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3 Janet Anna and Tommy Williams

2 Kevin Fisher

1 Ken Wren Jr.

While we spend most of the year covering the advisors in our space, we set aside one issue to pay attention to the bosses. And in reading about their concerns, you'll get a dose not only of market woes and customer service issues, but of management strategy as well.

A saga of the over-the-road advisor in badland country. Despite a few challenges, there is one nice perk for US Advisors rep Susan Welo: She avoids office politics.

Forty percent of bank-based advisors say that cross-selling is critical to their business, according to a BIC survey. Still, most said they received only a fraction of their business referrals—less than one-fifth—from tellers and retail bankers.

A recent SEI survey shows that 62% of financial advisors don't communicate with their clients on a regular basis even though they acknowledge that this flaw is their greatest failing in providing service.

For those investors who still feel like they've been punished by the market in recent years, one advisor has found the carrot to lure them back.

A veritable case study in management strategy, our annual Top 20 Program Managers, highlights the best leaders in the bank channel, many of whom are also producing advisors.

A lack of planning is a common mistake in all aspects of life. That's far from the only mistake made by bank advisors. Here's a look at some of the common pitfalls and how to avoid them.