Welcome to episode 50!!!

In this episode with Alex Sarafianos of Regions and Tory Sherman of Comerica we focus on the creative evolution of compensation structures. We discuss elements including the following:

• Grid structure
• Scorecard strategies
• Second Story advisor comp
• Non-monetary incentives
• Alignment with institutional goals

In this episode with Don Clark of Wintrust and Matt Griffin of Steward Concepts we focus on the best discovery questions and how a good Discovery Process can be the key to your program’s success, and the success of advisors in general.

A good Discovery Process is critical to working with the majority of client assets. As we always say, “Your process is your product”. It is the only thing that differentiates you. It defines your client experience. It is your value proposition. And Discovery is the most important part of your process!

In this episode we discuss the dynamics around charging for financial planning, and we cover the following related topics: 

• Should you charge, and if so, how much?
• What defines a plan?
•  Is bundling serves a better strategy than charging for planning alone?
•  What is the evolution of fee-based services?
• How will the next generations impact these strategies? 

Our guests are John Olerio from Lighthouse CU and Wes Lacey from Ameriprise.

This episode dives into the finer points of succession planning including the following:

• the structure of a good succession plan
• the advisor partnership transition
• career tracking implications
• compensation, client transitions
• leveraging a good succession plan to differentiate the recruiting process

Our guests are Merrill Stewart from Allegacy Federal Credit Union and Kyle Stroud from Centennial Bank.

This new podcast episode is derived from the “Breaking News” BISA webinar conducted last week in response to current market conditions.

Join John Olerio, BISA President and Head of Wealth Management at Lighthouse CU, Kevin McCarthy, SVP at Synovus Securities, and Anthony Saglimbene, Chief Market Strategist at Ameriprise for a timely 30-minute discussion on how you should be working with your clients during extreme market volatility.

Topics include:

• Coaching advisors to handle client anxiety as well as their own anxiety.
• Managing proactive communication.
• Building trust
• Helping clients stay the course.
• The importance of financial planning
• Leveraging the learning moment for advisors who don’t do enough financial planning.

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