Investment & Insurance Sales at Financial Institutions

According to the Stathis Partners Annual Study, since 2019, retail households and retail core deposits have grown but the size of the average sales force covering these households has not kept up.

Trailer revenue has been slipping away for several years without much traction for recovery.

Memorable peaks and valleys define an upward trend from 2019. Monthly transactional revenue per rep driven grew 15% from January 2019 to March 2024.

Maintaining pace with January and February, production in March broke record highs for household revenue penetration, deposit penetration and advisor productivity for the month of March.

Year-over-Year Growth Rates by Quarter Percent and Change from Previous Year

The interest rate environment spurred the growth of fixed annuity sales, which continue to grow in significance to FC productivity.

As of November 2023, FCs racked up $529,000 in total revenue per rep, just short of the $532,500 generated in the first 11 months of 2022. Cumulative revenue was off by 0.68%, commonly referred to as a Nose.

Momentum was intercepted when December productivity inched up only 3%, adding $50,500 to the cumulative yardage to reach $575,000, just below the $581,000 generated in the previous year.