List of Metrics - 2018-2019 Credit Union Investment Services Survey

Penetration Of The Opportunity

  • Percent of Members with Accounts
  • Share Revenue Penetration [annual gross investment services revenue per million of share deposits]
  • Household Revenue Penetration [annual gross investment services revenue per Member household]
  • Year-over-Year Investment Services Revenue Growth
  • Net Income Contribution Margin [net income as a percent of gross revenue]
  • Pre-tax Net Income Margin [after corporate G&A allocation]
  • Pre-tax Net Income Growth [after corporate G&A allocation]
  • Efficiency Ratio [expenses divided by net revenue]
  • Efficiency Ratio Fully Loaded [after corporate G&A allocation]
  • Share Profit Penetration [annual net investment services income per million of share deposits]
  • Household Profit Penetration [annual net investment services revenue per Member household]


Advisor Productivity

  • Gross Revenue per Advisor
  • Gross Revenue per Advisor (not including Licensed MSR revenue)
  • Advisor Productivity (Transactional + Advisory + Trails per Advisor)
  • Member Services Representative Produced Revenue per Producing MSR
  • Investment Assets per Advisor (thousands)
  • New Investment Assets per Advisor (thousands)
  • Transactional Revenue per Advisor
  • Life Insurance Revenue per Advisor
  • Advisory Revenue per Advisor
  • Trail Commissions per Advisor
  • Recurring Revenue per Advisor (Advisory plus Trails)
  • Gross Revenue per FTE
  • Investment Assets per FTE (thousands)
  • Households with Investment Accounts per Advisor
  • Investment Accounts per Advisor


Management Metrics

  • Referrals from Credit Union Staff per Advisor per year
  • Deposit Referral Penetration [annual referrals per million shares]
  • Household Referral Penetration [annual referrals as a percent of Member households]
  • Advisor Deposit Coverage [millions of shares per Advisor]
  • Advisor Household Territory
  • Advisors per Sales Assistant
  • Percent of Advisors who are Jr Brokers
  • New Assets as a percent of Total Assets
  • Managed Assets as a percent of Total Assets
  • Share of New Assets that are Managed Assets


Asset And Product Composition

  • New Assets as a percent of Total Assets
  • Managed Assets as a percent of Total Assets
  • Share of New Assets that are Managed Assets
  • Transaction Revenue as a percent of Total Revenue
  • Life Insurance Revenue as a percent of Total Revenue
  • Advisory Revenue as a percent of Total Revenue
  • Trail Commissions as a percent of Total Revenue
  • Recurring Revenue as a percent of Total Revenue


Expense Profile

  • Effective Financial Advisor Payout Rate
  • Average Financial Advisor Compensation
  • Direct Expenses per Financial Advisor
  • Allocated Expenses per Financial Advisor
  • Total Expenses per Financial Advisor
  • Sales Force Comp as a Percentage of Total Revenue