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iStock_000022109674Small - icing on cake

Keep deferred out of your negotiations at first, and then bring it in as icing on the cake.



Deferred is often misunderstood as retention dollars or money remaining on your deal, but it’s really income your firm has taken from you and is holding back to retain you. “Plus deferred” are becoming two of the most important words in getting firms to expand their deal well beyond their usual limits. This month’s featured article explores how you can use deferred to pump up your deal.


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  • Shared SAs: Firms continue to raise revenue requirements to justify a dedicated SA, and are raising the number of Advisors shared SAs cover.
  • Accouting Rules Targeting International: A new accounting rule may require that Brokers moving their ineternational clients will need to prove that thier money is clean.
  • Roping in Admin: Brokers are inviting treasured admin staff to participate in their business on a percentage basis.
  • Split and Bolt: Large teams are splitting with one another and heading for the door, taking their full share with them.

Fortune befriends the bold. — Emily Dickinson