Traditional Brokers’ Compensation Models May Be Threatened As Wirehouses Hire Salaried Workers

Posted on June 5th, 2019 at 4:57 PM
Traditional Brokers’ Compensation Models May Be Threatened As Wirehouses Hire Salaried Workers

From the Desk of Jim Eccleston at Eccleston Law LLC:

According to an InvestmentNews article, Bank of America’s recent decision to transfer 300 Merrill Edge advisors into its Merrill Lynch Wealth Management branch offices may be a turning point in the evolution of compensation for financial advisors at major brokerage firms.

Contrary to traditional brokers, who are paid a percentage of the revenue they bring into the firm, Merrill Edge advisors are paid a salary. Financial industry experts view the move by Bank of America as a signal as to how banks and wirehouses want to shift compensation away from the traditional commission-based and fee-based system toward a salaried model.

The vast majority of advisors who work at the wirehouses are paid based on a plan known in the industry as the grid. Today, wirehouse advisors typically take home 35 cents to 45 cents of every dollar of revenue generated from the grid, by far the largest expense at a wirehouse. That means an advisor serving clients with $100 million in assets and bringing in $1 million in revenue would earn between $350,000 and $450,000 a year. Replacing that pay model with an annual salary of $150,000, with perhaps another $50,000 in bonus, would cut costs considerably for the wirehouses.

The article states that, while such a transition could cut costs and increase profits for the firms, it could dramatically reduce compensation for advisors and change the culture at the wirehouses from an entrepreneurial model to a more corporate mindset. It also could make it easier for firms to cross-sell banking products and hold onto clients when advisors leave their firms.

The attorneys of Eccleston Law LLC represent investors and advisors nationwide in securities and employment matters. The securities lawyers at Eccleston Law also practice a variety of other areas of practice for financial investors and advisors including Securities FraudCompliance ProtectionBreach of Fiduciary DutyFINRA Matters, and much more. Our attorneys draw on a combined experience of nearly 65 years in delivering the highest quality legal services. If you are in need of legal services, contact us to schedule a one-on-one consultation today.

Related Attorneys: James J. Eccleston

Tags: james eccleston, eccleston law, eccleston law llc, eccleston, broker compensation model, merrill lynch, financial advisors, wirehouse advisors

Return to Archive

TESTIMONIALS

Previous
Next

Thank You from the bottom of our hearts for all you have done for us. When we realized this was a very bad investment - we did not know where to turn for help. Then we received your name. When we called you - you were so kind to us and then agreed to help us. For this we are so very grateful. The world would be a much nicer place if there were more people like the two of you in it. We will always remember all the help and kindness you have shown us. Thank you so very very much for everything.

Wayne and Judy S.

LATEST NEWS AND ARTICLES

October 2, 2024
SEC Charges Two South Florida Men for Defrauding Venezuelan-American Investors in $5 Million Scheme

The Securities and Exchange Commission (SEC) has filed a complaint against two South Florida men, Francisco Javier Malave Hernandez and Ricardo Javier Guerra Farias, for orchestrating a multi-million dollar investment fraud that targeted members of the Venezuelan-American community.

October 1, 2024
California Advisor Suspended and Fined for Churning Client Accounts

A veteran advisor in Santa Maria, California, Stewart "Paxton" Ginn, has been suspended for 18 months and fined $50,000 by FINRA, according to AdvisorHub

September 30, 2024
Bank of America and Merrill Lynch Settle with FINRA for Supervisory Failures

Bank of America and its subsidiary, Merrill Lynch, have agreed to a $3 million fine and censure as part of a settlement with FINRA over long-term supervisory failures.