In this week’s episode of Advisor Talk, Elite Consulting Partners CMO Brian Lutz and CIO Sue Cheema break down a topic that’s all too familiar – and costly – for financial professionals: losing leads due to poor process and CRM usage. Brian and Sue expose the subtle ways firms let leads slip away and outline how a well-set-up CRM can be the key to transforming those missed chances into closed business.

Whether you’re working off referrals or scaling into inbound leads through content and digital marketing, this episode highlights how CRM hygiene becomes a non-negotiable for sustainable growth.

Key highlights include:

-Why your CRM is only as powerful as your process – and how to fix it

-What “lead scoring” really means and how it helps you prioritize outreach

-How client journeys within a CRM support long-term relationship building

-Real-life examples of turning cold leads into warm opportunities

-What happens when you don’t follow up – and the cost of missed chances

If you’ve ever said, “I’ll remember to follow up later,” this episode is your wake-up call. Learn how to streamline your system, automate the right touchpoints, and build a practice that doesn’t just capture leads – but closes them.