To understand the specifics of the broker, we will answer the question of who is a broker? A broker is an intermediary between a buyer and a seller of securities, stocks, etc. The customs broker helps in customs clearance, insurance - in insurance operations. Brokerage companies earn as a percentage of the transaction value, charged regardless of the success of the work done, the broker always has a profit, and this is obviously a plus. This money is the buyer's fee for market access and service by a broker. But how to open a brokerage company?
An entrepreneur opening a brokerage company has three ways: to organize a branch of a large foreign or federal brokerage company in his city, to become a sub-broker or agent of a large brokerage firm, or to open his own brokerage company.
In terms of complexity, the first place is the organization of your own company. Legislatively, the process of opening a brokerage firm is regulated by the Order of the Federal Service for Financial Markets of March 16, 2005. According to this document, in order to organize a brokerage company, it is necessary to obtain a license for brokerage activities. This process is not time-consuming and requires the completion of a special questionnaire and application. When choosing between the organization of individual entrepreneurship or the establishment of a limited liability company, experts advise giving preference to the second option. This advice is explainable: an individual entrepreneur is responsible for all the debts of the company, while LLC participants risk only authorized capital.
The Federal Service for Financial Markets will need to provide documents on registration of a legal entity and papers confirming that you are registered with the tax service, they can be received in the tax along with a payment order confirming the payment of state duty; copies: the balance sheet for the last reporting period, the profit and loss statement and the audit report on the verification of statements.
The final stage in organizing a brokerage company will be the adoption by LLC participants of the “List of measures to prevent conflicts of interest in the conduct of brokerage activities”, the “List of measures to reduce risks in the conduct of brokerage activities” and a few more lists established by the Federal Financial Markets Service.
According to the order of the Federal Financial Markets Service of Russia on the adequacy standards of equity of professional participants in the securities market of July 1, 2011, the minimum authorized capital for a company combining brokerage, dealer and depository activities is 80 million rubles.
In the case of the opening of a branch of a federal company, everything is easier for an entrepreneur. But it is quite costly for the parent company, since all investments in the regional branch fall precisely on its shoulders. According to experts, the opening of the branch will become the parent company of 1.5 million rubles. Of these, up to half a million will be spent on equipping the office in case of lease and about 4 million on the purchase of real estate for office premises.
In addition, you must take into account the monthly costs of servicing a new branch, consisting of the costs of advertising, renting and salaries to employees. All this takes from 400 to 600 thousand rubles. It follows that the management company will need proof that the opening of a branch under your leadership in your city will be advisable, the costs of opening it will be justified and the branch will make a profit. Thus, it turns out that, in fact, you will become a partner of a company that will be able to manage your business, making demands on attracting customers and money, for which the management and employees of the branch will receive rewards and bonuses.
The best option for organizing a brokerage firm is to conclude an agency agreement. In this case, the entrepreneur receives the brand of a well-known brokerage firm and a ready-made analytical resource. This reduces the cost of creating such an agency. At the same time, income from the organization is divided in half between the parent company and the founder of the branch.
Representation office expenses
About 300 thousand rubles will be spent on organizing an office: the purchase of furniture and computers. If you open a branch, you can save a lot of money on software. It is provided by the head office for free, or for a small fee. According to experts, additional investments may be needed to equip computers with software depreciation, which allows you to trade using your phone.
In addition to computers, the office should be equipped with a large TV for watching business channels, and, at the initial stage, 8 jobs, three of which should be given to employees, and the rest to customers. In the future, it makes sense to expand to 15 jobs. The office itself should be divided into two zones: a zone for employees and customers. Therefore, a small room will not work. Try to place a representative office in premises of at least 50 square meters. In this case, the monthly rent for a good office will be about 30 thousand rubles.
It is also necessary to hold a telephone and high-speed Internet in the office, stock up with printers, scanners and copiers.
Monthly maintenance costs
The content of the representative office will cost about 300 thousand rubles a month. This amount includes: salary to employees - 30 thousand to the head, 20 thousand to the deputy and 15 thousand to each employee, which at the first stage is enough for 2-3 people; rent - 30 thousand rubles and advertising - about 150 thousand rubles. In addition, you need to consider the costs of IT maintenance and bookkeeping.
Frames
Despite the advice of experts, according to which 2-3 employees are enough for the normal functioning of the company at the first stages, combining the positions of a trader, manager and seller, many of the founders of representative offices immediately recruit 5 or more different specialists: a head, deputy, seller, employee, consultant, and trade education specialist. Both schemes can operate quite effectively.
The approach to the set of frames is different for everyone. There are no trading faculties, therefore, managers rely on their own experience in hiring certain candidates. They are determined, usually by a number of characteristic qualities.
As a rule, they do not hire a programmer and accountant, giving management accounting and computer maintenance to specialized companies.
Customers
Direct sales and targeting wealthy customers work best. The minimum threshold for entering the market can start from 15 thousand rubles, but the broker's earnings are made up of percent of transactions. Therefore, there are two ways: either to attract customers who bring real money to the company, or in batches to find small buyers, due to which to gain large volumes.
On average, according to experts, one client brings 200-300 thousand rubles to the company, while the number of incoming clients per month is from 5 to 20 people, and with the market falling or taking off, it becomes even larger.
Attraction is carried out mainly through free seminars for beginners. It is on them and the advertising in the media and on the Internet that those 150 thousand rubles go for advertising.
Income
Experts speak extremely carefully about the payback of a brokerage firm. Everything, according to them, depends on the activity of employees and their customers. The broker, as mentioned earlier, receives a percentage of the completed transaction. It doesn’t matter whether it was successful or not, the main thing is that the transactions be conducted as much as possible, so that the income grows. For example, in order to earn 150 thousand rubles for expenses, it is necessary to organize a turnover of 600 million. Some companies establish a bonus system according to which a broker that attracts either more customers or more money receives a reward.
An additional source of income can be customer training. Sometimes, income from seminars and training programs up to 60% of earnings.
According to statistics, the representative office receives half of the income brought by the parent company, leaving a certain amount for expenses and distribution for the payment of remuneration.
An active company can pay off in 3-4 months, generating a profit of 200-300 thousand per month.
Ilkevich Daria based on materials from the Business Quarter
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