Secondly, what position should the broker system be in the market average? For example, we divide securities companies into small, medium and large brokers, and then compare them. At present, the real situation is that all companies focus on marketing, so the shortage of securities brokers is an objective phenomenon. Therefore, I suggest that when making the corresponding marketing plan, we should do a good job in the research work and salary system of the surrounding securities companies, and also do a good job in the highlights of our own sales department. In addition, it is necessary to classify brokers and compare the improvement of brokers with different assets and different net commission income. Third, what should securities companies bring from securities brokers? In addition to the securities trading runway, what other services can be productized, so in the future, various securities companies will fight for how to give more resources to brokers, such as marketing products. For example, can the banking channels that were originally only open to account managers be opened to brokers? What are the effective banking channels? How to integrate the resources of companies and brokers will also be a new topic. Many securities companies insist on walking on two legs, and account managers and brokers develop together. This model is like a seesaw in my eyes. If I am a brokerage, I am worried about the strong development of the company's account manager. If I become an account manager, I will lose my original independence and freedom, and my interests will suffer great losses. On the other hand, I am worried about some new account managers. Because of their own abilities and social resources, it is easy to fail in business. If the company turns it into a broker or directly eliminates it, it will bring them great pressure. I think which is the mainstream model in the future, the account manager model or the broker model, is determined by marketization. According to a survey of hundreds of members of China Securities Brokers Cooperation Network, 83.5% of account managers intend to switch to securities brokers. (Securities brokers are very popular, and 80% of account managers want to change jobs), which means that securities brokers will be the mainstream model, so we won't discuss it for the time being. 1. Under the system-related background, from the perspective of securities companies, there are several issues worthy of attention: I think that if a securities broker violates the corresponding laws and regulations, there is a legal basis for his dismissal, so if there is such a problem after signing an agreement for three years, the solution is the same, but from the perspective of brokers, what does it feel like for brokers to sign an agreement for one year in the second year? It's hard to judge. Therefore, if you want to attract excellent brokers to join, you must weigh their advantages and disadvantages. My suggestion should be an independent act within the securities company if it is not clearly stipulated in the meeting. For some excellent securities brokers, such as those whose original clients have large assets and no bad records, it is suggested to relax the agreement period, because they also face a very realistic problem, such as changing jobs from A securities company to B securities company as securities brokers. It will take nearly half a year to bring the original quality customer part. If it is a one-year agreement, the broker has no incentive to make such a big change. The management ability of securities companies needs to be improved. In the industry, we also see that the management of some business departments to brokers is streamlined and organized, which has formed a benign interaction with brokers. At the same time, it also helps securities brokers to analyze data and help them better serve customers. Therefore, employees of securities companies should first locate securities brokers in the sales department, and excellent securities brokers should be treated as large institutional households of the company. In fact, they should strengthen the training of broker compliance. The rule of this game is that brokers are not allowed to pull the original customers of securities companies, but the customers of brokers want to be customers of securities companies. What should our securities companies do? Based on the principle of fairness, if we agree that clients of securities firms can be transformed into clients of securities companies, it means that clients of securities companies can also be transformed into clients of securities firms, because the personnel structure of securities companies determines that securities companies are mainly terminals for customer service and management, so it is not good for securities companies to open this channel. Another real phenomenon is the current loss and development of customers, mainly around existing customers, mainly because of the involvement of brokers, which leads to the continuous transformation of customers of securities companies into customers of brokers. This is a trend that we can't stop, because at present, the service of securities companies is only selling channel money. Because the platform of securities broker promotes the communication between customers and securities companies, it also meets the service needs of customers. In fact, securities brokers, like account managers, are engaged in securities marketing, because they may have different value orientations. If someone wants to pursue their own career planning and become an employee of a securities company, they may give up some immediate interests and concentrate on the work of an account manager. In addition, some brokers tend to be securities brokers if they want to seek independence, freedom and maximize their interests, plus their own capabilities. Therefore, under the premise of a reasonable and standardized system, the behavior of marketers can be constrained. We have to eat a lot of customers, that is, brokers bring in a few big customers, and then we don't want to go out and redevelop customers. What shall we do? The famous thing is not to keep lazy people. In fact, according to my observation for so many years, no brokerage firm is not modest, but some brokers may feel that it is better to serve existing customers well and then develop through customers, or just muddle along. The corresponding managers of securities companies should communicate without violating the subjective consciousness of the parties. The quota of brokers is ultimately determined by the market, so there is no difference between high and low in essence. As long as you are an excellent securities broker and your management level can keep up, this quota should be broken. This is also a normal phenomenon abroad. According to friends in the industry, an analyst of a securities company, who has been in business for more than ten years, asked to transfer to a job as a securities broker. If he doesn't agree, he will take away his customers with nearly 100 million assets, so the sales department agreed to such a request. Therefore, employees of securities companies should clearly understand the objective situation, and excellent securities brokers can also choose to change jobs. Therefore, we should position ourselves as a service organization. The core is whether your stockbroker can bear the new system for a securities company with a certain foundation. This is a very important factor. If it is handled well and the defense is stable, it can continue to attract outstanding talents to join. If the system is unreasonable, it will help competitors cultivate talents. 1: The attitude of securities companies towards brokers is determined by people. Do the top executives want to make up for the short-term business decline through brokers or to develop securities brokers for a long time? Not only can it be completely solved by agreement, but securities brokers may also pay attention to the company's attitude towards securities brokers under the same conditions. For example, in some business departments that successfully operate the securities broker model, employees have the same attitude towards brokers as customers, and their services are in place. On important holidays, brokers will also be invited to the sales department or the restaurant outside to hold business exchange meetings. With an open mind, we should consult brokers' opinions on company services, share some new compliance requirements and new marketing strategies with brokers in time, and jointly find out solutions to problems and seek common development. Specific details, such as opening a VIP green channel for brokers in the sales department, or helping brokers sort out customer information and analyze data regularly. 2. If the stability of the system can prove the business ability of the securities broker, the contract period can be extended from one year to three or five years. Only in this way can the securities broker put down his psychological burden and devote himself wholeheartedly to his business. 3. Rationality of commission ratio Brokers are not imagined by some securities companies. Which securities company will get the highest commission, because legally speaking, securities companies entrust brokers to develop customers, and customers belong to securities companies. If they want to leave, the losses of brokers are still quite large, and different levels of brokerage commission commission standards should be formulated according to the level of securities companies. Finally, I hope that the securities companies will understand that in a brand-new over-competitive securities market environment, if we want this system to be recognized and joined by brokers, strengthen the on-the-spot investigation of brokers and understand the real needs of brokers, I want to meet the above requirements, and I think we will at least seize the opportunity more than similar securities companies, and finally realize the situation of shareholders-brokers-securities companies making more money.