Looking for prospects in all the wrong places?
Lord Abbett offers a Web-based practice management system that lets brokers tap into a database of useful information on high-net-wealth individuals. The information is captured from real estate holdings and insider records, among other sources. The searchable database also includes the individual's company, job title and residential address.
Reps from Salomon Smith Barney, Merrill Lynch, UBS PaineWebber, and some regional and independent firms are among the 1,200-plus users enrolled in the LAIntelligence program. The system, free to selected brokers, is in its first phase, says Doug Seig, Lord Abbett director of marketing. Currently, Abbett's wholesalers and key regional managers determine who has access.
The program, at LAIntelligence.com, is entering phase two: “going from a database to overall resource center,” says Seig. It will be accessible to more brokers and offer additional features. Web casting, PowerPoint presentations and streaming video should help brokers woo high-end clients after they have identified them, says Seig. Lord Abbett hopes to earn the broker's good will and eventually more business.
LAIntelligence also offers information on Abbett's mutual funds and private advisory services. “Our long-term goal is to become an advisor to the advisors and through that relationship, the brokers can become more familiar with our product,” says Seig.