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This episode delves into the factors that contribute to successfully leveraging sales assistants. The discussion includes topics such as:Structuring sales assistant resourcesSales assistant gearing ratiosEarning a sales assistantAdvisor contribution to SA compSales Assistant career pathsJoin Jonathon Allen of Wescom Financial, and Najib Khan of Langley Financial Services, along with Scott Stathis and Bob Mittel as they explore these important elements of teamwork.

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 TruthLeveraging AI for CRM optimizationData and the 360-degree client viewAdvisor adoptionThis episode is recorded from a BISA sponsored webinar where we were joined by Solomon Schmidt of KeyCorp and Brian Venn of California Credit Union, with cross-channel insights and commentary provided by Chris Melton from Ameriprise.

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 BankMichael Miroballi – Huntington BankTerrence Powell – Randolph Brooks FCU

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 structureScorecard strategiesSecond Story advisor compNon-monetary incentivesAlignment 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 differentiates you. It defines your client experience. It is your value proposition. And Discovery is the most important part of your process!

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 Olerio from Lighthouse CU and Wes Lacey from Ameriprise.

This episode dives into the finer points of succession planning including the following:the structure of a good succession planthe advisor partnership transitioncareer tracking implicationscompensation, client transitionsleveraging a good succession plan to differentiate the recruiting processOur guests are Merrill Stewart from Allegacy Federal Credit Union and Kyle Stroud from Centennial Bank.

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 clients during extreme market volatility.Topics include:Coaching advisors to handle client anxiety as well as their own anxiety.Managing proactive communication.Building trustHelping clients stay the course.The importance of financial planningLeveraging the learning moment for advisors who don’t do enough financial planning.

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 ServicesBrian 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 niches.

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 incoming BISA President)Tom Hufton from The State Bank

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 co-host is Chris Melton from Ameriprise.

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 miningLeveraging data across channelsUsing data to identify advisory and planning prospectsUsing 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

In this episode we discuss working effectively as a team cross-departmentally to better and more seamlessly service a broader array of client needs, and consequently manage more assets. We cover subjects that include embracing the value propositions of other departments, collaborative discovery meetings, and supercharging referral flow.Our guest is Merrill Stewart of Allegacy Federal Credit Union who has done a very impressive job of integrating wealth management into the institution and unifying the organization.

In this episode we will discuss the following:Successful advisor mentorship structuresRookie advisor career pathingSuccession planning mentorshipsMentorship mistakes to avoidOur guests for this discussion are…Solomon Schmidt – National Executive of Wealth – Key Investment ServicesMatthew Griffin - Managing Director – Steward Concepts (Family Trust CU)Jason Driver – Financial Advisor – Steward Concepts (Family Trust CU)Join us for valuable insights on implementing a successful mentorship program!

For this episode titled “The State of Advisor Training” we discuss current tactics and challenges related to advisor training as our channel evolves from a transactional-based model to more of a relationship-based wealth management model. Part of that equation is also the growing prominence of technology as an enabler in that regard, and how those dynamics affect training strategies. Join us as our panelists, David Chan from Citibank, and Joshua Hinsch from Ameriprise provide insights.

In this episode we discuss leveraging technology to enhance the client experience, engender trust, optimize client discovery, identify next best actions, and strike a balance between high-tech and high-touch. Our guests include Jonathon Allen, President of Wescom Financial Services, and Scott B. Wilkins, VP of Ameriprise’s Advisor Business Development Group

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&TErin Candler - Wilmington Advisors @ M&TTerry Powell – Randolph Brooks Federal Credit UnionWes Garner - Randolph Brooks Federal Credit UnionOur special co-moderator for this episode is Chris Melton from Ameriprise Financial.We would like to thank Ameriprise Financial for making this podcast series possible.