Kehrer-LIMRA offers a number of products and services tailored to address the needs of financial institutions that have, or are considering starting, investment or insurance sales programs:

Peer comparisons/Best Practices
    Investment Sales
    Insurance Sales

Platform Banker Programs

Compensation of Sales, Management and Administrative Staff

Disintermediation

Evaluating Products

Custom Consulting

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Peer comparisons/Best Practices:
Investment Sales
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Rightsizing Carrier Relationships: The Direction of Bank Annuity Distribution
This study is based on a telephone survey of product managers in major banks and third party broker-dealers, examines the annuity products provided to smaller banks. The 32 banks and third party broker-dealers that participated account for over 82 percent of all bank annuity sales.
Price: $500 (Free to banks)
[Submit Order]

Kehrer-LIMRA Credit Union Brokerage Study
Sponsored by Essex National Securities, Inc. (ENSI)
This first-ever examination of the brokerage performance of credit unions is drawn from the annual Kehrer-LIMRA ENSI Financial Institution Investment Program Benchmarking Survey, which encompasses credit unions and banks that collectively account for over half of all financial institution sales. This study provides benchmarks of credit union brokerage performance, contrasts credit unions with commercial banks, and identifies best industry practices. Moreover, the study examines how credit union brokerages can achieve better penetration of their opportunity.
Price: $625 (discounted for BISA members)
[Submit Order]

Kehrer-LIMRA Financial Institution Investment Program Benchmarking Study
Financial support provided by Symetra Financial
This study presents bank-by-bank comparisons (on a blind basis) of 75 cricital measures of bank investment program performance. In addition, for each benchmark, statistics are provided by quartile, size of bank and type of sales force. [More]
Price: $1,500 (discounted for participants and community banks/credit unions)

The Monthly Bank Investment Services Program Monitor provides more timely benchmarks of program performance. Subscribers provide data and receive reports monthly. Choose the version of this service that fits the size of your financial institution:

Kehrer-LIMRA Monthly Bank Investment Services Performance Monitor (for banks with over $4 billion in assets)
Sponsored by AXA Distributors
This monthly survey of bank retail investment programs provides benchmarks of sales force productivity, revenue, sales revenue mix, and profitability. Bank-by bank comparisons are presented on a blind basis. [More]
Price: $945/year
[How do I participate?]

Kehrer-LIMRA Monthly Monitor of Community Bank Brokerage Services
Sponsored by PrimeVest Financial and ING Variable Annuities
This monthly survey of community bank brokerage services benchmarks sales force productivity, revenue, sales revenue mix, and profitability. Bank-by bank comparisons are presented on a blind basis. [More]
Price: $600/year
[How do I participate?]

Kehrer-LIMRA Community Bank Brokerage Study
Sponsored by INVEST
This report examines trends in brokerage programs in banks and credit unions with less than $4 billion in assets.
Price: $250
[Submit Order]

BISA Quarterly Productivity & Performance Report
Quarterly analysis of trends in bank broker/dealer sales force productivity, revenue penetration, revenue mix, and profitability. [More]
Free to Bank Insurance and Securities Association Members.

Improving Bank Investment Program Profitability
Based on an analysis of our proprietary benchmarking database, this study analyzes the impact on profit contribution of expanding the investment sales force, improving broker productivity, reducing expenses and improving technology by outsourcing broker-dealer services, and integrating the delivery of investments, trust, and banking. Co-authored with Lynn R. Niedermeier. April 2002.
Price: $500
[Submit Order]

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Peer comparisons/Best Practices:
Insurance Sales
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The Bank Life Insurance Services Program Benchmarking Survey, conducted annually, focuses on the sale of life and health insurance by financial institutions. The survey covers financial institutions, that collectively accounted for over half of all bank life insurance sales. Two studies report on the results of this survey:

Kehrer-LIMRA Bank Life Insurance Sales Study
This narrative report is an analysis of life and health insurance sales by banks. It examines sales force productivity and revenue penetration of the bank customer base, sales force compensation and net income contribution by distribution method, program maturity, and bank size. [More]
Price: $750

Kehrer-LIMRA Bank Life Insurance Sales Benchmarking Study
Sponsored by Allstate Financial, Hartford Life, and Independent Financial Marketing Group
This report provides bank-by-bank comparisons of life/health insurance sales performance of participating banks on a blind basis. The report consists of tables comparing each bank's total life health revenue, first year life/health revenue, and net income from all insurance activities, relative to the bank's customer base, retail deposits, and assets. It also compares sales force productivity by distribution method and customer penetration, deposit penetration, and asset penetration by distribution method.
Price: $250 (free to participants)
[How do I participate?]
[Submit Order]

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Platform Banker Programs
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Best Practices in Platform Programs
Findings from a survey of managers of platform investment sales programs on the best way to design, implement, and manage these programs. September 2002.
Price: $500
[Submit Order]

Best Practices in Platform Programs Revisited
Compares the actual performance benchmarks of the banks in the survey of Best Practices in Platform Programs to determine whether sales force productivity and customer penetration support or contradict the program managers' views of best practices. July 2004.
Price: $500
[Submit Order]

The Bank Investment and Insurance Services Compensation Survey is conducted annually to gather information about compensation for sales and administrative staff in bank investment and insurance programs. It covers banks, savings institutions and credit unions.

Kehrer-LIMRA Bank Investment and Insurance Services Compensation Study
Sponsored by Independent Financial Marketing Group
This study is conducted annually to gather information on compensation benchmarks for sales, management, operations and executive positions in bank investment and insurance programs. The study covers banks, savings institutions, and credit unions. Compensation matrices are presented for the 23 positions studied. The report also provides a narrative discussion of the structure of incentive compensation. [More]
Price: $1,500 (discounted for participants)
[How do I participate?]

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Disintermediation
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The Impact of Bank Investment Sales on Disintermediation of Bank Deposits
Analyzes the extent to which annuity and mutual funds sales cannibalize bank deposits. February 2007. [More]
Price: $625

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Evaluating Products and Strength of Product Providers
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Kehrer-LIMRA Bank Fixed Annuity RateWatch
This monthly report provides the new money crediting rates for the most popular bank-sold fixed annuities that carry a one-year guarantee. It also provides the average rate on a one-year CD for comparison purposes. The report is emailed to subscribers on the same day that rates are obtained (at mid-month). [Sample page]
Price: $600/year
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Kehrer-LIMRA Bank Fixed Annuity RateWatch Plus
This monthly report includes the crediting rates for the same products that are included in the Fixed Annuity RateWatch, plus contract features, and insurance company ratings. It also includes product specs and rates for the best selling multi-year rate guarantee products. The report is emailed to subscribers on the same day that rates are obtained (at mid-month). [Sample page]
Price: $1,200/year
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Quarterly Kehrer-LIMRA Bank VAWatch
This report monitors and updates the product features and pricing of variable annuities sold through banks by insurance companies, and reports on the "specials" currently being used by each company. The report is emailed to subscribers each quarter. [More]
Price: $2,000/year

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