Time Matters Tip - Mine your database for Marketing Gold

• Use custom fields for marketing and demographic information. Make them required fields. Look for more on this later.

• Capturing key information about your clients is the first step in the process to continually obtain new business. For example, an estate planning practice could capture data such as client's line of business, major asset type and the source of their assets.
• Export the data along with the income you've earned from them and learn about your best clients. Structure your new marketing efforts to target those types of clients and drive new business that is continually the "best" client for your firm.