Tools to boost client engagement and development

Tony Capitano is a vice president, financial advisor, with Fairwinds Credit Union, headquartered in Orlando, Florida. Mr. Capitano has 20 years of experience in the financial-services industry and provides a variety of products and advisory services for clients, including financial and retirement planning.

To enhance client engagement and development, Mr. Capitano uses two external advisor support tools that he finds “indispensable” for their distinct capabilities.

The first tool, Elements, supports client discovery discussions, financial education, and progress tracking across key metrics of financial health. “It was created by an advisor for advisors and features an intuitive layout with a financial calculator app,” says Mr. Capitano. “Elements tracks 11 financial guideposts, such as debt or savings ratios, providing a clear picture of clients’ financial health. It’s effective for goals-based planning and helps clients understand the relationship between different metrics while tracking their progress over time. For most people this is eye-opening—they are able to see their financial wellness in a new and engaging way.”

The second tool, offered by Anasova, facilitates new client development and ongoing communication with prospects. The tool (1) identifies qualified prospects, (2) helps convert prospects into leads, and (3) automates outreach campaigns to leads while measuring engagement and effectiveness across various channels.

Mr. Capitano says, “Anasova has been invaluable in identifying prospects who are interested in developing a financial plan. Its automated email campaigns allow me to reach prospects six to 12 times over a year. Ideally, I connect with them by phone well before the campaign ends. So far, I have been very satisfied with its ability to convert leads into meetings and, ultimately, new prospective clients.”