Connect with us

Operational Excellence

How to Get to the Right CRM Choice


How to Get to the Right CRM Choice

Many advisory firms struggle with the selection of their CRM software. We know there are over 20 choices, if you include all the different Salesforce overlays available. We also know that some CRM’s have built-in processes & templates for sales, marketing, operations, planning, and more.

If you want to DIY the research, below is a master list of questions to answer BEFORE vetting the software choices. These answers reduce the amount of time spent on selecting the RIGHT system and are great to share with vendors to confirm the systems you are researching offer a solution to each of your needs.

Define HOW you:

  • Task
  • Track projects
  • Manage staff workload
  • Track emails to/from outside parties
  • Research Investments
  • Report & deliver to clients
  • Report internally to staff & teams

Define current integrations you can’t live without:

  • Email
  • View of all Assets and Liabilities
  • Inventory of Insurance Policies and renewal dates
  • AUM within client’s record
  • General questionnaire answers flowing into CRM fields
  • Risk tolerance questionnaire flowing into CRM fields
  • Quick click to open Client’s Portal
  • Custodian alerts
  • Ability to push client demographic data to custodian to open new accounts
  • New Account Forms pre-fill system
  • etc

Then answer what you NEED TODAY vs. WANT TOMORROW. We provide some of the questions below and there are many more that you should add to the list.

Related: How to Streamline the Selection of an Investment Management System

Your time is valuable! Here is your chance to think before you do or decide you rather delegate this to someone else.

Easy to use and learn

Reliable/stable platform

Cross object searchable data

Simple data entry to log calls, actions, appointments

Workflows simple, sequential, decision break, skip-step

Automated Workflows

Mobile phone syncing with extensions in separate field

Online appointment scheduling capabilities

Integration with what types of questionnaire? Demographics, Financial, Estate, Subscription, Contact Form….

Integration with planning? Demographics, Goals, Financial, Estate, Tax?

Integration with Client Portal?

Integration with a Document system? View, upload, download, edit?

Integration with AUM? View, field-filling, performance

Integration with risk tolerance questionnaire? View vs. field-filling, demographics, risk score, modeled allocation? Push questionnaire to outside party?

Customizable fields

Cloud-based with APIs


Automated marketing fulfillment

Report Generator

On-demand user training

Competent support department

Multi-user calendars

Calendar location drop down pick list

Calendar syncing with email host, mobile device, email client

Confirmation box on event changes

IM Chat

Email inbound and outbound

WYSIWYG emails (ability to enhance visual appearance of emails)

Can import other CRM data easily

Specific features such as RMD

Customizable dashboard

Email to Task feature

Contact segmentation customization

Contact sub-segmentation customization

Parent contact structure

And more….

If you prefer to focus on business development and client servicing, click HERE to schedule a one-time Boost Call or HERE to inquire into our services.

Please note:  We are agnostic to all product providers and have no revenue sharing arrangements with any product vendor.

Continue Reading