When investment choices start to splinter too heavily, banks all too often take an either-or route: drop the business line altogether or move it in-house, despite the costs.
Port, the holding company for Cambridgeport Bank, took a different path, one that a handful of other community banks are taking and it has affected the charity they support. It hired its own sales team and took on a new partner, LPL Financial Services, to provide research and execute customer transactions.
The reorganization raised costs, since Port was now paying the salaries of the four customer reps it brought on, but the company spared itself the compliance and licensing expenses it would have incurred had it chosen to offer investment and brokerage on its own.
Under the new arrangement, Port’s sales representatives work with customers to develop a financial plan, using LPL, which has headquarters in Boston and San Diego, for information about investment options running the gamut from annuities to stock trades.
Once the customer’s program is done, Steve Damiani, Port’s vice president for alternative…