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
The Cost of Advisor Development
Do Associate Bank-Based Advisors Cover Their Cost? A cornerstone of Kehrer Group’s analysis of advisor force compensation is the calculation of the effective payout – total cash compensation as a percent of revenue produced – for each of the advisor roles in...
Top Directors Performance Demonstrates Value of Wealth Management to the Financial Institution
In his introductory remarks at the Kehrer Group Top Directors Awards Conference four weeks ago, Tim pointed out how the finalists not only excel at the metrics we track day-to-day—advisor productivity, revenue and profit penetration—but also are delivering what the...
Losing Assets Out the Back Door a Hurdle for Net New Asset Growth in Financial Institutions
Practice Management Insights from the Kehrer Group Benchmarking Survey As the business of financial advice has shifted from generating transaction revenue to asset-based compensation, organic asset growth has become an increasingly important metric for directors of...
Branch Referrals Surge, but Just Match Growth in Advisor Headcount
Practice Management Insights from the Kehrer Group Benchmarking Surveys 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...
Bank-Based Advisors Appear To Be Doing More Planning
But Advisor Plan Engagement Remains Disappointing The bank-based firms that reported their financial planning activity in this year’s Kehrer Group Benchmarking Survey had an average of 37 active planning clients per advisor. While that represented a robust...
Do Sales Assistants Help Advisors Do More Financial Planning?
Not Necessarily, Kehrer Group Research Suggests Kehrer Group research has demonstrated that financial planning is a win-win-win for the advisor, the firm, and the financial institution. A financial planning client tends to adopt the advisor, the firm, and the...
Do Second Story Advisors Do More Financial Planning?
Kehrer Group Research Finds That They Do Advisors in banks and credit unions continue to disappoint their directors’ aspirations to embrace financial planning in their practices. In last year’s Kehrer Group benchmarking surveys, the average bank-based advisor...
How To Compete for Assets in the Coming Wave of Intergenerational Wealth Transfer?
Time to Evaluate Your Digital Capabilities There are lots of estimates afoot about the size of the coming intergenerational wealth transfer—who owns it, and how it is currently invested. Financial advisors are more interested in who will inherit the assets,...
Silver Tsunami or Just a (Big) Wave?
Deeper Dive into the Coming Great Wealth Transfer Seems like every time we read a wealth management article the size of the coming Great Intergenerational Wealth Management Transfer gets larger. Over $70 trillion? But US households own only $73 trillion of...
Why Are Banks Losing Wealth Management Market Share?
Cerulli predicts that banks and credit unions will continue to experience a decline in their share of US assets under management. Kehrer Group has frequently pointed to the stagnant growth of advisor headcount as a culprit in this trend. But at the recent Kehrer...