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CHAPTER 29

UNDERSTANDING THE GAME

A firm with a high retention rate of sales professionals almost certainly makes the demands of the job perfectly clear to every recruit. Nobody changes the game once a new associate comes on board. Job candidates need to understand what the game is—what is expected of them once they sign on.

They want to know answers to the following questions.

How much of my income is salary versus commission?

A typical practice at brokerage houses or small, hybrid organizations that both sell insurance and provide financial planning services is to pay financial advisors a small salary plus commission for the first three years. ...

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