Okay, so your time is short and you need to quickly qualify a new lead. Or perhaps you have a new potential customer who has agreed to a meeting and you need to determine what types of products and services will best suit them!
Whether you’re looking to get a few key details quickly or you want a comprehensive overview, here are some tips on how to ‘read the profile’ to help you better understand your clients and customers.
Recommendation 1: Remember, most ratings and scores are statistically derived.
Ratings and scores like Net Worth, Investable Assets, and Total Assets are statistically derived using our proprietary algorithms – after all, we aren’t looking in anyone’s bank accounts! While these algorithms were thoroughly tested and found to be accurate 95% of the time, it’s important to remember that they are (often conservative) estimates. These ratings and scores are meant to give you a broader financial picture of the individual, beyond what is publicly visible, but keep that in mind as you are analyzing the profile that there is likely more to the picture.
Recommendation 2: Focus on High Quality of Match data.
The profile is primarily made up of High Quality of Match (QOM) data, which means we have a high level of confidence that we've matched the right person to the right piece of information. However, we do sometimes include Medium QOM data if it is from our Charitable Donations, Federal Election Campaign Contributions, or Social Security Master Death Index data sources.
As a general rule, we use only the High QOM data to calculate things like Net Worth, Investable Assets and Total Assets, as our Medium QOM data has less confidence and may require some further validation work on your part. This means that if you're trying to absorb information quickly to assess an individual and plan your strategy or approach, you'll want to focus on the data that’s been validated by our High QOM score!
- Note: if at some point you actually want to pull more Medium QOM data in to see what's there, you can do so using the Find More feature. You can learn more about this in the Editing Profiles Guide.
Recommendation 3: Check dates.
Remember to check the dates of the records, as we provide historical data in addition to current data. While we will primarily be using current data in our ratings and scores calculations, we include historical data in the Research Details section of the profile in order to give a more comprehensive overview of an individual and their career/wealth.
So, for example, if you need a current business address, pay attention to the dates on D&B and Hoover’s records and refer to those entries with the most current date(s).
- Note: You can use the filter in My Results to control whether you are seeing historical data or not.
Recommendation 4: Look for key data sources.
When the WE Platform draws records into a profile, we are pulling them from many different sources! These sources actually provide different types of data, and some are more exciting than others. For example, when you go into the Research Details section of the profile and see Dun & Bradstreet, Hoover’s, MarketGuide, or WealthID records, you are likely looking at a high-level public company executive and/or a company insider. Keep in mind that there is often a correlation between people who match to these sources and people with higher wealth and assets.
Other data sources can help you learn more about an individual so that you can better plan your strategy or approach. For example, Guidestar Directors and Charitable Donations can tell you what they’re interested in and passionate about. Matches to Guidestar Foundations will in many cases be individuals with a private family foundation, a wealth indicator in and of itself, though can also tell you more about the causes they care about. Who’s Who can provide family and educational background and career history.
- Note: Check out our Data Sources Guide for a more complete list with more detail.
Recommendation 5: Remember the Connections section.
The Connections section of the profile will provide a clickable list of the other people with profiles who have a High QOM tie in data to your individual. For example, someone might show up there if they sit on the same board as your person. You can think of it as being like LinkedIn, but with public data!
You may not always have reason to use this, but it is always there for you to take advantage of.
- Note: For more, check out our Connections video.
Recommendation 6: Consider: is this someone special?
Occasionally you may want to spend some real time in a profile, digging into the records. When that happens, check out our Deep Dive Guide for a more detailed, comprehensive strategy.
Recommendation 7: Make sure the profile is saved.
If you found this profile using the Quick Person Search and want to be able to easily find it again in your My Profiles section, make sure that you have saved it by clicking on the icon.
Any Advanced Searches, Screening, or list you've pulled from Prospect are automatically saved.