In just one quarter, INTRUST’s retirement group implemented AdvizorPro to fill their pipeline with high quality retirement plan leads. The company previously struggled to identify strong prospects and gather reliable contact data for decision makers using legacy prospecting tools. Switching to AdvizorPro while sharpening their business development strategy helped INTRUST Retirement put the right pieces in place to drive revenue.

Challenge

INTRUST Retirement is a leading retirement plan practice in Kansas with a dedication to improving retirement outcomes for American workers. To serve more clients, the team began searching for a more effective prospecting solution. Their existing tools lacked the plan intelligence and verified contact data they needed. Basic search features, stale or indirect contact data, and limited plan insights made it difficult to identify high quality prospects and engage the right decision makers. INTRUST knew they needed better intelligence to expand their reach and grow their client base.

Identifying Leads

The INTRUST team was already diligent in calling on plans in the greater Wichita area. However, without strong intelligence, they often relied on broad criteria like geography and plan size, which required many calls to secure only a few meetings. The team wanted a more targeted way to identify plans that truly needed assistance and were more likely to make a change.

Reaching Decision Makers

Finding and contacting the right decision makers is a core part of the INTRUST prospecting process. Using legacy 5500 based systems, the team frequently encountered stale or outdated contacts and minimal information to research decision makers. This created frustration, wasted effort, and an unsustainable process for a small business development team.

Preparing for Meetings

Without access to strong plan level insights, INTRUST struggled to prepare for meetings the way they wanted. They aimed to walk into first conversations with value ready to deliver, such as identifying gaps in plan design or investment menus. Instead, they often had to request plan documents during the first meeting and follow up later, slowing the sales cycle.

Solution

The INTRUST team, including Senior Institutional Wealth Advisor Bill Bequette and Business Development lead Mark Cundiff, subscribed to AdvizorPro and began using the platform immediately to identify leads, reach decision makers, and prepare for meetings.

To discover new prospects, the team used AdvizorPro to filter retirement plans by industry, provider usage, whether a plan lacked an advisor, investment menu weaknesses, geography, and other red flags. AdvizorPro even collaborated with INTRUST to build a custom red flag that directly led to seven meetings in a single month.

Reaching the right people became dramatically easier. AdvizorPro minimized wasted time by surfacing accurate, real time contact data with names, titles, phone numbers, emails, and LinkedIn profiles. Mark recalled an early win where AdvizorPro surfaced the correct decision maker and direct phone number, allowing him to book a meeting immediately. Their legacy system showed a contact who no longer worked at the firm.

“I was able to set an appointment by having contact data on the right person.” Mark Cundiff, Business Development

AdvizorPro’s plan level profiles also helped the team prepare for meetings with confidence. Using insights across investment menu design, plan red flags, and plan-specific data, INTRUST could quickly understand each prospect and walk into meetings with meaningful value. Instead of guessing, they educated prospects on their current plan and demonstrated expertise from the first conversation.

“AdvizorPro allows us to go in and make something happen on the first meeting.” Bill Bequette, Senior Institutional Wealth Advisor

Results

Using AdvizorPro´s database and a focused, data driven approach, INTRUST Retirement dramatically shortened their sales cycle and booked more than 30 appointments in three months. By their estimate, they increased qualified meetings by 200 percent. These meetings were not just higher in volume but higher in quality, supported by insights that enabled meaningful, personalized conversations.

One standout element for INTRUST was AdvizorPro’s partnership oriented approach.

“AdvizorPro isn’t just a vendor to us — they have become part of our team. They’re helping us build our business, and it’s a relationship that we truly value.” Bill Bequette, Senior Institutional Wealth Advisor

Teams looking for additional strategic guidance often explore resources like the Cold Calling RIAs Playbook or our training on How to Build Automated Outreach Campaigns to improve prospecting efficiency.

Ready to Unlock Better Retirement Plan Prospecting?

If your firm wants to identify higher quality retirement plan prospects, reach decision makers faster, and walk into meetings prepared with deep insights, AdvizorPro can help.

Start your free trial and see how accurate plan intelligence and verified contact data can accelerate your growth.

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