Partnering with Bankers

Partnering with Bankers: The first of the virtual meetings of the Kehrer Bielan Fall Leadership study group

Tuesday, October 13, 2020
3:30–5:00 p.m. Eastern


The delivery model of licensing one or more client-facing bankers in every branch to transact investment sales has fragmented and morphed into several different ways that investment services advisors are partnering with bankers:

  • Licensed Bankers – Triage customers and refer prospects to a financial advisor or other wealth managers in the institution
  • Premier Bankers – relationship bankers who are teamed with an investment advisor to serve the mass affluent
  • Private Bankers – bankers who serve the high net worth segment, working in teams with wealth advisors, fiduciary trust officers, portfolio managers, and other financial professionals

as well as other formal and informal interactions with mortgage and commercial bankers.

This virtual conversation will focus on how each of these models are performing in terms of customer and revenue penetration, customer experience, and the cost to serve.

 We will also share points of view on:

  • Whether the partner banker should be registered/licensed
  • The efficacy of the universal banker model where the banker and the financial advisor are one and the same

against the backdrop of the latest Kehrer Bielan research on investment services in financial institutions.

Given the continuing concerns about travel, and the awkwardness of convening a roundtable discussion while maintaining social distancing, we are reimagining our Fall Leadership Study Group as a series of virtual meetings over the next several weeks.


This complimentary study group would not be possible without the support of our sponsors. We acknowledge these organizations for their thought leadership and support.

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Check out upcoming Fall Leadership virtual study groups:

Focus on 2021
a continuation of the Kehrer Bielan virtual Fall Leadership study group

Tuesday, October 27, 2020

Integrating Digital Advice with Your Advisors
a continuation of the Kehrer Bielan virtual Fall Leadership study group

Thursday, December 3, 2020