Bank Investment Consultant articles from October 2004

Bank Investment Consultant archives from October 2004

The Fourth "P".
October 1, 2004... Price. Product. Promotion. Place. Remember those four components of marketing from business school? Since I went to college, marketing in general - and bank marketing in particular - certainly has changed. Prices are a lot different,...

Banks' 2005 Plans Take Aim at Wirehouses.
October 1, 2004... Regardless of which way the election or oil prices swing, banks will continue a resolute move toward advisory-based services in 2005, along with an aggressive push to hire more wealth management experts and build more tools to mine a wider...

Fleet/Q&R Broker Jobs Come Under Cloud.
October 1, 2004... The first big round of layoffs as a result of the Bank of America acquisition of Fleet occurred in August, but BofA insisted on being as vague as possible about which positions were being cut or even exactly how many were being cut - even after...

Calendar.
October 1, 2004... Oct. 17-19 Investments and Life & Health Insurance Workshop Bank Insurance and Securities Association, Lisle, Ill. (610) 989-9047 ext. 13, or www.bisanet.org Oct. 20-22 Annual Conference American Bankers...

Product News.
October 1, 2004... Brinker Capital has added nine investment management disciplines to its managed account and mutual fund programs. They are large-cap equity, mid-cap equity, international growth equity ADR, core quality, core plus, core equity, international...

Tools and Resources.
October 1, 2004... The College for Financial Planning is offering a wealth management designation for financial professionals. Instruction for the designation covers asset management and selection, investment performance and strategies, insurance, estate planning...

Tales of a Pioneer: Jay Mastilak was PNC Advisor's first rep. Now she's a top producer. Here's how she grew her business.
October 1, 2004... Many bank reps talk about having seen lots of changes. PNC Advisors' Josephine "Jay" Mastilak really has. Now one of the top producers at the Pittsburgh-based broker-dealer subsidiary of PNC Bank, Mastilak was literally its first bank rep. ...

Jay Mastilak At A Glance.
October 1, 2004... 2002 AUM: $172.4 million 2003 AUM: $199.3 million Present AUM: $209.6 million Number of Accounts: 1,748 Average Account Size: $119,899 Number of Clients: 1,646 Copyright 2004 Thomson Media Inc. All Rights Reserved....

Which Route To Bank Rep Success?: Banks have embraced a team approach to investment and insurance sales, but dedicated reps may be better off. Here's a look at both routes.
October 1, 2004... Platform programs in which dedicated reps manage teams of Series 6-licensed bankers are fast becoming the norm at the nation's largest banks. But are reps better off as managers of platform teams or as solo practitioners? According to Ken...

Commerce Bank: Ahead of the Curve: Just as it has redefined the retail banking experience, Commerce Bank is changing the way investors and bank reps approach investments.
October 1, 2004... Christian Wagner joined Commerce Capital Markets in December 2000 and has never looked back. Now senior vice president and director of investment services for Commerce Bank's broker-dealer subsidiary, Wagner was so frustrated with the...

Target: Women: Are your investment and insurance programs adding more female clients? Find out how to succeed in this underserved market.
October 1, 2004... Looking for "the greatest untapped source of revenue" for the remainder of the decade? If so, marketing consultant Mark Alarik says you should look no further than the woman who just walked into your branch - and the millions just like her who...

The Challenge in Life Sales: Mismatched distribution models and misunderstood products have led to disappointing insurance sales at banks.
October 1, 2004... Over the past five to seven years, financial institutions have been frustrated by their lack of success in life insurance sales. While they strongly desire the high profit margins and revenues that can be generated in successful life insurance...

What We Saw on Our Branch Tour: Our annual trek through Manhattan brought some depressing experiences.
October 1, 2004... What's the first thing that banking executives should do to begin to improve the performance of their retail systems? Simple. They ought to get out and visit their branches more. If they did, they'd likely be appalled at what they'd find: dirty...

Inside the Bluegrass State: Kentucky bank investment consultants say their customers are conservative, and still transaction-based.
October 1, 2004... Famous for tobacco, bourbon and horses, Kentucky is also a growth area for financial services, says Chaz Faris, district sales manager at U.S. Bank. To find out more about the market, we spoke to Faris; Jeff Ginnan, a Raymond James Financial...