increasingly difficult financial advisory sector, wealth management firms need to streamline processes, increase advisor and client collaboration, and embrace a 360-degree view of a client's finances.
Client Activity Dashboard
Each time you access Crowe CRM for Wealth Management, a personalized Client Activity Dashboard provides instant visibility into your upcoming scheduled activities. In addition, this dashboard surfaces actionable insights based on business intelligence all in one place. Identify clients you haven't talked to in a long time or clients with upcoming birthdays in case you want to send a card with a personalized message or take the opportunity to remind them of an important investment opportunity.
Client Performance Dashboard
Switching to the Client Performance Dashboard, you can view client segments measured against key performance indicators. In this example, you see different variations of clients categorized by the amount of assets under management. Dashboards can be easily configured to provide you with a quick glance into the information most important to your business.
Navigating through Crowe CRM for Wealth Management couldn't be easier. From the main menu we can access all of the main areas of the system. Let's start by looking at accounts.
- By default, the Active Accounts List View is presented. Let's find the Bradford and Buncheon household. They are one of our top clients, and I want to review their information before I meet with them.
- To find a specific account, you can scroll down to it. Use the letters at the bottom or use the search bar at the top. To open an account record, just click on it. The account form provides a wealth of client information all on one screen.
- The Summary tab displays basic household information, including a financial summary, family relationships, referrals, and other related connections-- for example, an attorney used by the client. It also provides quick visibility into upcoming appointments as well as the days since the client was last contacted. A financial summary provides a quick glance into a client's financial assets.
- The Timeline tab allows you to record notes about clients and see all past interactions with them. You can also filter these activities and notes by date, making it easier to view relevant notes in a given time period.
- The Financials tab offers a more detailed financial summary. The default grouping is based on assets and liabilities and provides a good picture of the client's overall financial health. Financial information can be easily grouped and summarized in a variety of ways.
- Investment Goals provides an easy way to capture your client's risk tolerance while also tracking and prioritizing their long-term goals.
- Contact Details display address information as well as contact preferences.
- The Related tab provides additional options to navigate to related records, such as activities, leads or opportunities.
As you can see, the user interface is easy to navigate with a lot of information at your fingertips.
Making Personal Connections
Now let's take a look at the Jerry and Selma Pierce account. I have an upcoming meeting with their son Brian, and I'd like to review his contact record prior to meetings.
On the Contact form, you can capture and view specific information about the contact. You can see personal information, a timeline of notes and activities, family connections, and who may have referred Brian to the firm.
The Details tab has additional information such as addresses, personal notes, employment details, and contact preferences related to marketing activities.
Similar to the Account screen, investment goals can be tracked at the individual level.
The LinkedIn tab pulls LinkedIn profile information right into the contact record.
The Icebreakers tab provides you with some great talking points you can use to build rapport and engage in warm introductions. It includes mutual connections and recent activities like shared posts or published articles.
You can use these updates to see how active your client or prospect is on LinkedIn and know when it's a good time to reach out. The Get Introduced tab shows first, second, and third-level connections in your network that are also connected to a client or prospect. This empowers you to find a common connection or reach out to a colleague to get an introduction.
The Related Leads allows you to find individuals similar to the client or prospect you're looking at. This helps you segment and expand your potential pool of prospects.
Crowe CRM for Wealth Management can help improve your clients' experiences, increase advisor productivity, and provide effective ways to analyze your business and client needs.
By Ryan Plourde, Crowe, a Microsoft Dynamics 365 Gold Partner
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