There are only four ways that a brokerage firm can grow. It can increase "same store sales" (growing revenue from existing practices), recruit from the competition, acquire another firm (which is really just recruiting en masse) or bring on and train new advisors. Of these possibilities, only the last adds to the existing pool of talent.

Virtually every firm faces the same demographic challenge: its sales force is aging. Successfully training new advisors solves the problem of the older advisor, reduces the costs of recruiting (by increasing supply) and has the benefit of having a homogeneously trained pool of advisors.

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