For this episode we initiate a focus on what it takes to be a top performing program. For the next series of BISA episodes we will interview program managers from top performing programs in our benchmarking research. This month we interviewed David Biliter from First Citizens, a program that holds the #1 position for household revenue penetration. We were also joined by Matt Barhorst of Ameriprise, one of the top BDs in the nation..
Creating a culture of advice
Removing friction from the process
Creating a career path towards Second Story Advisors
Earning the trust of lenders
Getting past the “$300K GDC Wall”
Creating a fully functional remote advisor center
Having client discussions about the Protection Need