Why peddle banking products?
Is the branch manager at your bank-owned brokerage leaning on you these days to peddle mortgages and checking accounts to your best investors? Bank of America and Wells Fargo are embracing cross-selling as an important revenue-generator, but not every advisor is interested in pressing bank products on clients and possibly jeopardizing their relationships.
I’m writing about the trend and want to hear from you. All identities are withheld from publication.
Registered Rep. magazine
all our top clients have significant banking (somewhere). Why wouldnt you want to make sure that you were making sure that it was being handled properly? Wether you get paid or not is not the issue. Make sure that your client is getting the best that the bank has to offer. Oh yeah who doesnt want to know when CDs are coming due or large deposits come in or (god forbid) money goes to a competitor?
Many advisors at WFC and Bac like to believe that cross selling is optional and they can still resist. But it isn't optional for the branch manager, the complex manager and the regional manager, they have goals that directly impact their compensation. If they have goals, then over time the advisor will have goals directly or inderectly. Can you imagine David Carol telling Stumpf "sorry John my boys won't buy into it so you can just forget it." I don't think so. The end result of cross selling is to divorce the client from the advisor and tie them to the institution. Any other rationale is just wishful thinking.