ABA Banking Journal - September/October 2017 - 65

>>> WEALTH MANAGEMENT CONTINUED FROM PG. 62
clients. "We've found that we don't
need to work with real wealthy
people to be successful in wealth
management," he says. "Regardless
of where they are, a holistic approach
can be helpful to them."
Case in point: He once had a client
who said, "I'm not wealthy and don't
have a lot, but I just received a $5,000
inheritance from my grandfather. Can
you help me figure out what to do
with it?"
He replied: "Rather than sell a
product, I said let's sit down with you
and your wife, figure out what your
goals are and develop a plan. Then
we'll make a better, more informed
decision about that money." Upon
meeting, Dayley learned that the
couple had a lot of debt from the
establishment of a new business.
As a result, the best investment for
the couple was to pay off some of
their debt.
"We were able to turn a negative cash
flow into a positive cash flow, and they
became great fans," says Dayley. "I

didn't make a lot of money working
with them, but they referred a lot of
people to me."
Dayley and other wealth management
experts see a generational challenge
when longstanding client relationships
change, as they inevitably must.
"What we've discovered is that unless
a financial adviser builds a relationship
with children or grandchildren, when
that client dies, the chances of those
assets staying with that program are
very slim," he says.
Still, he adds that "wealth managers
have to consider the idea of
connecting generations through the
wealth management process. That's
really a natural part of our business.
Parents and grandparents want things
for their children and grandchildren.
A good, well thought out generational
wealth management plan can be very
critical in helping those families get the
things they want."
For banks looking to enter the wealth
management space, training and a

cultural alignment in support of the
program are critical. "If a community
bank wants to offer these services, it
has to become a strategic objective of
the organization," Dayley says. "The
bank has to get behind like it would for
any other strategic objective. That can
be a big challenge."
Another problem for a smaller institution
is becoming too reliant and successful
with just a few wealth managers. In
such a situation, a bank becomes
at-risk for becoming excessively repcentric. "The problem is that the reps
have become the program," Dayley
says. "The reps are important, but they
shouldn't become the program."
Even so, Dayley and others are bullish
about wealth management and the
ongoing blending of human and
technological capabilities. "If there
was ever a time when this service
was needed, it's now," he says. "We
can turn lives around. Studies have
shown that people who work with
an adviser are better prepared. The
adviser is a motivating factor who holds
clients accountable."

> INDEX OF ADVERTISERS
APPRAISAL
Appraisal Institute . . . . . . . . . . . . . . . . . . . . . . . .19
www.appraisalinstitute.org
AWARDS / RECOGNITION
Crystal Plus Inc.. . . . . . . . . . . . . . . . . . . . . . . . . .27
www.crystalplus.com
BANK CARDS
CPI Card Group . . . . . . . . . . . . . . Inside Back Cover
www.cardatonce.com
Discover Debit . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 9
www.discoverdebit.com
CONSULTING
Visualize Wealth. . . . . . . . . . . . . . . . . . . . . . . . . .30
www.visualizewealth.com/digital-design
ELECTRONIC PAYMENT PROCESSORS
TSYS . . . . . . . . . . . . . . . . . . . . . .Inside Front Cover
lp.tsys.com/abajournal
FINANCIAL SERVICES
Austin Atlantic . . . . . . . . . . . . . . . . . . . . . . . . . . .48
www.austinatlantic.com
Coinstar, LLC . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 15
www.coinstar.com/financial_institutions
Loomis US corp. . . . . . . . . . . . . . . . . . . . . . . . . . . . 59
us.loomis.com

Money Concepts . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
www.moneyconcepts.com
Reverse Mortgage Funding LLC . . . . . . . . . . . . . . . 44
www.reversefunding.com
FINGERPRINTING SERVICE
Accurate Biometrics . . . . . . . . . . . . . . . . . . . . . .27
www.accuratebiometrics.com
FRAUD PREVENTION
Innovis. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .50
www.innovis.com
INFORMATION SECURITY
CoNetrix . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .50
www.CoNetrix.com/ABA
INSURANCE
ABA Insurance Services. . . . . . . . . . . . . . . . . . . .37
www.abais.com
Affinion Group. . . . . . . . . . . . . . . . . . . . . . . . . . . . . 45
www.affinioninsurancesolutions.com
INVESTMENT BANKING SERVICES
FTN Financial . . . . . . . . . . . . . Outside Back Cover
www.ftnfinancial.com
LEGAL SERVICES
Bryan Cave LLP . . . . . . . . . . . . . . . . . . . . . . . . . .49
www.bryancave.com

Pryor Cashman LLP . . . . . . . . . . . . . . . . . . . . . . .53
www.pryorcashman.com
MARKETING
Harland Clarke. . . . . . . . . . . . . . . . . . . . . . . . . . . .7
www.harlandclarke.com
Insight Financial Marketing, LLC. . . . . . . . . . . . . . . 48
www.worksbyifm.com
NETWORK SERVICES
Comcast Business . . . . . . . . . . . . . . . . . . . . . . . .4
www.business.comcast.com/financial-services
RECRUITMENT
The Raine Group LLC . . . . . . . . . . . . . . . . . . . . . 50
SECURITY
Axis Communications Inc. . . . . . . . . . . . . . . . . . .21
www.axis.com
SOFTWARE
Quality Mortgage Services. . . . . . . . . . . . . . . . . .31
www.qcmortgage.com
TECHNOLOGY SERVICES
Finastra . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .52
www.finastra.com
Kaufman Hall . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 58
www.kaufmanhall.com

aba.com/BankingJournal | ABA BANKING JOURNAL

65


http://www.pryorcashman.com http://www.moneyconcepts.com http://www.appraisalinstitute.org http://www.reversefunding.com http://www.harlandclarke.com http://www.crystalplus.com http://www.accuratebiometrics.com http://www.worksbyifm.com http://www.cardatonce.com http://www.innovis.com http://www.business.comcast.com/financial-services http://www.discoverdebit.com http://www.CoNetrix.com/ABA http://www.visualizewealth.com/digital-design http://www.axis.com http://www.abais.com http://lp.tsys.com/abajournal http://www.affinioninsurancesolutions.com http://www.qcmortgage.com http://www.austinatlantic.com http://www.ftnfinancial.com http://www.finastra.com http://www.coinstar.com/financial_institutions http://www.kaufmanhall.com http://us.loomis.com http://www.bryancave.com http://www.aba.com/BankingJournal

Table of Contents for the Digital Edition of ABA Banking Journal - September/October 2017

CHAIRMAN’S VIEW
UPFRONT
PICTURE THIS
LEGAL BRIEFS
POWER UP PROFILE
THE TOP FINTECH TRENDS DRIVING THE NEXT DECADE
PLUG AND PLAY: FOUR WAYS TO LEVEL UP YOUR MOBILE BANKING APP
MAKING FRIENDS WITH FINTECH
LOOKING AT FINTECH THROUGH THE LEGISLATIVE LENS
LET’S TALK PAYMENTS
IS OUTSOURCING IT SECURITY RIGHT FOR YOUR BANK?
THE CECL RIPPLE EFFECT
FROM YOUNG AMERICANS TO ENTREPRENEURIAL CITIZENS
FINDING THE PERFECT NICHE
THREE ELEMENTS OF BANK LEADERSHIP
REAL ESTATE LENDING
ABA COMPLIANCE CENTER INBOX
WEALTH MANAGEMENT
FROM THE STATES
CORPORATE SOCIAL RESPONSIBILITY
INDEX OF ADVERTISERS
FROM THE VAULT
ABA Banking Journal - September/October 2017 - Intro
ABA Banking Journal - September/October 2017 - bellyband1
ABA Banking Journal - September/October 2017 - bellyband2
ABA Banking Journal - September/October 2017 - cover1
ABA Banking Journal - September/October 2017 - cover2
ABA Banking Journal - September/October 2017 - 3
ABA Banking Journal - September/October 2017 - 4
ABA Banking Journal - September/October 2017 - 5
ABA Banking Journal - September/October 2017 - 6
ABA Banking Journal - September/October 2017 - 7
ABA Banking Journal - September/October 2017 - CHAIRMAN’S VIEW
ABA Banking Journal - September/October 2017 - 9
ABA Banking Journal - September/October 2017 - 10
ABA Banking Journal - September/October 2017 - UPFRONT
ABA Banking Journal - September/October 2017 - 12
ABA Banking Journal - September/October 2017 - 13
ABA Banking Journal - September/October 2017 - 14
ABA Banking Journal - September/October 2017 - 15
ABA Banking Journal - September/October 2017 - PICTURE THIS
ABA Banking Journal - September/October 2017 - 17
ABA Banking Journal - September/October 2017 - LEGAL BRIEFS
ABA Banking Journal - September/October 2017 - 19
ABA Banking Journal - September/October 2017 - POWER UP PROFILE
ABA Banking Journal - September/October 2017 - 21
ABA Banking Journal - September/October 2017 - THE TOP FINTECH TRENDS DRIVING THE NEXT DECADE
ABA Banking Journal - September/October 2017 - 23
ABA Banking Journal - September/October 2017 - 24
ABA Banking Journal - September/October 2017 - 25
ABA Banking Journal - September/October 2017 - 26
ABA Banking Journal - September/October 2017 - 27
ABA Banking Journal - September/October 2017 - PLUG AND PLAY: FOUR WAYS TO LEVEL UP YOUR MOBILE BANKING APP
ABA Banking Journal - September/October 2017 - 29
ABA Banking Journal - September/October 2017 - 30
ABA Banking Journal - September/October 2017 - 31
ABA Banking Journal - September/October 2017 - MAKING FRIENDS WITH FINTECH
ABA Banking Journal - September/October 2017 - 33
ABA Banking Journal - September/October 2017 - LOOKING AT FINTECH THROUGH THE LEGISLATIVE LENS
ABA Banking Journal - September/October 2017 - 35
ABA Banking Journal - September/October 2017 - LET’S TALK PAYMENTS
ABA Banking Journal - September/October 2017 - 37
ABA Banking Journal - September/October 2017 - 38
ABA Banking Journal - September/October 2017 - IS OUTSOURCING IT SECURITY RIGHT FOR YOUR BANK?
ABA Banking Journal - September/October 2017 - THE CECL RIPPLE EFFECT
ABA Banking Journal - September/October 2017 - 41
ABA Banking Journal - September/October 2017 - 42
ABA Banking Journal - September/October 2017 - FROM YOUNG AMERICANS TO ENTREPRENEURIAL CITIZENS
ABA Banking Journal - September/October 2017 - 44
ABA Banking Journal - September/October 2017 - 45
ABA Banking Journal - September/October 2017 - 46
ABA Banking Journal - September/October 2017 - FINDING THE PERFECT NICHE
ABA Banking Journal - September/October 2017 - 48
ABA Banking Journal - September/October 2017 - 49
ABA Banking Journal - September/October 2017 - 50
ABA Banking Journal - September/October 2017 - THREE ELEMENTS OF BANK LEADERSHIP
ABA Banking Journal - September/October 2017 - 52
ABA Banking Journal - September/October 2017 - 53
ABA Banking Journal - September/October 2017 - REAL ESTATE LENDING
ABA Banking Journal - September/October 2017 - 55
ABA Banking Journal - September/October 2017 - 56
ABA Banking Journal - September/October 2017 - 57
ABA Banking Journal - September/October 2017 - 58
ABA Banking Journal - September/October 2017 - 59
ABA Banking Journal - September/October 2017 - ABA COMPLIANCE CENTER INBOX
ABA Banking Journal - September/October 2017 - 61
ABA Banking Journal - September/October 2017 - WEALTH MANAGEMENT
ABA Banking Journal - September/October 2017 - FROM THE STATES
ABA Banking Journal - September/October 2017 - CORPORATE SOCIAL RESPONSIBILITY
ABA Banking Journal - September/October 2017 - INDEX OF ADVERTISERS
ABA Banking Journal - September/October 2017 - FROM THE VAULT
ABA Banking Journal - September/October 2017 - cover3
ABA Banking Journal - September/October 2017 - cover4
ABA Banking Journal - September/October 2017 - outsert1
ABA Banking Journal - September/October 2017 - outsert2
ABA Banking Journal - September/October 2017 - outsert3
ABA Banking Journal - September/October 2017 - outsert4
ABA Banking Journal - September/October 2017 - outsert5
ABA Banking Journal - September/October 2017 - outsert6
http://www.nxtbook.com/naylor/BAKS/BAKS0318
http://www.nxtbook.com/naylor/BAKS/BAKS0218
http://www.nxtbook.com/naylor/BAKS/BAKS0118
http://www.nxtbook.com/naylor/BAKS/BAKS0617
http://www.nxtbook.com/naylor/BAKS/BAKS0517
http://www.nxtbook.com/naylor/BAKS/BAKS0417
http://www.nxtbook.com/naylor/BAKS/BAKS0317
http://www.nxtbook.com/naylor/BAKS/BAKS0217
http://www.nxtbook.com/naylor/BAKS/BAKS0117
http://www.nxtbook.com/naylor/BAKS/BAKS0616
http://www.nxtbook.com/naylor/BAKS/BAKS0516
http://www.nxtbook.com/naylor/BAKS/BAKS0416
http://www.nxtbook.com/naylor/BAKS/BAKS0316
http://www.nxtbook.com/naylor/BAKS/BAKS0216
http://www.nxtbook.com/naylor/BAKS/BAKS0116
http://www.nxtbook.com/naylor/BAKS/BAKS0615
http://www.nxtbook.com/naylor/BAKS/BAKS0515
http://www.nxtbook.com/naylor/BAKS/BAKS0415
http://www.nxtbook.com/naylor/BAKS/BAKS0315
http://www.nxtbookMEDIA.com