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