Not long ago, Placer Savings Bank, a 27-branch thrift in Northern California's Gold Country, wondered whether its brokerage business would ever pan out. Today, the $465 million-asset thrift boasts one of the most profitable investment subsidiaries of any community bank in the nation.
Still, the Auburn-based bank's executives say they feel as though they're falling short. The reason? Every bank's age-old problem of getting front-line employees to refer customers to the investment department.