Bank platform reps need proper training in order to earn a client’s trust as an adviser, according to a study conducted by Kenneth Kehrer for Allstate’s financial institutions division.

"Training could be the difference between keeping a customer for life or watching them walk out the door," said Kehrer, an industry consultant and publisher of the Kehrer Report. He had conducted a report in 2000 entitled "Best Practices in Platform Programs Study." The new work for Allstate updates this by comparing the earlier study’s findings on program structures and managers’ opinions with the actual performance of the programs.

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