BISA Industry TrendWatch is a monthly series with industry leaders discussing investment services trends in the financial institutions channel as monitored by the Stathis Partners monthly benchmarking study. The data on productivity trends can be accessed on the BankChannelResearch.com data portal and our job with these podcasts is to bring these trends to life with executives who are leading the charge.
How Do We Stay Relevant?
In this interview with David Zimmerman, one of the top performing program managers in our channel, we discuss where the puck is going in the wealth management space and what we must do to be relevant five years from now. We are also joined by Josh Hinsch who will tell us what the top performing programs at Ameriprise are doing to increase their success metrics.
Being a Best-Practices Program
For this episode we initiate a focus on what it takes to be a top performing program. For the next series of BISA episodes we will interview program managers from top performing programs in our benchmarking research. This month we interviewed David Biliter from First Citizens, a program that holds the #1 position for household revenue penetration. We were also joined by Matt Barhorst of Ameriprise, one of the top BDs in the nation..
Creating a culture of advice
Removing friction from the process
Creating a career path towards Second Story Advisors
Earning the trust of lenders
Getting past the “$300K GDC Wall”
Creating a fully functional remote advisor center
Having client discussions about the Protection Need
Success Beyond Market Performance
Tim Sease, the 26 year veteran of South State Bank, and Sam Nasser, a 17 year veteran of the third-party BD world currently with Ameriprise, join us for a discussion on revenue drivers net of market performance, differentiation, leveraging planning in a low interest rate environment, covering the protection need, meeting our real competition head-on, and the importance of culture.
Continuing Our Channel’s Momentum
Chris Melton of Ameriprise and Tim Killgoar of Raymond James discuss how to continue 2021’s gravity-defying momentum, best-practice differentiators, competing with other channels, and recruiting.
Strategic Roadmap for Second Half of 2021
This month we are joined by Pete Dunlap of Citizens Bank, Jim Fujinaga of Hancock Whitney, and Kyle Stroud of Centennial Bank. In addition to industry trends our panel discusses the strategic initiatives driving their programs through 2021 and beyond including client segmentation, rep force tiering, increasing financial planning, working the bank, and becoming a “Trusted Advisor”.
1Q Game Review – 2Q Game Plan
This month we are joined by Jonathon Allen of Wescom, Jim Ferry of ESSA Bank and Trust, and Jim Nonnengard of Regions Bank.
In addition to reviewing first quarter performance and second quarter outlooks, this episode dives into strategic issues such as reassessing advisor branch coverage, successful asset gathering tactics, critical 2021 initiatives, the importance of servicing the Protection need, and the ESG investing trend.
A big thank you to Ameriprise for making these episodes possible!