The October 2022 Aite-Novarica Group report on bank broker-dealers examines shifts in organizational structures as branches evolve in role and relevance. While branch advisors remain the primary sales channel, reliance on branch referrals is declining, and licensed banker programs are under review. The study highlights performance differences between branch and second-story advisors, with the latter contributing significantly to salesforce health. Emerging virtual and digital channels offer growth potential, and banks are exploring new models to balance profitability, advisor productivity, and customer engagement in a changing market.

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