Disintermediation Déjà Vu

During one of the peer group discussions at our Top Director Awards, the finalists in the mega and large firm categories ruefully reported that, after a hiatus of several years, they were once again facing pushback from bankers about investment sales disintermediating...

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...