The 100% commission concept pioneered by real-estate franchisor Re/Max International Inc. (INC., August 1987) continues to win converts in other service industries. Southern Financial Consultants, a small broker-dealer in Knoxville, Tenn., has signed up 40 independent reps in five cities who receive 100% of the commissions they generate, as opposed to the standard 50% or less. In return, they pay Southern Financial a flat fee of $500 per month. Other broker-dealers are experimenting with the approach, varying the commission level according to the services and products provided.
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