Bank Investment Consultant articles from February 2007

Bank Investment Consultant archives from February 2007

Keeping Score.
February 1, 2007... This month's cover story features the TPM report card, a biannual bank ranking of the most prominent third-party marketers in the country. The report card has proved controversial in the past. BIC's news story on the last report, in our...

Production Is Up at Community Banks.
February 1, 2007... Sales of investment products in community banks and credit unions picked up in October, the second consecutive increase in two months, according to a January 3 joint report by Kehrer-LIMRA and third-party marketer Invest. Bank brokerage...

New Rule Could Sweeten Referral Fees.
February 1, 2007... Regulators have proposed long-awaited rules to determine the size of fees banks can pay employees to refer customers to broker-dealer affiliates. The proposal, made by the Securities and Exchange Commission and the Federal Reserve, makes...

Income Market "Has a Long Way to Go".
February 1, 2007... Annuity providers are still only in the early stages of creating the type of products specifically geared to retirement income. "The industry is beginning to focus on the retirement income issue, but most people would acknowledge that there's a...

ING Seeks Distribution Boost From Banks.
February 1, 2007... Robert Crispin, the top executive at ING Investment Management Americas, says his firm expects to distribute more of its products through banks this year, as banks continue their move to broader, open-architecture platforms. Crispin, the...

TPM Report Card: How banks rate third-party marketers on everything from marketing to technology.
February 1, 2007... Third-party marketers earned an OVERALL grade of B in the "Banker's Report Card on Third-Party Marketing Companies," from the 2006 Study of Bank Brokerage & Retail Investment Services conducted by American Brokerage Consultants and American...

TPM Report Card.
February 1, 2007... BANKERS' REPORT CARD ON THIRD-PARTY MARKETING COMPANIES Rank Order Score Grade Rank Investment Professionals 4.48 A- 1 Raymond James Financial Services 4.18 B+ 2...

And the Winner Is...An inside look at the Report card's top three third-party marketers.
February 1, 2007... Name: Investment Professionals Location: San Antonio, Texas Number of Bank Clients: 73, ranging from $50 million to $5.5 billion in size Footprint: 23 states, primarily southern, with a recent signing in Pennsylvania ...

The Go-To Guy: Jack Salemi provides his elderly client with a lot more than financial planning or products.
February 1, 2007... If you're in Eastham, Orleans or Wellfleet on Cape Cod, Mass., and you see a well-dressed, middle-aged man in a car being tailed by a senior citizen, that may well be Jack Salemi, taking the time to guide one of his elderly clients to where...

The 90-Day Dazzle: Master the only chance you will ever have to make a good first impression.
February 1, 2007... If you ask bankers why they don't refer more business, you will often hear the same concern: "I am worried that if they don't service the client well, it will damage my relationship, too." When bankers refer business, particularly clients...

Sample Referral Letter.
February 1, 2007... Mr. Ideal Client [address] Dear Mr. Ideal, In these hectic times we often don't have as many opportunities as we might like to stop and take note of just how good we have it. With headlines of the war, crime and political...

The Dividend Dividend: It may not be new and exciting-but it's rewarding, especially in retirement portfolios.
February 1, 2007... What's not to like? an investment that is a great way to own solid companies, get a dependable return to combat inflation and generate steady income. It's even tax efficient. It's not a hedge fund, private equity, or other new derivative. In a...

The Top 10: The largest ETFs based on dividend-paying stocks as of Dec. 31, 2006.
February 1, 2007... 12-Month Total Total Total Total Inception Net Return Return Return Return Name Ticker Yield Three Six One Three Date Assets ($) Months Months...

New Improved EIAs: Could simplified models of this market-linked annuity make it a bigger draw for banks?
February 1, 2007... Equity-indexed annuities would seem a natural for sell for the wave of retirees starting to wash up on banking shores. EIAs allow holders to capture some of the gains from a rising stock market, without risking the invested capital-and receive...

Motivate the Middle: How mid-level performers can bring top growth to the bottom line.
February 1, 2007... Banks can harness an untapped resource by motivating their middle-performing salespeople. These are the customer-facing employees who can make or break a client relationship, so it pays to have them performing at their peak. One way to do this...

Rollovers in the Deep South.
February 1, 2007... BIC: What opportunities does your territory present? Downing: Many boomers live here so there are plenty of rollover opportunities. This credit union serves the military and associated civil services, which many military people join when...