Focus on number 2. Follow your good instincts. Branch managers get paid for different things that what will make your success. Relationship, relationship, relations. Referrals come from that. If you can’t do it your way, go somewhere else.

By focusing on number 2 you mean building relationships with his current clients who have potential, or by focusing on my own book? 

Here is a simple answer to a seemingly complex situation:

- tell the big producer he has one of two choices: either share a portion of the ENTIRE book production with you from day 1, or put the neglected accounts in your rep code where you agree to a certain % split over (say) 3 years.  Then they're yours'. Unless of course he is paying you a very, very large salary.

Build your own book.  Own it.  Can't tell you how many times I've seen experienced brokers chum it up with the hard working rookies.  Believe me, the motives are selfish and (almost) always the rookie gets hurt.

Bottom line, you have to try to be a good business person and go with your instincts. You never get something for nothing, and yes, ownership is everything.

But, you just started, are very young, have a lot to learn. Focus on an arrangement that pays you fairly, and you will learn the secrets.

And, if you have really, really good relationships with any focused group of clients, you will have control.

You can't generalize, you must think for yourself. If I was a Jones rep looking for ideas and came to this forum and hung around, I might make myself miserable and jump ship pretty quickly. Even though that path may not be the best (short term) career choice.

Go with the big producer if you can trust him, if you think he is a good person. If he is a scumbag or has a big ego, do your own thing. Invest in character and opportunity.

 tell the big producer he has one of two choices: either share a portion of the ENTIRE book production with you from day 1, or put the neglected accounts in your rep code where you agree to a certain % split over (say) 3 years.  Then they're yours'. Unless of course he is paying you a very, very large salary.

Keep this in mind, but don't blow the negotiation. If you feel like you might be used, you'll probably be used. If your instincts and ability to judge this potential business partner tell you to invest, don't quibble, but there can be a lot of pitfalls. For example, if this senior is passive aggressive and compulsively cheap, forget. You need to assess the opportunity, since you already have the basic skills and insights,  focus on the target, not atyourself. Let your subconscious, your intuition, help you decide. Skim Napolean Hill's " Think and Grow Rich", and think about how the various elements of success line up for your decision.

Thanks for the advice thus far…

In essense we are “sharing” a portion of his book.  Without going into details, all new assets I bring in from his current clients will be paying me (commissions, 12b-1s, fees, etc.)  On another note, all clients I aid in moving to fee-based business (an ongoing project) results in a bonus. 

I am lucky in that I was able to convince the firm to put me on salary my first year while I get my licenses.  However, it is in contract that if the business I bring in exceeds my salary, I will get paid out.

Also, I have known my partner for many years. I grew up playing sports with his son and he is the reason I have the job.  I hear your concern but you’ll just have to trust me that the odds of him “chumming” me are slim to none.

[quote=The Judge]

Here is a simple answer to a seemingly complex situation:

- tell the big producer he has one of two choices: either share a portion of the ENTIRE book production with you from day 1, or put the neglected accounts in your rep code where you agree to a certain % split over (say) 3 years.  Then they're yours'. Unless of course he is paying you a very, very large salary.

Build your own book.  Own it.  Can't tell you how many times I've seen experienced brokers chum it up with the hard working rookies.  Believe me, the motives are selfish and (almost) always the rookie gets hurt.

[/quote]

If some kid said that crap to me, he'd be building his own book.

Amen to that!



If a rookie told me that I had two choices, I’d tell him that there’s still one

more choice…get out of my office.