Morgan Stanley's 2013 adviser pay to reward new loans

Fri Dec 7, 2012 2:56am IST

Morgan Stanley's New York headquarters are seen at the corner of 48th Street and Broadway in New York May 22, 2012. REUTERS/Andrew Burton

Morgan Stanley's New York headquarters are seen at the corner of 48th Street and Broadway in New York May 22, 2012.

Credit: Reuters/Andrew Burton

Related Topics

Stocks

   

(Reuters) - Morgan Stanley (MS.N) will shift the way advisers in its wealth management business are paid next year, cutting bonuses tied to the amount of revenue they bring in and rewarding them instead for growing assets and loans.

Advisers, who learned of the new plan Thursday afternoon, will also be able to buy discounted Morgan Stanley shares for the first time, according to details of the plan reviewed by Reuters.

Among the elements unchanged in the plan is the advisers' pay-out grid, which is industry parlance for the chart used by brokerage firms to determine pay. Advisers at Morgan Stanley receive a percentage of the revenue they generate, with the percentage amount increasing at certain levels. Some advisers had expected that Morgan Stanley's profit pressures would lead it to make cuts to the grid.

Also unchanged was the minimum account size on which the company's nearly 17,000 advisers can get paid a fee. That was left at $100,000, well below the minimum size of $250,000 at rival Merrill Lynch Wealth Management.

Nearly four years into its acquisition of the Smith Barney brokerage from Citigroup Inc. (C.N), Morgan Stanley is moving past the cost-cutting stage and focusing on profit growth. Two of its key objectives are to grow fee-based accounts and increase loans to its advisory clients.

The new pay plan is meant to align brokers' pay to these goals, with a new bonus plan for growing assets and loans, and give them increased ownership in the company through the discounted share plan. To offset the cost of these new perks, the company is cutting its overall revenue bonus by two percentage points.

Morgan Stanley rival UBS Wealth Management Americas released its 2013 compensation plan earlier this week, making tweaks to reward advisers for cross selling, but leaving the pay grid unchanged. (Reporting By Jennifer Hoyt Cummings and Lauren Tara LaCapra; Editing by Jennifer Merritt and Leslie Adler)

FILED UNDER:
Comments (0)
This discussion is now closed. We welcome comments on our articles for a limited period after their publication.

  • Most Popular
  • Most Shared

REUTERS SHOWCASE

Press Event

Press Event

Modi takes tea, but no questions, in first press event as PM.  Full Article 

Monetary Policy

Monetary Policy

Finance Minister Arun Jaitley favours interest rate cut - paper  Full Article 

Sundar Pichai Elevated

Sundar Pichai Elevated

Google's Pichai to oversee major products and services.  Full Article 

Reuters Poll

Reuters Poll

India's growth pace to pick up as reforms draw investment   Full Article 

Need For Reforms

Need For Reforms

Euro zone risks "relapse into recession" without structural reforms - Draghi.  Full Article 

Diwali Sales

Diwali Sales

Gold sales jump about 20 pct for Diwali - trade body  Full Article 

World Bank Rival

World Bank Rival

Three major nations absent as China launches W.Bank rival in Asia  Full Article 

Health Of Lenders

Health Of Lenders

25 European banks set to fail health checks - sources.  Full Article 

Reuters India Mobile

Reuters India Mobile

Get the latest news on the go. Visit Reuters India on your mobile device.  Full Coverage