Sales System. Understand WHO, WHAT and WHY to increase sales productivity
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1 Sales System Understand WHO, WHAT and WHY to increase sales productivity
2 6 ways RightBridge will assist your advisors... RightBridge is a sales tool driven by a powerful rules engine that identifies all relevant sales opportunities for clients in an advisor s book of business. Using all available client data from your books and records, compliance, and CRM systems, RightBridge identifies the most compelling sales opportunities and presents them with detailed reason text explaining why each suggestion is relevant. Prospecting RightBridge helps advisors to identify and rank the most promising sales opportunities Inbound Client Calls RightBridge helps turn every client contact into a cross-selling opportunity Client Reviews RightBridge allows advisors to provide comprehensive client reviews that identify tailored opportunities for each client RightBridge offers a comprehensive solution that provides specific sales opportunities for insurance, brokerage, banking, and property and casualty. It helps advisors to: identify the prospects in their book of business by relevant sales opportunity; understand WHY each opportunity is appropriate for the client; and measure the results, track the success of each contact, and increase sales. RightBridge turns every client contact into both a sales and service opportunity.
3 RightBridge helps advisors know who, what & why! RightBridge offers a component for each type of client interaction: The RightBridge tab is used for inbound calls and sales presentations, while the RightBridgePro tab is used for outbound or proactive sales opportunities. Both tabs tell the advisor WHO to call, WHAT sales opportunities are relevant, and WHY the suggestion is appropriate. Client Data Capture RightBridge prompts advisors to update or add missing data Management Reports RightBridge provides powerful reports to help optimize sales and focus advisor training Continuous Training RightBridge identifies the needs of each client and explains why each need exists RightBridge provides management reports that group sales opportunities by advisor across the company hierarchy. This helps managers to easily identify advisors that need additional training or focus in order to maximize sales. RightBridge identifies the RIGHT suggestions for the RIGHT reasons.
4 Prospecting Low industry cross-selling rates indicate that advisors don t often know whom to call or why. RightBridge provides advisors with a list of WHOM to contact and WHY they should contact them, to justify the reason for the contact. RightBridge also provides a sales process to assist advisors in prospecting, whether it be done by phone, by , or by inserting the client into a task-list in Microsoft Outlook or your CRM system, for future follow-up activities. WHO Script for Prospecting Call Prospecting Export to Microsoft Outlook WHY Client Report Through RightBridgePro, an advisor can easily rank and sort through the best sales opportunities in his/her book of business and determine how best to follow-up. Within the RightBridgePro tab, advisors can quickly hone in on certain areas of their business. Each Quick Search link provides a different way for the advisor to approach their book of business: High Scores Ranks clients by the highest scoring opportunity. By Suggestion Filters clients by highest relevance score for a specific suggestion or product. By Life Event Filters clients by life event and the date the event occurred. Profile Incomplete Filters clients based upon data completeness. Time Sensitive Filters clients with urgent or time-sensitive opportunities. 1 RightBridge answers the what and the why.
5 Inbound Client Calls Turn every call into a cross-selling opportunity. RightBridge identifies the specific, rank-ordered sales opportunities (WHAT) and the reasons (WHY) each opportunity is relevant, and puts this information right at the advisor s fingertips. When inbound customer service or client inquiry calls are initiated, advisors (or their staff) can turn each customer contact into a crossselling opportunity. Rank-ordered sales opportunities WHAT Calendar, and Workflow functions Quick entry of new Life Events Client Profile with rapid drilldown capabilities Reasons why the selected opportunity is relevant WHY Monte, in looking at your account, it appears that you ought to look into some tax-free investment strategies. This is because: you have $1,845,213 in assets; you are in the 35% tax bracket; you are subject to the AMT tax; with Utah state income tax what it is, I think adding some tax-free investments to your portfolio would make sense. RightBridge turns every call into a sales opportunity. 2
6 Client Reviews Systematic client reviews provide opportunities to cross-sell and update client profile data. Give your advisors a systematic tool that will assist them in completing annual client reviews while providing opportunities to cross-sell additional products and services. RightBridge provides client reports that assist the advisor in knowing the most relevant sales opportunities as well as identifying missing or outdated profile data than needs to be validated. A report can quickly be generated on any client for client meetings and/or annual reviews. RightBridge reports can be configurable to include specific sales suggestions, reasoning text, the client profile, and know your customer or missing data. Report templates can also be customized to meet your firm s branding and color scheme. 3 A majority of annual reviews generate sales opportunities.
7 Client Data Capture Collecting missing or outdated client data is difficult unless the data drives new sales opportunities. RightBridge is built on a flexible data hierarchy that prompts advisors when analyzing outdated or missing client profile information. The most important data is collected first, maximizing additional new sales opportunities. When missing or outdated client data is identified, RightBridge will gather the necessary data and provide the updated data back to the company s central data store for use in other systems. Each client profile contains a Profile Completeness indicator to inform the advisor of the system s depth of knowledge about the client, prompting them to add additional (or verify potentially outdated) information. Red Profile Completeness indicators identify missing or outdated compliance data. With a single click, advisors are prompted with a dynamic and intuitive form that prompts them to enter the most relevant data. Encourage your advisors to gather missing or updated client data! As additional data is gathered, RightBridge will process your company s business rules in real-time, providing the advisor with an updated set of relevant sales opportunities. The better the client data, the better the quantity of relevant sales opportunities for each client. As advisors gather the most relevant data, RightBridge instantly re-calculates and presents a revised set of relevant sales opportunities. Identify missing client profile data based upon its importance in the data hierarchy Prompt the advisor to gather the data Provide the advisor with new relevant sales opportunities in real-time Receive the data into your central client data store Reward advisors for collecting updated data. 4
8 Management Reports Leverage a robust set of reports to optimize and focus your sales activities to achieve the highest level of success. RightBridge provides a series of powerful reports to assist both the advisor and sales management in analyzing current sales opportunities and success with various sales concepts. Based on user hierarchy, the reports can be generated at an advisor, office, region, or company level, and can be output to both PDF or Excel. Sales Activity Reports provide metrics and comparison on system usage and success. Reports include: Number of suggestions accepted; Number of suggestions rejected; Number of suggestions in process. Sales Opportunity Density Reports help advisors and managers identify the opportunities available in a book of business. Reports provide: Opportunities by relevance and quantity; Correlation between opportunities and success rate. Wholesaler Reports help managers and wholesalers to identify opportunities within a firm for a specific product or suggestion. These reports: Identify all clients by the relevant product or suggestion; Identify which products or suggestions are most relevant; Can be run across the hierarchy. The Sales Opportunity Scoring Report provides an overall view of the performance of a suggestion across the firm. This report provides: Ratios on all the suggestions with rank, average score, and average rank; Highest areas of success; Areas with the greatest need for training. 5 Get the insight you need to optimize your business.
9 Continuous Training Teach your advisors new skills in the context of each new sales opportunity. Train your advisors in real-time on how to recognize relevant sales opportunities through the RightBridge reason text. Advisors will see how factors such as age, income, investment experience, risk tolerance, tax bracket, years until retirement, etc. will score to make an opportunity a relevant suggestion for a client. RightBridge uses a configurable rule-base to rank and score each sales suggestion. The key to real-time training is to spell out exactly why a particular product or service fits the needs of the client. Configure the business rules to your company s marketing strategy. The RightBridge business rules are easily configured to fit your company s marketing strategy, by adjusting the rule parameters for each suggestion. For example, you can easily configure the scoring of the appropriate age for a variable annuity, and how it scores for each age in your age band. RightBridge trains your advisors in real-time. 6
10 System Integration & Workflow RightBridge integrates with CRM and Microsoft Outlook workflow functions such as calendaring, tasks and follow-up items. Through the RightBridge Update Data Wizard, new and updated data can be shared with CRM systems. The RightBridge sales suggestion can be embedded right into several popular CRM systems like Salesforce. com. While reviewing a client s information, an advisor can simply click on a suggestion to open up the RightBridge tab. RightBridge leverages data feeds that your company may already be using for other systems. RightBridge is integrated with the following data sources: Albridge Solutions SunGard Protegent M&O RightBridge can also integrate with or receive data from back-office, middle-office, or data warehouse sources. RightBridge is also integrated with the Salesforce.com CRM solution, and work is currently being completed with EZ-Data s Smart Office, Navigate s Agility, and other CRM solutions. RightBridge integrates with many popular CRM systems used in financial services.
11 Many of the RightBridge suggestions include wizards that not only identify the product type, but also help advisors select the specific product, complete with riders. RightBridge has built-in workflow functions that allow advisors to send the client an , schedule a follow-up appointment, or put an item on a task list within Microsoft Outlook or another calendaring and task tool. The Annuity Wizard prompts the advisor to ask the key questions to determine the best annuity for the client s needs. RightBridge can pass the data directly to new account opening, product application, or electronic forms solutions. Reason text explains why a specific product fits the client s needs RightBridge Wizards provide intuitive, step-by-step workflow.
12 CapitalRock, LLC South 500 West, Suite 201 Bountiful, UT CapitalRock, LLC is focused on maximizing sales opportunities within a company s customer base. CapitalRock was founded by a group of industry experts that have been building customer relationship and wealth management solutions for the financial services market for 20 years. The founders began using expert systems in the financial planning and wealth management arena in 1987, and over the years have applied various analytical and rules engines to the areas of online trading, compliance and suitability, real-time market data distribution, new account opening, and wealth management. The founders also pioneered the development of a component-based architecture called the Common Services Architecture (CSA) that is now widely used as a common technology platform across SunGard Data Systems. RightBridge and CapitalRock are registered trademarks of CapitalRock, LLC. Salesforce.com is a registered trademark of Salesforce.com, inc. Albridge Solutions is a registered trademark of PFPC Worldwide Company. Protegent is a registered trademark of SunGard Data Systems, Inc. SmartOffice is a registered trademark of EZ-Data Incorporated. Outlook is a registered trademark of Microsoft Corporation. Agility is a trademark of Navagate, Inc.
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