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 Mirage of Life Insurance Sales:
Life Insurance Ownership Down 24% in Past 20 Years Ever since financial institutions started selling investments in the 1980s and 1990s, they have expected sales of life insurance to become a significant part of the business. But few firms derive as much as 5%...
Career Advice: Insights from the Kehrer Group Survey of Director Compensation
For bank-based advisors thinking about a future as a director at their institution or another bank or credit union, or for existing directors assessing their current situation, the Kehrer Group Survey of Director Compensation offers some insights: The larger the firm,...
Compensation Incentives Reward Revenue Growth, Not the Activities that Drive Growth
Findings from the Kehrer Group Survey of Compensation of Directors of Bank-Based Advisors The landmark BISA study Smart Investment found that increasing the number of bank or credit union customer/member households with an investment relationship by 1%...
Gender Gap in Director Compensation
Findings from the Kehrer Group Survey of Compensation of Directors of Bank-Based Advisors Women Directors earn substantially less than male Directors of investment services in financial institutions with similar experience, qualifications, and...
Large Firms Shaving Payouts for Below Average Producers?
More Evidence of Top Producers Receiving a Larger Slice of the Pie Reports of advisor compensation changes from LPL and UBS highlight a change we’ve observed among financial institutions—firms are reducing payouts to bottom producers and enhancing payouts to top...
Financial Institutions Reward Investment Services Directors for Scope of Responsibilities, Not Performance
Findings from the Kehrer Group Survey of Compensation of Directors of Bank-Based Advisors The incentive structure for compensation of directors of investment services in financial institutions appears to reward revenue growth – two-thirds of the 55 compensation...
Banks and Credit Unions Appear to Be Devaluing Director Role
Findings from the Kehrer Group Survey of Compensation of Directors of Bank-Based Advisors Many investment services directors in financial institutions experience frequent changes to their compensation plans. Almost half of the directors participating in the...
Top Directors Focus on Advisor Recruitment and Retention
Q3 Influencers Poll Points to Recruitment Gains in Banks and Credit Unions We devoted the second day of the 2024 Top Directors Awards Conference to the dual themes of financial advisor recruitment and advisor retention. Why? Because the difficulty in growing...
Bank-Based Advisors Are Doing More Planning, But More Progress Is Needed
That was a central theme of the eighth annual Kehrer study group on developing holistic advisors. The first afternoon the group dissected the conflicting data on whether banks and credit unions are making progress on increasing advisor planning productivity and plan...
Financial Institutions Added Advisors in 2023, but Did They Keep Pace with the Growth if the Banking Business?
Kehrer Group research has demonstrated repeatedly that financial institutions tend to be under repped—they have too few financial advisors given their opportunity. Not only is adding advisors the most direct way to grow the retail wealth management business, adding...