I remember when I interviewed three years ago, the regional manager said that it would take three months to become a full-time employee with an average daily asset of 3 million. I said it's hard to do so much in a bad market now. What if I can't do it? He said you can rest assured. I've been in this business for so long that my big client will definitely become a regular employee. You see, last month, I opened a client, more than 654.38 million, and gave it to an old customer manager.

At the beginning, he told me that the assets of 100000 were the basic salary of 2500, and the minimum commission was 10%. I think, if I achieve100000, my basic salary is 2500 yuan, and I don't need to take the salary below 2000 yuan. I worked very hard, but when I really achieved 10, I found that I never got the basic salary of 2500, let alone the commission. For assets of more than 20 million yuan, a monthly commission of 300 yuan will be paid to 500 yuan. In a month, I added more than 6 million assets, and took the commission of 1500 yuan (I completed the task for more than three times, and it is estimated that I got the highest commission of 28% in that month).

This is the most commission I have received since I joined the company. The most exaggerated thing is that today, three years after I joined the company, my basic salary has reached a new low, 487 yuan plus 300 yuan commission. I didn't even reach the minimum wage in Shenzhen. Fortunately, the company is very kind to us. I only missed the hematemesis rate 1 100. After graduating for so many years, I have earned income by working part-time at school. I broke the record, but it was down. Sometimes it's really hard to think about it. I have worked in the company for so many years, with no credit or hard work. In a month, I paid more than 7,000 yuan. At the highest time, the commission was so small. It is estimated that my assets were only 20 million at that time, or it was because my customers were not active enough that I got such a small commission. Some colleagues also took tens of thousands of commissions and assets of hundreds of millions. Dear colleagues, let's move in that direction. I tried to tell him in front of the leader several times. I really want to ask him why he didn't tell me at first that the basic salary was given in proportion to the completion of the task, and I didn't ask him at last. After all, it is not easy for anyone. Of course, it is necessary to say what the good situation can be and what the bad situation can be. You can't give yourself chicken blood and call others for your own recruitment task. Amen.

Unspoken rule 1: the basic salary is conditional and linked to the task.

I told you 2500, and I got 1248, just because you only completed 50% of the task; The high salary of the account manager is a mystery. Before you become an account manager, ask yourself, when you can't finish the task, take the Shenzhen minimum wage 1320, and deduct social security and housing provident fund, which is estimated to be more than 900. How long can you last? How long and how deep can you bear the bear in the stock market?

Unspoken rule 2: minimum commission 10%.

But when you went in, you found that you should have got a commission of 1000 yuan, but you only got 1000*0.50=500 yuan because you got 50 points in this month's assessment.

Rule 3: You can't see how much commission income you have created. How do you calculate it?

There is a big problem here, because you don't have a customer management system, and you can't see how many transactions your customers have made.

Unspoken Rule 4: A good salary system allows employees to figure out how much money they can get each month. If you enter a company whose salary system changes from time to time, you don't know what your salary should be.

The salary of securities companies is as changeable as the weather, and no one knows how much you will get tomorrow.

Rule 5: Don't listen to the myths of regional managers and sales directors, especially the red flag you set up. You must never think that it is your future.

The monthly income of an employee will not be known until you find me and have a look at the salary slip. It was n years that made so much money in a month. At this time, many times, it is not as good as migrant workers to finish the task. As soon as a female college student who just graduated from a certain female classmate entered the company, she arranged to open an account in the best bank and spent 250 million yuan. Upon inquiry, the female employee has left her job. So-and-so is the business benchmark promoted by a securities company. After ten years of hard work, leaders often praise this person, just as the water of the Yangtze River keeps flowing, such as the Yellow River flooding out of control, and this employee has long been promoted and raised. When asked, the old employees are still at the gate of the bank. The task was not completed, and the man's salary continued to be miserable. After working for 65,438+00 years, what else can he do? How hard does he work?

Another example: an account manager becomes a fund manager, and an account manager becomes the boss of the sales department of a securities company. Of course it is. We can see that there are indeed many fund managers in China who have worked as securities brokers in the United States or Hong Kong before, but the system in overseas places is different from ours. Although translated, they are all called account managers, sales managers and brokers, but they are different in nature. I think it's a businessman in China or something. It is said that the domestic fund industry is in a blowout period, and there is a great demand for employees with overseas backgrounds, and the market has created greater opportunities. What kind of turtle are you?

Unspoken Rule 6: The company says that you can achieve assets of1100,000, with a basic salary of 2,900, assets of1100,000 and a basic salary of 5,500. In fact, when you really achieve so many assets, your task will also rise. You can't always finish the task. Maybe your previous monthly task was to increase assets by 6,543.8+0,000 yuan, but when you upgrade, you need to increase assets by 6,543.8+0.5 million yuan or 2 million yuan every month. Although you should get a basic salary of 2900 or 5500 according to your level, you only get a basic salary of 654.38+0500 because you didn't complete the task.

Unspoken Rule 7: The tasks of resident account managers of securities companies and banks are the same, but the quality of banks is different. Some banks are black land and have high productivity. Some banks are saline-alkali land, which may not produce high yield every day. Some banks are red land and generally don't open, but once they open well, the task of a level account manager is the same, and others won't open good outlets, so you are new here.

Unspoken Rule 8: Regular employees in the sales department of securities companies have very good treatment and benefits. Many account managers hope to become regular employees in the sales department one day, rather than employees in the channel department. However, the formal employees in the sales department all have certain backgrounds and relationships, and the interpersonal relationship in the sales department is also complicated, which is not something that poor people can do.

Unspoken Rule 9: The assessment of securities companies changes with the market, the weather and the leaders. It is said that once every emperor has a courtier, it will never change with you, nor will it change because a large number of people leave.

Unspoken Rule 10: From the new account manager to the old account manager who has worked for three to five years, all the assessments will increase with the increase of time, and will only increase year by year, not less and less, and even less likely to remain unchanged. That's what you look like when you first entered the company. No matter whether your performance is good or not, the tasks of the company will only get more and more year by year. This is an iron law. In securities companies, change is the only constant, and nothing is static. Who can assure you that our company's system 10 has not changed, and the assessment is easy to pass, so you should be careful. You can't say that the system will change on that day. Don't make sugar-coated shells, believe me.

Unspoken rules 1 1: If you survive all the storms, the bull-bear exchange in the market, the reform of the company system, the change of leadership, and the entry and exit of hundreds of people, you will be one of the remaining three or five people, and finally you will become the only person admitted to Peking University Tsinghua in our county, our city or our province. Congratulations, you are really a talent. I remind you that if you have the opportunity to change jobs, I hope you can seize the opportunity. Don't be reluctant to part with the customers and assets you have accumulated in the past three to five years. Changing jobs is your only way out. If you don't turn around, you will die. Although you have accumulated a lot of customers and assets, none of them are yours. The company won't stop judging you because you have accumulated too much. Instead, I think that you are really a talent and should do more tasks than others, because you have experience and customer resources.

No one has ten years of passion and luck to complete the endless tasks and assessment of securities firms, and it is getting heavier and heavier, and the market is not the original market.

I have a colleague who is very lucky. As soon as he entered the company, he was assigned to a first-class branch outlet where thousands of people could do business every day. I have worked as an account manager for six years and accumulated more than 200 million assets. Two years ago, the company leaders talked to him and hoped that he would become a regional manager. This colleague felt good at that time and was reluctant to part with his hard-earned customers and assets. He declined the kindness of the leader, and the leader changed to a person who had just joined the company for less than a year. Now this regional manager, when the market is so bleak and 90% account managers can't finish the task, his salary is around 10 thousand. In good times, there are tens of thousands and hundreds of thousands a month, but our old customer manager who has worked for six years got less than 3 thousand last month and 4 thousand 9 this month. Recalling that he told me more than once that he regretted it, what was more fatal was that the company leaders talked with him. Let him either make a performance of10 million, or leave his job in the last two months of this year, because he failed to complete the assessment task required by the company for two consecutive quarters. This comrade survived three layoffs and two leadership changes in our company, but he didn't expect to survive the fourth time. . . . Being an account manager at this stage is unlikely to have a future. The only tomorrow is constant examination until you quit and new college students come to your class. Account managers have reached a certain level. If they want to stay in this industry, they should either go up to be managers, or transform into brokers, or develop private placements.

Ten years after coming out of school is the most precious and youthful decade. Do you want to prepare yourself for the future? If you have to leave after three or five years, you will find that you are old and have no skills. Where can you find a job?

Unspoken rules 12: in a securities company, the account manager is the lowest position, just like the lowest migrant worker in the decoration team, except that you are a migrant worker with education and ideas and a migrant worker in the financial industry, but your income is sometimes not as good as that of migrant workers. Now working in a construction site in Shenzhen, the income of 100 yuan a day is quite a lot, but when I first entered, it was not that much on average. The brokerage practitioners whose annual salary you see in online newspapers and periodicals is hundreds of thousands or millions, that's not you, that's the executives, and you are the brokerage practitioners whose salary is increased because of the average salary of the executives. For example, a sales department's monthly profit 1 10,000, how to divide this 1 10,000? First of all, we should get rid of all the expenses of the business department. If the operating expenses of the sales department, such as rent, plus the * * * paid to the head office is 700,000, the remaining 300,000 will be shared equally by all employees of the sales department. If the sales department has 30 employees, regular employees 15 and account managers 15, everyone thinks that one person can get 10 thousand. Wrong, can the boss of the sales department get the same salary as you? Can the salary of the vice president of the battalion, the financial director of the sales department, the sales department and other personnel, plus the regional manager be the same as yours? Besides, the sales department still needs to keep the year-end bonus to be issued at the end of the year, so think about it, how much can it leave for the account manager? . . . .

Unspoken rule 13: Now all securities companies are engaged in investment business in full swing. Account managers should be careful of their customers. The company is doing hidden activities under the banner of serving customers and increasing commissions. The account manager worked hard to pull the customer back in the front line, signed investment services when he had some assets, and served small customers when he had no money, which cut off the adhesion between the account manager and his own customers. Account managers jump ship, and customers who don't serve are hard to take away. One of my clients, whose assets are only100000, got a call from our company and said that if he had anything to do with a client in the future, he would be called. He is the investment adviser of this client. My client asked, where is my account manager? The investment adviser replied: Your account manager is too busy to take care of you. The client called me and said he was shocked and didn't think I did it. I can't elaborate on these, so I won't let go of a customer with only100000. I can imagine customers with higher assets. If a client opens a stock account, she wants to make money. Can an investment consultant make her money? Not necessarily. Investment consultants just integrate some information and push the company's services to customers. I think most account managers can do this kind of service. You said that most account managers can't buy stocks for customers. Can an investment consultant do it? I don't think so. Investment consultants call customers to increase commissions and buy wealth management products, which has nothing to do with the account manager who developed this customer. Investment consultants have.

Hidden rule 14: There are people with high incomes in all walks of life, but they will never be ordinary employees. If you are an ordinary account manager of a securities company, it is impossible to have a salary higher than the market average. Even if there is a high salary, it is short-lived and temporary, and it will definitely return to the market average. Dear account managers, you can print out all the salary and income details since you joined the securities company as the account manager in the bank.

The Statistical Bulletin of National Economic and Social Development of Shenzhen in 20 10 released by Shenzhen Municipal Bureau of Statistics announced that the average annual salary of employees in this city in 20 10 was 50,456 yuan (converted into an average monthly salary of 4,205 yuan). I calculated that among my colleagues and 22 account managers who have worked in the same sales department for two or three years, three of them exceeded the average salary in Shenzhen last year, and four of them were in Shenzhen. The remaining 15 people are below half of last year's average, and their monthly income is around 2000. This is only a small range of data. If you zoom in to the whole Shenzhen branch, it is estimated that the data will be even more ugly!

Unspoken rule 16: The account manager opens an account in the current month to add assets, which will not generate income. Even if there is income, it is after the account is opened, but when the customer opens an account, the company has already spent marketing expenses, such as effective customer reward and asset reward, which will be paid to you in the month when you add new customers. These are all paid by the company, but the income is uncertain, which has caused a strange phenomenon. Marketing does not generate income, but service generates income. In other industries, once something is sold to customers, enterprises will generate income immediately. Only the marketing of the securities industry does not generate income, but generates expenses and marketing expenses. This business structure and profit model are doomed. There is a big gap between the salary and income structure of the account manager and the new assets, and the gap between the stocks is small, because the customers' stocks are pulled back. To put it bluntly, you can only watch as much as the company wants. It is equivalent to the account manager selling the customer to the securities company, because as soon as you bring the customer back, the company has already given you some material rewards, but the company has not earned enough commission income from the customer.

Unspoken rules 17: Good news. In today's bleak market, the market hit a new low of 23 18. One of my colleagues added 5 million yuan in assets that month. When another colleague told me the good news, I was as envious as the colleague who told me the news. In just one month, everyone will know the scenery.

Unspoken rule 18: How many account managers envy investment and want to do it themselves? In fact, investment consultants are just trying to pull business in different names. For those account managers who don't have certain resources and relationships, it is not recommended to do it. Even if you do, you can't complete the annual increase. When the boss sees that you are not satisfied, that's why you left. Investment also needs new performance. Some securities companies require an annual increase of 65,400 customer assets.

I know a friend. At the end of 2009, he switched from Ping An Securities to Guangfa Securities as an investment consultant. During the interview, the boss of the sales department is definitely a talent. He personally interviewed and said that as long as you made 6.5438+million assets, you would become a full member. This gentleman achieved the third quarter of 2065.438+00 from the beginning of 2009, and the new leader asked him to add 40 million assets. At this time, this gentleman even has 20 million assets. After the new year, the boss of the sales department directly asked the gentleman to go to his office to resign. In fact, many people in the sales department can't join this army. The business department did not leave with an investment of 4 million yuan, but left with an increase of 6.5438+million yuan.

Unspoken Rule 19: The assessment of securities companies is the doorway and date. Some securities companies take one of the dates of 1-3 1 as the assessment date (my securities company takes the 25th of each month as the assessment date), and some securities companies take the daily average assets as the assessment date (if you open a customer with assets of 1 10,000 at the beginning of the month, you are required to add six effective accounts (accounting for 40%) to the third-level account manager every day.

On September 20 1 1 year, an account manager added 7 effective households, with more than a dozen new shares and customer assets of 3.3 million. He thought that seven effective households rewarded 350 yuan, and the assets of 3.3 million in that month should have exceeded the task. In the end, he can get a basic salary of 2900. Besides, he should have a salary of 3000 to 5000, so he can afford it. As a result, when the salary was paid, the salary slip showed that there were indeed seven valid accounts, but not all of them gave money. On the 25th of every month, customers put their assets into stock accounts, and the company will only give money. If a customer opens an account with you 1, he earns10 million from stock trading, but on the 25th, he sells the stock and the money is transferred away. For the company's assessment, the customer is a valid account, but he will not give it to you. Of course, he transferred the money on the 25th, so you didn't complete the assessment task of the company that month. According to the company's assessment, the employee only completed 50% of the tasks and did not arrive at the post. So the basic salary is only 1.500 plus three or four hundred commission, which is * * * 1.900, which is reasonable! This assessment is only for the current month! For account managers who can upgrade certain assets, this assessment is only one of the conditions. When upgrading, the daily average should be evaluated. There are more doorways like this. If you say hello to the customer in advance and put the assets in the stock account on the 25th, and the customer transfers the assets afterwards, the company will think that you cheated the assessment and deduct 50 points, which is equivalent to 50% off the salary for no reason! What about a customer who has opened an account with assets of100000, as long as the 25th is not in the account! So many kinds of assessment doorways, I won't say them one by one, and all my colleagues will appreciate them carefully.

Rule 20: Don't think that you can take advantage by bringing some customers in. Even without the assessment of securities companies, an account manager or investment consultant who can't bring value to customers will eventually lose customers. It is normal for customers to change securities companies for two or three years. A customer bought with money will eventually be bought at a higher price. In the long run, after the commission war, the brokerage business will fall into a deeper and more hopeless commercial bribery war. Today you send a mobile phone with 100,000 assets, tomorrow I send a notebook with 100,000 assets, the car the day after tomorrow, and the house the day after tomorrow.

Unspoken Rule 2 1: The account manager is actually just a subsidiary of the securities industry. The entry threshold is very low, and everyone who has applied for it knows! No need for high technology, high education and high ability. How many account managers earn less than 1800, and many enterprises still include food and shelter? Even ordinary employees in enterprises, trade unions occasionally care about it. Does the account manager know? Due to the large number of enterprises, some enterprises have experienced labor shortage; But now, it is difficult for college students to find jobs, and college students are the actual source of employment for securities companies. The higher the unemployment rate of college students, the lower the labor cost of securities companies. For the operators of securities companies, there is no need to pay excessive salary to account managers. Recruiting a new college student to replace you needs more than 1000 yuan. Why give you thousands to ten thousand dollars? Because no brokerage firm will think that the people at the bottom will be talents.

Unspoken Rule 22: There is only one way for an account manager. The high elimination rate and high liquidity of account managers are the inevitable choice for the profitability of the account manager model of securities firms. The requirement of increasing the number of customers and assets will lead to the annihilation of account managers in the case of continuous market downturn. Frequent work supervision and assessment also make account managers have no time and energy to expand other new businesses to make up for the lack of income. It has always been the dream of an account manager to live decently on commission for a long time. The only feasible way is to climb up in the brokerage system and step on the bodies of other newcomers, hoping to become the real self in the system one day. If this road doesn't work or you don't want to go, you have to become an independent broker or change careers altogether.

Unspoken Rule 23: China's financial market is different from the past, with more and more varieties and ways. Modern people need all-round financial services, and stock investment is just one of them. If your knowledge structure can't fully involve many financial fields such as deposits, stocks, futures, trust, insurance, etc. And you can't provide customers with all-round financial products, then when the stock market is in a downturn, there will be other flows of customer assets, but the flows are out of your control. Never think that the account you open in your hand will always be your customer, and your competitors are no longer just peers, but all financial channels where funds may flow. Account managers have no advantage in this respect. No one will actively teach you these things in time to help you improve. As a brokerage account opening machine, it is "a revolutionary brick, where you want to move." Who has time to train you with knowledge that has nothing to do with attracting customers to open accounts? Those who want to join a securities company can learn to make stocks and rely on their own efforts.

Account managers in the securities industry are all engaged in "hidden rules". Only those born in it know that if you are a recent college graduate or are preparing to get married, have children and buy a house with a loan, please think carefully again. Do you need a job that you haven't eaten? Do you need a job that you earn this month and don't know how much you can get next month? As the interviewer told you, this is a job that can't be compared with other industries. Because you won't earn tens of thousands of dollars a month in ordinary jobs, let alone 1000 a month, and you won't be included in a high-consumption place like Shenzhen.

You see, the salary of a few million big customers is only seven or eight thousand. You see, it is impossible for a shop assistant to get so much.

When applying for a job in the securities industry, you must pay attention to: No matter what the position of the other party is: account manager, financial consultant, investment manager, financial manager, investment consultant, investment assistant, analyst, analysis assistant, you should ask clearly when you go to the interview whether you want to do business, how much you want to do and how to assess it. You should know what it will be like when you finish, don't be beaten by others, just bear it a few times. It's best to ask the securities company if it can show the assessment and salary system of marketing personnel such as account managers. What support does the securities company or business department have for marketing business now? Commercial competition is not their own ability now. It is the support of securities companies for marketing. If there is no support, I will give you that little money to attract customers. Believe me, brother, you will not only die miserably in this company, but also die quickly. Even if you die miserably, you will lose interest in the whole industry. Now we know that several universities have banned securities companies from recruiting people in their schools. I really don't know whose sorrow this is.