Best Practices in theGorilla CRM System

A Best practice is the optimum solution to a business problem.*

*University of California, Berkeley, Official Campus wide Policies and Procedures, Glossary of Terms.

Problem:Not Enough Referrals.

Problem:Not Enough Referrals.

Why?Clients do not have your name on their person when referral to a financial advisor isappropriate.

Problem:Not Enough Referrals.

Solution:Provide them with a business card perceivedas so valuable, they will carry it in theirwallet or purse.

Provide Laminated Business Cards• Card must be laminated.

• New Clients receive through Red Carpet.

• Use “Service-Referrals-2004—Laminated Bus Cards” for current Clients.

• Update cards at Review.

Provide Laminated Business Cards

• Card must be laminated.

• New Clients receive through Red Carpet.

• Use “Service-Referrals-2004—Laminated Bus Cards” for current Clients.

• Update cards at Review.

Problem: Your clients know high net worth people, but they are not introducing you to them.

Problem: Your clients know high net worth people, but they are not introducing you to them. Solution: Discover who your clients know and ask to be introduced.

Problem: While many prospects want to change advisors, closing percentages for FAs are down.

X

Problem: While many prospects want to change advisors, closing percentages for FAs are down.Solution: Use more powerful selling process.

Problem: While many prospects want to change advisors, closing percentages for FAs are down.The BGM Profile Process is:

*Your most powerful selling tool.*Positions you as an expert FA.*Most powerful protection against unwarranted charges of unsuitability.

Problem: While many prospects want to change advisors, closing percentages for FAs are down.Launched with a Speedbutton.

Integrated with the Appointment Processing Checklist.

Includes a Review Schedule.

We created a place to put it so it is immediately available to all staff.

Problem: While many prospects want to change advisors, closing percentages for FAs are down.

Problem: Additional protection against bad-apple clients. This will be a great year for

the attorneys who solicit disgruntled clients.

Problem: Additional protection against bad-apple clients. This will be a great year for

the attorneys who solicit disgruntled clients.

Solution: Monitor and archive all staff emails in Gorilla.

Problem: Spending too much money on postage.

Problem: Spending too much money on postage.

Solution: Use email correctly.

Solution: Use email correctly.

1) Use email to inform, or for emergency communication.

Solution: Use email correctly.

2) Use letter to inspire or motivate.

Solution: Use email correctly.

3) Get all possible email addresses.

New Report: CGs with No Emails.

Problem: Clients not getting the reviews promised. Solution: Failsafe Client Review Tracking System.

Problem: Low response to seminar mailings. Solution: Google Magic Tricks.

Problem: Too much time to prepare for client reviews.

Problem: Too much time to prepare for client reviews. Solution: Have a process based on past efforts.

Solution 1: Become “trusted advisor” one client at a time.

Problem: No game plan to squeeze competitors out of your client book .

Solution 2: Siphon off one asset at a time.

Problem: You run into clients in stores or events, and can’t remember the clients’ names.

Solution: Get photos of clients and look at them frequently.

Problem: Pending business is not always followed up meticulously.

Problem: Pending business is not always followed up meticulously.

Solution: Have and use the Pending Business Report.

You have a moment of panic when a client calls, and cannot remember vital data about that client.

Problems Solved!

Gorilla CRM™ Systems Upgraded

1-800-678-1480, ext. 1274 Dave Z.1-800-678-1480, ext. 1294 Mike P.