BISA Industry TrendWatch

Financial Planning – To Charge or Not to Charge

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.

Structuring a Good Succession Plan

This episode dives into the finer points of succession planning including the following:the structure of a good succession planthe advisor partnership transitioncareer tracking implicationscompensation, client transitionsleveraging a good succession plan to differentiate the recruiting processOur guests are Merrill Stewart from Allegacy Federal Credit Union and Kyle Stroud from Centennial Bank.

Navigating Market Volatility

This new podcast episode is derived from the "Breaking News" BISA webinar conducted last week in response to current market conditions.Join John Olerio, BISA President and Head of Wealth Management at Lighthouse CU, Kevin McCarthy, SVP at Synovus Securities, and Anthony Saglimbene, Chief Market Strategist at Ameriprise for a timely 30-minute discussion on how you should be working with your clients during extreme market volatility.Topics include:Coaching advisors to handle client anxiety as well as their own anxiety.Managing proactive communication.Building trustHelping clients stay the course.The importance of financial planningLeveraging the learning moment for advisors who don’t do enough financial planning.

How to get the rest of your advisors to transition from transactional to advice-based

In this episode we discuss the journey from transactional to advice-based and the related cultural change including topics like the client engagement process, engineering the transition, related hiring practices, nurturing rookies, and related mistakes to avoid.Our guests are:Pete Schmidt of BMO Financial ServicesBrian Venn of California Credit Union

Creating Differentiation

In this discussion with Robert Corsarie, CEO of Fifth Third Securities, and Terry Powell, Investment Program Manager of Randolph Brooks FCU, we discuss differentiation – a critical component of a successful practice. We cover the following:How to create differentiation.How top advisors execute their differentiation strategies.Leveraging niches.Becoming subject matter experts within those niches.