In this episode we discuss how a comprehensive wealth management program is a cornerstone for financial institutions seeking to expand their customer base and cultivate profitable relationships. How these programs allow an institution to service more needs and thereby create loyal relationships with clients, gather more assets, and increase per-client revenue and profitability. When done well these programs provide a platform for holistic financial guidance tailored to individual needs. Listen in and learn from our guests how to create a profitable integrated financial services ecosystem!Matt McAfee from M&T BankTim Sease from South State BankHeather Broderick from LPLChris Cassidy from LPL

In this episode we discuss how LBE programs, when done right, form an effective bridge between the institution and the wealth program. How to select and compensate LBEs. Career pathing, success stories, avoiding past mistakes, and more. Our guests are:Tiger Booker – LPLKelly Meany - LPLChuck Shreve – Fremont BankDavid Simula – SAFE CUA big THANKS to LPL for being a sponsoring partner on this episode.

In this episode we continue the discussion on the journey to “One Wealth” that we began in Part One. We’ll cover topics like effective leadership, measuring success, driving the culture, creating awareness, among others!Our guests are:Rebecca Robinson – ZionsChris Considine - ZionsCarolyn Bradshaw - LPLChris Cassidy – LPL Our guests discuss how Zions as eliminated "fences" and climbed into the top 5% of NPS scores.A big THANKS to LPL for again being a sponsoring partner on this episode.

In this episode we have a fascinating discussion on the journey to “One Wealth” and the related topics of teamwork, the client experience, compensation, technology, and related best practices. Our panel consists of the following:Rebecca Robinson - Zions BancorporationRhomes Aur – First HorizonChristopher Cassidy – LPL

In this episode we discuss aligning the proper dynamics for financial planning to have a significant impact on the quality of client relationships and the resulting business growth. We address user adoption, client engagement, plan delivery, and related best practices.Our panel of experts includes:David Ellman – Team Leader, Bank of the WestRobert Gewecke – Private Client Advisor, Bank of the WestAngie Cheung – Private Client Advisor, Bank of the WestJen Shields – National Training Director, Midwood Financial ServicesChris O’Malley – Regional Training Director, Midwood Financial Services(Note that we had some audio challenges during the recording of parts of this episode. While a few segments have digital "embellishments" they are still perfectly understandable.)

In this episode we discuss what it takes to stay relevant in the wealth management space as acute technology disruptors, generational shifts, and quickly evolving client expectations present existential challenges.Our panel consists of Mike Prior from Priority Financial Group, a third-party RIA, Jim Fujinaga from Hancock Whitney, and David Zimmerman, who ran the wealth program at Atlantic Union and First Citizens, among others. Discussion topics include the progression towards an RIA-like fiduciary model, engaging the next generation, building trust, and the importance of data in the evolution of our business.

This episode focuses on how to leverage the variety of LTC options to close the gap between those that have coverage, and those that need coverage. And doing it in such a way that positions you as a subject matter expert, helps educate your clients, and enables you to become a Trusted Advisor and grow your asset base. To do this we have assembled a group of subject matter experts from three different facets of our industry.

Four top women advisors discuss topics such as what has contributed to their success, advice they have for male advisors, advice for firms looking to hire more women advisors, and the importance of effectively attracting and serving the women’s market.We would like to thank Raymond James for partnering with us to make this episode possible.

In this special episode of Industry Leadership & Success called “Optimizing Advisor Recruiting” Jennifer Tedder of Cetera Financial Institutions interviews Scott Stathis on how to successfully optimize the advisor recruiting process. Topics include the following:How the most successful firms recruit advisorsAdding the necessary rigor to the recruiting processWhen to add more advisorsAdding specialty advisorsBiggest mistakes made during recruiting advisorsWe would like to thank Cetera Financial Institutions for partnering with us to make this episode possible.

This best-practices discussion with a panel of three subject matter experts focuses on leveraging the policy review process to enable advisors to do a better job helping clients protect their assets. We’ve always said that if an advisor is helping clients grow their assets but not protect their assets, they are doing only half their job. Servicing the protection need is a relationship development opportunity and helps significantly in the asset gathering process.

What’s Driving Life Settlement Growth?85% of term policies and 88% of universal life policies will expire, lapse, or be surrendered before a death benefit is paid - a significant loss for the policyholders.$200 billion worth of life insurance will be surrendered or lapsed annually through 2027.55% of client’s don’t know they can sell their life insurance.The life settlement industry is growing on average 34% per year.The demand for life settlements has seen a resurgence as seniors realize the benefits of reevaluating their life insurance strategy. Join us and a panel of subject matter experts as we examine current market trends in life settlements and how you can leverage this important financial tool.Topics we will explore include:How the marketplace is evolving, including new capital sources driving flexibility and higher payouts for your clients.How firms are creating value for clients within the financial planning process while driving new sources of revenue.Why more policyowners are open to selling their existing life insuranceHow to identify life settlement opportunities in your client base and business growth plans.HostsScott Stathis and Bob MittelGuestsAlan Buerger, Neal Jacobs, Peter Hershon, and Patrick Cahill of CoventryHugh Cameron of JBC Companies, and…David Henry of Financial Independence GroupSponsoring Partner:CoventryMusic Credits:Band: A Rusty Something (Nick Simpson)Song: Someone New

This episode is a case study on how to increase financial planning adoption and the resulting program productivity effects.We learn about effective training strategies, success measurement, and business impact.Hosts:Scott Stathis and Bob MittelDiscussion Guests (alphabetical order):Ken Flaherty - SVP Chief Sales Strategy Officer at Frost BrokerageAngela Holliday - President at Frost BrokerageMarco Rodriguez - Wealth Advisor at Frost BrokerageJennifer Shields - National Training Director at Midwood FinancialSponsoring Partner:Midwood FinancialMusic Credits:Band: A Rusty Something (Nick Simpson)Song: Someone New

In this episode we talk with industry executives who have recently conducted broker dealer due diligence projects and tackled conversions. We discuss lessons learned and extract best practices.

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 MittelDiscussion Guests:Chuck Chillingworth – Westland FinancialDarcy Kleman – Westland FinancialFrank Rehhaut – Kinecta Credit UnionDavid Simula – SAFE Credit UnionTeo Trandafir – UW Credit UnionSponsoring Partner:Westland FinancialMusic Credits:Band: A Rusty Something (Nick Simpson)Song: Someone New

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 MittelDiscussion Guests:LeAnn Rummel from CeteraRuss Harton from CeteraJim Nonnengard from RegionsRich Koll from Investors BankSteve Nordbeck from Achieva Credit UnionDan Cvercko from Farmers National BankSponsoring Partner:Cetera Financial InstitutionsMusic Credits:Band: A Rusty Something (Nick Simpson)Song: Someone New

In this episode, titled “Fixing Life Insurance Sales” we focus on achieving success in life insurance sales. The discussion topics include the recent and significant changes in life insurance distribution and purchasing trends, eliminating sales obstacles, client and distribution segmentation strategies, “Term Laddering” approaches, and effective mining of valuable life application data.Hosts:Scott Stathis and Bob MittelDiscussion Guests:The episode is a discussion with the following six executives who have each approached this challenge from different perspectives:Jake Tamarkin, Founder & CEO of Everyday LifeJohn Richter, Chief Distribution Officer at Everyday LifeJames T. Scanlon, Leader of Insurance Research, LIMRAJames Campone, Executive Director, Program Development, CUSO Financial/Sorrento PacificDan Overbey, Divisional President of IFP Institutional ServicesYe Su, VP & Investment Program Manager of Partners Federal Credit Union (Disney)Sponsoring Partner:Everyday LifeMusic Credits:Band: A Rusty Something (Nick Simpson)Song: Someone New

This episode is a discussion with some of our channel’s most successful program managers based on Bank Investment Consultant’s 2020 Top Program Manager rankings.When assessing these rankings and looking only at the banks that use third-party broker dealers, five out of the top ten program managers from these banks were from Raymond James programs.Separately, and as impressively, we noticed that if you filter for just broker dealers that serve the bank channel, Raymond James is #1 in the both the JD Power 2020 advisor satisfaction survey, and their 2020 client satisfaction survey.Given these impressive accomplishments we are appreciative that the Raymond James team agree to work with us to produce a podcast featuring insights from five of their top program managers from the bank channel. This discussion dives into the elements that contribute to their success.This episode features the following guests:Tim Killgoar, National Director, Financial Institutions Division at Raymond JamesSteve Kruchten, Division Director - Central Division at Raymond JamesGary Collier, Private Wealth Manager at Pinnacle Asset ManagementMike George, President-Brokerage at Fulton Financial AdvisorsPaul Haines, Managing Director, SVP at Middleburg Financial, Atlantic Union BankScott Jenner, President/CEO First Tech CU’s Addison Avenue Investment ServicesMichael Totorri, Program Mgr, First Hawaiian BankSponsoring Partner:Raymond James Financial Institutions DivisionMusic Credits:Band: A Rusty Something (Nick Simpson)

In this episode we talk with executives and advisors from the bank and credit union channel about the “aha moments” they’ve experienced while working remotely through the COVID crisis that will forever change, for the better, the way they’ll work going forward. We hear them discuss the efficiencies that were always available but not realized until now. The technologies they thought were to arduous to learn that they are now embracing on a daily basis. Relationship development opportunities that never existed before. We also hear about an advisor who, two years ago, decided to move from the U.S. to New Zealand but has been able to keep his job, successfully serve his U.S. clients from the other side of the world, and now serves as a model for how to work effectively on a remote basis with clients during the COVID epidemic. In addition we’ll touch on how financial planning and advisory relationship have made a significant difference as advisors guide their clients through the COVID-related market volatility. We would like to express our sincere appreciation to our friends at CUSO Financial – Sorrento Pacific for their support in making this episode possible.Host: Scott Stathis of Stathis PartnersCo-Hosts:Kevin Mummau & James Campone of CUSO Financial/Sorrento PacificDiscussion Guests:Cynthia Pollard, (Bellco Credit Union) Gateway Services GroupStephanie Gudka, CFP, Bellco Credit UnionJohn Marx, Elevations Credit UnionScott Herrmann, CFP, Elevations Credit UnionSheli Emerick, Elevations Credit UnionJim Fujinaga, Hancock Whitney Investment Services, Inc.Ross Kantor, Hancock Whitney Investment Services, Inc.Sponsoring Partner:CUSO Financial/Sorrento PacificMusic Credits:Band: A Rusty Something (Nick Simpson)Song: Someone New