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Referrals Down Again—Alternatives for Reaching Clients Where They Are

This is the headline for today, and it will likely be the same one in 2025.  According to this year’s Kehrer Bielan benchmarking surveys, branch referrals fell 27% to 29% last year.  And participants in the fall meeting of the Kehrer Bielan Leadership Study Group in...

How to Find the Elusive Path to Growth

Most of us are under pressure to grow our business.  While 2021 is shaping up to be a strong growth year, riding the wave of eye-popping market highs, the last several years have seen almost no growth in investment services revenue in financial institutions. In the...

Does Financial Planning Drive Life Insurance Sales?

Banks and credit unions have struggled to meet the life and long-term care insurance needs of their investment clients. Despite repeated resets of their sales initiatives, their insurance sales have been flat for decades. But the recent emphasis on financial planning...

Bank BDs Make Progress in Rightsizing Client Books

Nationwide-sponsored Study Finds Reduction in Clients per Advisor   A notable feature of investment services in financial institutions is the large number of clients served by each financial professional, compared to the client books of wirehouse or RIAs.  The...

Our First Video Highlighter

We first launched the Kehrer Bielan Highlighter to share our most important findings, insights, and commentary in bite-sized pieces. Today we are excited to launch a new way for you to access our great content. Introducing the Kehrer Bielan Highlighter on YouTube. Now...

Are Some of Your Top Producers Actually Slackers?

Older advisors tend to be a firm’s top producers.  Advisors build their book over time and become the anchors of the firm’s production.  But new evidence from Kehrer Bielan research suggests that many of these more senior advisors are actually underperforming. As part...