BISA Portfolio
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INSIGHTS
Ken Kehrer and Tim Kehrer, Kehrer Bielan Research & Consulting
Larry Cohen, Strategic Business Insights


For decades we’ve held the position that the investment services performance of a bank or credit union should be assessed relative to how well it has penetrated its opportunity – all those customers, most of whom say they would prefer to invest where they bank, and trust banks and credit unions far more than any other kind of financial services provider.  [1/18/2018]
Several finance and insurance companies have led the charge in increasing their matching contributions to workers’ 401(k) plans in response to the new tax law, and their early responses might just be the beginning.  [1/16/2018]
The investment advisor to New York University's retirement plan has been named as a co-defendant in litigation over alleged excessive fees.  [1/16/2018]
Banks and credit unions have historically asserted ownership of the brokerage clients acquired by their financial advisors, many requiring their advisors to sign non-solicitation agreements.  [11/9/2017]
The third quarter of 2017 saw the announcement of 7 high-profile data breaches in 7 weeks. Two of the more high-profile breaches, the SEC’s EDGAR filing system and Equifax, were caused via known security exploits. While these organizations are not related (nor were the attackers from what we can gather), they have one major thing in common: their failure to maintain an effective vulnerability management program.  [11/2/2017]
In today’s world of marketing and sales, a significant key to generating leads is a company’s ability to get potential buyers to find them. There is an entire industry dedicated to inbound marketing and social media management with companies such as HubSpot, Marketo and Pardot.  [11/2/2017]
The Q3 Issue of BISA Magazine is now available as a digital edition. Content from the issue is also available on Portfolio. The issue explores several topics, including:  [10/19/2017]
As a sales leader, you can't afford to miss this: Tony Cole, CEO of the Anthony Cole Training Center, will be presenting a webinar on Thursday, October 26 from 2:00-3:00p.m. ET.  [10/19/2017]
Produced by Stathis Partners and LPL Financial, BISA’s August 2017 Benchmarking Report is set to release very soon.  [10/19/2017]
Unpredictable and minimal pipeline issues are common problems, particularly for those companies with high dollar volume sales because there is inevitably time spent by salespeople in finding, qualifying and selling on the front end and ramping up and onboarding new clients on the back end. Building relationships and initiating new customers can be time and energy consuming and these activities are usually preferable to prospecting and looking for new leads. After all, working closely with a new account is easier and more fun than looking for referrals or calling on new prospects.  [10/5/2017]
Additional Resources

Who Owns the Client?
5 Best Practices for Building an Effective Vulnerability Management Program
How to Attract New Leads with an Effective Marketing Message
Access the Latest Issue of BISA Magazine
Learn How to Create, Cultivate and Convert More Qualified Leads for Greater Sales Growth
Stay tuned for the August 2017 Benchmarking Report Section: Insights
5 Sales Management Best Practices
Save the Date
BISA Releases Inaugural Monthly Benchmarking Report
The Value of Providing Value
More Evidence that Financial Planning Drives Life Sales
Enhancing Your Business with SRI and Technology
Bank BDs Continue to Reduce Advisor Client Load
How Do Investors Prefer to Pay for Financial Advice?
Converting Digital Natives to Life Insurance
The Customer View
Thought Leadership
A Leadership Watershed
Leaving the Pack Behind
Garnering High-Performance Leadership and Respectful Communication
Driverless Cars, Networked Devices, and Robo-advisors
How Many Banks Offer Investment Services?
Which Banks Sell Investments?
How Many Credit Unions Sell Investments?
Motivating Sales People: What Does it Take?
FSR Urges DoL to Comply with President’s Memorandum
The Fiduciary Delay — A Surprise Inside!
Leaving the Past Behind
Predictive Analytics: Is the Glass Still ‘Half Empty’?
Transitions and Progress
Annual Industry Checkup
Creating Opportunities
The Inclusion Imperative
Bank Life Insurance Sales Down in 2015
The Price of Losing a Successful Advisor
Work to Live, Not Live to Work
An Update on Strategic Initiatives
Navigating Change
Looking to the Future
What Was the DOL Thinking?



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