Hiring and retaining the right people are crucial in today's market, says Williams. He establishes a common vision as part of the recruiting process and helps new hires execute a shared business plan. He uses a similar model with managers to make sure they are all on the same page, which, he says, is the difference between simply being good and outstanding.

Bank/TPM: Huntington Bank

Location: Grand Haven, Mich.

No. of reps managed: 35

Avg. production per rep: $492,000

Total production 2011 (projected): $24m

Total production 2010: $17.3m

AUM 2011: $2b

AUM 2010: $1.9b

Years at the bank: 6

Years in the industry: 14

Age of program: 21

Total number of branches: 620

Product mix: Fixed annuities 40%; VAs 20%; life insurance 13%; fixed income 10%; mutual funds 8%; managed accounts 6%; equities 1%; REITs 1%; ETFs 1%

Do you decide what products are on the shelf? Yes

Register or login for access to this item and much more

All Bank Investment Consultant content is archived after seven days.

Community members receive:
  • All recent and archived articles
  • Conference offers and updates
  • A full menu of enewsletter options
  • Web seminars, white papers, ebooks

Don't have an account? Register for Free Unlimited Access