AimPoint Pension's plan count doubled from 2015 to 2016. The firm attributes the growth to established industry relationships, trust with record keepers, keen organization and tracking, and a dedicated sales force.
"A large focus for client service is good communication," explained Maria Delin, director of client compliance for AimPoint. The firm tracks everything from the first time a salesperson makes an introduction to loading plans, workflow and client email blasts.
"PensionPro played a really big role in our growth," said Kathy Vida, AimPoint's implementation specialist. "It helps us keep our sales opportunities organized, tells the owners what's being sold to which record keepers, and tracks everything to help manage the business." Salespitch allows users to see which referrals send business, which clients are growing.
AimPoint has become proficient at seeing both the forest and the trees. "If you're not focused on organization and don't know where you are, it's hard to get the big picture to see if you're successful or not," said Delin. She just launched a project in PensionPro to reach out to plan sponsors and advisors and track their feedback. "We want to know how we're doing, do we meet expectations, and how we can improve."