Bank Investment Consultant articles from January 2004

Bank Investment Consultant archives from January 2004

A Good Year.
January 1, 2004... The early days of January truly feel like a blank slate. The color of the holiday season is behind us, bleak winter days lie ahead of us and the unmarked pages of our calendars stare back at us awaiting activity. It's the perfect time to wonder...

Bank-Owned TPMs Gaining Steam.
January 1, 2004... When First Community Bank, a $1.5 billion institution in Blue Field, Va., wanted to offer securities, it considered starting its own broker-dealer or contracting with a third-party marketer. But after deciding that creating its own...

Rep Productivity Holds Firm.
January 1, 2004... Broker productivity rose by $295 in October to $24,357, which was virtually even with year-earlier October productivity levels ($24,378), according to figures compiled by the Kehrer-AXA Distributors Monthly Bank Investment Services Monitor and...

Bank VA Sales Off at Nationwide.
January 1, 2004... A precipitous drop in variable annuity sales left Nationwide Financial Services Inc.'s third-quarter overall annuity sales through banks down 18% from the second quarter. The Columbus, Ohio, insurer had $756 million of annuity sales...

New Products.
January 1, 2004... Fleet Boston's Columbia Management Group is offering a 529 College Savings Program Advisor Plan in New York that features proprietary funds from Morgan Stanley, Merrill Lynch and other firms, in addition to Columbia's small-cap, mid-cap and...

January Calendar.
January 1, 2004... Jan. 22-24 Broker-Dealer Conference Financial Planning Association Hyatt Regency Resort Huntington Beach, California 800-322-4237 or www.fpanet.org March 4 Anti-Money Laundering Compliance Conference ...

Communication is Key to Minnesota Broker's Practice: Whether he's talking to Tammy Faye or a local airline pilot, Jim Wiekamp knows how to engender trust.
January 1, 2004... James Wiekamp knows how to think on his feet - and how to appreciate what's really important. Just after noon on February 26, 1993, Wiekamp, then a Dean Witter broker in Rochester, Minn., was enjoying a farewell luncheon at Windows on the...

Jim Wiekamp At A Glance.
January 1, 2004... 2003 AUM: $60 million 2002 AUM: $50 million Production: $270,000 in 2003, $310,500 projected for 2004 Licenses: 7, 24, 63, 65, life, health Clients: 650 Copyright 2004 Thomson Media Inc. All Rights Reserved....

The Gen X Factor: Why Banks Can't Afford to Ignore the Post-Boomers.
January 1, 2004... Given the sheer number of Baby Boomers, it's no wonder that the smaller Generation X - those born between 1961 and 1981 and now between 22 and 42 years old - often is overlooked. But these up-and-comers are not the slackers or have-nots that...

How Trust is Morphing Into Wealth Management: Demolish the product silos, add training and a commitment to providing objective advice, and you can create a profitable way to serve affluent clients.
January 1, 2004... Not too long ago, trust departments were the sluggish backwaters of banking. No longer. Over the past five years, bank managers have come to perceive their trust departments not as the staid home of custody and administration agreements but as...

Colonial's Bank-Centric Strategy Consistently Bolsters Earnings.
January 1, 2004... While Wall Street firms saw their earnings leap in 2003 - largely as a result of institutional business - Montgomery, Ala.-based Colonial Brokerage consistently boosted its income by selling retail products and by rapidly growing its sales...

The Hartford's Bank Focus Pays Off: Insurer's commitment to selling life policies through banks hit stride in 2003.
January 1, 2004... Efforts by The Hartford Financial Services Group over the last several years to bolster distribution through the bank channel paid off in 2003. The insurer, without its own stable of career agents, began moving into the bank channel about seven...

How Relationships Pay Off.
January 1, 2004... November paid off for Scott Mayo exactly as planned. Mayo, a senior financial advisor with Investment One at First National Bank of Omaha, produced the revenue he and his assistant projected, as well as their cross-referral and training goals....