To: Never Hibernate who wrote (14607 ) 2/25/1999 9:28:00 PM From: Katelew Respond to of 122087
To anser your ?? abt. 'broker month phenomenon': Yes, there's a push for sales at the end of the PRODUCTION month, but a producion month is not exactly a calendar month, at least at the big wirehouses. I woeked at Merrill and the old Shearson Lehman Hutton and a production month was 2 four week mos. followed by a 5 week mo., i.e. 4 five week mos. a year. Since Jan. was the first five week month, everything thereafter was skewed so as to not exactly coincide with a calendar month. Also, the month end push for sales is not, I think, nearly as forceful as it was 10 or 15 yrs. ago. At the big companies, brokers are paid various ways in additon to plain commissions. An established broker will often have several thousands paid in each month whether or not he/she does any commission sales. In addition, I suspect that the substantial volume of business now that comes from 'day traders' may be smoothing out whatever bumps in volume at the end of each month could be attributed to wirehouse brokers. But yes, like anyone who works in sales, there's some degree of internal anxiety, as you approach the end of a production period to get something on the books. In my experience, however, after the first few years, the majority of brokers ignore that urge and do what's right for the client knowing that sooner or later the commissions will come. It's easier to keep your clients by doing what's right than to burn him and have to go beat the bushes for a new one. Broker sales aren't one time sales, like a car or house. If you treat a clieent right and make him money, he'll generate years, maybe decades of steady commissions. In my experience, with only a few exceptions, what I've seen are brokers who injure their clients through bad judgment, i.e. bad sstock picks, etc., than through conscious efforts to generate sales at any cost. Soooooo.....I don't fully agree with Anthony's comments.....but mine is experience with the big wirehouses and I think he worked in a different arena, didn't he???????? Regards, Daisy P.S. If there IS an increase in trading volume at the end of the month that is due to brokers, it wouldn't necessarily be an upward bias.....i.e. as brokers ar combing their books looking for sales to make, some would theoretically make buy recommendations, others would make sell recommendations.