I hate to break the news to you, unless you’re a brand new advisory firm with little to no experience working with clients, you will need to spend time customizing this critical business tool. There’s no way around it, if you want workflows and processes that actually work for you. (Now if you’re brand new, keep reading because you’ll want this information when it’s time for you to create your own processes.)
That’s my first piece of advice. You must build out the tool. Practice management 101 when it comes to any software in your tech stack, including your CRM. It’s a necessary tool that supports management of your practice growth.
Recently, a 15 person firm who offers financial planning and investment management services contacted me with a laundry list of operational improvements on their wish list. From data management to delegating more to support staff and creating a more uniform way in delivering client service across the firm. One of my first questions was, how well are you using your CRM system? The response I received was typical. “We use it, but we’re not using all the features. There’s probably functionality we don’t even know exists.”
Another prospective client shared her CRM concerns.
“I launched my firm in January of 2022 and my lack of CRM knowledge is becoming a problem. My prior experience is at a large RIA that did not use a CRM (they had one, just not really used). So, I understand that a CRM can do a lot of the things that are stressing me out – remembering to do items, networking, checking in with clients, building workflows, etc – but I don’t know how to identify what I need a CRM to do for me.”
If this sounds like you, it’s time to improve your CRM usage with these 5 tips:
- Clear out and correct old data in your system
- Set up your dashboard and customize settings
- Commit to creating transparency and eliminating silos
- Integrate your scheduling tools
- Lay down some ground rules for using the CRM
Building out your service delivery with the right processes takes time and if you’re struggling here, schedule a call and learn about our Winning Workflows intensive. A Done-With-You strategy intensive to help you get the right service processes in place to better manage your firm.
Schedule a call here
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Cameo Roberson manages Atlas Park Consulting, helping firms execute their growth strategy, improve business processes, streamline operations, and systematize the day-to-day; without feeling overwhelmed so you can be prepared for next level growth.
