In this episode we discuss the journey from transactional to advice-based and the related cultural change including topics like the client engagement process, engineering the transition, related hiring practices, nurturing rookies, and related mistakes to avoid.

Our guests are:

• Pete Schmidt of BMO Financial Services
• Brian Venn of California Credit Union

In this discussion with Robert Corsarie, CEO of Fifth Third Securities, and Terry Powell, Investment Program Manager of Randolph Brooks FCU, we discuss differentiation – a critical component of a successful practice. We cover the following:

• How to create differentiation.
• How top advisors execute their differentiation strategies.
• Leveraging niches.
• Becoming subject matter experts within those niches.

In this episode we discuss the following:

• What effective community building means for a financial institution.
• How community building helps achieve business objectives.
• The types of organizations should be targeted for community building.
• Becoming subject matter experts in the community.
• Community building success stories.

Our guests for the episode are:

• John Olerio from Lighthouse FCU (and incoming BISA President)
• Tom Hufton from The State Bank

42In this episode titled “Second Story Advisor Success” we discuss the qualities that make a good book-based advisor, increasing wallet share, AUM, and client retention. In addition we discuss how these second story advisors can be effective mentors.

Our guests are Jane Ellen Porter from Wilmington Advisors at M&T, and Kevin McCarthy from Synovus Financial Services. And our special guest co-host is Chris Melton from Ameriprise.

In this episode titled “Leveraging Data for Growth”, with Brian Venn from California Credit Union and Chris Melton from Ameriprise, we discuss the following: 

• Taking an active approach to data mining
• Leveraging data across channels
• Using data to identify advisory and planning prospects
• Using data to right-size advisor books

In this episode we discuss working effectively as a team cross-departmentally to better and more seamlessly service a broader array of client needs, and consequently manage more assets. We cover subjects that include embracing the value propositions of other departments, collaborative discovery meetings, and supercharging referral flow.

Our guest is Merrill Stewart of Allegacy Federal Credit Union who has done a very impressive job of integrating wealth management into the institution and unifying the organization.

In this episode we will discuss the following:

• Successful advisor mentorship structures
• Rookie advisor career pathing
• Succession planning mentorships
• Mentorship mistakes to avoid

Our guests for this discussion are…

• Solomon Schmidt – National Executive of Wealth – Key Investment Services
• Matthew Griffin – Managing Director – Steward Concepts (Family Trust CU)
• Jason Driver – Financial Advisor – Steward Concepts (Family Trust CU)

Join us for valuable insights on implementing a successful mentorship program!

For this episode titled “The State of Advisor Training” we discuss current tactics and challenges related to advisor training as our channel evolves from a transactional-based model to more of a relationship-based wealth management model. Part of that equation is also the growing prominence of technology as an enabler in that regard, and how those dynamics affect training strategies. Join us as our panelists, David Chan from Citibank, and Joshua Hinsch from Ameriprise provide insights.

In this episode we discuss leveraging technology to enhance the client experience, engender trust, optimize client discovery, identify next best actions, and strike a balance between high-tech and high-touch. Our guests include Jonathon Allen, President of Wescom Financial Services, and Scott B. Wilkins, VP of Ameriprise’s Advisor Business Development Group