It doesn't matter how many times Mark Eskin has emailed you or how little he has to tell you; if you're his client, he's going to call you. On the phone. On a regular basis. Until he gets you on the line. And if he doesn't, he'll be in trouble—with his computer.

Eskin, executive vice president of wealth management for Stedmark Partners at Janney Montgomery Scott in Philadelphia, has his client outreach schedule highly automated through his CRM system, down to setting a "no contact" interval for each client based on factors including portfolio size and complexity, plus how often they like to hear from him and his team. "Any good advisor has a gut sense for which clients like to be contacted more frequently and which clients don't," he says.

Register or login for access to this item and much more

All On Wall Street content is archived after seven days.

Community members receive:
  • All recent and archived articles
  • Conference offers and updates
  • A full menu of enewsletter options
  • Web seminars, white papers, ebooks

Don't have an account? Register for Free Unlimited Access