The Upside of Offering Exit Planning to Your Reps

Goad, David
April 2006
Journal of Financial Planning;Apr2006, Vol. 19 Issue 4, p86
Academic Journal
The article discusses the benefits of offering exit planning to stock broker representatives. The article gives statistics about many reps, including the fact that most are over age 50, that group accounts for nearly 60 percent of the firm's revenues, and the group produces an average of more than $150,000 each in revenues. As these reps age, managing firms face extreme risks in making sure that their revenue levels stay up. To ensure the business remains successful, firms must perform demographic studies on their rep base and provide exit planning for reps.


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