The Case for Zero Margin
To celebrate over 40 years of thought leadership, Kehrer Group is revisiting some of its landmark studies and insights, and we’re asking some members of the financial advice community to provide their take on the impact of the work.
Much of our work has been crafted to provide directors of financial institution-based advisors the information and analysis they need to support their business plans and growth proposals to institution management. A central point of tension between the institution and its investment services unit is the institution’s need to achieve a larger short-term profit contribution from that business, which impedes the growth of the business. This research, sponsored by Cetera, demonstrates the advantages to the institution of reinvesting investment services profits into growing the business.
This from LeAnn Rummel, President and CEO, Cetera Investment Services:
For more than four decades, Kehrer Group has been a trusted voice and catalyst for progress—bringing clarity to what drives advice program performance and shining a light on the practices that separate good programs from great ones. One of their most enduring insights is both simple and powerful: financial institutions perform best when leaders invest in their people and empower them to serve clients with purpose. Through best-practices studies, industry trend research, and benchmarking, Kehrer Group hasn’t just documented change—they’ve helped shape it by championing continual improvement, sustained relevance, and keeping people at the center of the experience. As the industry continues to evolve, Kehrer Group’s perspective and partnership remain invaluable.
The Case for Zero Margin:
Why Institutions Should Stop Managing the Investment Services Business on Profit Margin
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About Kehrer Group Highlighters
The Kehrer Group Highlighters package some of our most important findings, insights, and commentary into bite-size, digestible articles. We make the Highlighters available for free to the entire financial advice community—a small gesture of appreciation for a community that has done so much to support our work.
About Kehrer Group
Kehrer Group is the bank and credit union financial advice community’s trusted partner for original thought leadership, insight based on data, and strategies that drive success. Kehrer Group’s legacy of research and analysis has advanced the delivery of investment services in banks and credit unions and shaped the industry into what it is today. Kehrer Group’s principals meld the wisdom gained from its long history in the industry with cutting-edge analytics, data that is robust and diverse, and a deep understanding of the key drivers of performance.
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