Chapter 1

Selecting the Right CRM System

Davis D. Janowski

Technology Reporter at InvestmentNews

When it comes to technology, few decisions are going to be as far reaching or consequential to an advisor’s work life than choosing a CRM system. Whether you define it as client-, contact-, or the most commonly used customer relationship management (CRM), the software encompasses much more than the acronym might suggest.

Most advisors, and perhaps even more tellingly, two major custodians that support between them almost 10,000 advisors, are of the opinion that CRM has moved to center stage. In other words this crowd has made CRM technology the central hub around which all the rest of their technology revolves.

Historically, the hub of many types ...

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