ABA Banking Journal - April 2008 - (Page 24) Community Banking Pass the Aspirin: Questions Customers Ask Today— And The Answers” p.26 2008 ABA NATIONAL CONFERENCE FOR COMMUNITY BANKERS REPORT Banks plus insurance: How to make it work Four banks that took different paths to success share what they learned along the way . McCall Wilson, Jr., of The Bank of Fayette County, characterizes the gap between bankers and insurance people this way: “Agents eat what they kill. Bankers want to eat somebody else’s kill.” When Wilson’s company went into the insurance business a few years back, it found that successfully integrating banking and insurance often depended on reconciling two very different ways of looking at compensation. But there was also a very different pair of mindsets arising from the two views. Culturally, bankers still think mainly in terms of salary, while insurance agents think in terms of commissions. So, while referrals from one side of the house to the other are the ideal, insurance agents hate splitting their “kill” with other players. Yet the bankers need an incentive to get interested in referrals from their side. But referrals aren’t always welcome, either, something that the Moscow, Tenn.based institution’s bankers had to get used to. In February, Wilson explained during a session at the ABA National Conference for Community Bankers that bankers, attempting to make good on the synergistic hopes of joining banking and insurance By Steve Cocheo, executive editor H 24 APRIL 2008/ABA BANKING JOURNAL Subscribe at www.ababj.com http://www.bankoffayettecounty.com/index.asp http://www.ababj.com
Table of Contents Feed for the Digital Edition of ABA Banking Journal - April 2008 ABA Banking Journal - April 2008 Contents Editor's Column You Can't Beat Wal-Mart: Or Can You? Snapshot: Non-Interest Income Shoulders More Weight ABA National Conference for Community Bankers Report 100th Anniversary: Then & Now ABA Resources ABA Chairman's Position Banks Plus Insurance: How to Make It Work Pass the Aspirin 2008: Year of Rich Internet Apps? Tough Time For That IPO Your Audience Needs to Know Who You Are Telepresence: Costly But Very Cool Webnotes Better Websites Mean Tougher Compliance Mailbox Banker's Mart To Advertise/Index of Advertisers The Economy ABA Banking Journal - April 2008 ABA Banking Journal - April 2008 - ABA Banking Journal - April 2008 (Page Cover1) ABA Banking Journal - April 2008 - ABA Banking Journal - April 2008 (Page Cover2) ABA Banking Journal - April 2008 - ABA Banking Journal - April 2008 (Page 1) ABA Banking Journal - April 2008 - ABA Banking Journal - April 2008 (Page 2) ABA Banking Journal - April 2008 - Contents (Page 3) ABA Banking Journal - April 2008 - Editor's Column (Page 4) ABA Banking Journal - April 2008 - Editor's Column (Page 5) ABA Banking Journal - April 2008 - Editor's Column (Page 6) ABA Banking Journal - April 2008 - You Can't Beat Wal-Mart: Or Can You? (Page 7) ABA Banking Journal - April 2008 - Snapshot: Non-Interest Income Shoulders More Weight (Page 8) ABA Banking Journal - April 2008 - Snapshot: Non-Interest Income Shoulders More Weight (Page 9) ABA Banking Journal - April 2008 - ABA National Conference for Community Bankers Report (Page 10) ABA Banking Journal - April 2008 - ABA National Conference for Community Bankers Report (Page 11) ABA Banking Journal - April 2008 - ABA National Conference for Community Bankers Report (Page 12) ABA Banking Journal - April 2008 - ABA National Conference for Community Bankers Report (Page 13) ABA Banking Journal - April 2008 - 100th Anniversary: Then & Now (Page 14) ABA Banking Journal - April 2008 - 100th Anniversary: Then & Now (Page 15) ABA Banking Journal - April 2008 - 100th Anniversary: Then & Now (Page 16) ABA Banking Journal - April 2008 - 100th Anniversary: Then & Now (Page 17) ABA Banking Journal - April 2008 - 100th Anniversary: Then & Now (Page 18) ABA Banking Journal - April 2008 - 100th Anniversary: Then & Now (Page 19) ABA Banking Journal - April 2008 - 100th Anniversary: Then & Now (Page 20) ABA Banking Journal - April 2008 - ABA Resources (Page 21) ABA Banking Journal - April 2008 - ABA Chairman's Position (Page 22) ABA Banking Journal - April 2008 - ABA Chairman's Position (Page 23) ABA Banking Journal - April 2008 - Banks Plus Insurance: How to Make It Work (Page 24) ABA Banking Journal - April 2008 - Banks Plus Insurance: How to Make It Work (Page 25) ABA Banking Journal - April 2008 - Pass the Aspirin (Page 26) ABA Banking Journal - April 2008 - Pass the Aspirin (Page 27) ABA Banking Journal - April 2008 - Pass the Aspirin (Page 28) ABA Banking Journal - April 2008 - Pass the Aspirin (Page 29) ABA Banking Journal - April 2008 - Pass the Aspirin (Page 30) ABA Banking Journal - April 2008 - Pass the Aspirin (Page 31) ABA Banking Journal - April 2008 - Pass the Aspirin (Page 32) ABA Banking Journal - April 2008 - Pass the Aspirin (Page 33) ABA Banking Journal - April 2008 - Pass the Aspirin (Page 34) ABA Banking Journal - April 2008 - 2008: Year of Rich Internet Apps? (Page 35) ABA Banking Journal - April 2008 - 2008: Year of Rich Internet Apps? (Page 36) ABA Banking Journal - April 2008 - 2008: Year of Rich Internet Apps? (Page 37) ABA Banking Journal - April 2008 - 2008: Year of Rich Internet Apps? (Page 38) ABA Banking Journal - April 2008 - 2008: Year of Rich Internet Apps? (Page 39) ABA Banking Journal - April 2008 - 2008: Year of Rich Internet Apps? (Page 40) ABA Banking Journal - April 2008 - 2008: Year of Rich Internet Apps? (Page 41) ABA Banking Journal - April 2008 - 2008: Year of Rich Internet Apps? (Page 42) ABA Banking Journal - April 2008 - Tough Time For That IPO (Page 43) ABA Banking Journal - April 2008 - Tough Time For That IPO (Page 44) ABA Banking Journal - April 2008 - Tough Time For That IPO (Page 45) ABA Banking Journal - April 2008 - Tough Time For That IPO (Page 46) ABA Banking Journal - April 2008 - Your Audience Needs to Know Who You Are (Page 47) ABA Banking Journal - April 2008 - Your Audience Needs to Know Who You Are (Page 48) ABA Banking Journal - April 2008 - Your Audience Needs to Know Who You Are (Page 49) ABA Banking Journal - April 2008 - Telepresence: Costly But Very Cool (Page 50) ABA Banking Journal - April 2008 - Telepresence: Costly But Very Cool (Page 51) ABA Banking Journal - April 2008 - Telepresence: Costly But Very Cool (Page 52) ABA Banking Journal - April 2008 - Webnotes (Page 53) ABA Banking Journal - April 2008 - Better Websites Mean Tougher Compliance (Page 54) ABA Banking Journal - April 2008 - Mailbox (Page 55) ABA Banking Journal - April 2008 - Mailbox (Page 56) ABA Banking Journal - April 2008 - Banker's Mart (Page 57) ABA Banking Journal - April 2008 - Banker's Mart (Page 58) ABA Banking Journal - April 2008 - To Advertise/Index of Advertisers (Page 59) ABA Banking Journal - April 2008 - The Economy (Page 60) ABA Banking Journal - April 2008 - The Economy (Page Cover3) ABA Banking Journal - April 2008 - The Economy (Page Cover4)
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