Kehrer Bielan Happenings at BISA 2019

We look forward to engaging with you at the 2019 BISA Annual Convention in Hollywood, Florida. Be on the lookout for Kehrer Bielan’s extensive contributions throughout the convention:

Wednesday, March 6, 2019

Peer Group Discussion on Bank-Owned Broker Dealers

1:45 p.m., Room 305

Join KBR&C principal Peter Bielan along with Frank Consalo of Citi Personal Wealth and Frank Drago of Santander Investments for an opportunity to dive deep with program heads and managers into relevant and pressing topics facing Bank-Owned Broker Dealers.

Thursday, March 7, 2019

The Transformation to Holistic Advice

10:15 a.m., Atlantic 2

The role of the Advisor is changing. Competitive pressures and the need to offer value beyond investment selection has firms recognizing that financial planning should be a requirement. While firms promote planning, they struggle with advisors adopting the approach. Kehrer Bielan’s Director of Financial Planning Consulting, Leigh Van Heule will moderate this session exploring the changing role of the advisor, the benefits of holistic advice, and the progress some firms are making towards a holistic advisory platform driven through quality financial planning. Panelists are Mike Miroballi, President, Huntington Financial Advisors; Steve Williams, Financial Planning Strategy, BMO Private Bank; and Steve Kruchten, President, BIS Bremer Investment Services.

Household Dynamics: The Female Force

11:15 a.m., Room TBD

Women are an influential force in financial decision-making, and it’s never been more important for financial advisors to understand that monetary decisions are not solely a man’s responsibility. This session will share insights from Kehrer Bielan consumer research on how financial behavior varies depending on whether decisions about retirement savings and investments are made by a man, a woman, or shared. Simeon Hernandez, head of business development for Global Atlantic, will ask the panel of Patti Hausherr, Advisor Practice Consultant for Global Atlantic, Jacinda Norvell, National Sales Manager at SunTrust Investment Services, and Evan Farrell, an advisor at STIS to break down what the findings mean for an advisor’s practice.

Developing A Second Story Advisor Model

11:15 a.m., Regency Room 3

Dwindling branch traffic and an increasingly competitive recruiting environment have led many financial institutions to experiment with graduating their most successful advisers to "second-story" status. Typically, second story advisors work outside of the traditional branch environment and don’t rely branch referrals. They give up their lower-tier clients, allowing them to focus on their existing books and deepen relationships with their most engaged clients. There are many benefits to offering second story advisor programs, including providing financial institutions with a way to retain top advisors. Join KBR&C principal Peter Bielan for an examination of best practices for developing second story advisor programs featuring Claire McCarthy, Senior Vice President, LPL Financial Institution Services and John Olerio, Senior Vice President, Director, Webster Investments.

The More Things Change, The More They Stay The Same: Why Your Process Matters

11:15 a.m., Room TBD

Moderated by Cetera President, LeAnn Rummel, this session, featuring Kehrer Bielan’s Director of Financial Planning Consulting Leigh Van Heule, Paul Haines, Director, BOK Financial Advisors, and John Hyde, President and CEO of CapitalRock, will discuss how forward-thinking firms are preparing for the next chapter of the Best Interest story. Panelists will touch on the client profile, the quarterback, and the team approach, systemizing your process to generate better performance, and will explore the connection between Holistic financial planning and product selection.

Where Will the Next Generation of Advisors Come From

1:30 p.m.,  Atlantic 2

Financial institutions continue to churn advisors, losing 12-20% every year and replacing them, only to lose a similar number the following year. The advisor population is aging, traditional sources of advisor training have dried up, and the younger generations aren’t attracted to the profession. This session, moderated by Britt Woods, SVP National Head of Relationship Management, Cetera Financial Institutions will showcase examples of success in recruiting millennials, second career advisors, and growing your own. Join the discussion with KBR&C's Research Director, Tim Kehrer alongside Brett Fisher, Director Investment Services, First Merchants Private Wealth Advisors and Dan McCormack, SVP, Division Manager, U.S. Bancorp Investments.

Segmenting Delivery of Financial Advice: Leveraging Mystery Shopping and Consumer Research

2:30 p.m., Regency 3

Faced with questions about the profitability of small account relationships, how they distract advisors from capturing greater wallet share from affluent clients, and the compliance risk of neglecting the best interest of under-served clients, many financial institutions have developed segmentation strategies to determine who should call, click, or come in. Moderated by Frank Consalo of Citi Personal Wealth and featuring KBR&C Research Director Tim Kehrer, Jim Rensel of Sales Quality Research Group, Inc., and Jim Fujinaga President of Hancock Whitney Investment Services, this panel will use Kehrer Bielan’s joint research with Sales Quality Research Group on mystery shopping the referrals process to drive a discussion of best practices in triage.