Kehrer Group Highlighter
The Kehrer Group Highlighter packages 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.
The Latest Highlighters
Branch Referral Flow Stabilizes, but Remains Low
Existential Challenge to Retail Wealth Management in Financial Institutions Referrals from client facing branch staff are the foundation of retail wealth management in banks and credit unions. Access to the institution’s customers/members has helped the...
Counting Metrics
Kudos to David Lincoln for responding to Peter Bielan’s charge to name the five metrics needed to manage wealth management in a financial institution during a recent BISA webinar. That is a challenging task, which is why the metrics we track in our benchmarking...
Managed Programs Rising?
Kehrer Group Influencers Are Divided on the Trend We have heard buzz around the rising prevalence of "managed programs" in which the broker dealer assumes management and compensation responsibilities for the financial institution's advisors. Our most recent...
More Credit Unions Are Offering Financial Advice
Kehrer Group Annual Checkup Finds Credit Unions Overtaking Banks According to this year’s Kehrer Group Annual Industry Checkup, the number of credit unions providing investment services continued its slow but steady climb during 2023. Registered financial...
Boxed Out of the Advisor Recruiting Pool, Financial Institutions Return to Licensing Bankers
Advisor Extenders Pose Omni Channel Management Challenges The Kehrer Group 2023-2024 Annual Industry Checkup underscored the long-term reliance of financial institutions on advisor productivity gains to drive growth in the wake of flat advisor headcount. ...
Financial Institutions Continue to Rely on Gains in Advisor Productivity to Drive Growth
Checkup Findings for 2023 Kehrer Group’s Annual Industry Checkup found that financial institution-based advisors increased their production 3.6% during 2023. At the same time, banks and credit unions added 1.7% net new advisors, contributing to the 5.5%...
Increasing Advisor Headcount Increases Revenue…Exponentially
Adding advisors naturally drives additional revenue to the firm. But research from Kehrer Group demonstrates that increasing advisor headcount increases revenue exponentially. In the chart we’ve plotted the number of number of advisors per million of core...
Optimizing Bank-Based Advisors’ Books: A Work in Progress
As advisors in financial institutions built their practices, they acquired clients referred by branch staff. In retrospect, most of them acquired too many clients. Too many to serve well, and so many that they became obstacles to the advisor’s efforts to grow...
More Evidence that Advisors Shun Insurance in Financial Planning Process
Kehrer Group Examines Role of Client Engagement Households that outsource the preparation of their financial plan to a financial professional are less likely to takes steps to address their insurance and protection needs than households that prepared the plan...
What Does it Take to Be a Top Director?
The Kehrer Group Top Directors Awards recognize the leaders of the top performing investment services firms in financial institutions. We invite nominations from the entire bank and credit union financial advice community, and use a transparent, data driven...