Moving the Goal Posts

Last year was a fabulous time to be providing financial advice in a bank or credit union.  According to the 2021/2022 Kehrer Bielan Annual Industry Checkup, revenue was up almost 17%. The problem with that success, of course, is that financial institution management...

Myth Busters: Harnessing the Consumer View

Misconceptions are everywhere.   Among many advisors and product managers, the perception exists that selling annuities to a client creates less loyalty than other products and services. Annuities, some argue, are a transaction product, not a relationship...

Throwing Baby Out with the Bath Water

Identifying The Hidden Assets In Your Client Base In a recent Kehrer Bielan flash survey, 71% of the 47 participating firms indicated that they are segmenting their client base and limiting access to traditional across-the-desk advisors for clients with small account...