Join us as we chat to Susan about how we can cultivate relationships in our everyday. #relationshipmanagement #rm

Susan Millard is Director of Client Relationship Management at BNY Mellon, previously holding a senior client relationship role in Citco and before that working as a fund accounting manager in Citi.

Susan's Linkedin Profile: linkedin.com/in/susan-millard-426987

It's FUNDamental #LifeatBNYMellon Spotlight Series- Susan Millard

💡 Key Insight:
Long before the digital age, David Rockefeller mastered the art of relationship management with a meticulous system that bridged the gap between timeless principles and modern tools. His legacy offers invaluable lessons for real estate advisors and entrepreneurs seeking to build meaningful, lasting connections.

Why Listen?
In this episode, you’ll uncover how Rockefeller's method—tracking 200,000 detailed index cards—helped him maintain one of the most impressive networks in history. Learn how to apply his principles with today’s tools to elevate your client relationships and streamline your business.

✨ Key Takeaways:
1️⃣ Personalization: Show genuine interest by recalling details from past interactions.
2️⃣ Efficiency: Keep detailed contact records for seamless follow-ups.
3️⃣ Strategic Networking: Anticipate client needs and foster collaboration.
4️⃣ Leverage Technology: Utilize tools like Reachat to streamline CRM management.
5️⃣ Invest in Support: Delegate administrative tasks to stay focused on high-value activities.

💼 Your Legacy Lesson:
By adopting Rockefeller’s timeless approach, you can create a network that not only drives business growth but also reflects care and authenticity. With modern CRMs, there’s no excuse not to follow in his footsteps.

📺 Watch & Learn:
Stay tuned for next week’s episode, where we’ll dive into the ideal CRM individual contact strategy—what you need to track and why it matters.

Let’s simplify, prioritize, and take flight together. ✈️

Stay disciplined,
Jim

MMPT #265 | ✈️ David Rockefeller, Pioneer of CRM and Relationship Management

💡 Mastering Your CRM for Stronger Client Relationships

A CRM isn’t just a tool—it’s how you build long-term relationships. Your ability to engage authentically, track key details, and follow up consistently determines your success.

Last week, we explored David Rockefeller’s legendary relationship management system. Today, I’m modernizing that approach with the essential elements of an ideal CRM contact—refined with AI for maximum impact.

🔍 Building the Ideal CRM Contact
Core Contact Information

📌 Full Name (Preferred Name/Nickname) – Knowing and using a client’s preferred name adds a personal touch.
📌 Job Title & Company – Helps tailor conversations and uncover opportunities.
📌 Phone & Email (Personal/Work) – Ensure multiple contact options for flexibility.
📌 Mailing Address – Handwritten notes and thoughtful gifts strengthen relationships.

Relationship Details

📌 How You Know Them – Example: "Met at 2023 JSIR Retreat" or "Referred by [Name]."
📌 Important Dates – Birthdays, anniversaries, and key milestones matter.
📌 Preferred Communication Method – Email, phone, text—engage in their preferred way.
📌 Personal Interests & Hobbies – Tracking interests makes outreach more meaningful.
📌 Family Details – Spouse, kids, pets—if relevant, these details build stronger connections.

Interaction Tracking

📌 Last Contact Date – Prevents long gaps between interactions.
📌 Preferred Frequency of Contact – Set reminders for quarterly or monthly touchpoints.
📌 Interaction Notes – Example: “Discussed their move to Florida” ensures seamless conversations.
📌 Upcoming Action Items – Follow-ups like sending a report or scheduling a coffee meeting.

Business-Specific Information

📌 Professional Goals or Needs – Understand their focus and offer strategic value.
📌 Key Achievements – Acknowledge promotions, business growth, and personal wins.
📌 How You Provide Value – Document insights, referrals, or direct business contributions.
📌 Referral Potential – Identify and prioritize strong referral sources.

CRM Automation & Workflow

📌 Tags or Categories – Organize by “Top 100,” “Referral Partner,” or “Investor.”
📌 Email Campaigns Assigned – Market updates, client newsletters, and event invitations.
📌 Custom Outreach Reminders – Stay top of mind with structured follow-ups.
📌 Segment or Group Membership – Categorize by industry, geography, or interests.

💼 Your CRM Action Plan
A well-structured CRM ensures consistency, personalization, and strategic engagement. This framework is the result of 17 years of refining CRM strategies across multiple businesses.

📺 Next Week: We’ll break down CRM categorization for maximum efficiency.

🔗 Stay Connected with Ask Jim Miller

🌐 Visit My Website: www.askjimmiller.com

📩 Monday Morning Pep Talk Weekly Email: www.askjimmiller.com/contact/

✨ Follow on Instagram: www.instagram.com/askjimmiller/

🎧 Listen on Apple Podcasts: www.podcasts.apple.com/us/podcast/ask-jim-miller/id1490481207

📈 Connect on LinkedIn: www.linkedin.com/in/jimmillerchicago/

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✈️ The Ideal CRM Contact | Monday Morning Pep Talk # 266

It’s FUNDamental is a series of podcasts with direct relevance to those working in the funds and finance industry. Each podcast is 30 to 40 minutes in duration.

Jim Miller is a success mentor and life coach who guides top real estate brokers from around the country while managing 2.3B+ in sales production as Designated Managing Broker with Jameson Sotheby’s International Realty in Chicago, Illinois.  He is also recognized as a top real estate coach to top Sotheby's International Realty brokers in 35 luxury markets.

New tracks tagged #RelationshipManagement