• 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

• Strategies for targeted recruiting
• Balancing home growing talent with recruiting new talent
• Recruiting next-geners
• Effectively expressing your value proposition
• Retaining top talent

• 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-oriented association.
• Intriguing initiatives on the horizon.

 Please join us for this unique discussion as we all prepare for this year’s BISA annual conference!

• 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 Stathis and Bob Mittel as they explore these important elements of teamwork.

• Creating a single Source of Truth
• Leveraging AI for CRM optimization
• Data and the 360-degree client view
• Advisor adoption

This 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.

Join our guests for this insightful conversation.

• Pete Dunlap – Citizens Bank
• Michael Miroballi – Huntington Bank
• Terrence Powell – Randolph Brooks FCU

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

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!

• 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.

• 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 Bank.

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 trust
• Helping clients stay the course.
• The importance of financial planning
• Leveraging the learning moment for advisors who don’t do enough financial planning.

Our guests are:

• Pete Schmidt of BMO Financial Services
• Brian Venn of California Credit Union

• How to create differentiation.
• How top advisors execute their differentiation strategies.
• Leveraging niches.
• Becoming subject matter experts within those niches.

• 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

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.

• 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

• 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

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.

• Successful advisor mentorship structures
• Rookie advisor career pathing
• Succession planning mentorships
• Mentorship mistakes to avoid

Our guests for this discussion are…

• Solomon Schmidt – National Executive of Wealth – Key Investment Services
• Matthew 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!

• Jane-ellen Porter – Wilmington Advisors @ M&T
• Erin Candler - Wilmington Advisors @ M&T
• Terry Powell – Randolph Brooks Federal Credit Union
• Wes Garner - Randolph Brooks Federal Credit Union

Our 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.

Our guests once again are…

• Jonathan Allen – Wescom Financial Services
• Ryan Hughbanks – Ameriprise
• David Jabczenski – Wescom Financial Services
• Lisa Young – Rise Private Wealth Management

• Jonathan Allen – Wescom Financial Services
• Ryan Hughbanks – Ameriprise
• David Jabczenski – Wescom Financial Services
• Lisa Young – Rise Private Wealth Management

Disclosure - BISA is not affiliated with Ameriprise Financial, Inc.

• What does it mean to be a Trusted Advisor?
• What do you have to do to become a trusted advisor?
• What does it take for clients to give you 100% of their assets to manage?
• How many clients can a Trusted Advisor serve?
• What are the benefits of being a Trusted Advisor inside a bank or credit union?

Our guests include:

• Matt Griffin – Financial Advisor/Manager director- Steward Concepts (Matt manages 100% of almost all his clients investable assets.)
• Rob Cosentino – Wealth Consultant – Webster Investments
• Dan Pellegrino – Sales Manager Webster Investments

The opinions voiced in this podcast are for general information only and are not intended to provide specific advice or recommendations for any individual. To determine which strategies or investments may be suitable for you, consult the appropriate qualified professional prior to making a decision.

 Securities and insurance offered through LPL or its affiliates are:

__________________________________________________________________

• Not Insured by FDIC or Any Other Government Agency
• Not Bank Guaranteed
• Not Bank Deposits or Obligations
• May Lose Value

___________________________________________________________________

Securities and advisory services are offered through LPL Financial (LPL), a registered investment advisor and broker-dealer (member FINRA/SIPC). Insurance products are offered through LPL or its licensed affiliates. Webster Bank and Webster Investments are not registered as a broker-dealer or investment advisor. Registered representatives of LPL offer products and services using Webster Investments, and may also be employees of Webster Bank. These products and services are being offered through LPL or its affiliates, which are separate entities from, and not affiliates of, Webster Bank or Webster Investments.

Webster Bank, Webster Investments, and LPL Financial are not affiliated with any of the other referenced entities.

• Engendering trust to attract and retain assets
• Differentiating your process
• Managing through volatility
• Segmentation
• Leveraging staff

Topics include:

• What is Wealth Management?
• Best-practices during market volatility
• Advisor tiering
• Teamwork with Private Banking and Trust
• Protecting client assets

We also talk about our favorite entertainment, travel, and wine apps!

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 discuss the strangest food we've ever eaten :-)

Discussion topics include:

• Client communications related to economic uncertainty.
• The biggest challenges of this year.
• Standardizing Service Level Agreements.
• Strategic initiatives that are working.

We also discuss who the most famous person is our panelists ever met!

Topics include:

• Making our channel more attractive to women
• Advice for women just starting out in our industry
• Thoughts on effectively recruiting women
• Gratifying "women's power" moments

We also discuss things that the panelist's work colleagues don't know about them :-)

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 referrals
• Leveraging the digital experience
• The Remote Advisor profit center
• Second Story growth

Oh boy, we also make Super Bowl predictions…

• New measurements of success
• Reinvention of branches
• Fee-for-service
• Providing choice - the RIA factor
• Attracting the NextGens

We also talk about the best concerts we saw in 2021 :-)

Come join us!

 Topics include:

• Creating a culture of advice
• Removing friction from the process
• Creating a career path towards Second Story Advisors
• Cross-departmental cooperation
• Earning the trust of lenders
• Getting past the “$300K GDC Wall”
• Creating a fully functional remote advisor center
• Having client discussions about the Protection Need

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”.

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 need, and the ESG investing trend.

A big thank you to Ameriprise for making these episodes possible!

 For this discussion we are joined by Frank Consalo of Citi Personal Wealth Management, Sam Guerrieri of Canandaigua National Bank & Trust, and Matt Griffin of Steward Concepts. Matt is a high-end Managing Partner of a six-person team who exemplifies a model that may drive our future growth.

 This special episode is presented in two parts.

 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 business is re-defining our channel, thoughts on the evolution of fee-for-service models, and the thinking behind transitioning from running your own broker-dealer to leveraging a third-party broker dealer.