Bank Investment Consultant articles from November 2004

Bank Investment Consultant archives from November 2004

Meeting of Minds.
November 1, 2004... Autumn is peak conference time for many industries, and this autumn has been no exception for the bank securities business. Within the space of a few weeks, the American Bankers Association put on a conference covering wealth management,...

To The Editor.
November 1, 2004... In regard to your story on third-party marketer rankings (BIC, Sept., 2004, page 11), I believe that Bank Investment Consultant should have more clearly explained the process that was used to gather the American Bankers Association survey data,...

Banks Have a Way to Go, Study Says.
November 1, 2004... Banks' trustworthiness, retail presence and apparent cross-selling opportunities have long supported their rationale for entering the investment business. A recent study by Forrester Research, however, suggests that bank reasoning may be...

New Regulations Worry Industry.
November 1, 2004... Possible regulatory moves in the areas of insurance sales and customer privacy are worrying members of the Bank Investment and Securities Association. Addressing the association's community banking conference in Chicago in late September,...

Product News.
November 1, 2004... Birkelbach Management Corp. has introduced two investment strategies for managing separate accounts. Both the Index Tracker's Plus Portfolio and the Active Portfolio seek returns better than the S&P 500 while screening for social values. (800)...

Tools and Resources.
November 1, 2004... AdviceAmerica has released AdvisorVision, a subscription-based, ASP-hosted wealth planning service for advisors. The system allows the user to develop a complete financial plan for clients, covering investments, retirement, education funding,...

Calendar.
November 1, 2004... Nov. 13 - 16 Securities and Insurance Technology Conference Bank Insurance and Securities Association Philadelphia, Pa. (610) 989-9047 ext. 13, or www.bisanet.org Dec. 5-7 Investments and Life & Health Insurance...

An Army of Three: SunTrust's John Taitague explains how his three-man partnership is growing business independently within the bank.
November 1, 2004... As bank reps build books of a significant size, the nature of their business changes. That means reps must adjust - which is precisely what John Taitague has done. Taitague, a senior vice president at SunTrust in Richmond, Va., realized...

John Taitagueat A Glance.
November 1, 2004... 2003 AUM: $191m 2003 Team Production: $1.6m 2003 Number of Accounts: 949 2004 AUM: $225m 2004 Projected Team Production: $1.9m 2004 Number of accounts: ...

Get a Life...: A life insurance marketing plan, that is. The potential is enormous, but few smaller banks are profiting. Here's how to go for the gold.
November 1, 2004... The wrong products. Ineffective marketing. Non-existent expertise. Ever wonder why bank life insurance sales are so disappointing? There are more reasons than just those three, but also terrific opportunities. And panelists...

10 Steps to Building Insurance Business.
November 1, 2004... Dehays Consulting's Bob Nelson spells out 10 best practices for growing insurance sales: Wealth Management Strategy. The bank has to accept that it's not just there for deposits and loans, but to grow and protect wealth. Life insurance is a...

A New Direction in Investments: How can a small bank or credit union compete with the giants? Sarasota Coastal Credit Union hopes to turn around its investment business by marching to a different drummer.
November 1, 2004... Growing an investment business has been difficult for Sarasota Coastal Credit Union. Located on the affluent Gulf Coast of Florida, SCCU - with 25,000 members, $177 million in assets and 72 employees - was facing stiff competition from giant...

Market to Reps First, Experts Say: Motivation isn't limited to cash bonuses - in fact, tellers, bankers and reps will respond to a variety of wallet-friendly techniques.
November 1, 2004... If your reps don't know what they're selling or how to sell, your customer outreach efforts may fizzle. That's the message delivered by marketing experts at the Bank Insurance and Securities Association's recent community banking conference in...

Annuity Firms Shift Focus to Income: A new generation of annuities will allow clients to adjust their allocations in the distribution phase, which presents a while new arena of opportunities for bank reps.
November 1, 2004... As variable annuity providers like to say, their product is the one that the press and regulators love to knock, but that investors seem to love. So despite bad press about high fees and regulatory attacks on sales practices, variable...

Best Practices for Platform Programs: Revisiting a 2002 study with today's data uncovers new keys to success.
November 1, 2004... Our 2002 Platform Best Practices Study reported the opinions of platform program managers on the best way to design and manage a platform program. But are the findings of this study corroborated by quantitative measures of platform program...

Advertiser Index.
November 1, 2004... Alps Mutual Funds 34-35 Alps Mutual Fund Services INSERT AXA Financial 11 Bank Insurance & Securities Association 19 CFP Board of Standards ...

All Bets Are on Green in Nevada: With a population boom in Las Vegas, an absence of state income tax and a sizeable retirement community, Nevada reps are sitting on a gold mine.
November 1, 2004... Blessed with one of the hottest growth areas in the U.S., metro Las Vegas, and a state that imposes no income or capital gains taxes, reps in Nevada are poised to reap the rewards. This month, BIC talks to Frank Aguilar, an Invest Financial...