Callahan Clients, please log in for direct access to:
Learn What You're Missing
Upgrade Your Subscription
Thank you for your interest in reading the fantastic content we have on CreditUnions.com! However, the page you are trying to access is for subscribers-only. To learn more, select an option below.
All users must now log in to read, research, browse, and have fun on CreditUnions.com. Yes, we still offer freebies. And, yes, it’s worth the extra effort.
Print or PDF this article today because you won't have access to it later. Or, click here to learn how to get 24/7 access.
By Cetera Financial Institutions
In the aftermath of the banking crisis, including cost pressures and fee-income regulatory restrictions, some financial institutions are contemplating whether they should start an investment services program. To better understand the revenue fee income an investment program may provide, one needs to understand the time it takes to ramp up to full productivity.
According to Determining Revenue Potential for a New Program — a white paper published by PrimeVest, a Cetera broker-dealer exclusively focused on serving banks and credit unions — it’s important for these financial institutions to gauge maturity benchmarks in order to better budget their revenue and net income over time. Based on data pooled from five years (2006-2010) of the Kehrer-LIMRA Financial Institution Investment Program Benchmarking Survey, the paper reveals a number of key findings.
During the first six years of an investment services program,data suggests the average sales productivity of a full-time investment professional (excluding trail commissions and advisory fees) is below the industry average for all institutions. Although in the second year, the average sales revenue produced per investment professional tends to be only 70% of the sales productivity of the average advisor, sales productivity grows successively each year until it peaks in the sixth year at 97% of the sales revenue produced by the average financial professional. Financial professionals in banks or credit unions who offer investment services for seven years produce more revenue than the average financial professional.
Like sales productivity, revenue penetration — the amount of revenue the program produces in relation to its opportunity — generally takes seven years to surpass the industry average. Thus, revenue penetration is only 44% to 45% of the opportunity in the second and third years of an investment services offering. It then slightly increases in the fourth year before growing significantly each year thereafter, with the potential of reaching 115% in year seven.
As with both sales productivity and revenue, the ramp-up period for profit contribution lasts around six years. For instance, in 2010, the average net income contribution from investment services in all banks and credit unions was $425 per million dollars of the institution’s consumer deposits. The industry norm for programs in their second year was $128 per million dollars. While five-year-old investment services businesses generated $247 in net income per million dollars in consumer deposits on average, institutions that offered investment services for seven years had an average net income contribution of $523 per million dollars.
These maturity benchmarks can go a long way in helping a financial institution establish an investment services program within the early years of the business. In addition, they can be instrumental in understanding the timeline for the potential of institutions that are not yet offering investment services.
This sponsored content article is provided to the credit union community for shared insights and knowledge from a recognized solutions provider in the industry. Please note that the views and opinions offered here do not reflect those of Callahan & Associates, and Callahan does not endorse vendors or the solutions they offer.
If you are interested in contributing an article on CreditUnions.com, please contact our Callahan Media team at email@example.com or 1-800-446-7453.
November 19, 2012
No comments have been posted yet. Be the first one.
Submit your email address to receive daily industry updates and web-only features.
P: 800-446-7453 | F: 800-878-4712
1001 Connecticut Ave. NW Suite 1001
Washington, DC 20036