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.. Topics include:Creating a culture of adviceRemoving friction from the processCreating a career path towards Second Story AdvisorsCross-departmental cooperationEarning the trust of lendersGetting past the “$300K GDC Wall”Creating a fully functional remote advisor centerHaving client discussions about the Protection Need

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