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The annual review is one of the most valuable—and most inconsistently used—client touchpoints in an investment program. Too often, it becomes a backward-looking performance recap instead of a forward-looking relationship conversation. This episode explores how program managers can give advisors a consistent annual-review framework that elevates service, uncovers unmet needs and held-away assets, and strengthens loyalty across spouses and generations. Listen in as Najib Khan, National Director of Langley Wealth Management, and Jim Fujinaga, former President & CEO of Hancock Whitney Investment Services discuss this important subject.

Protection strategies are the “glue” that holds a plan together when illness, disability, care needs, or death disrupt it. The advisors and institutions most likely to gather and retain assets are those that ask better questions, uncover and solve for risks before they become crises, involve the family, and coordinate the right expertise. In part two of this discussion, we cover how to get more advisors to utilize protection strategies, effective discovery, and leadership’s role in institutionalizing the critical practice of asset protection. Listen in as our panel digs into these important challenges. Jeffery Roy – Hancock WhitneyRuss Harton - CeteraAlex Sarafianos – Regions

This two-part episode discusses how protection planning is both a client-care discipline and a growth strategy. The advisors and institutions most likely to retain assets are those that ask better questions, uncover and solve for risks before they become crises, involve the family, and coordinate the right expertise. The practical challenge from this episode is straightforward: do not try to sell another product; instead, have a meaningful conversation about protecting well-earned assets. Protection strategies are the “glue” that holds a plan together when illness, disability, care needs, or death disrupt it. Without a documented protection review, clients may face serious consequences and advisors may lose relationships they spent years building. The discussion connects protection directly to business growth. Advisors who address risks that others ignore can differentiate themselves, build trust, gather more of a client’s assets, and improve retention through major life transitions. Join our panel of experts as they discuss these important strategies. Jeffery Roy – Hancock WhitneyRuss Harton - CeteraAlex Sarafianos – Regions

Do you have a book segmentation strategy, and if so, how is it structured, and how is it enforced?... That is the starting point for this episode’s discussion on Advisor Book Segmentation. We then dive into the details including, service level requirements, ideal number of clients in a book, advisor buy-in, and more.61 Join us as Hatem Benjamin from Huntington Bank, Wes Lacey from Ameriprise, and Terry Powell from Randolph Brooks FCU discuss this important subject.

For episode #60 we discuss the finer points of advisor sunsetting including structure, timelines, book beneficiary selection, earn-out models, preserving relationships, protecting clients, creating opportunities for the next generation talent, preserving trust, and leveraging a good sunsetting plan for recruiting purposes. Our panel is made up of David Biliter from First Citizens, Keith LeBlanc from Hancock Whitney, and Dan Mayes from Cetera. And LeAnn Rummel from Cetera is our special guest moderator!60

Listen in on this discussion of the realities of OneWealth as we discuss leadership alignment, operational integration, compensation, the client experience, data, and segmentation.

For this episode we discuss leveraging data for initiatives such as: Enhancing client engagementIncreasing wallet shareTargeted marketingRecognition of life eventsMoney in motionMeasuring the success of your data-centric initiatives Join our guests Tim Sease of South State Bank and Kimberly Sterling of Ameriprise for this engaging discussion!

Join us for this dynamic discussion where we cover 5the following topics: Targeted digital marketingFully automated campaignsAI marketing leverageMarketing segmentation Our guests are: John Harshman of First National BankRich Koll of Alma BankLeAnn Rummel of Cetera

On this episode of BISA TrendWatch we discuss managing through the competitive advisor recruiting environment with Christopher Peacock of Third Coast Bank and Marcos Ubinas of Regions Bank. We cover critical recruiting elements including the following: Strategies for targeted recruitingBalancing home growing talent with recruiting new talentRecruiting next-genersEffectively expressing your value propositionRetaining top talent

For this episode we discuss the evolution of BISA, the most influential organization in our industry. Our guests are John Olerio, the current and outgoing President, and Jane-ellen Porter, the incoming President. We cover topics such as: BISA’s evolving value proposition.The growth opportunities for our channel that BISA plans to focus on.The embracing of credit unions by an historically bank-oriented association.Intriguing initiatives on the horizon.  Please join us for this unique discussion as we all prepare for this year’s BISA annual conference!

This episode delves into the factors that contribute to successfully leveraging sales assistants. The discussion includes topics such as: Structuring sales assistant resourcesSales assistant gearing ratiosEarning a sales assistantAdvisor contribution to SA compSales Assistant career paths Join Jonathon Allen of Wescom Financial, and Najib Khan of Langley Financial Services, along with Scott Stathis and Bob Mittel as they explore these important elements of teamwork.

A solid CRM strategy is crucial for any financial institution that wants to thrive in today’s competitive environment. This discussion shares strategies and best practices to enhance your customer relationships and grow your program by leveraging data and your CRM solution. Subjects include: Creating a single Source of TruthLeveraging AI for CRM optimizationData and the 360-degree client viewAdvisor adoption This episode is recorded from a BISA sponsored webinar where we were joined by Solomon Schmidt of KeyCorp and Brian Venn of California Credit Union, with cross-channel insights and commentary provided by Chris Melton from Ameriprise.

In this episode we discuss how the use of video meetings has evolved since the pandemic. How these meetings have been optimized, how client acceptance of these meetings has evolved, the generational impact, remote advisors, and virtual meeting rooms in branches. Join our guests for this insightful conversation. Pete Dunlap – Citizens BankMichael Miroballi – Huntington BankTerrence Powell – Randolph Brooks FCU

Join Donna McNeely of Kinecta Federal Credit Union and Vance Richard of b1 Bank for episode 51 as we have an insightful discussion on finding and motivating the best associate advisors by designing a compelling and effective career path, as well as mentorships, timelines, and teaming.

Welcome to episode 50!!! In this episode with Alex Sarafianos of Regions and Tory Sherman of Comerica we focus on the creative evolution of compensation structures. We discuss elements including the following: Grid structureScorecard strategiesSecond Story advisor compNon-monetary incentivesAlignment with institutional goals