Pub. 1 2010 Issue 2

www.wvbankers.org 12 Like the strength of the Appalachian Mountains... West Virginia Community Banks deserve a strong Correspondent Bank working for them. The Bankers’ Bank has a solid tradition of personal service matched with superior products. “I look forward to earning your business and becoming your Correspondent Banker.” – Scott Jones, Vice President The Bankers’ Bank of Kentucky Your Correspondent Bank 800.248.3229 | 502.695.3000 | www.bbky.com Scott Jones - Vice President Cell: 502.609.2559 5504_W.VirginiaAd_final.indd 1 11/2/09 1:02:40 PM Management Services could do for their customer base, and he aligned the bank with the Money Concepts wealth management program. He assisted in the recruitment of a successful financial planner in the community, Bill Hensler, to serve as their Vice President of Wealth Management. Because of strong ties in the community and commitment to a client centered holistic approach, River Valley Financial Bank gathered over $25 million in assets under management dur- ing their first 8 months in the business. They have since hired a second advi- sor, John Cooper, who works with Mr. Hensler to deliver wealth management services to the customers of the bank. Client acquisition and retention are still imperative for successful participation in this market battlefield. Knowledge both of markets and of clients, and their “fi- nancial personality”, are vital factors for sustainable performance. These, along with the integration of all of the divisions operating in the bank, are essential for a successful program. Most community banks operate through a traditional banking platform providing depository or savings prod- ucts, lending products and services, and in many cases investment and insurance products are also available. Without exceptional leadership and vision, these three divisions become self-serving silos with little or no interaction and commu- nication. See Figure 1. In order to build a robust wealth manage- ment program, it is essential that the focus Product Sale Deposits Lending Investments & Insurance Customer Figure 1 Wealth — continued from page 11