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.

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 & 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!

Leadership Perspectives – Feb-March 2021

For this episode we are joined by Jane-Ellen Porter of People’s United, and Vance Richard of First Horizon. In addition to industry trends this episode dives into strategic issues such as centralized financial planning, employing insurance specialists, the importance of cross-departmental relationships, sales force tiering and nurturing book-based advisors.

A Look Ahead – Part Two

Part Two picks up the discussion right were we left off in Part One with Frank Consalo of Citi Personal Wealth Management, and Matt Griffin of Steward Concepts, a boutique financial institution affiliated firm. We discuss the need to attract more young talent to our industry, creating trust in advisor/client relationships, selling peace of mind, attracting all the client’s assets, and more.

A Look Ahead – Part One

In Part One of this special edition of BISA Industry TrendWatch titled “A Look Ahead – 2021 and Beyond”, not only will we cover the latest trends in the financial institutions channel but will we also look ahead through 2021 and beyond at the critical strategic initiatives that will drive the future success of our channel.

 For this discussion we are joined by Frank Consalo of Citi Personal Wealth Management, Sam Guerrieri of Canandaigua National Bank & Trust, and Matt Griffin of Steward Concepts. Matt is a high-end Managing Partner of a six-person team who exemplifies a model that may drive our future growth.

 This special episode is presented in two parts.

2020 Wrap-Up

In this special extended 2020 wrap-up episode we discuss the road ahead with Paul Haines of Middleburg Financial/Atlantic Union Bank, Richard Marsh of M&T Securities, and Chris Melton of Ameriprise.

 In addition to where trends are leading us, the discussion includes how financial planning strategies are driving business growth, a focus on growing existing books of business, how advisory business is re-defining our channel, thoughts on the evolution of fee-for-service models, and the thinking behind transitioning from running your own broker-dealer to leveraging a third-party broker dealer.