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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...