Wealth and asset management firms need a CRM to drive organic growth
- Wealth and asset management firms that need to boost organic growth will benefit from either adding or more effectively using a CRM so their advisors can deliver a more personalized, tailored experience for clients or prospects.
- Firms that fail to leverage CRM technology risk falling behind larger, more technologically advanced peers, while those that embrace CRMs will benefit from increased client engagement, a more consistent client experience and better team performance.
- Working with an outside advisor can help your firm identify its specific needs, develop a CRM roadmap and implement a solution that allows you to track client or prospect engagement across all touchpoints to more effectively drive growth.
Mid-market wealth and asset management firms are looking to grow in 2026. But CEOs eager to expand assets under management face a problem: outdated or underutilized technology is putting them at a disadvantage compared to larger rivals.
By implementing an effective customer relationship management (CRM) platform, wealth management firms can close the technology gap to drive organic growth via both current and potential clients. Keep reading to learn more.
Wealth management firms will struggle to grow without the right client engagement tools
Most wealth and asset management leaders broadly understand the value of growth technology tools like a CRM. Eighty-five percent of wealth management executives surveyed for Wipfli’s industry report said that collecting, managing and analyzing data were essential to their growth strategies, while 68% of asset management executives said the same.
However, leaders have struggled to turn that awareness into action. Here are some of the key technology challenges wealth and asset management firms face:
- Lack of confidence: In part because there are so many different tech solutions available on the market, many leaders are hesitant to pull the trigger on any one particular tool. An abundance of options is actually driving indecision.
- Overreliance on M&As versus organic growth: Many firms have leaned into M&As to drive growth. While this has increased AUM, it has also allowed leaders to ignore tech problems that are limiting organic growth.
- Not maximizing existing systems: Having a CRM is one thing, but using it effectively is another. For example, if your CRM doesn’t facilitate identifying both your current and future clients through all of your various systems and business lines, it isn’t doing you much good.
In addition, wealth managers must also confront a climate of broad economic uncertainty that has left many clients less willing to change horses midstream. This shrinks the pool of potential new clients, which puts an additional premium on the ability to attract new clients through personalized client engagement and quick responses to shifting client needs.
How does a CRM help wealth and asset managers boost engagement and growth?
A fully integrated CRM drives growth and boosts AUM by helping you deliver a more targeted, personalized experience for current and potential clients. It does this by connecting with your portfolio and performance data, planning tools, marketing automation, service or case management and digital client portals to give your whole team better client context and faster follow-through.
You’ll be able to track client or prospect responses, behaviors and triggers across every point of contact that person has with your business, giving you greater insight into what your clients want so you can more effectively meet their needs. Here’s a more detailed rundown on key CRM benefits:
1. Stronger client experience
With a CRM, you’re able to monitor every interaction a client has with your organization. This means every time anyone on your team speaks with a client (or a potential client), they’ll be able to draw on insights gleaned from previous conversations with that client to deliver a more personal, consistent experience even across different verticals.
Clients love this because they feel more clearly understood. And crucially, it also helps smaller and mid-sized wealth management firms keep up with the bar set by their larger competitors.
2. Improved team performance
Greater insight into your clients makes everyone in your wealth management organization better at their jobs. Your whole team will be on the same page, and advisors will be able to take a more proactive approach during client meetings, proposing real-time solutions based on individualized client data ranging from how close that client is to retirement age to in-the-moment AI-tracked sentiment indicators.
3. More opportunities to upsell
CRMs can help your firm identify additional advisory and financial management services that your existing clients could benefit from. For example, wealth and asset managers who operate as part of a larger financial institution like a bank, a CRM can make it easier to connect wealth management clients with banking services and vice versa. Most CRMs can meet compliance requirements and can have both banking and wealth clients in the same system, which drives seamless handoff and increases lead referrals for growth.
4. Increased retention
Because you’ll know your clients better, you’ll be less likely to lose them. The more personalized, tailored experience you can deliver with a CRM boosts client retention as well as growth, helping limit churn. If a client shows indicators of interest in crypto, for example, you’ll be able to identify that, so you could offer them the opportunity to invest through your firm rather than lose them to a trading app.
5. Reduced infrastructure burden
Wealth managers should focus on financial advising and asset management, not technology management. Fortunately, many CRMs are cloud-based. In practical terms, this means you won’t need to invest in servers or additional in-house IT support. Partnering with an advisor can also help accelerate implementation, drive user adoption and ensure you stay on top of any ongoing changes or developments with the technology itself.
How should wealth and asset management leaders implement a CRM-powered growth strategy?
CEOs and CFOs at wealth and asset management firms should think about technology solutions like CRMs from an ROI perspective. This sort of tech isn’t a cost center, but an investment designed to deliver growth by making your entire team more effective at serving the needs of your clients and potential clients.
However, the key to generating this ROI isn’t just having a CRM, but using it correctly. Here, you’ll benefit from working with an outside advisor to develop and implement a digital strategy focused on your firm’s growth goals.
Your advisor can help you identify gaps in your current systems, create a roadmap to upgrade your growth tech, find the most effective tech solutions and help your team integrate those solutions with your existing data sources to give you full visibility on all your clients and prospects.
Look for an advisory firm that combines deep technical experience with a specific understanding of the financial services industry and the unique requirements for that space.
Learn more about the state of the wealth and asset management industries
Where is wealth and asset management headed in 2026? Wipfli interviewed 124 wealth management executives and 125 asset management executives to learn how firms are tackling challenges like growth, AI and cybersecurity.
Read the full reports:
Wealth management industry report
Asset management industry report
How Wipfli can help
We help wealth and asset management firms adapt to changing market conditions, improve performance and grow. Let’s talk about your goals and how we can help you achieve them. Start a conversation.
Let’s grow your business together
