Survey Metrics
Penetration of the Opportunity
- Household Penetration (share of institution customer households with an investment account)
- Deposit Revenue Penetration (gross revenue per million of institution’s self-reported consumer deposits)
- Deposit Revenue Penetration (gross revenue per million of institution’s FDIC non government deposits)
- Household Revenue Penetration (gross revenue per institution’s retail household)
- Year-over-Year Revenue Growth
- Net Income Contribution Margin (net income before corporate G&A allocation as a percent of gross revenue)
- Pre-tax Net Income Margin (net income after corporate G&A allocation as a percent of gross revenue)
- Efficiency Ratio (direct and allocated expenses divided by revenue)
- Efficiency Ratio Fully Loaded (including G&A allocation)
- Deposit Profit Penetration (net income contribution per million of institution’s self-reported consumer deposits)
- Deposit Profit Penetration (net income contribution per million of institution’s FDIC non government deposits)
- Household Profit Penetration (net income contribution per institution’s retail household)
- Investment Assets to Deposits (total investment assets divided by FDIC core deposits)
Advisor Productivity
- Gross Revenue per Financial Advisor
- Gross Revenue per Financial Advisor (not including Licensed Banker revenue)
- Financial Advisor Productivity (Transactional Revenue + Advisory Fees + Trails per Advisor)
- Investment Assets per Financial Advisor (thousands)
- New Investment Assets per Financial Advisor (thousands)
- Net New Investment Assets per Financial Advisor (thousands)
- Transaction Revenue per Financial Advisor
- Recurring Revenue per Financial Advisor (Advisory Fees + Trail Commissions)
- Advisory Revenue per Financial Advisor
- Trail Commissions per Financial Advisor
- Life Insurance Revenue per Financial Advisor
- Gross Revenue per FTE
- Investment Assets per FTE (thousands)
- Households with Investment Accounts per Financial Advisor
- Investment Accounts per Financial Advisor
Management Metrics
- Referrals from Institution Staff per Advisor
- Deposit Referral Penetration (referrals per million in institution’s self-reported consumer deposits)
- Deposit Referral Penetration (referrals per million in institution’s FDIC reported core deposits
- Household Referral Penetration (referrals as a percent of institution’s retail households)
- Advisor Deposit Coverage (millions of institution’s self-reported consumer deposits per FA)
- Advisor Deposit Coverage (millions of institution’s FDIC reported core deposits per FA)
- Advisor Household Territory (institution’s retail households per FA)
- Percent of Advisors Who are Centralized
- Percent of Advisors Who are Second Story
- Advisors per Sales Assistant
- Revenue per Client Household
- Investment Assets per Client Household
Asset and Product Composition
- Revenue on Assets
- New Assets as a percent of Total Assets
- Managed Assets as a percent of Total Assets
- Transaction Revenue as a percent of Total Revenue
- Recurring Revenue as a percent of Total Revenue
- Advisory Revenue as a percent of Total Revenue
- Trail Commissions as a percent of Total Revenue
- Life Insurance Revenue as a percent of Total Revenue
Expense Profile
- Effective Financial Advisor Payout Rate
- Average Financial Advisor Compensation
- Sales Force Expenses per Financial Advisor
- Other Expenses per Financial Advisor
- Total Expenses per Financial Advisor
- Sales Force Comp as a Percentage of Total Revenue
