BISA Industry TrendWatch

The annual review is one of the most valuable—and most inconsistently used—client touchpoints in an investment program. Too often, it becomes a backward-looking performance recap instead of a forward-looking relationship conversation. This episode explores how program managers can give advisors a consistent annual-review framework that elevates service, uncovers unmet needs and held-away assets, and strengthens loyalty across spouses and generations.

Listen in as Najib Khan, National Director of Langley Wealth Management, and Jim Fujinaga, former President & CEO of Hancock Whitney Investment Services discuss this important subject.

Protection strategies are the “glue” that holds a plan together when illness, disability, care needs, or death disrupt it. The advisors and institutions most likely to gather and retain assets are those that ask better questions, uncover and solve for risks before they become crises, involve the family, and coordinate the right expertise.

In part two of this discussion, we cover how to get more advisors to utilize protection strategies, effective discovery, and leadership’s role in institutionalizing the critical practice of asset protection.

Listen in as our panel digs into these important challenges.

• Jeffery Roy – Hancock Whitney
• Russ Harton - Cetera
• Alex Sarafianos – Regions

This two-part episode discusses how protection planning is both a client-care discipline and a growth strategy. The advisors and institutions most likely to retain assets are those that ask better questions, uncover and solve for risks before they become crises, involve the family, and coordinate the right expertise. The practical challenge from this episode is straightforward: do not try to sell another product; instead, have a meaningful conversation about protecting well-earned assets.

Protection strategies are the “glue” that holds a plan together when illness, disability, care needs, or death disrupt it. Without a documented protection review, clients may face serious consequences and advisors may lose relationships they spent years building. The discussion connects protection directly to business growth. Advisors who address risks that others ignore can differentiate themselves, build trust, gather more of a client’s assets, and improve retention through major life transitions.

Join our panel of experts as they discuss these important strategies.

• Jeffery Roy – Hancock Whitney
• Russ Harton - Cetera
• Alex Sarafianos – Regions

Do you have a book segmentation strategy, and if so, how is it structured, and how is it enforced?... That is the starting point for this episode’s discussion on Advisor Book Segmentation. We then dive into the details including, service level requirements, ideal number of clients in a book, advisor buy-in, and more.61

Join us as Hatem Benjamin from Huntington Bank, Wes Lacey from Ameriprise, and Terry Powell from Randolph Brooks FCU discuss this important subject.

For episode #60 we discuss the finer points of advisor sunsetting including structure, timelines, book beneficiary selection, earn-out models, preserving relationships, protecting clients, creating opportunities for the next generation talent, preserving trust, and leveraging a good sunsetting plan for recruiting purposes.

Our panel is made up of David Biliter from First Citizens, Keith LeBlanc from Hancock Whitney, and Dan Mayes from Cetera. And LeAnn Rummel from Cetera is our special guest moderator!60

Listen in on this discussion of the realities of OneWealth as we discuss leadership alignment, operational integration, compensation, the client experience, data, and segmentation.

For this episode we discuss leveraging data for initiatives such as:

• Enhancing client engagement
• Increasing wallet share
• Targeted marketing
• Recognition of life events
• Money in motion
• Measuring the success of your data-centric initiatives

Join our guests Tim Sease of South State Bank and Kimberly Sterling of Ameriprise for this engaging discussion!

Join us for this dynamic discussion where we cover 5the following topics:

• Targeted digital marketing
• Fully automated campaigns
• AI marketing leverage
• Marketing segmentation

Our guests are:

• John Harshman of First National Bank
• Rich Koll of Alma Bank
• LeAnn Rummel of Cetera

On this episode of BISA TrendWatch we discuss managing through the competitive advisor recruiting environment with Christopher Peacock of Third Coast Bank and Marcos Ubinas of Regions Bank. We cover critical recruiting elements including the following:

• Strategies for targeted recruiting
• Balancing home growing talent with recruiting new talent
• Recruiting next-geners
• Effectively expressing your value proposition
• Retaining top talent

For this episode we discuss the evolution of BISA, the most influential organization in our industry. Our guests are John Olerio, the current and outgoing President, and Jane-ellen Porter, the incoming President. We cover topics such as:

• BISA’s evolving value proposition.
• The growth opportunities for our channel that BISA plans to focus on.
• The embracing of credit unions by an historically bank-oriented association.
• Intriguing initiatives on the horizon.

 Please join us for this unique discussion as we all prepare for this year’s BISA annual conference!