Success Beyond Market Performance

Tim Sease, the 26 year veteran of South State Bank, and Sam Nasser, a 17 year veteran of the third-party BD world currently with Ameriprise, join us for a discussion on revenue drivers net of market performance, differentiation, leveraging planning in a low interest rate environment, covering the protection need, meeting our real competition head-on, and the importance of culture.

Continuing Our Channel’s Momentum

Chris Melton of Ameriprise and Tim Killgoar of Raymond James discuss how to continue 2021’s gravity-defying momentum, best-practice differentiators, competing with other channels, and recruiting.

Servicing the Protection Need

In this episode called “Servicing the Protection Need”, we discuss the critical importance of not only helping clients grow their assets, but also helping them protect their assets.

We talk with five subject matter experts on topics ranging from leveraging the middle-market dominance of banks for life sales, removing life sales obstacles, the single best way to jump-start life sales, and effective long term care discovery.

This episode is made possible by support from Westland Financial, and we would like to thank them for their partnership in producing this podcast.

Hosts:

Scott Stathis and Bob Mittel

Discussion Guests:

Sponsoring Partner:

Westland Financial

Music Credits:

Band: A Rusty Something (Nick Simpson)

Song: Someone New

Strategic Roadmap for Second Half of 2021

This month we are joined by Pete Dunlap of Citizens Bank, Jim Fujinaga of Hancock Whitney, and Kyle Stroud of Centennial Bank.

In addition to industry trends our panel discusses the strategic initiatives driving their programs through 2021 and beyond including client segmentation, rep force tiering, increasing financial planning, working the bank, and becoming a “Trusted Advisor”.

Untangling ESG Investing

In this fascinating discussion we peal back the layers of ESG to uncover what it really is, how to manage it by leveraging the latest technology, how to cut through the “greenwashed” marketing fluff, and how to use ESG as a practice differentiator.

We promise you this is the most enlightening ESG discussion you will ever listen to!

Once you listen to the episode be sure to visit our ESG page for the information and graphics that will provide additional related insights.

Hosts:

Scott Stathis and Bob Mittel

Discussion Guests:

Sponsoring Partner:

YourStake

Music Credits:

Band: A Rusty Something (Nick Simpson)

Song: SSRI

Only the Adaptable Survive

Change has been non-stop in recent years and adaptability is now the difference between success and failure in our industry. Today’s episode is a discussion with six executives with varying perspectives on how adaptability is critical to future success.

The discussion covers topics such as the need for strategic change, adapting to reduced branch traffic, recruiting for adaptability, maximizing internal relationships, engendering client trust, and the value of teams.

This episode is made possible by support from Cetera, and we would like to thank them for their partnership in producing this podcast.

Hosts:

Scott Stathis and Bob Mittel

Discussion Guests:

  • LeAnn Rummel from Cetera
  • Russ Harton from Cetera
  • Jim Nonnengard from Regions
  • Rich Koll from Investors Bank
  • Steve Nordbeck from Achieva Credit Union
  • Dan Cvercko from Farmers National Bank

Sponsoring Partner:

Cetera Financial Institutions

Music Credits:

Band: A Rusty Something (Nick Simpson)

Song: Someone New

Leadership Perspectives – Feb-March 2021

For this episode we are joined by Jane-Ellen Porter of People’s United, and Vance Richard of First Horizon. In addition to industry trends this episode dives into strategic issues such as centralized financial planning, employing insurance specialists, the importance of cross-departmental relationships, sales force tiering and nurturing book-based advisors.

A Look Ahead – Part Two

Part Two picks up the discussion right were we left off in Part One with Frank Consalo of Citi Personal Wealth Management, and Matt Griffin of Steward Concepts, a boutique financial institution affiliated firm. We discuss the need to attract more young talent to our industry, creating trust in advisor/client relationships, selling peace of mind, attracting all the client’s assets, and more.

A Look Ahead – Part One

In Part One of this special edition of BISA Industry TrendWatch titled “A Look Ahead – 2021 and Beyond”, not only will we cover the latest trends in the financial institutions channel but will we also look ahead through 2021 and beyond at the critical strategic initiatives that will drive the future success of our channel.

 For this discussion we are joined by Frank Consalo of Citi Personal Wealth Management, Sam Guerrieri of Canandaigua National Bank & Trust, and Matt Griffin of Steward Concepts. Matt is a high-end Managing Partner of a six-person team who exemplifies a model that may drive our future growth.

 This special episode is presented in two parts.

Turning Prospects Into Clients

This episode focuses on leveraging technology to create efficient and standardized workflows and processes to move contacts through the prospecting pipeline and have them emerge as loyal clients.

We are grateful to LPL for co-hosting and sponsoring this episode and appreciate their insights on utilizing defined workflows as a foundation for building technology solutions.

Both of our program management guests are from top-tier programs and are responsible for driving revenue growth.

Hosts:

Scott Stathis and Bob Mittel

Discussion Guests:

  • Arthur Osman, EVP Institution Services Business Consulting at LPL
  • Brad Johannes, VP Wealth Management at DECU Investment & Retirement Services
  • JC Murray, SVP at First Interstate Bank

Sponsoring Partner:

LPL

Music Credits:

Band: A Rusty Something (Nick Simpson)

Song: SSRI