This episode delves into the factors that contribute to successfully leveraging sales assistants. The discussion includes topics such as:

• Structuring sales assistant resources
• Sales assistant gearing ratios
• Earning a sales assistant
• Advisor contribution to SA comp
• Sales Assistant career paths

Join Jonathon Allen of Wescom Financial, and Najib Khan of Langley Financial Services, along with Scott Stathis and Bob Mittel as they explore these important elements of teamwork.

A solid CRM strategy is crucial for any financial institution that wants to thrive in today’s competitive environment. This discussion shares strategies and best practices to enhance your customer relationships and grow your program by leveraging data and your CRM solution. Subjects include:

• Creating a single Source of Truth
• Leveraging AI for CRM optimization
• Data and the 360-degree client view
• Advisor adoption

This episode is recorded from a BISA sponsored webinar where we were joined by Solomon Schmidt of KeyCorp and Brian Venn of California Credit Union, with cross-channel insights and commentary provided by Chris Melton from Ameriprise.

In this episode we discuss how the use of video meetings has evolved since the pandemic. How these meetings have been optimized, how client acceptance of these meetings has evolved, the generational impact, remote advisors, and virtual meeting rooms in branches.

Join our guests for this insightful conversation.

• Pete Dunlap – Citizens Bank
• Michael Miroballi – Huntington Bank
• Terrence Powell – Randolph Brooks FCU

Join Donna McNeely of Kinecta Federal Credit Union and Vance Richard of b1 Bank for episode 51 as we have an insightful discussion on finding and motivating the best associate advisors by designing a compelling and effective career path, as well as mentorships, timelines, and teaming.

Welcome to episode 50!!!

In this episode with Alex Sarafianos of Regions and Tory Sherman of Comerica we focus on the creative evolution of compensation structures. We discuss elements including the following:

• Grid structure
• Scorecard strategies
• Second Story advisor comp
• Non-monetary incentives
• Alignment with institutional goals

In this episode with Don Clark of Wintrust and Matt Griffin of Steward Concepts we focus on the best discovery questions and how a good Discovery Process can be the key to your program’s success, and the success of advisors in general.

A good Discovery Process is critical to working with the majority of client assets. As we always say, “Your process is your product”. It is the only thing that differentiates you. It defines your client experience. It is your value proposition. And Discovery is the most important part of your process!

In this episode we discuss the dynamics around charging for financial planning, and we cover the following related topics:

• Should you charge, and if so, how much?
• What defines a plan?
• Is bundling serves a better strategy than charging for planning alone?
• What is the evolution of fee-based services?
• How will the next generations impact these strategies?

Our guests are John Olerio from Lighthouse CU and Wes Lacey from Ameriprise.

This episode dives into the finer points of succession planning including the following:

• the structure of a good succession plan
• the advisor partnership transition
• career tracking implications
• compensation, client transitions
• leveraging a good succession plan to differentiate the recruiting process

Our guests are Merrill Stewart from Allegacy Federal Credit Union and Kyle Stroud from Centennial Bank.