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TheStreet Open House

Securities America Ends 2012 With 309% Increase In Recruited GDC Revenue

Stocks in this article: LTS

“From all the conversations I had with recruiters and executives, I could tell the Securities America culture was different from the other broker-dealers I was talking to,” Mullis said. “Every department is aware of how advisors are doing and asks how they can help. Our transition experience was great, as you would expect – that’s the honeymoon period. And it’s just gotten better since. Advisors I talked to kept telling me, ‘You’ll be amazed by this culture.’ They were right.”

With its acquisition by Ladenburg Thalmann in late 2011, Securities America’s advisors gained access to capabilities more typically associated with a wirehouse such as investment banking, syndicate offerings, a dedicated fixed income desk and advisor-friendly trust services.

“In the past, we found some wirehouse advisors reluctant to give up access to investment banking, IPOs and bond inventory – even though they were often expected to sell those same investments to their clients – and the prestige those services can carry with high net worth clients,” said Gregg Johnson, senior vice president of branch office development and acquisitions. “Now advisors can have those Wall Street services for their more sophisticated clients plus the independence they want to best serve all of their clients.”

Johnson said Securities America is actively searching for a national director of recruiting, who will report to Johnson, and additional business development officers to meet the demands of its growing pipeline and business development team.

“We’re attracting highly successful advisors who have been in positions of leadership and influence at their previous broker-dealers,” Johnson said. “The word-of-mouth referrals are growing, as is our reputation for welcoming smaller, regional broker-dealers who have decided to get out of the broker-dealer business. We are expanding and enhancing our processes for bringing on these large groups of advisors in a way that minimizes the disruption to their business and their clients. Then we follow up with consultations with our home office experts in practice management, advisory services, marketing and wealth management to see how we can help them get even better.”

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