Plain-speaking authors tell tactics, strategies. Tax-Smart Investing: Maximizing Your Client's Profits" by Andrew Westhem and Stewart Weissman could easily be subtitled "How to Keep Money From the Tax Man."In 168 pages, the authors tell you the ...
Lawyers describe five stumbling blocks that trip up brokers and make defending claims difficult.Sometimes you can avoid legal pitfalls, and sometimes you can only de- fend yourself. Here are the most common shortcomings securities lawyers see with...
While retail brokerage is far from being an integral business at Goldman Sachs & Co., Wall Street's most prestigious investment bank has to be a bit shaken by the number of brokers beating a path from its boutique surroundings, and landing at...
Whether you're a veteran trying to organize a team or a rookie with production problems, broker coaches are pros at finding trouble.If you cringe at the thought of "systematizing your business" or zone out whenever someone mentions "unique value...
Deferred compensation plan is credited for retaining reps. Prudential Securities' broker attrition rate "is in the low single digits" because of MasterShare, the firm's deferred compensation plan, according to Mike Rice, vice president and chief...
Client contact and freedom rank high, but more training is needed. Our special section on sales assistants ("Pivotal Players," Page 62) includes what we believe is the first study ever done of sales assistants and certainly the only one ever...
"Registration Comment" section allows firms to write and view private notes about reps. A new comment function added to the NASDR's Web CRD system in May is raising concerns about possible abuse. It lets firms post nonpublic information regarding...
How much does Sally Engels mean to the father-son PaineWebber team of Ken Clark Sr. and Jr.?Simply stated: everything. "She's absolutely everything that a broker could want in a sales assistant," Ken Jr. says."Our branch cannot function without...
Sales assistants are finally getting some respect. They're taking on specialist roles in broker teams and reinventing themselves as practice managers. Firms are trying to adapt to the new professionalism.Almost everybody recognizes that brokers...
Who would have imagined that spending the night at a friend's house as a teenager would lead to the career of a lifetime? That's what happened to Vicki Harris. She and her best friend, Laura Bond, were in their pajamas having breakfast when Lyman...
