BISA Industry TrendWatch

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” .

This month we are joined by Jonathon Allen of Wescom, Jim Ferry of ESSA Bank & Trust, and Jim Nonnengar d 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 n...

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 .

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.

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 W...

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...

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.

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-looki...

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.

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 the...

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 a...