Print Page   |   Sign In   |   Register
Community Search
Monthly Benchmarking Data

BISA Monthly Sales Productivity Benchmarks

Average sales productivity of full time brokers increased 4 percent as production grew in annuities, fixed and variable, along with mutual funds and life insurance. Broker productivity increased 10 percent compared with April 2012.

Total productivity inclusive of fees improved 18 percent to reach an unprecedented $40,733 in April, exceeding the previous high of $40,651 in October 2007. One third of banks in our survey reported total FC productivity at or above $39,000 last month while two-thirds reported double-digit growth. Lifted both by strong managed money growth along with quarterly fee income in April, total productivity was 15 percent above April 2012.

Platform reps' productivity rose 2 percent driven mostly by fixed annuity gains, along with variable annuity and life insurance production. However, year-to-year April platform productivity was down 16 percent.

The index of bank broker/dealer revenue rose 42 points to 233 in April. The index stood at 200 in April 2012.

April Month-End Measures
Broker Sales Productivity: March-$17,544; April-$18,227; Base (1998)-$22,795
Licensed Banker Sales Productivity: March-$1,082; April-$1,108; Base (1998)-$1,201
Index of Bank B/D Revenue: March-192; April-233; Base (1998)-100*


Source: BISRA Monthly Bank Investment Services Monitor. For additional information contact scott.stathis@bisra.com.
* reflects performance of average bank B/D

 
Bank Annuity Update

2013 (first quarter)
dollars in thousands)

Rank

Annuity Commissions ($M)

Bank

State

1

$12,278.00

BRANCH BANKING AND TRUST

NC

2

$11,762.00

COMPASS BANK

AL

3

$10,674.00

KEYBANK NA

OH

4

$9,941.00

RBS CITIZENS, NA

RI

5

$8,788.00

PNC BANK, NA

DE

6

$8,654.00

FIFTH THIRD BANK

OH

7

$8,382.00

M&T BANK

NY

8

$6,532.00

REGIONS BANK

AL

9

$4,486.00

FIRST NIAGARA BANK, NA

NY

10

$4,250.00

SOVEREIGN BANK, NA

DE


*  Based on analysis of FRB Y-9 data. Source: Singer's Annuity & Funds Report

 

****


If you are a BISA member, please visit the Monthly Benchmarking page in the Members Only section to see an expanded version and archived issues.

 

Sign In


Forgot your password?

Haven't registered yet?

Bank Insurance & Securities Association
2025 M Street, NW, Suite 800 | Washington, DC 20036
p: 202-367-1111 | f: 202-367-2111 | e: bisa@BISAnet.org