Merrill Lynch is revamping its Financial Foundation financial plans, creating three more comprehensive versions tailored to match an investor's needs. Vincent Tarduogno, director of financial planning at Merrill, calls the new versions hybrids...
Merrill Lynch is rolling out Supernova, a program that encourages reps to move smaller accounts to call centers and service wealthier clientele using a new system. Created by Robert Knapp, managing director of Midwest markets in Carmel, Ind....
The death of Glass-Steagall has given life to new integrated financial services firms. What does it mean for the future? Reps at bank-owned firms have some insights into the emerging era of one-stop shopping. SSB brokers sold $2 billion worth of...
The Million Dollar Round Table Center for Productivity has written the book on becoming a million-dollar producer. Actually, it wrote three of them. Each book in the Million Dollar series is dedicated to a stage of business building prospecting...
The following commandments of successful teams are drawn from our research plus my involvement with more than 600 teams during the past 15 years. As you read through them, keep in mind they relate specifically to a financial advisory team...
Chart the changes with this collection of telling statistics about brokers, investment products and the market. Broker Compensation 1985* 1999 Gross Production $206,000 $350,566 Payout Percentage 38.6% 35% Broker Earnings $79,575 $121,448 * FIRST...
Registered Representative recalls the many people, entities and events that have altered the way brokers do business. They Moved and the Industry Shook Sanford Weill challenged the Glass-Steagall Act of 1933 and won. As the force behind the April...
To handle your client's financial affairs after his death, estate documents and compliance with state law are required. As a broker, the basic estate planning problem to look for with any client is the absence of an estate plan. It's a fairly...
Twenty-five years has brought a number of significant changes to the financial services sector. Yesterday's equities market was quite different from today's. I can recall when the NYSE was closed on Wednesdays, just so it could get caught up on...
Merrill Lynch's Andy Heath underwent surgery to give 60% of his liver to his broker friend Mike Gagen. Sadly, the transplant was abandoned. In the early morning hours of July 21, 2000, two stockbrokers lay in adjacent operating rooms inside the...
