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CRM Unlocked

CRM Unlocked

Written by: Skience
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 CRM Unlocked is your guide to maximizing the potential of your CRM. Learn how to solve the most challenging aspects of technology-driven digital transformation and unlock the leading strategies of the world’s most successful financial firms. Brought to you by Skience.Skience Economics Personal Finance
Episodes
  • Empowering Advisors to Deliver Advice Beyond Investing with Philipp Hecker

    Empowering Advisors to Deliver Advice Beyond Investing with Philipp Hecker
    Feb 28 2023
    In the new era of financial services, the industry is now recognizing the need for a more comprehensive approach beyond just investing. Moreover, clients increasingly seek advisors who can provide holistic financial planning and advice.  In this episode, Sanjeev and Ali talk with Philipp Hecker, Co-Founder and CEO at Bento Engine. Philipp focuses on tech-driven advisor enablement and implementing client-centric growth strategies in the wealth and asset management industries. As someone who believes that wealth, when properly managed, can be a force for good for individuals, their families, and the communities they live in, Philipp is passionate about financial planning, behavioral finance, and educating children about the importance of money and wealth. Passionate about advice beyond investing, Philipp talks with Sanjeev and Ali about how Bento Engine engages and serves clients in moments that matter, how the company elevates the power of CRM to help advisors have better conversations with their clients, and the trends Philipp sees in wealth management. Key Takeaways [01:00] - An overview of Philipp's personal and professional background. [03:39] - The motivations behind the creation of Bento Engine. [06:21] - How Bento engages and serves clients in moments that matter. [12:12] - How Bento generates more client engagement. [16:34] - What technology can do for advisors. [20:02] - The trends Philipp sees in wealth management. [23:42] - What Bento Engine has in store for the future. [30:41] - How CRM revolutionizes the way advisors serve their clients. Quotes [09:29] - "Everybody wins when advisors do the right thing and serve clients comprehensively. Client experience and outcomes are demonstrably better, and the advisor wins by increasing loyalty, net promoter score, and referral rate." ~ Philipp Hecker [16:36] - "We use high-tech to make advisors more high-touch. We unleash the awesome power of technology and the data they have already captured in their CRM systems to give advisors great reasons to reach out in a very constructive way, very human, non-product pushy type of advice-led conversations." ~ Philipp Hecker [20:21] - "The need for human wealth management advice will only go in one direction, and that is up. More and more Americans appreciate the need and opportunity for human guidance to tackle some of their complex problems." ~ Philipp Hecker Links  Philipp Hecker on LinkedIn Philipp Hecker on Twitter Bento Engine Salesforce Wealthbox Connect with our hosts Ali McCarthy Sanjeev Kumar Skience Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts
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    33 mins
  • AI-Driven Business Support System with Matt Reiner

    AI-Driven Business Support System with Matt Reiner
    Feb 14 2023
    In this episode, Marc Butler talks with Matt Reiner, CEO and Co-Founder of Benjamin. After spending years as both a financial manager for individuals and helping to lead Capital Investments Advisors and Wela Strategies, Matt co-founded Benjamin, an AI fintech company that serves the financial advisor industry. Matt used both Capital and Wela as testing grounds for his technology. Now, Benjamin helps hundreds of firms across the country streamline time-consuming tasks and allows for greater client engagement through technology. Matt believes that with true innovation, RIAs will attract top-tier talent, create efficient and scalable practices, and offer higher-quality personal service to clients at all levels of wealth. Dedicated to helping the financial services industry grow and evolve, Matt talks with Marc about his journey in wealth management and fintech, his motivation for creating Benjamin, and his mission to do everything possible to provide access to financial advice to everybody. Key Takeaways [01:53] - An overview of Matt's professional and personal background. [04:42] - The dynamics of working in a family business. [09:46] - What motivated Matt to create Benjamin. [15:48] - What's next for Benjamin in the coming years. [20:24] - What Matt's podcast, Bridging the Gap, is about. [23:58] - Matt's recommendations for books. [26:30] - The podcast Matt listens to the most. [28:02] - Matt's perspective on wealth management's future. Quotes [05:50] - "Our focus has always hinged on our investment thesis of helping families generate a consistent stream of income utilizing marketable securities that can fill their spending gap in retirement to help them sleep well at night." ~ Matt Reiner [11:39] - "We were growing at a pretty good clip, and it was putting a lot of pressure on our team. The challenge that we were facing was nothing was really integrated. Our team had to manage and maintain their manila folders on the desk, and things were falling through the cracks. And it wasn't anything due to our people. It was more of our process." ~ Matt Reiner [18:27] - "Our ethos is not to be a replacement for technologies that advisors are using. We're not going to recreate a paperwork process, the calendar scheduling process, or a reporting engine. We will tap into the companies that have already done a great job with that and be the air traffic controller." ~ Matt Reiner Links  Matt Reiner on LinkedIn Matt Reiner on Twitter Capital Investments Advisors Wela Strategies Benjamin eMoney Advisor Bridging the Gap Podcast The Ride of a Lifetime: Lessons Learned from 15 Years as CEO Shoe Dog It Takes What It Takes: How to Think Neutrally and Gain Control of Your Life The Daily Stoic Podcast Charles Schwab Fidelity Investments Connect with our hosts Ali McCarthy Sanjeev Kumar Marc Butler Skience Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts
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    35 mins
  • Bridging the Gap Between Technology and Data Utilization with Spenser Segal

    Bridging the Gap Between Technology and Data Utilization with Spenser Segal
    Jan 31 2023
    The use of data and data-driven tools has increased rapidly in recent years. However, many organizations have yet to be able to effectively utilize this data due to a lack of understanding of how to use it. While there is a growing gap between the available data and its utilization, the effective use of data is predicated on technology but grounded in human behavior. In this episode, Ali and Sanjeev talk with Spenser Segal, Chief Executive Officer of ActiFi. With 33 years in the financial services industry, Spenser has witnessed the dawn of the fintech era. Spenser was named by Investment Advisor magazine as one of the top 25 Most Influential People in the U.S. Financial Advisor Community. Committed to delivering world-class financial advice for both financial advisors and the institutions that serve them, Spenser talks with Ali and Sanjeev about the importance of optimizing human and technological capabilities, why bridging the gap between technology and data utilization is key to driving effective business outcomes, and how he and his team at ActiFi deliver customized services at scale. Key Takeaways [00:57] - Spenser's role in the financial services industry. [03:24] - Why financial firms are struggling to unlock their full potential. [08:14] - How advisors have adopted technology in recent years. [12:40] - Why advisors need help unpacking data and analytics. [19:03] - How institutional partners can help advisors leverage data and technology. [20:50] - A strategy for adopting and implementing technology effectively. [25:21] - The platinum rule. [27:20] - What Spenser has in store for ActiFi in the future. Quotes [03:43] - "Financial firms are struggling to unlock their maximum potential because, ultimately, it is a behavioral change problem more than a technology problem." ~ Spenser Segal [05:08] - "One of the ways we better understand how to do something as robust as understanding a client's needs, translating that into a plan, and being able to execute that plan is to experience that ourselves." ~ Spenser Segal [13:56] - "Anyone can produce a report, but not anybody can teach and coach another colleague to effectively look at the report, to truly understand what they're looking at, translate that understanding into concrete actions, and then have accountability and transparency in implementing those solutions to drive a better business outcome." ~ Spenser Segal Links  Spenser Segal on LinkedIn Spenser Segal on Twitter ActiFi Microsoft Power BI Tableau Salesforce Connect with our hosts Ali McCarthy Sanjeev Kumar Skience Subscribe and stay in touch Apple Podcasts Spotify Google Podcasts
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    32 mins
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