Bankers As Brokers: The Complete Guide to Selling Mutual Funds, Annuities and Other Fee-Based Investment Products Book

Until recently, bankers could do little to stop the flow of customer deposits into non-bank investment products. Not only were they facing disintermediation of dollars but, perhaps more importantly, disintermediation of customers as well. Now banks can fight back - by offering their customers the full range of financial products that they have been looking for. Bankers as Brokers is the banker's definitive guide to starting, running and succeeding with an investment products line. This comprehensive overview takes bankers through the critical elements of the investment products business, helping financial institutions develop a program that fits their needs and their customers. Bankers as Brokers offers strategies on increasing income, customer retention and new business with a wholly integrated program. It also identifies and addresses the potential problems in the area, including deposit cannibalization and regulatory concerns. Bankers as Brokers tackles the following issues and more: building a better bank through brokerage; reviewing, adopting, promoting and selling investment products; leveraging customer trust with financial planning services; specific needs and concerns of community banks; creating a full-service financial center by offering investment products; dramatic changes in customer needs and how to meet them; high-tech marketing methods that target new customers; integrating investment products with the "rest" of the bank; and the growing regulatory and compliance concerns for banks. Both an assessment of today's market and a road map for the future, Bankers as Brokers can help bankers chart the course to record-setting profitability.