BISA Industry TrendWatch

The annual review is one of the most valuable—and most inconsistently used—client touchpoints in an investment program. Too often, it becomes a backward-looking performance recap instead of a forward-looking relationship conversation. This episode explores how program managers can give advisors a consistent annual-review framework that elevates service, uncovers unmet needs and held-away assets, a...

Protection strategies are the “glue” that holds a plan together when illness, disability, care needs, or death disrupt it. The advisors and institutions most likely to gather and retain assets are those that ask better questions, uncover and solve for risks before they become crises, involve the family, and coordinate the right expertise. In part two of this discussion, we cover how to get more ad...

This two-part episode discusses how protection planning is both a client-care discipline and a growth strategy. The advisors and institutions most likely to retain assets are those that ask better questions, uncover and solve for risks before they become crises, involve the family, and coordinate the right expertise. The practical challenge from this episode is straightforward: do not try to sell...

Do you have a book segmentation strategy, and if so, how is it structured, and how is it enforced? ... That is the starting point for this episode’s discussion on Advisor Book Segmentation. We then dive into the details including, service level requirements, ideal number of clients in a book, advisor buy-in, and more.61 Join us as Hatem Benjamin from Huntington Bank, Wes Lacey from Ameriprise, and...

For episode #60 we discuss the finer points of advisor sunsetting including structure, timelines, book beneficiary selection, earn-out models, preserving relationships, protecting clients, creating opportunities for the next generation talent, preserving trust, and leveraging a good sunsetting plan for recruiting purposes. Our panel is made up of David Biliter from First Citizens, Keith LeBlanc fr...

Listen in on this discussion of the realities of OneWealth as we discuss leadership alignment, operational integration, compensation, the client experience, data, and segmentation.

For this episode we discuss leveraging data for initiatives such as: Enhancing client engagement Increasing wallet share Targeted marketing Recognition of life events Money in motion Measuring the success of your data-centric initiatives Join our guests Tim Sease of South State Bank and Kimberly Sterling of Ameriprise for this engaging discussion!

Join us for this dynamic discussion where we cover 5the following topics: Targeted digital marketing Fully automated campaigns AI marketing leverage Marketing segmentation Our guests are: John Harshman of First National Bank Rich Koll of Alma Bank LeAnn Rummel of Cetera

On this episode of BISA TrendWatch we discuss managing through the competitive advisor recruiting environment with Christopher Peacock of Third Coast Bank and Marcos Ubinas of Regions Bank . We cover critical recruiting elements including the following: Strategies for targeted recruiting Balancing home growing talent with recruiting new talent Recruiting next-geners Effectively expressing your val...

For this episode we discuss the evolution of BISA, the most influential organization in our industry. Our guests are John Olerio , the current and outgoing President, and Jane-ellen Porter , the incoming President. We cover topics such as: BISA’s evolving value proposition. The growth opportunities for our channel that BISA plans to focus on. The embracing of credit unions by an historically bank-...

This episode delves into the factors that contribute to successfully leveraging sales assistants. The discussion includes topics such as: Structuring sales assistant resources Sales assistant gearing ratios Earning a sales assistant Advisor contribution to SA comp Sales Assistant career paths Join Jonathon Allen of Wescom Financial, and Najib Khan of Langley Financial Services, along with Scott St...

A solid CRM strategy is crucial for any financial institution that wants to thrive in today’s competitive environment. This discussion shares strategies and best practices to enhance your customer relationships and grow your program by leveraging data and your CRM solution. Subjects include: Creating a single Source of Truth Leveraging AI for CRM optimization Data and the 360-degree client vi...

In this episode we discuss how the use of video meetings has evolved since the pandemic. How these meetings have been optimized, how client acceptance of these meetings has evolved, the generational impact, remote advisors, and virtual meeting rooms in branches. Join our guests for this insightful conversation. Pete Dunlap – Citizens Bank Michael Miroballi – Huntington Bank Terrence Powell – Rando...

Join Donna McNeely of Kinecta Federal Credit Union and Vance Richard of b1 Bank for episode 51 as we have an insightful discussion on finding and motivating the best associate advisors by designing a compelling and effective career path, as well as mentorships, timelines, and teaming.

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 diff...

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 O...

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 Ba...

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 cl...

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 nic...

 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...

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...

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

Compelling new podcast episode featuring Kimberly Cole and Mike Wyatt of Ameriprise where we discuss the following: Developing relationships with COIs inside and outside the institution. The best COIs to work with. How to build trust with COIs. Fostering two-way referrals. Community building with COIs