The Kehrer Bielan team has spent nearly 100 collective years in this industry. We want to help this industry continue to grow and prosper, just as it has helped us. And we hope that the research we conduct helps point the way. To give back, we have launched the Kehrer Bielan Highlighter to share some of our most important findings, insights, and commentary.
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Recent Highlighters
Keys to Better Planning Penetration: Client Engagement, Segmentation
Participants in last week’s Kehrer Bielan virtual study group on the Path to Planning focused on client engagement and segmentation as keys to more widespread use of planning in banks and credit unions. Kehrer Bielan’s Leigh Van Heule, who leads the planning...
Bank BDs Overestimate Revenue Hit from the Pandemic?
Early results suggest that the management of investment services in banks and credit unions expected a larger drop in revenue in the second quarter than they experienced. Cramer + Associates has published its monthly BD Revenue Report for June, and it indicates that...
Referrals Continue to Free Fall as Branches Adapt to Lobby Restrictions during Crisis
Referrals from branch staff have been a defining aspect of investment services in banks and credit unions. The availability of qualified referrals has helped attract advisors to financial institutions and helped banks and credit unions pay out 5 to 6 percentage points...
Will This Crisis Force Advisors to Adopt a Planning-Based Approach?
Our research shows that 68% of Advisors engage fewer than 2 households a month in a holistic planning-based conversation. Firms have allowed some advisers to opt-out of the holistic planning approach, remain transactional and hoard clients not to upset...
Financial Institution Securities Community Shares Best Crisis Management Practices
The Kehrer Bielan team facilitated a conference call on March 25th to help the participating firms manage through this time of uncertainty. The call channeled the spirit of our community’s long history of collectively benefiting when coming together to help one...
Investment Services in Smaller Institutions Expected to Weather the Coronavirus Storm Better than Bank-owned Broker Dealers
Annual Checkup Offers Clues to Impact of Crash in Equities Market The last market downdraft—during the last quarter of 2018—cast its shadow over the performance of the investment services business in banks and credit unions all during 2019. According to the...
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...
Tackling The Challenge Of Integrating Trust And Brokerage
Many banks and credit unions have been disappointed in the performance of the ways that they serve the wealth management needs of their clients. A recent Kehrer Bielan study found that the 20 largest BISA member institutions have captured only about 7% of the...
Visualizing the Impact of Planning on Advisor Production at BISA 2020
Banks and credit unions are looking to financial planning to differentiate their advisors in an increasingly commoditized market for financial advice, develop deeper relationships with clients, and document that the advice they provide is in the client’s best...
Separate P&Ls Reinforce Wealth Management Silos
Executives Ponder Dismantling Barriers To Integration Participants in the 2nd annual meeting of the Kehrer Bielan Wealth Management Study Group discussed the fragmented landscape of the delivery of wealth management in financial institutions, and agreed on an...