Bank Investment Consultant articles from September 2004

Bank Investment Consultant archives from September 2004

Customer Confusion.
September 1, 2004... One of the most interesting observations in our coverage of banks' separately managed accounts business this month comes in an interview with veteran market researcher Marcia Selz (see page 40). Marcia worked on a project that involved lots of...

IFMG Is Top Third-Party Marketer in ABA Rankings.
September 1, 2004... Third-party marketers (TPMs) are largely satisfying their bank clients in terms of providing products to sell, but they fall short in the marketing support needed to sell those products, according to a recent survey. The survey of 282...

Bankers' TPM Report Card: All Categories Combined.
September 1, 2004... Score Grade Rank Independent Financial Marketing Group 4.53 A 1 Raymond James Financial Services 4.22 B+ 2 LPL Financial Services 4.16 B+ 3 Securities...

Targeted VAs Must Meet Investor Needs.
September 1, 2004... First it was mutual funds; now it's their insurance cousins, variable annuities. Annuity providers will have to come up with more carefully designed product solutions in the near future to meet the needs of specific investor niches. That's...

Securities Inactivity Dampens Bank Results.
September 1, 2004... Typical of several large banks with securities operations, Wachovia Corp.'s second quarter results reflect the public's muted enthusiasm for investing this past spring. Despite a 13% rise in second-quarter revenue in its wealth management...

Product News.
September 1, 2004... AIG SunAmerica has launched its High Watermark target maturity funds, with target dates of 2010, 2015 and 2020. The funds' investments include S&P 500 index futures, non-callable U.S. government securities and high-grade money market...

Tools and Resources.
September 1, 2004... Financial Times Prentice Hall has released The New Laws of the Stock Market Jungle: An Insider's Guide to Successful Investing in a Changing World by veteran trader Michael J. Panzner. The book highlights 10 "new" laws in the modern...

Calendar.
September 1, 2004... Sept. 20-21 Separately Managed Accounts Conference Thomson Media/Money Management Institute Westin Park Hotel, Dallas (800) 803-3424, or www.tmconferences.com Oct. 17-19 Investments and Life & Health Insurance...

How Jill Guenther Built a Winning Team at Fifth Third: She's her region's top rep, but no one's a star on her powerhouse team.
September 1, 2004... Last year, Jill Guenther was the number one rep in Fifth Third's Cincinnati region and number two among the $84 billion bank's 220 brokers, who serve 1,000 branches across Ohio, Kentucky, Indiana, Michigan, Illinois, Florida, West Virginia and...

Jill Guenther At a Gance.
September 1, 2004... 2002 AUM: $40 million approx. 2003 AUM: $55 million approx. 2003 production: $980,000 2004 projected production: $1.2 million Number of clients: 1,500 Licenses: 7, 6, 63, life, health and variable annuities Copyright...

Seizing the Opportunities of the SMA.
September 1, 2004... The separately managed accounts (SMA) market represents several ironies for banks. First, banks represent a tiny segment of SMA sales - 7% of the total. Yet that share is growing very fast, almost doubling from just 4% in 2003. Second, while...

Blending Two Bank SMA Programs Into One.
September 1, 2004... Here's a problem that more and more managers will face as the number of bank mergers and bank SMA programs both increase: How to merge two bank SMA programs. Jeff Cusack may have the answer. Cusack, now executive vice president and head of...

Boost Sales With Life.
September 1, 2004... "The transaction-based system is easy for even the newly licensed life insurance salesperson to use. Couple that with Symetra's education and training specifically designed for the bank platform, and we're opening up sales where they didn't...

Announcing The Hartford Allocation Funds.
September 1, 2004... Despite the strong returns for equities in 2003, there are still many disgruntled investors reeling from the recent Bear Market. With nearly $8 trillion in money market funds, T-bills, and CDs1, the opportunity exists for...

Client Concerns About Financial Security Mean New Opportunities for Bank Reps: The Hartford's Annual Survey Finds More Than Half Feel Less Than Secure Yet Fewer People Have Sufficient Life Insurance Coverage.
September 1, 2004... Americans say they feel less than financially secure, a development that can lead to new opportunities for banks to build relationships with their clients. A majority of Americans with annual household incomes of $100,000 or more say they...

The Future of Bank SMAs: Market researcher Marcia Selz says banks can make it big in separately managed accounts - if they are willing to commit.
September 1, 2004... When the top marketing executives in the separately managed accounts business convened recently at an invitation-only session of the Money Management Institute, the person they turned to for marketing guidance was Marcia Selz. A former banker...

Growing Bigger By Thinking Smaller: To pursue the small-business market, M&T is breaking down the barriers separating investments, lending and trust. Here's how it's working.
September 1, 2004... Located on Lake Erie's often snow-bound shores, Buffalo, N.Y., does not spring to mind as a greenhouse. But if the small-business program conceived by Buffalo's M&T Bank continues to progress beyond the incubation stage, the $50 billion upstate...

How Merri Carol Hall Implements the Program.
September 1, 2004... Two months after Merri Carol Hall joined M&T Securities in January 2003, she passed the certified financial planner exam and became a CFP. "I wanted the designation so I could provide more to my clients," she says. "I knew the investment...

Banks Seeking High-Net-Worth Clients Must Look for an Edge.
September 1, 2004... It's no secret that just about every bank investment program hopes to attract high-net-worth investors. But what's the best way to woo these coveted clients? One of the best ways to prepare advisors for the rigors of serving the HNW...

Supervising Variable Annuities Sales.
September 1, 2004... After experiencing a more than 50% increase in variable annuities (VA) sales last year, banks must pay careful attention to supervising sales of VAs at their branches through affiliated broker-dealers (BDs). Under today's risk-based examination...

Advertiser Index.
September 1, 2004... Bank Insurance & Securities Association 25 CFP Board of Standards 9 Classified & Tech Tools 62-63 The Depository Trust & Clearing Corporation 13 The...

On the Road in the Bayou State.
September 1, 2004... With counties that are called parishes and a legal system based on the Napoleonic Code rather than common law, Louisiana is unique among the 50 states. But are its bank investment consultant practices different? To find out, BIC spoke with Beth...