BISA Industry TrendWatch

In this episode we discuss the evolution of client expectations, optimizing the client experience via technology, leveraging client data, varying generational preferences, and contributing to financial wellness. Our panelists are the following: Jane-ellen Porter – Wilmington Advisors @ M&T Erin Candler - Wilmington Advisors @ M&T Terry Powell – Randolph Brooks Federal Credit Union Wes Garn...

In part two of this episode we will continue our discussion about the importance of servicing protection needs based on our believe that to be a true Trusted Advisor you must not only help your clients manage their assets, but also make sure they protect their assets. And insurance is a critical part of a de-commoditized relationship containing trust, longevity, majority wallet share, and hence… p...

This episode was recorded in September, which is life insurance awareness month. As many of our listeners know we passionately believe that to be a true Trusted Advisor you must not only help your clients manage their assets, but also make sure they protect their assets. And life insurance is a critical part of a de-commoditized relationship containing trust, longevity, majority wallet share, and...

This episode is a continuation of last month’s episode on advisor recruiting. We are joined by Bob Corsarie from Fifth Third Bank, and Iain Balfour from Ameriprise to discuss topics including recruiting the next generation of financial advisors, female advisors, recruiting internally, leveraging internships, mentorships, social media, and technology. As well as the best sources for candidates.

For this episode we are joined by Jim Fujinaga of Hancock Whitney, and Iain Balfour of Ameriprise to discuss the ever-increasing advisor recruiting challenges , how to overcome them, the related financial institution value proposition, home growing talent, and succession planning.

For this episode we discuss “One Wealth” with Rebecca Robinson from Zions, and Erik Pinter from Old National . We ask them about the inherent challenges of integrating all departments related to wealth management into a seamless and integrated offering for the appropriate clients of our institutions, and explore how to make progress towards that goal. We also discuss what "One Wealth" should look...

This month we discuss how to foster cross-departmental relationships to provide integrated wealth management, thoughts on how AI will affect our industry , and how to get better at helping clients protect their assets. Our guests are Don Clark from Wintrust , and Terry Powell from Randolph Brooks .

For this episode we will discuss managing the program and clients through the current banking crisis as well as the interest rate environment. We also continue our exploration of the evolution from “Investment Services” to “Wealth Management”, the value of a Wealth Management program to the institution, how to leverage financial planning, and the importance of helping clients protect their assets.

For this episode with Kevin McCarthy from Synovus and Chris Melton from Ameriprise we discuss strategic initiatives that moved the needle in 2022 and the follow through that is planned for 2023. We will also continue our exploration of the evolution from “Investment Services” to “Wealth Management”. And make sure to listen to the end where we make our Super Bowl predictions! Disclosure - BISA is n...

For this episode we dig deeper into a subject we’ve started exploring in previous episodes, and that is Wealth Management. Specifically, what is the difference between Investment Services and Wealth Management. How does Trust and Private Banking figure into the equation? How does compensation factor in? How is teamwork optimized across departmental lines? And Rhomes Aur, CEO at First Horizon Advis...

For this episode we focus on the most effective ways to gather assets”. Our primary objective as “Trusted Advisors” should be to manage and protect the majority of our client’s assets. That is exactly what being a Trusted Advisor is all about. We will explore how to do this… the discovery process, integration of wealth management into the overall organization, the importance of helping clients pro...

This month we will continue a topic we initiated last month where we explored the concept of being a “Trusted Advisor”. In our opinion all advisors should strive to be Trusted Advisors. But how do you know when you’ve accomplished that? How do you know when you’ve “arrived”? We explore these topics and others including: What does it mean to be a Trusted Advisor? What do you have to do to become a...

For this episode, in addition to trends in our channel, we will discuss what it means to be a Trusted Advisor within the evolving landscape of Wealth Management. Our guests are a successful advisor and his manager from Regions Investment Services. Topics include: Engendering trust to attract and retain assets Differentiating your process Managing through volatility Segmentation Leveraging staff

In addition to discussing how to thrive in a volatile market we follow up on the discussion from our last episode - our channel’s transition from investment services to wealth management. Is it real or window dressing? What are the emerging best-practices? Topics include: What is Wealth Management? Best-practices during market volatility Advisor tiering Teamwork with Private Banking and Trust Prot...

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.

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 dis...

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 challen...

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 o...

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 re...

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 R...

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.

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  M...

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.

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.

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” .