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.

Month in Review – Oct/Nov 2020

In this episode we are joined by Angela Holiday of Frost Brokerage Services, Kevin McCarthy of Truist Wealth, and Josh Searcy of Independence Bank. In addition to the monthly trends, we will hear them discuss what has powered program success through this year of challenges, and critical 2021 strategic initiatives influenced by lessons learned during the pandemic.

Month in Review – Sept/Oct 2020

Join Scott Stathis and Bob Mittel for a discussion with Bob Corsarie of Fifth Third Securities, John Hoffman of Ameriprise and Kevin Mummau of Cuso Financial/Sorrento Pacific. Topics discussed include monthly trends, how 2020 has gotten back on track, the surprising spike in life insurance sales, new strategies and business models evolving from the pandemic, and their forward-looking optimism.

August 2020 Month in Review

This month we are joined by two BISA Board Members and bank brokerage program leaders, Dorothy Mitchell of US Bancorp and Paul Hansen of Key Bank. In addition to the monthly trends, we will hear them discuss how their top producers have embraced virtual meetings and the planning process. They also cover life insurance awareness month initiatives, and the 2021 planning process.

July 2020 Month in Review

This month we are joined by Wallace Harris Jr. of BMO Harris, Rich Koll of Investors Bank, and Bob Thompson of S&T Wealth Management, a financial advisory practice of Ameriprise Financial Services, LLC. In addition to the monthly trends, we will hear them discuss the surge in three-year fixed annuity sales due to the “rate play”, how the pandemic gave clients time to focus on getting their financial houses in order, and how remote work forced advisors to not be dependent on their branches for new business.

June 2020 Month in Review

In this episode we are joined by Mike Miroballi and John Olerio who run the investment programs at Huntington Bank and Webster Bank respectively. In addition to discussing June’s sales trends, they also discuss their surprising July revenue surges, factors that are offsetting revenue declines being experienced by others, advisors that are rising to the top during the crisis, and initiatives that are helping them buoy sales.