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- COMPENSATION 2025
Firms put targets on low-end producers
Andrew Tasnady, an industry compensation consultant and the founder of Tasnady & Associates, said there’s nothing new about firms reducing payouts to low producers to give them a push toward higher revenue generation. What is different this year is the dim prospects that the market will come to the rescue.
If stock values fall or offer only tepid returns, the resulting pain will fall on advisors at all revenue-production levels. Since advisor compensation consists in large part of fees set at a percentage of assets under management, it tends to increase or decrease in direct proportion to the value of stocks and other assets in clients’ portfolios. If the market tanks, the result would be a double whammy for low producers, many of whom have already seen their payout rates reduced in recent years, Tasnady said.
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Industry consultant Andrew Tasnady, the founder and managing partner of Tasnady & Associates, said some firms no doubt have good reason to be tapping the brakes on recruiting.
"In the short run, that will boost your profits because you are not paying to grow," he said. "But it could slow down your growth rate in the long run. So it's a strategic decision."
Recruiting has likely lost some of its appeal to firms seeking to boost their bottom lines by reducing expenses. Morgan Stanley and UBS, for instance, have made controlling costs a central plank in their plans for their wealth management divisions.
As for the delay, compensation consultant Andy Tasnady told ThinkAdvisor that if UBS aims to help shift the remaining advisors and clients who haven't moved into fee-based relationships to make that change, it "probably is a good idea to give advisors more time to have those conversations with their clients."
Tasnady said the advisors pushing back against the change are probably more senior, not on teams and not the highest producing advisors.
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