Most positions require a bachelor’s degree, although few require a specific major. An MBA or professional certification can also be very helpful. Advancement is often very difficult, but those who are successful can have extremely lucrative careers.

Education and training. A college education is important for securities and commodities sales agents, especially in larger firms, because they must be knowledgeable about economic conditions and trends. Most workers have a bachelor’s degree in business, finance, accounting, or economics, although this is not necessarily a requirement. Many firms hire summer interns before their last year of college and those who are most successful are offered full-time jobs after they graduate.

After working for a few years, many agents get Master’s degrees in Business Administration (MBA). This degree is a requirement for many of the high-level positions in the securities industry. Because the MBA is a professional degree designed to expose students to real-world business practices, it is considered to be a major asset for jobseekers. Employers often reward MBA-holders with higher-level positions, better compensation, and even large signing bonuses.

Most employers provide intensive on-the-job training, especially for entry-level employees. While college coursework is helpful, most firms have a specialized business model which employees must learn. New employees must also come to know the large number of products and services offered by most firms. Trainees in large firms may receive classroom instruction in securities analysis, effective speaking, and the finer points of selling. Firms often rotate their trainees among various departments, to give them a broad perspective of the securities business. In small firms, sales agents often receive training in outside institutions and on the job.

Securities and commodities sales agents must keep up with new products and services and other developments. Because of this, brokers regularly attend conferences and training seminars.

Licensure. Brokers and investment advisors must register as representatives of their firm with the Financial Industry Regulatory Authority (FINRA). Before beginners can qualify as registered representatives, they must be an employee of a registered firm for at least 4 months and pass the General Securities Registered Representative Examination—known as the Series 7 Exam—administered by FINRA. The exam takes 6 hours and contains 250 multiple-choice questions; a passing score is above 70 percent.

Most States require a second examination—the Uniform Securities Agents State Law Examination (Series 63 or 66). This test measures the prospective representative’s knowledge of the securities business in general, customer protection requirements, and recordkeeping procedures. Most firms offer training to help their employees pass these exams.

There are many other licenses available, each of which gives the holder the right to sell different products and services. Most experienced representatives have several. Traders and some other workers also need licenses, although these vary greatly by firm and specialization. Financial services sales agents may also need to be licensed, especially if they sell securities or insurance.

Registered representatives must attend periodic continuing education classes to maintain their licenses. Courses consist of computer-based training in regulatory matters and company training on new products and services.

Other qualifications. Many employers consider personal qualities and skills more important than academic training. Employers seek applicants who have excellent interpersonal and communication skills, a strong work ethic, the ability to work in a team, and a desire to succeed. The ability to understand and analyze numbers is also especially important. Because securities, commodities, and financial services sales agents are entrusted with large sums of money and personal information, employers also make sure that applicants have a good credit history and a clean record. Self-confidence and an ability to handle frequent rejection are important ingredients for success.

Maturity and the ability to work independently are important so many employers prefer to hire those who have achieved success in other jobs. Most firms prefer candidates with sales experience, particularly those who have worked on commission in areas such as real estate or insurance. Other firms prefer to hire workers right out of college, with the intention of molding them to their corporate image.

Advancement. The principal form of advancement for brokers, investment advisors, and financial services sales agents is an increase in the number and size of the accounts they handle. Although beginners usually service the accounts of individual investors, they may eventually handle very large institutional accounts, such as those of banks and pension funds. After taking a series of tests, some brokers become portfolio managers and have greater authority to make investment decisions regarding an account. Some experienced sales agents become branch office managers and supervise other sales agents while continuing to provide services for their own customers. A few agents advance to top management positions or become partners in their firms.

Investment bankers who enter the occupation directly after college generally start as analysts. At this level, employees have some contact with clients but spend most of their time producing “pitchbooks,” information booklets used to sell products. They also receive intensive training. After 2 to 3 years, top analysts may be promoted to an associate position or asked to leave. Recent graduates from MBA programs can start as associates, which is similar to the analyst position, but with more responsibilities. Associate may lead a group of analysts and tend to have more contact with clients. After 2 to 3 years, associates are promoted or terminated. Successful associates can become vice presidents, who manage the work of analysts and associates and have a great deal of contact with clients. Vice presidents may advance to become directors, sometimes called executive directors.


Employment [About this section] Back to Top Back to Top

Securities, commodities, and financial services sales agents held about 320,000 jobs in 2006. More than half of jobs were in the securities, commodity contracts, and other financial investments and related activities industry. One in 5 worked in the depository and nondepository credit intermediation industries, which include commercial banks, savings institutions, and credit unions. About 1 out of 6 securities, commodities, and financial services sales agents were self-employed.

Although securities and commodities sales agents are employed by firms in all parts of the country, about 1 in 10 jobs were located in New York City, including the majority of those in investment banking. Because of their close relationship to stock exchanges and large banking operations, most of the major investment banks in the United States are based in New York City. Smaller investment banks can be found in many major American cities and some major investment banks have operations in other cities, although most of their business remains in New York.


Job Outlook [About this section] Back to Top Back to Top

Securities, commodities, and financial services sales agent jobs are projected to grow rapidly over the next decade, especially in the banking industry. However, the number of applicants will continue to far exceed the number of job openings in this high-paying occupation.

Employment change. Employment of securities, commodities, and financial services sales agents is expected to grow 25 percent during the 2006-16 decade, which is much faster than the average for all occupations. The replacement of traditional pension plans with self-directed retirement accounts has led more Americans to hold stock in recent years. This change means that where companies were making investments to secure their employees’ retirements in the past, individuals now save money for their own retirements. About half of American households now own stock, and the number of new investors grows daily. While these individual investors are still only a small part of the total, the nationwide interest in owning securities will greatly increase the number of brokers and investment advisors.

Members of the baby boomer generation, in their peak savings years, will fuel much of this increase in investment. As they begin to retire, the number of transactions they make will go up, fueling the need for more investment advisors and brokers. The growing demand for brokers will also stem from the increasing number and complexity of investment products, as well as the effects of globalization. As the public and businesses become more sophisticated about investing, they are venturing into the options and futures markets. Also, markets for investment are expanding with the increase in global trading of stocks and bonds.

The deregulation of financial markets has broken down the barriers between investment activities and banking. The result is that banks now compete with securities companies on all levels. Many of the major investment banks are now owned by large banks and most major banks also have brokerages, which allow their customers to quickly and easily transfer money between their personal banking and investment accounts. This will lead to increased employment of financial services sales agents in banks as they expand their product offerings in order to compete directly with other investment firms.

Job prospects. Despite job growth, competition for jobs in this occupation usually is keen with more applicants than jobs, especially in larger companies. Jobs in brokerages are competitive but are accessible to graduates who have first-rate résumés, strong interpersonal skills, and good grades. Opportunities for beginning sales agents should be better in smaller firms. Investment banking is especially known for its competitive hiring process. Having a degree from a prestigious undergraduate institution is very helpful, as are excellent grades in finance, economics, accounting, and business courses. Competition is even greater for positions working in exchanges.

Employment in the securities industry is closely connected with market conditions and the state of the overall economy and is highly volatile during recessionary periods. Turnover is high for newcomers, who face difficult prospects no matter when they join the industry. Once established, however, securities and commodities sales agents have a very strong attachment to their profession because of their high earnings and considerable investment in training.


Projections Data [About this section] Back to Top Back to Top

Projections data from the National Employment Matrix Occupational title
SOC Code

Employment, 2006

Projected
employment,
2016

Change, 2006-16

Detailed statistics
Number

Percent

Securities, commodities, and financial services sales agents

41-3031

320,000

399,000

79,000

25

PDF

zipped XLS

NOTE: Data in this table are rounded. See the discussion of the employment projections table in the Handbook introductory chapter on Occupational Information Included in the Handbook.


Earnings [About this section] Back to Top Back to Top

The median annual wage-and-salary earnings of securities, commodities, and financial services sales agents were $68,500 in May 2006. The middle half earned between $42,630 and $126,290. The lowest 10 percent earned less than $31,170, and the highest 10 percent made more than $145,600.

Median annual earnings in the industries employing the largest numbers of securities, commodities, and financial services sales agents were:

Other financial investment activities $103,640
Security and commodity contracts intermediation and brokerage 81,050
Activities related to credit intermediation 67,080
Other nondepository credit intermediation 53,750
Nondepository credit intermediation 52,100

Because this is a sales occupation, many workers are paid a commission based on the amount of stocks, bonds, mutual funds, insurance, and other products they sell. Earnings from commissions are likely to be high when there is much buying and selling, and low when there is a slump in market activity. Most firms provide sales agents with a steady income by paying a “draw against commission”—a minimum salary based on commissions they can be expected to earn. Trainee brokers usually are paid a salary until they develop a client base. The salary gradually decreases in favor of commissions as the broker gains clients.

Investment bankers in corporate finance and mergers and acquisitions are generally paid a base salary with the opportunity to earn a substantial bonus. At the higher levels, bonuses far exceed base salary. This arrangement works similarly to commissions but gives banks greater flexibility to reward members of the team who were more effective. Since investment bankers in sales and trading departments generally work alone, they generally work on commissions.

Brokers who work for discount brokerage firms that promote the use of telephone and online trading services usually are paid a salary, sometimes boosted by bonuses that reflect the profitability of the office. Financial services sales agents usually are paid a salary also, although bonuses or commissions from sales are starting to account for a larger share of their income.

Benefits in the securities industry are generally very good. They normally include health care, retirement, and life insurance. Securities firms may also give discounts to employees on financial services that they sell to customers. Other benefits may include paid lunches with clients, paid dinners for employees who work late, and often extensive travel opportunities