Betty Long

Hiring is up from all channels, and now, more than ever, it's the cultural fit that matters in these investment programs.

Spring training season is upon us, but it's not just baseball players who are back in the game. As you'll see in this issue, bank advisors across the board are doing better and feeling more optimistic.

Fixed and variable annuities sold in through banks each changed course, the former rising and the latter falling in January, according to the Kehrer-Jackson Monthly Bank Annuity Sales Survey.

According to the first annual Kehrer-Limra 2011 Predictions Survey, executives from responding banks are not only bullish on hiring, but they report that sales are shifting toward newer hybrid products, and institutions are more optimistic about succeeding at an integrated approach across brokerage, trust and private banking.

Retirement planning is a big client draw. Especially since the recent recession. These days everyone wants to know when, if and how they can retire.

Banks are by nature conservative and slow to change, but judging by our cover story this month, and last, program managers are jumping on their somewhat higher profile in the business these days to take leaps forward in how they operate and what services they offer.

How did your program do this year? That's what we asked a lot of advisors, program managers and pundits for the 2011 Outlook. We found the responses to be a mixed bag—but generally more positive than the year before. While some programs are still struggling, others are moving full steam ahead. What made the difference?

As bank brokerages struggle to regain a toehold in an industry hard-hit by the economy, some are broadening their scope and their services quite successfully.