“Don’t get too accustomed to those big commission checks.” That’s what my old manager at regional brokerage house Morgan Keegan used to tell me. I was less of a cold-calling stockbroker and more of a financial advisor. Still, every now and then I’d field a random call for 100 shares of something or other. That could mean a quick $100 commission just for answering the phone. It was good money — but it wasn’t meant to last. Even then (this was the early 2000s), online trading was becoming a real threat to full-service brokers. It was difficult to justify charging… Read More
“Don’t get too accustomed to those big commission checks.” That’s what my old manager at regional brokerage house Morgan Keegan used to tell me. I was less of a cold-calling stockbroker and more of a financial advisor. Still, every now and then I’d field a random call for 100 shares of something or other. That could mean a quick $100 commission just for answering the phone. It was good money — but it wasn’t meant to last. Even then (this was the early 2000s), online trading was becoming a real threat to full-service brokers. It was difficult to justify charging $100 to buy or sell a stock when an internet site could process the same order for $10. Many investors (particularly the do-it-yourself set) were willing to forgo personalized advice in exchange for thousands of dollars in cost savings each year. Nobody wanted to admit it, but the discount online brokers were poaching customers left and right. The writing was on the wall — adapt or become obsolete. That’s the way of all business. Seeing a downhill slide in commission rates, we began steering clients away from transaction-based accounts toward fee-based platforms that charged fixed annual fees (maybe 1% to… Read More