Stathis-Mittel Industry Leadership & Success

This episode focuses on a no capital expenditure turn-key initiative to generate non-interest-income by protecting client assets. We dig into the working arrangement between two companies that has generated impressive results in a short period of time. Discussion points include: Data-driven customer segmentation Multi-channel engagement (including direct mail, email, and social media) Robust inter...

This summary provides the key lessons learned and primary take-aways from episode 20, a case study on a turn-key asset protection strategy for financial institutions.

While just about everybody in our audience is familiar with the large broker dealers that serve the bank and credit union channels, there are other options that most are not familiar with. These options tend to be smaller boutique broker dealers that offer their own unique benefits and value propositions which could be very beneficial in many circumstances. In this episode we explore one of those...

In this episode we discuss how a comprehensive wealth management program is a cornerstone for financial institutions seeking to expand their customer base and cultivate profitable relationships. How these programs allow an institution to service more needs and thereby create loyal relationships with clients, gather more assets, and increase per-client revenue and profitability. When done well thes...

In this episode we discuss how LBE programs, when done right, form an effective bridge between the institution and the wealth program. How to select and compensate LBEs. Career pathing, success stories, avoiding past mistakes, and more. Our guests are: Tiger Booker – LPL Kelly Meany - LPL Chuck Shreve – Fremont Bank David Simula – SAFE CU A big THANKS to LPL for being a sponsoring partner on this...

In this episode we continue the discussion on the journey to “One Wealth” that we began in Part One. We’ll cover topics like effective leadership, measuring success, driving the culture, creating awareness, among others! Our guests are: Rebecca Robinson – Zions Chris Considine - Zions Carolyn Bradshaw - LPL Chris Cassidy – LPL  Our guests discuss how Zions as eliminated "fences" and climbed i...

In this episode we have a fascinating discussion on the journey to “One Wealth” and the related topics of teamwork, the client experience, compensation, technology, and related best practices. Our panel consists of the following: Rebecca Robinson - Zions Bancorporation Rhomes Aur – First Horizon Christopher Cassidy – LPL

In this episode we discuss aligning the proper dynamics for financial planning to have a significant impact on the quality of client relationships and the resulting business growth. We address user adoption, client engagement, plan delivery, and related best practices. Our panel of experts includes: David Ellman – Team Leader, Bank of the West Robert Gewecke – Private Client Advisor, Bank of the W...

In this episode we discuss what it takes to stay relevant in the wealth management space as acute technology disruptors, generational shifts, and quickly evolving client expectations present existential challenges. Our panel consists of Mike Prior from Priority Financial Group, a third-party RIA, Jim Fujinaga from Hancock Whitney, and David Zimmerman , who ran the wealth program at Atlantic Union...

This episode focuses on how to leverage the variety of LTC options to close the gap between those that have coverage, and those that need coverage. And doing it in such a way that positions you as a subject matter expert, helps educate your clients, and enables you to become a Trusted Advisor and grow your asset base. To do this we have assembled a group of subject matter experts from three differ...

Four top women advisors discuss topics such as what has contributed to their success, advice they have for male advisors, advice for firms looking to hire more women advisors, and the importance of effectively attracting and serving the women’s market. We would like to thank  Raymond James  for partnering with us to make this episode possible.

In this special episode of Industry Leadership & Success called “Optimizing Advisor Recruiting” Jennifer Tedder of Cetera Financial Institutions interviews Scott Stathis on how to successfully optimize the advisor recruiting process. Topics include the following: How the most successful firms recruit advisors Adding the necessary rigor to the recruiting process When to add more advisors Adding...

This best-practices discussion with a panel of three subject matter experts focuses on leveraging the policy review process to enable advisors to do a better job helping clients protect their assets. We’ve always said that if an advisor is helping clients grow their assets but not protect their assets, they are doing only half their job. Servicing the protection need is a relationship develop...

What’s Driving Life Settlement Growth? 85% of term policies and 88% of universal life policies will expire, lapse, or be surrendered before a death benefit is paid - a significant loss for the policyholders. $200 billion worth of life insurance will be surrendered or lapsed annually through 2027. 55% of client’s don’t know they can sell their life insurance. The life settlement industry is growing...

This episode is a case study on how to increase financial planning adoption and the resulting program productivity effects. We learn about effective training strategies, success measurement, and business impact. Hosts: Scott Stathis  and  Bob Mittel Discussion Guests (alphabetical order): Ken Flaherty - SVP Chief Sales Strategy Officer at Frost Brokerage Angela Holliday - President at Fr...

In this episode we talk with industry executives who have recently conducted broker dealer due diligence projects and tackled conversions. We discuss lessons learned and extract best practices.

In this episode called “ Servicing the Protection Need ”, we discuss the critical importance of not only helping clients grow their assets, but also helping them protect their assets . We talk with five subject matter experts on topics ranging from leveraging the middle-market dominance of banks for life sales, removing life sales obstacles, the single best way to jump-start life sales, and effect...

Change has been non-stop in recent years and adaptability is now the difference between success and failure in our industry. Today’s episode is a discussion with six executives with varying perspectives on how adaptability is critical to future success. The discussion covers topics such as the need for strategic change, adapting to reduced branch traffic, recruiting for adaptability, maximizing in...

In this episode, titled “Fixing Life Insurance Sales” we focus on achieving success in life insurance sales. The discussion topics include the recent and significant changes in life insurance distribution and purchasing trends, eliminating sales obstacles, client and distribution segmentation strategies, “Term Laddering” approaches, and effective mining of valuable life application data. Hosts: Sc...

This episode is a discussion with some of our channel’s most successful program managers based on Bank Investment Consultant’s 2020 Top Program Manager rankings. When assessing these rankings and looking only at the banks that use third-party broker dealers, five out of the top ten program managers from these banks were from Raymond James programs. Separately, and as impressively, we noticed that...

In this episode we talk with executives and advisors from the bank and credit union channel about the “aha moments” they’ve experienced while working remotely through the COVID crisis that will forever change, for the better, the way they’ll work going forward.  We hear them discuss the efficiencies that were always available but not realized until now. The technologies they thought were to a...