Merrill Lynch

Wirehouse Reps Move Dramatically to Fee-based Model

From the Desk of Jim Eccleston at Eccleston Law Offices:

Wirehouses are shifting away from a commission-based brokerage model to a fee-based business model. Over the past decade, the number of fee-only and fee based advisers has increased to 84% at the wirehouses, compared with about 57% for the rest of the brokerage industry.

The challenge is to find an appropriate price for advice which is competitive with what others in the industry are charging. Some advisors charge between 0.75% and 1% of assets under management as an annual fee rather than drawing commissions.  In order to offset the decline in commission, advisers undertaking the move must be prepared to generate revenue from different sources or to make the shift incrementally.

The fee-based account gives advisers a more stable source of revenue that, over time, allows them to market and to focus on existing clients.

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Wirehouses Hunt for Bank Channel Talent

From the Desk of Jim Eccleston at Eccleston Law Offices:

Wirehouses are recruiting top advisors from the bank channel. As the broker-dealer industry becomes more competitive, even big firms are becoming much more flexible and open in their recruitment in order to ensure success and meet their aggressive recruiting goals.

The effort historically has been risky. Most bank advisers build their businesses through company referrals rather than prospecting, so clients often are less willing to transfer their assets. Moreover, bank advisers pose legal risk. While most brokerage firms have signed the Protocol for Broker Recruiting, banks have shied away.

Bank of America Merrill Lynch is a member of the protocol, for example, but that does not apply to advisers in its bank channel, Merrill EdgeJ.P. Morgan Securities signed on earlier this year, but clarified that it was limited only to the few hundred advisers in its private client group and excluded the JPMorgan Chase Private Bank.

In addition, bank advisors face tighter restrictions on what client information can be taken. Morgan Stanley was sued earlier this year when it recruited a trust adviser from PNC Bank. PNC accused the firm of helping the adviser misappropriate trade secrets. Bank advisers have employment contracts that have non-solicits or non-competes, or event sometimes a garden leave provision of 30, 60, or 90 days. Competent legal counsel, such as Eccleston Law, should be retained to review and consult.

Another concern is that many bank advisers are working with mass- affluent clients with less than $250,000 in assets, while most wirehouse accounts require investible assets of greater than $250,000 for the adviser to receive a payout. Still, wirehouse managers are willing to take on the risk, especially if a successful bank hire can provide a connection to a big-name client.

The attorneys of Eccleston Law Offices represent investors and advisers nationwide in securities and employment matters. Our attorneys draw on a combined experience of nearly 50 years in delivering the highest quality legal services.

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Wirehouses Update Succession Plans for Retiring Advisers

From the Desk of Jim Eccleston at Eccleston Law Offices:

According to InvestmentNews, wirehouse firms, where 30% of advisers are planning to leave the business in the next decade, have been updating their succession programs for aging advisers with new names, higher payouts and lower barriers to entry, as the competition for the assets of retiring advisers heats up in the brokerage industry.

The basic processes for retiring at a wirehouse are similar across the firms. They all aim to provide retiring advisers who meet certain criteria a share of the total revenue from their book for up to five years after they retire. Moreover, the wirehouses have been refining that original plan, and adding more flexibility and options in recent years as new channels come into the marketplace.

Payouts at the wirehouses have been steadily increasing and this year reach as much as 250% of an advisor’s book of business, depending on length of service, size of the book and other firm metrics.

Advisors at the higher end of the range are generally serving on a team, are 55 or older, have been with the firm for a good part of their career and have a number of fee-based accounts and younger clients.

For example, Morgan Stanley is updating its Former Financial Adviser Program this year to provide additional payouts to both lower producing and top-tier advisers. Bank of America Merrill Lynch‘s original Client Transition Program paid out between 70% and 80% of trailing-12 production over four years, but it was updated for 2013 to pay up to 160% of trailing-12 with a minimum of 100%.

The payout is matched with where the adviser falls on the production grid. Even though the payouts are still somewhat lower than the independent space, where the income is often taxed as a capital gain rather than as ordinary income, the wirehouses benefit from the structure and sense of stability the programs provide.

TEAMING UP

As wirehouses encourage their advisors to team up, they also are doing more to bolster the partnership between the retiring advisor and his or her successor.

Morgan Stanley requires its advisors to have been on a team for at least one year, and will offer enhanced payouts to lower-producing advisors who join a team.

Merrill Lynch’s program is not open to any advisors who have not been on a team for three years.

UBS Wealth Management Americas’ Transitioning Financial Adviser Program provides for a five-year payout, but two of those years are spent in the office in a consulting role, helping clients get to know their new advisors.

Wells Fargo Advisors’ program will pay up to 160% of trailing-12 revenue and will provide a loan to the inheriting adviser for up to 200% of the departing advisor’s book value.

LOWER THRESHOLD

Firms are also lowering the thresholds for entry into their succession plans to make it easier for recently recruited advisors to take advantage of the program.For example Morgan Stanley’s plan has one of the lowest length of service requirements at three years..

Advisors already at the wirehouses are generally receiving large offers, but should still be careful to consider how much they are being offered and compare that with offers at other firms or other channels.

The attorneys of Eccleston Law Offices represent investors and advisers nationwide in securities and employment matters. Our attorneys draw on a combined experience of nearly 50 years in delivering the highest quality legal services.

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Merrill Lynch Proposed FACAAP Class Action Settlement Is Big Disappointment

With liability estimated to be $100 million or more, former Merrill Lynch reps with deferred compensation left behind in plans such as FACAAP, WealthBuilder and Growth Award, might have had something to cheer about.  But there is nothing to cheer about for the estimated 3,500 reps.

A $40 million settlement, before attorneys’ fees and costs, is earmarked only for relatively small producers – about 1,500 reps with less than $500,000 in production.

Left behind are those reps with greater production, and normally greater balances in their deferred compensation plans.  Now, it is not speculation as to whether larger producers will do better pursuing their recovery claims in FINRA arbitration; it is fact.

Further commentary, including my remarks to Investment News, may be found here: http://www.investmentnews.com/article/20120824/FREE/120829945&cslet=UnhOY2lLYjlKL0NZK2lNaXM3T25UUEpycnV6cXVHSEw=

Eccleston Law Offices is representing former Merrill reps in claims to recover their deferred compensation plan assets.  The firm also counsels, represents and defends financial advisers nationwide in regulatory, compliance, disciplinary and employment matters in arbitration and litigation, and before regulatory bodies such as the SEC, FINRA and state securities regulators.  We frequently defend forgivable loan collection actions, prosecute Form U-5 defamation actions, counsel advisers as to how to transition successfully from firm to firm and negotiate the best possible agreements with their new firm, and provide succession planning, buy-sell agreements and other exit strategies and strategic consulting, practice transitions, mergers, acquisitions and divestitures.

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Consent Order Issued Forcing Former Merrill Lynch Advisers to Return Customer Information and Agree Not to Solicit Their Former Clients to Join Morgan Stanley

On April 27, 2012, the U.S. District Court for the Northern District of Alabama, entered a consent order requiring five individuals to return their customer information they took with them and agree not to solicit their former clients to join them at Morgan Stanley.  Now, the matter is in arbitration at FINRA.

Allegedly, an office manager at Merrill’s Birmingham Southeast office caught Christopher Baker and Henry Hagood printing out quarterly review reports for approximately 35 clients just two days before the team members put in their resignations on April 16th.  Other members of the team, after they resigned, allegedly downloaded and printed out customer statements and other information at different times.  The advisers, however, are allowed to keep the basic information on clients allowed under the protocol and can transfer their Merrill clients to their accounts at Morgan Stanley if the clients contact them.

Eccleston Law Offices counsel, represent and defend financial advisers nationwide in regulatory, compliance, disciplinary and employment matters in arbitration and litigation, and before regulatory bodies such as the SEC, FINRA and state securities regulators.  We frequently defend forgivable loan collection actions, prosecute Form U-5 defamation actions, counsel advisers as to how to transition successfully from firm to firm and negotiate the best possible agreements with their new firm, and provide succession planning, buy-sell agreements and other exit strategies and strategic consulting, practice transitions, mergers, acquisitions and divestitures.

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