First-time homebuyers who are preparing to sign off on a mortgage loan aren't always cognizant of the sudden long-term financial needs that await them. But savvy financial services providers are."Through the proper customer relationship management technology, we're well positioned to drill down and tailor individual products for customers," David deGorter, president of Charlotte, N.C.-based First Union Insurance Group, explains.

For instance, customers who turn to the parent First Union Corp. for a first-time home mortgage are captured in the system where e-CRM technology determines that because this is their first home, they're probably in the market for an insurance product that both protects them and accrues growth. Within e-CRM,

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