Volume I, Issue III| June 2009 - July 2009


Training Videos Available on Web site

Due to the demand at the Users Conference for our training videos, they are now available at our secure Web site for download.

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CoreTrac's ResourceOne v3.0 Released!

Please schedule your upgrade from v2.72 to v3.0 today by contacting support at support@coretrac.com or
512.236.9120 option 1


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If you have a change in your R1 Administrator or if you have any other contact-related updates, please click here.

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Contact Us!

For service questions, email us at support@coretrac.com OR call us at 512.236.9120 option 1.

For sales questions, email us at sales@coretrac.com OR call us at 512.236.9120 option 2.

ResourceOne Support
Jason Watanabe, VP Technical Operations

The CoreTrac Support Team is dedicated to providing prompt response and resolution to any training or technical needs of our clients. To ensure all of your needs are met, please submit all requests by emailing support@coretrac.com or calling our support line at 512.236.9120 option 1. Your service requests will be acknowledged with an email response that includes a support case number. For faster follow-up, please use that case number when requesting updates on your service case.

R1 Tips

Did you know there are multiple shortcuts and ways to perform different tasks in ResourceOne? In this issue of the client newsletter, we are going to show you the many different shortcuts to create an opportunity. Instead of having to create a new opportunity directly from a contact record; in verson 3.0, you can now create new opportunities from multiple pages including the main dashboard.

Home Dashboard menu bar--no matter what window you are viewing, you can always create a new opportunity by going to "New" in the menu bar or by selecting the New Opportunity icon at the top of the dashboard.


*Note: Click on the image above to view in new window.

Opportunities window--Both the Pipelines and the Referrals panes have New Opportunity buttons at the top of the page.


*Note: Click on image above to view in new window.


*Note: Click on image above to view in new window.

Managed Contacts page--When searching for a contact in your managed contacts list, you can check the name of the contact you wish to create an opportunity for and then select the new opportunity icon at the top of the page. This will open a new opportunity and pre-populate the contact name.


*Note: Click on image above to view in new window.

Contact record--From the Relationship pane of the contact record, you will see a New Opportunity icon located at the top right of the page. There is also a New Opportunity button placed on the Pipelines tab of the Relationship pane.


*Note: Click on image above to view in new window.



*Note: Click on image above to view in new window.





Teller Pop-Up screen shot--If your financial institution is utilizing the teller pop-up functionality, you will see Pipeline and Referral buttons at the bottom of the window.


*Note: Click on image above to view in new window.



Keys to Success

How effectively is ResourceOne being used in your organization? Are you seeing the full reports of data that you expect to see? You can track and increase the use of ResourceOne by running reports on a more frequent basis.

Some clients will run only monthly, quarterly and/or annual reports to see the results of new opportunities and production, as well as to see how effectively ResourceOne is being used. Our most successful clients run reports on a more frequent basis to evaluate how their users are maximizing the functionality of ResourceOne.

You can monitor usage of the system by running many of the "canned" reports such as: pipeline, referral, production, matching, events and even task reports. The more areas and users utilizing ResourceOne, the more efficient they will become, and the more effective ResourceOne will be to your organization.

 

Sales Tips & Update
Alan Buhler, VP Sales & Marketing

Imagine the following scenario: Salesperson No. 1 is in the business of selling "A Pat on the Back" to his customers. Salesperson No. 2 is in the business of selling "A Swift Kick in the Pants." After a hard day of selling, the two meet to discuss how they are doing.

No. 1: "Wow, what a busy day!"

No. 2: "Really, how's business?"

No. 1: "Great! Everbody wants what I'm selling even though they say the don't really need it. How's business for you?"

No. 2: "Terrible."

No. 1: "That's hard to believe."

No. 2: "Yeah, I can't understand it. Everybody I know needs what I'm selling."

People will always buy what they want, but not necessarily what they need. The fact is people may buy a product category due to need, but they purchase a specific brand or product from a certain company based on wants. In other words, needs define the total market and wants define the market segments.

Too often salespeople only have a rough idea of what their clients really want. In an effort to avoid this shortcoming, when you are performing a "needs anaylsis," take the time to find out what the buyer really wants. This is the emotional side of selling. "Wants" are emotional, and your buyers are seeking from you the logical justification to purchase what they want, which is the "need."


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CoreTrac welcomes the following new customers:

  • Houston Business Bank--Houston, TX
    (de novo; Fiserv ITI core)
  • BrightStar Credit Union--Ft. Lauderdale, FL
    ($293M assets; Summit core)

From the Corner Office
Chris Ney, CEO

Setting the proper expectations is very important when developing a sales and service culture within a financial institution--your success will be directly tied to how the team feels this new culture will "help" your clients achieve their financial goals. Because of this, once a financial institution decides to take the necessary steps to implement a sales and service culture, it must be lead from the top and consistently communicated throughout the institution. Developing a sales and service culture will not happen overnight and there will definitely be bumps along the way. Often when a financial institution is beginning to implement a sales and service culture, it does not go as initially planned, and that is why it may need to be tweaked over time. Senior management must communicate (and demonstrate) that this is not a one-time attempt and the new culture is here to stay. A great sales and service culture will take time, focus, and determination--it will be based on a great plan, proper expectations, and having CoreTrac's ResourceOne to help automate the entire process.