List of Metrics – R&C Bank Survey 2021-2022

 

Survey Metrics

 

Penetration of the Opportunity

  • Household Penetration (share of institution customer households with an investment account)
  • Deposit Revenue Penetration (gross revenue per million of institution’s self-reported consumer deposits)
  • Deposit Revenue Penetration (gross revenue per million of institution’s FDIC non government deposits)
  • Household Revenue Penetration (gross revenue per institution’s retail household)
  • Year-over-Year Revenue Growth
  • Net Income Contribution Margin (net income before corporate G&A allocation as a percent of gross revenue)
  • Pre-tax Net Income Margin (net income after corporate G&A allocation as a percent of gross revenue)
  • Efficiency Ratio (direct and allocated expenses divided by revenue)
  • Efficiency Ratio Fully Loaded (including G&A allocation)
  • Deposit Profit Penetration (net income contribution per million of institution’s self-reported consumer deposits)
  • Deposit Profit Penetration (net income contribution per million of institution’s FDIC non government deposits)
  • Household Profit Penetration (net income contribution per institution’s retail household)
  • Investment Assets to Deposits (total investment assets divided by FDIC core deposits)

Advisor Productivity

  • Gross Revenue per Financial Advisor
  • Gross Revenue per Financial Advisor (not including Licensed Banker revenue)
  • Financial Advisor Productivity (Transactional Revenue + Advisory Fees + Trails per Advisor)
  • Investment Assets per Financial Advisor (thousands)
  • New Investment Assets per Financial Advisor (thousands)
  • Net New Investment Assets per Financial Advisor (thousands)
  • Transaction Revenue per Financial Advisor
  • Recurring Revenue per Financial Advisor (Advisory Fees + Trail Commissions)
  • Advisory Revenue per Financial Advisor
  • Trail Commissions per Financial Advisor
  • Life Insurance Revenue per Financial Advisor
  • Gross Revenue per FTE
  • Investment Assets per FTE (thousands)
  • Households with Investment Accounts per Financial Advisor
  • Investment Accounts per Financial Advisor

Management Metrics

  • Referrals from Institution Staff per Advisor
  • Deposit Referral Penetration (referrals per million in institution’s self-reported consumer deposits)
  • Deposit Referral Penetration (referrals per million in institution’s FDIC reported core deposits
  • Household Referral Penetration (referrals as a percent of institution’s retail households)
  • Advisor Deposit Coverage (millions of institution’s self-reported consumer deposits per FA)
  • Advisor Deposit Coverage (millions of institution’s FDIC reported core deposits per FA)
  • Advisor Household Territory (institution’s retail households per FA)
  • Percent of Advisors Who are Centralized
  • Percent of Advisors Who are Second Story
  • Advisors per Sales Assistant
  • Revenue per Client Household
  • Investment Assets per Client Household

Asset and Product Composition

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

Expense Profile

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