N.J.'s Summit Looking to Sell Through CPAs

The brokerage arm of Princeton, N.J.-based Summit Bancorp said it plans to distribute investment products through certified public accountants in its home state.

Summit Financial Services Inc. has sent letters to about 30 accounting firms and hopes to start signing contracts by the end of July, said Jack D. Cussen, the brokerage unit's chairman and chief executive.

Properly licensed accountants could sell Summit Financial's third-party and proprietary investment products or refer business to the brokerage for 20% to 25% of the commission, Mr. Cussen said.

"It's another distribution channel which we would not have access to" otherwise, he said.

Mr. Cussen said the $33.5 billion-asset banking company became interested in such partnerships after learning that the New Jersey Board of Accountancy was weighing a bid to let the state's 19,000 certified public accountants earn commissions from referrals.

New Jersey approved the practice in December and is one of 37 states that permit it, according to the American Institute of Certified Public Accountants.

Separately, Mr. Cussen said Summit will offer its first proprietary wrap product within two months. The account will include the bank's Pillar Funds, as well as third-party funds. It will have eight investment options, based on the customer's risk tolerance, and a fee of 1% to 1.5%, Mr. Cussen said.

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