Maintain Level of Asset Acquisition, Shift Away from Transaction Business
In last year’s benchmarking surveys, Kehrer Bielan found that the typical advisor in a bank or credit union added $7.4 million in new client assets, slightly more than the $7.3 million of asset accumulation the previous year. While the pace of asset accumulation is not accelerating, the composition of those new assets points to a stronger foundation for future growth.
Thirty-one percent of the new assets are from the sale of advisory products, over $2,000,000 per advisor, which provide recurring revenue. Twenty-one percent of the assets in the typical bank or credit union investment services firm are currently in advisory assets, so their advisors are making significant strides in shifting the firm’s asset base towards recurring revenue.
The emphasis on advisory business also reflects a shift away from transactions-for-commissions toward a more holistic advice model, which tends to result in capturing greater wallet share of client assets, a larger average account size and eventually higher ongoing ROA than commission-based assets.
As a long-standing leader in financial planning and advice, Ameriprise Financial confirms that advisors who embrace an advice-based practice have greater growth. Recent analysis shows that Ameriprise advisors in formal planning relationships with clients show:
- 5 times average total revenue per client1
- 3.5 times average assets under management per client1
- 25 times greater average total asset flows per client1
An onsite investment program with the Ameriprise Financial Institutions Group (AFIG) offers your financial institution the important combination of a high touch, personalized service experience, along with a comprehensive approach to financial advice and product solutions to help your clients achieve their financial goals.
To learn more about how the expertise and resources of Ameriprise Financial Institutions Group can help you deepen your long-term client relationships and solidify your position as a full-service financial leader in your market, contact their team today by calling (800) 679-1237 or visit ameriprise.com/AFIG.
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Kehrer Bielan conducts 3 separate benchmarking surveys: of bank-owned broker dealers, credit unions, and regional and community banks that partner with 3rd party broker dealers. This year’s benchmarking surveys encompass 201 financial institutions, and over 10,000 financial advisors, far more than any other survey of the bank insurance and securities community. The combined benchmarking database provides an unparalleled opportunity to benchmark performance, examine industry trends, and identify best practices.
1 Ameriprise Financial customer data (Clients with AUM $100k+), Aug 2016-Aug 2017