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Can We Really Tell if Financial Planning Boosts an Advisor’s Production?

You’ve all met this guy, at an industry conference or at the bar afterwards.  Perpetual sceptic.  “I don’t see that doing more planning helps an advisor sell more.  I know lots of top producers who do no planning, and advisors who do lots of planning but are middling...

Which of Your Clients Are You at Risk of Losing?

Most consumer-facing companies ask about the customer satisfaction of every transaction. According to Larry Cohen, director of the Consumer Financial Decisions’ (CFD) MacroMonitor Survey, apparently, there is a constant need to make sure the company is receiving good...

The Cautionary Tale of the Bank-Owned Broker Dealer

According to this year’s Annual Industry Checkup, banks and credit unions that work with third-party broker dealers once again outperformed their counterparts with affiliate BDs. Gross investment services revenue in institutions affiliated with third-party BDs...

“The Scary One”

Why the Findings of the Annual Industry Checkup Are Downright Frightening The financial institution investment services and insurance community enjoyed its best year in recent memory in 2021, as the nation shook off many of the effects of the COVID 19 pandemic....

Who Should Manage Your Advisors?

Comparing the Performance of Advisors Employed by the Institution or Its BD Partner Financial institutions working with third party broker dealers face a choice of employing and managing their financial advisors or outsourcing the employment and management of the...

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...