Evolution of Business Models in our Channel

From investment management to wealth management, basic investment guidance to specialty investment guidance (like ESG), commissions to fees, things are changing in our channel. Join Jacinda Norvell, Senior Managing Director at Truist Wealth, and Cheryl Sutter, a leading advisor at American National Bank of Texas, as we discuss where things are headed.

The Evolution of Investment Services to Wealth Management

What’s the difference between “Investment Services” and “Wealth Management”, and how do we transition from one to the other? That’s what we discuss in this episode of BISA TrendWatch.

Our panelists are Scott Ford from US Bancorp and Josh Hinsch from Ameriprise.

In addition to defining true Wealth Management, we discuss advisor tiering, a team-based approach, and attracting top talent.

We also discuss the strangest food we’ve ever eaten 🙂

Managing 2022’s Challenges

Our panelists for this episode include an executive who manages one of the more successful programs in our channel, and an industry veteran known for his work with the entirety of a financial institution to assure alignment of critical strategic initiatives across the framework of an organization.

Discussion topics include:

  • Client communications related to economic uncertainty.
  • The biggest challenges of this year.
  • Standardizing Service Level Agreements.
  • Strategic initiatives that are working.

We also discuss who the most famous person is our panelists ever met!

Women in the Lead

In this special episode honoring Women’s History Month we feature four successful women in our channel who have each made unique contributions to making our industry a better place to work for women aspiring to be financial service professionals. Our discussion focuses on what it takes to be a female leader in our channel, and what advice our guests have for women who may be just starting out in our industry.

Topics include:

  • Making our channel more attractive to women
  • Advice for women just starting out in our industry
  • Thoughts on effectively recruiting women
  • Gratifying “women’s power” moments

We also discuss things that the panelist’s work colleagues don’t know about them 🙂

Growth Beyond the Branches

The topic for this episode is “Growth Beyond the Branches” and we use BISA’s recent research report of the same name as a basis for the discussion. Our guests are Mike Miroballi of Huntington, and Brian Surovik of Ameriprise.

Topic covered include:

  • The evolving role of the branch
  • The future of the branch-based advisor
  • Branches as “community centers”
  • Countering less referrals with higher quality referrals
  • Leveraging the digital experience
  • The Remote Advisor profit center
  • Second Story growth

Oh boy, we also make Super Bowl predictions…

Goodbye 2021 Hello 2022 – Lessons Learned

For this episode we’re joined by executives leading the charge in three third-party broker dealers that serve our channel: Chris Melton of Ameriprise, Jim Norwood of Securities America, and Dan O’Brien of LPL. We discuss leveraging lessons learned in 2021 to get off to a fast start in 2022. Topics include:

  • New measurements of success
  • Reinvention of branches
  • Fee-for-service
  • Providing choice – the RIA factor
  • Attracting the NextGens

We also talk about the best concerts we saw in 2021 🙂

Come join us!

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..

 Topics include:

  • Creating a culture of advice
  • Removing friction from the process
  • Creating a career path towards Second Story Advisors
  • Cross-departmental cooperation
  • 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.