Why Advisors Need CRM with Kate Guillen

To maintain a successful business, advisors need to have a system to manage client relationships. That is where a CRM or Customer Relationship Management system comes in. CRM provides a centralized place for advisors to store and track customer data, automate tasks, manage interaction, and cultivate relationships. In addition, CRM provides valuable insights that advisors can use to improve their business operations.

In today's episode, Rusty and Robyn talk with Kate Guillen, Founder and Lead Trainer at Simplicity Operations Management. Kate has been working in the financial services industry since 2014 in a client service and operations capacity. In 2017, Kate joined an RIA as the Operations Manager. To streamline the firm's operational procedures, Kate utilized their Redtail CRM to standardize the team's systems for managing daily tasks, their calendar, the sales pipeline, and a proactive client service schedule.

Kate talks with Rusty and Robyn about the world of CRMs (Customer Relationship Management) and how advisors can use these systems to get organized, stay on track, and build their businesses.

Key Takeaways

[02:48] - How Kate used Redtail CRM to manage her business.

[05:46] - Kate's thoughts on Orion Advisor Solutions' acquisition of Redtail.

[06:54] - What is CRM?

[09:12] - CRM's role in advisors' day-to-day operations.

[11:04] - The value of using CRM as a centralized hub.

[12:33] - How CRM can be used to manage sales pipelines.

[15:47] - How CRM can help advisors manage the inflow and stay organized.

[18:09] - The benefits of automating tasks for advisors.

[19:54] - How CRM automation feature helps advisors take time off.

[21:04] - What tech stacks are and how they relate to CRM.

[23:41] - How Kate maintains her mental and physical health to perform well.

Quotes

[08:29] - "Your CRM should be the hub of your practice and a one-stop shop to see everything going on for your clients, tasks, activities, new revenue opportunities, and accounts." - Kate Guillen

[17:52] - "Workflows are a fabulous way of not having to reinvent the wheel every single time you go to do whatever the repeatable process is." - Kate Guillen

[18:35] - "As a business owner, you want to know that your clients are being served by your team as well as you would serve them. And so, creating workflows, processes, and procedures that standardize how you handle whatever the request ensures that. It's repeatable and nobody has to recreate a process." - Kate Guillen