Bank Investment Consultant articles from June 2004

Bank Investment Consultant archives from June 2004

Profitable Listenin.
June 1, 2004... One of the privileges of my job is being invited to attend conferences and meetings where prominent people speak about timely and interesting issues. Of course, as anyone who has ever attended a business conference knows, attendees often wade...

Brokerage Operations Still Not Doing Much for Banks' Bottom Lines.
June 1, 2004... Are banks leveraging their brokerage and insurance operations? Not fully, say many bank analysts. "Overall, these operations are still pretty much run separately, not as part of the main retail bank strategy," said Craig Woker, an analyst...

NASD Set to Tighten VA Rules.
June 1, 2004... The National Association of Securities Dealers has proposed a rule that would tighten suitability, disclosure and supervision requirements in the area of variable annuity sales. The regulator said the proposal codifies best-practice...

Correction.(Correction Notice)
June 1, 2004... Average monthly production by Provident Financial Group's platform personnel averages $1,800, not $18,000 as stated in the "Engaging the Platform" feature in last month's issue. Copyright 2004 Thomson Media Inc. All Rights Reserved....

Product News.
June 1, 2004... Barclays Global Investors plans to launch nine iShares ETFs based on Morningstar's style-based indexes. The ETFs will cover value, growth and core categories in small, mid and large cap. (800) 474-2737 or www.ishares.com. Standard & Poor's...

Tools and Resources.
June 1, 2004... IFS Jobs has launched an employment Web site targeting the insurance and financial services industry. It offers a search function, job posting, automated e-mail alerts, salary surveys and information on industry trends. (972) 293-5111 or...

Calendar.
June 1, 2004... June 27-29 P&C Sales Management Workshop BISA American College Bryn Mawr, Penn. 610-989-9047 ext. 13 or www.bisanet.org Sept. 12-14 Marketing Conference American Bankers Association Scottsdale,...

Specialize, Specialize, Specialize: Outspoken industry observer and hedge fund operator Tom Brown says a targeted focus is key to success.
June 1, 2004... Are banks really embracing the brokerage side of their business, or are they just talking a good game? Tom Brown, industry observer and CEO of Second Curve Capital, a hedge fund that invests exclusively in financial services firms, says the...

Going Investment Shopping: What kind of investment service do banks provide for the average Jane? BIC sent a "mystery shopper" to find out.
June 1, 2004... If you ever wondered how other bank programs handle investment prospects, let me give you the frontline view. Using the alias Leigh Graham, I went bank investment service shopping recently in Memphis, Tenn. The story I presented unwitting...

Giving a Big Bank a Small-Town Touch: How Charles Lewis turns Waco into Wells Fargo country.
June 1, 2004... Can a bank investment consultant make a large bank feel like a community bank? Charles Lewis, a senior vice president and private client manager at Wells Fargo Investments LLC in Waco, Texas, says that he helps make the transformation happen by...

At A Glance.
June 1, 2004... 2003 AUM: $370 million 2002 AUM: $285 million 2003 production: $1.5 million 2002 production: $1.3 million 2004 projected production: $2 million Number of clients: 250 Licenses: 7, 63,65, Group 1, CIMC Copyright...

Grabbing Your Piece Of The Small Business Market: New products and new marketing approaches are helping banks of all sizes target this profitable segment.
June 1, 2004... For many banks, the small-business market has remained just that - small. Typically, most mom-and-pop operations never grow into large enterprises. They use a modest number of banking services, and then leave when the owners sell off their...

Managing Through a Merger: Bank mergers can be a nightmare for clients and reps alike. Here's what you can do to ease the transition.
June 1, 2004... Bank mergers do wonders for share prices, but they often are unsettling for bank investment consultants and their clients. To hold onto customers during a merger, reps should get out early - and often - to assuage customers' concerns about...

Si, Hablamos Espanol: How banks are tailoring sales strategies to reach the Hispanic market.
June 1, 2004... America's Spanish-speaking population now numbers some 37 million people - or 13% of the overall population, according to the 2000 U.S. Census Bureau. The fastest-growing market segment in the U.S., this demographic has been under-served by the...

Advertiser Index.
June 1, 2004... Assurant Group C3 Bank Insurance & Securities Association 9 CFP Board of Standards 29 Classified & Tech Tools 46, 47 The Depository Trust & Clearing...

Community Spirit in the Keystone State.
June 1, 2004... This month, BIC talks to reps at two community banks in suburban Philadelphia: Ken Hochstetler, vice president for investments at Univest Wealth Management & Trust in Souderton, northwest of the city; and John Pickering, executive vice...