The Impact of Bank Investment Sales on Disintermediation of Bank Deposits

The perennial debate over the impact of bank investment sales on disintermediation of bank deposits is rife with myths and polemics. Since the publication of our first analysis of this issue in 1989, we have provided factual information to the industry on

• the extent to which investment sales cannibalize deposits
• how much money is leaving the bank to investment in non-deposit products anyway
• whether disintermediated deposits are replenished over time

In addition to continuing to monitor trends in disintermediation, this entirely new edition provides an examination of several questions:

• Do annuity sales disintermediate more than mutual fund sales?
• Do the most productive Series 7 reps cannibalize deposits more than less productive reps?
• Do Series 7 reps disintermediate more than licensed platform bankers?
• Do the most productive licensed platform bankers cannibalize deposits more than less productive platform staff?
• Do banks that produce relatively more referrals also have higher disintermediation rates?
• What is the relative profitability of investment sales and Certificates of Deposit?
• How much in deposits and loans do brokers refer back to banks?

The Impact of Bank Investment Sales on Disintermediation of Bank Deposits is based on an analysis of data from the annual Kehrer-LIMRA Financial Institution Investment Program Benchmarking Study, which encompasses banks that account for half of all bank investment sales.

Price: $625 (discounted for BISA members)
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