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BISA Thought Leadership

Below you will find essential, need-to-know information, insights and perspectives to help you follow key developments in the field, and you will have convenient access to an array of content on business issues and trends that impact our industry and your success. Each of the articles below were featured in our electronic, executive-level, weekly OneSource publication. To begin receiving OneSource, create a profile in our BISA database.




7/3/2014 Are Your Sales People Failing Enough?Tony Cole
6/26/2014 The Case for a Durable IncomeAR Capital
6/19/2014 Investing Outside the BoxNew York Life MainStay Investments
5/1/2014 How Salespeople Sabotage Their Own SuccessTony Cole 
3/27/2014 An Introduction to Alternative InvestmentsAR Capital
3/20/2014 Hiring Better Sales People, Part 2Tony Cole
1/30/2014 A Look at the Buyer's ObjectivesTony Cole
1/9/2014FINRA 2014 Regulatory and Examinations Priorities Letter BISA Legal Counsel 
12/19/2013Federal Financial Institutions Regulatory Agencies Adopt Final Volcker Rule Regulations BISA Legal Counsel
12/5/2013Hiring Better Sales People, Part 1 Tony Cole
11/14/2013Recent Regulatory and Enforcement Initiatives Impact on Municipal Market ParticipantsJohn Hartigan
11/7/2013Raising the Bar, Part 2Tony Cole
10/31/2013The Case for Investing in Non-Traded REITsAR Capital
10/24/2013Pursuing the Self-Directed InvestorGina Lauer
10/22/2013Interview with Alois Pirker, Research Director at Aite GroupInformation, Inc.
10/17/2013Johnson Bank's Investment Waters Run DeepAndrew Singer
10/10/2013Raising the BarTony Cole
10/3/2013Strength in Numbers:  Strategies for Building Strong Advisor TeamsSanjiv Mirchandani
9/26/2013Are Market-Linked CDs and Structured Notes In Banks Future?Andrew Singer
9/12/2013The Case for Investing in Durable IncomeAR Capital
9/5/2013The 9 Keys for Successful Sales Coaching:  Skill #9Tony Cole
8/22/2013Engaging Female Clients:  An Industry ImperativeNational Financial
8/15/2013Keys to Successful Advisor RecruitingLPL Financial
8/8/2013Guide to Growth Series Explores the Benefits of IntegrationCetera Financial Institutions
8/1/20132013 BISRA Benchmarking Study Provides Program Trending InsightsBISRA
8/1/2013The 9 Keys for Successful Sales Coaching:  Skill #8Tony Cole
7/25/2013Executive Profile:  Sanjiv Mirchandani on Revolutionizing the Broker-Dealer Advice ModelInformation, Inc.
7/18/2013 The Importance of Actively Managing Investment Program Product Mix LPL Financial
7/11/2013 Senior Floating Rate Loans New York Life Mainstay Investments
6/27/2013 The 9 Skills to Coaching Success: Skill #7 Tony Cole
6/25/2013Understanding Integrated Wealth Management:  A Conversation with Scivantage Executive Vice President for Products and Delivery Management Joe SenslandInformation, Inc.
6/20/2013 Generating Referrals from Commercial Lenders LPL Financial
6/13/2013 Leveraging Opportunities to Build Shelf Space within the Financial Institution LPL Financial
6/6/2013 The 9 Skills to Coaching Success: Skill #6 Tony Cole
6/6/2013 Enhancing the Client Experience to Capture the Self-Directed Investor Scivantage
5/30/13Executive Profile:  Mike Weil, CEO of Realty Capital SecuritiesInformation, Inc.
5/23/2013 Investing for Income: Positioning Portfolios for Today's Interest Rate Environment New York Life Mainstay Investments
5/16/2013LIMRA/CANNEX:  Income Annuity Companies Adding Features to Attract More ConsumersLIMRA/CANNEX
5/9/2013Product Allocation:  Next Step in the Evolution of Asset AllocationTransamerica Capital, Inc.
5/2/2013 The 9 Skills to Coaching Success: Skill #5 Tony Cole
4/25/2013The Battle for the Wealth Management Assets of TomorrowScott Stathis
4/18/2013 Video Killed the Radio Star Thomas C. Kane
4/11/2013Executive Profile:  Schorsch's Track Record of Creating Shareholder Value by Delivering Bigger and Better Products for ARCInformation, Inc.
4/4/2013 The 9 Skills to Coaching Success: Skill #4 Tony Cole
4/4/2013 AR Capital Real Estate Outlook - 2013 American Realty Capital
3/28/2013 The Case for Investing in Non-Traded REITs American Realty Capital
3/21/2013 2012 Bank Life Sales Close to All Time High BISRA
3/7/2013 The 9 Skills to Coaching Success: Skill #3 Tony Cole
2/28/2013 A Look at UMA Environments within Banks and Across Affiliated Wealth Channels Paul G. Ahern
2/14/20132012 Year in Review:  Select SEC and FINRA Cases and DevelopmentsMorgan, Lewis, & Bockius, LLC
2/7/2013 The 9 Skills to Coaching Success: Skill #2 Tony Cole
1/31/2013 Don't Confuse Activity with Productivity Nathan D. Bergeland, CFP(r), MS
1/24/2013FINRA Proposed Rule on Recruitment Compensation PracticesMorgan, Lewis, & Bockius, LLC
1/17/2013FINRA 2012 Year in Review & 2013 InitiativesMorgan, Lewis, & Bockius, LLC
1/10/2013 Cetera Ideas Series: Guide to Growth Series Explores the "Broker-Dealer Conundrum" Cetera Financial Institutions
1/3/2013 The 9 Skills to Coaching Success Tony Cole
12/20/2012FINRA Issues Important New Guidance on its Suitability RuleMorgan, Lewis, & Bockius, LLC
12/6/2012How Can Banks Better Compete in the Advisory Business?Andrew Singer
11/29/2012 Help Your Salespeople Close More Business Tony Cole
11/15/2012Helping Advisors Embrace the Financial Planning ProcessGina Lauer
11/8/2012Variable Annuities Help New Retirees Generate IncomeJerry Patterson
11/1/2012 Sales Management - Talent Not Needed? Tony Cole
10/25/2012 Wealth Distribution: Optimizing Local Markets Wayne Cutler
10/11/2012 7 Areas to Investigate When Your Broker/Dealer Contract is Renewing Timoleon Group, LLC
10/4/2012Life Carrier's Dilemma:  Where to Put All that Cash?Andrew Singer
9/27/2012 Sales Mission Complete Tony Cole
9/20/2012 PrimeVest Ideas Series: Program Optimizer Paints Performance Portrait of Financial Institution Channel LeAnn Rummel
9/13/2012 Indexed and Income Annuity Sales Rise to Near-Record Levels in Second Quarter '12 Beacon Research
9/6/2012The True State of Today's RetireesProtective Life Insurance Company
8/30/2012More Attention for Indexed Annuities in Low Rate EnvironmentAndrew Singer
8/23/2012 Some Will. Some Won't. So What? Next! Tony Cole
8/16/2012 The Summer I Rediscovered Baseball Thomas C. Kane
8/9/2012 10 Reasons Why Your Financial Institution's Referral Program Doesn't Work USAdvisors Network, LLC
7/26/2012 The 7 Habits of Successful Sales People Tony Cole
7/19/2012 PrimeVest Ideas Series: Guide to Growth Series Details Best Practices for Shifting to Hybrid Advice Models PrimeVest Financial Services
7/12/2012 A New Beginning: Emerging Retail Banks Commit to Integrate Brokerage ... Again Scivantage
7/12/2012Success Trends - The Wealth Management OpportunityBISRA
7/5/2012In a Low-Growth Environment, Wealth Management a Critical Growth Engine for BanksAndrew Singer
6/28/2012 A Payphone Business in a Smartphone World Thomas C. Kane
6/21/2012 3 Keys to New Business Sales Tony Cole
6/14/2012 Income and Indexed Annuity Sales Advance in First Quarter '12 Beacon Research
6/7/2012Bank Regulation - It's ComplicatedMorgan, Lewis, & Bockius, LLC
5/31/2012 Wealth Biz Buzz:  Bank Executives Channel Mick Jagger Thomas C. Kane
5/24/2012 Executing Sales Techniques in the Field Tony Cole
5/10/2012 Success Trends: Spring Sales Have Sprung (in a Diversity of Ways) Kehrer-LIMRA
5/3/2012Equity Index Annuities & CDs - A 20-Year Love StoryBankers Financial Services, LLC
4/26/2012 PrimeVest Ideas Series: Guide to Growth Series Reveals What's Right about "Rightsizing" PrimeVest Financial Services
4/26/2012 The 7 Core Sales Competencies Tony Cole
4/19/2012 Wealth Biz Buzz:  The Grand Illusion Thomas C. Kane
4/12/2012 Success Trends - Annuity Sales are on the Rise Kehrer- LIMRA
4/5/2012A Rewarding Recruitment Tool:  A 'Finder's Fee' for AdvisorsGina Lauer
3/29/2012Want More Business?  Act like More than a BankPrudential Annuities
3/22/2012More 'Advisory' Mutual Funds in Banks' FutureAndrew Singer
3/22/2012 Sales Commitment and Shadow of the Leader Tony Cole
3/15/2012Advisors Look to Social Media with Optimism and CautionGina Lauer
3/15/2012 Wealth Biz Buzz:  Conventional Wisdom Thomas C. Kane
3/8/2012 Success Trends Kehrer-LIMRA
3/8/2012 Primevest Ideas Series: Guide to Growth Series Reveals Fee-Income Growth Opportunities LeAnn Rummel
3/1/2012 New BISA President Sam Guerrieri on the Opportunities for the Year Ahead Information, Inc.
2/23/2012 Need More Sales? Tony Cole
2/16/2012 Wealth Biz Buzz:  Happy Birthday Bank Brokerage Thomas C. Kane
2/9/2012 Success Trends Kehrer-LIMRA
2/9/2012 PrimeVest Ideas Series:  Life Insurance - It's a Win-Win PrimeVest Financial Services
1/31/2012 2012 Annual Regulatory and Examination Priorities Letter Morgan, Lewis, & Bockius, LLC
1/26/2012 The Extraordinary Sales Coach: Create a 'No Excuses' Sales Environment Tony Cole
1/19/2012 Wealth Biz Buzz: Taking Flight with UMA's Thomas C. Kane
12/22/2011Managing in Turbulent TimesPaul A. Werlin
12/22/2011Advisors Go Mobile with New Tools of the TradeGina Lauer
12/22/2011To BD or Not to BDJay McAnelly
12/15/2011Moving Toward Wealth Management:  Leveraging TPM Tools of the TradeSteve H. Dowden
12/15/2011Dodd-Frank:  Indirect Consequences for Bank Broker/DealersRichard D. Starr
12/15/2011The Ultimate Relationship-Building ToolGina Lauer
12/8/2011 Rethinking Retail Banking Growth Deloitte
12/8/2011 No Budget Deal: Now What? Fidelity Investment



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