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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...

Does the Size of the Investment Practice Matter?

Findings from the 2021 Kehrer Bielan Top Directors Awards Parsing the performance data from the investment services practices in 406 banks and credit unions to identify the 71 best performers provides a window into what makes an investment services firm great.1 One...

Are You Adding Financial Advisors?

At the fall meeting of the Kehrer Bielan Leadership Study Group in Chapel Hill, Tim Kehrer reiterated the case for increasing financial advisor headcount.  “Again and again we find that adding financial advisors is the most promising runway to increasing investment...

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...