Summary

In Episode 12 of Zero Basis Points, Haik Sahakyan and George Guidotti question whether the traditional CRM still fits how advisors actually work today. They walk through how CRM has expanded far beyond basic contact management and why gaps in data, PDFs, and disconnected workflows still create friction across firms. They also dig into the rise of AI tools like note-takers, how they plug into existing systems, and how AI is starting to reshape advisor workflows more broadly. The episode offers a clear, practical look at what advisor technology needs next — and why simply “fixing the CRM” isn’t enough.

Key Topics Covered

• How CRM grew from basic contact tracking into something much bigger
• Why advisors still run into gaps between CRM data and real workflows
• The ongoing pain of PDFs and forms — and why they slow everything down
• How AI tools like note-takers are starting to shape advisor processes
• Why fixing CRM isn’t enough — firms need cleaner data flows and better integration
• What the next generation of advisor technology should focus on

Timecode

00:00 Welcome and Espresso Cheers

01:07 Fitness Journey and Transformation

06:32 Importance of Consistency in Fitness

07:19 Diving into CRM Discussion 

08:28 Evolution of CRM in Wealth Management

14:25 Wealth Relationship Management vs. CRM

20:29 Gaps in Traditional CRM Systems

25:24 Future of CRM and Data Integration

30:22 Innovating in the Wealth Management Space

31:50 Looking Ahead to Future Guests