Specialty Representatives

Investor Development Specialists

Investor Development Specialists

What they do  Compensation
Investor Development Specialists interact with prospects and clients via telephone through inbound and outbound calls. They work to understand client needs, provide recommendations (for Schwab Intelligent Portfolio Solutions™, Schwab Managed Portfolios™, ThomasPartners® Strategies, or Windhaven® Strategies) to help clients select products that meet their objectives, and make referrals (for Schwab Private Client™ or Schwab Advisor Network®) to a local branch when appropriate. In addition to a base salary, these specialists are eligible to earn additional incentive compensation based on the following criteria:
  • Client Navigation—A measurement of Net Assets Flow and enrollments in Portfolio Management Services. The Investor Development Specialist is paid the same for Portfolio Management Services, regardless of what solution the client elects.
  • Manager Discretion—A quarterly discretionary incentive determined based on manager discretion, which may include consideration of service quality, client satisfaction, teamwork, and the provision of education and recommendations to our clients. 

Financial Consultants (Participant Investor Concierges)

Financial Consultants (Participant Investor Concierges)

What they do Compensation
Financial Consultants (Participant Investor Concierges) provide help to participants of Schwab Corporate & Retirement Services (SCRS) including, but not limited to, Retirement Plan Services (RPS), Stock Plan Services (SPS), and Designated Brokerage (DB). For example, if a participant is eligible for a distribution or a rollover, the Financial Consultant discusses the participant's options, which may include keeping the participant's assets in their retirement plan, or recommendations to rollover to a Schwab IRA. If the participant decides to open a Schwab IRA, the Financial Consultant may recommend investments or other products and solutions once funds have been distributed from the plan. In addition to a base salary, these Financial Consultants have the potential to earn additional incentive compensation based on the following criteria:
  • Service Quality—A quarterly discretionary component that evaluates the Financial Consultant's performance in educating participants about their options, which may include taking a distribution, leaving their money in their plan, rolling over to a third-party plan, or opening and rolling over to a Schwab IRA. This also includes all processing and follow-up work involved with servicing participants.
  • Client Navigation—A measurement of Net New Assets brought to Schwab.

VP–Financial Consultants (Regional Branch)

VP–Financial Consultants (Regional Branch)

What they do Compensation
VP–Financial Consultants (Regional Branch) work with clients who are generally more independent and prefer to work with someone by phone. They develop new and existing client relationships, taking a planning-based approach to understand a client’s needs and objectives. They provide education and recommendations to help clients select the products that help meet their objectives.   In addition to a base salary, Regional Branch Financial Consultants are eligible to earn Solutions Pay, which compensates a Regional Branch Financial Consultant for attracting new clients and assets to Schwab and for recommending appropriate products and portfolio management services. Regional Branch Financial Consultants receive a one-time payment when clients bring Net New Assets to Schwab ($80 of pay for every $100,000 of assets) and/or purchase certain products or enroll in certain services, including investment advisory services. Solutions Pay for accounts using investment advisory services is $200 for each $100,000 of assets in an advisory account, no matter how those assets are invested. They are also eligible for an annual bonus that is determined based on manager discretion, which may include consideration of client satisfaction, service quality, and teamwork.  

VP–Senior Wealth Advisors

VP-Senior Wealth Advisors

What they do Compensation
VP–Senior Wealth Advisors provide dedicated relationships to clients with at least $10M in investable assets at Schwab. They develop new and existing client relationships, taking a planning-based approach to understand a client's needs and objectives. They provide education and recommendations to help clients select the products that help meet their objectives and work with a team of experts in order to serve their complex and unique needs. In addition to a base salary, VP–Senior Wealth Advisors are eligible to earn an annual bonus that is determined based on manager discretion, which may include consideration of client satisfaction, service quality, client retention, contribution to the team, and Net New Assets to Schwab.

VP–Financial Consultants, Member Relationship Advisors

VP–Financial Consultants, Member Relationship Advisors

What they do Compensation
VP–Financial Consultants, Member Relationship Advisors work with dedicated clients by phone. They assess their clients' financial needs, analyze clients' portfolios, make recommendations from the full array of service solutions offered by Schwab, and provide ongoing service to a client enrolled in a given program. In addition to a base salary, VP–Financial Consultants, Member Relationship Advisors are eligible to earn an annual bonus that is funded based on Schwab's performance and determined based on manager discretion, which may include consideration of the quality and frequency of client engagement, client retention, and client satisfaction.

VP–Corporate Financial Consultants

VP–Corporate Financial Consultants

What they do Compensation
VP–Corporate Financial Consultants provide dedicated in-person relationships to employees of select corporate partners. They develop new and existing client relationships, taking a planning-based approach to understand a client's needs and objectives. They provide education and recommendations to help clients select the products that help meet their objectives. In addition to a base salary, Corporate Financial Consultants are eligible to earn an annual bonus that is determined based on manager discretion, which may include consideration of client satisfaction, service, quality of financial plans delivered, feedback from the corporate client, and retention of plan assets.

Advice Consultants

Advice Consultants

What they do Compensation
Advice Consultants provide education and share recommendations made by a third-party advice vendor (e.g., Morningstar) to participants of retirement plans serviced by Schwab Retirement Plan Services Inc. (SRPS). Services may include personalized one-on-one consultations, evaluation of investments and asset allocation, and discussion of financial goals (including retirement) to facilitate the third-party advice recommendations. The third-party advice provider takes into consideration both investments in employer-sponsored retirement plans and other assets held outside of those plans, in developing the plan investment advice. During the consultations, if a participant inquires about a product or service of an SRPS affiliate, Advice Consultants will connect the participant with a representative of the applicable SRPS affiliate. In addition to a base salary, Advice Consultants are eligible to earn an annual bonus that is funded based on Schwab's performance and determined based on manager discretion, which may include consideration of metrics based on service quality and client satisfaction.

Trading Solutions Representatives

Trading Solutions Representatives identify clients whose trading needs are an appropriate match for Schwab Trading Services™. They do not provide trading advice. The group consists of regionally based Regional Investment Strategists  who work with local branches, as well as phone-based Trading Solutions Consultants and Trading Solutions Education Specialists:

Regional Investment Strategists (RISs)

Regional Investment Strategists (RISs)

What they do Compensation
Regional Investment Strategists support a designated region of clients assigned to local Financial Consultants' practices. They work with Financial Consultants by serving as their primary point of contact for Schwab Trading Services™. They also assist clients not assigned to a Financial Consultant's practice. In addition to a base salary, RISs are eligible to earn an annual bonus that is funded based on Schwab's performance and determined based on manager discretion, which may include consideration of frequency of one-on-one client consultations, regional client growth and retention, local market seminars and events hosted, market area lead-flow generation, and client satisfaction.

Trading Solutions Consultants

Trading Solutions Consultants

What they do Compensation
Trading Solutions Consultants interact with prospects and clients via telephone, through inbound and outbound calling. They work to understand client needs and make referrals to Schwab Trading Services™, when appropriate.   In addition to a base salary, these consultants have the potential to earn additional monthly and quarterly incentive compensation. The monthly incentive is based on the following criteria: 
  • Bringing Net New Assets to Schwab. 
  • Referring a client who attends a new client/options consultation, a consultation with a Trading Solutions Regional Manager, an in-branch workshop, or a seminar. 
The quarterly discretionary incentive is determined based on manager discretion, which may include consideration of efficiency, productivity, partnership, focus-negotiation, service quality, and accuracy.

Trading Solutions Education Specialists

Trading Solutions Education Specialists

What they do Compensation
Trading Solutions Education Specialists partner with Trading Solutions Consultants to help onboard new clients. Education Specialists conduct phone-based, customized, one-on-one consultations with new clients to teach them how to leverage Schwab's trading platforms, tools, and research resources.   In addition to a base salary, Education Specialists are eligible to earn an annual bonus that is funded based on Schwab's performance and determined based on manager discretion, which may include consideration of quantity of one-on-one client consultations, quality of consultation interactions, client engagement, and whether clients leverage subsequent education.  

Fixed Income Specialists

Fixed Income Specialists serve clients with fixed income investing needs. The group consists of Regional Bond Specialists and Bond Investment Specialists. Neither group earns commissions on transactions. Nor does it matter whether a transaction is executed as agent, as a riskless principal, or from Schwab's own inventory.

Regional Bond Specialists

Regional Bond Specialists

What they do Compensation
Regional Bond Specialists provide advice and service to Schwab clients specific to their fixed income investing needs.   In addition to a base salary, these specialists are eligible to earn quarterly bonuses that are funded and determined based on the sales of fixed income products, advised referrals and solutions credits, in addition to number of household conversions of new assets/new advised referrals. Sales of fixed income products are credited based on a point system in which "solicited" (recommended) purchases receive four times as many points as unsolicited purchases. This is due to the significant difference in time, effort, and complexity associated with solicited trades. The specialists are also eligible for an annual bonus that is funded based on Schwab's performance and determined based on subjective measures at manager discretion, which may include relationship management, business development, quality assurance, teamwork, client reviews, and field partnerships.  

Bond Investment Specialists

Bond Investment Specialists

What they do Compensation
Bond Investment Specialists advise and serve clients with fixed income investing needs by responding to inbound phone calls.   In addition to a base salary, these specialists are eligible to earn an annual bonus that is funded based on Schwab’s performance and determined based on manager discretion, which may include consideration of quality assurance, teamwork, and initiative.

Insurance Services Regional Annuity Specialists (Annuity Specialists)

Insurance Services Regional Annuity Specialists (Annuity Specialists)

What they do Compensation
The Annuity Specialists provide Financial Consultants and clients with general information and advice on annuity products and services, and the sale of annuity products offered by Schwab. They also provide existing annuity clients with ongoing service and support. In addition to a base salary, the Annuity Specialists are eligible to earn an annual bonus that is funded based on Schwab’s performance and determined based on manager discretion, which may include consideration of annuity sales and guidance, client feedback, and teamwork. The compensation is not tied to the sale of any specific annuity or annuity type.

Regional Banking Managers

Regional Banking Managers

What they do Compensation
As Charles Schwab Bank, SSB employees, Regional Banking Managers provide Financial Consultants and clients with information about bank lending products. They also provide existing clients with ongoing service. In addition to a base salary, Regional Banking Managers are eligible to earn quarterly bonuses that are determined based on the sales of bank lending products, including PAL, First Mortgage, and HELOC.

Portfolio Solutions Group Investment Consultants

Portfolio Solutions Group Investment Consultants

What they do Compensation
Portfolio Solutions Group Investment Consultants provide clients who are not currently assigned to a Financial Consultant and are invested in Schwab Managed Portfolios™, ThomasPartners® Strategies, or Windhaven® Strategies with a complimentary portfolio analysis and retirement plan. To ensure ongoing suitability of investments, they conduct an annual, needs-based portfolio assessment and make recommendations from a full array of investment products offered at Schwab.  
In addition to a base salary, these representatives are eligible to earn a bonus that is funded based on Schwab's performance and determined based on manager discretion, which may include consideration of the quality of the representative's interactions with clients, client satisfaction, teamwork, training, professional development, and accuracy.