1. U.S. Branch Representatives

VP-Financial Consultants

What they do  Compensation
VP–Financial Consultants work with clients both in person (through our U.S. branch office locations) and by phone. They develop new and existing client relationships, generally using a planning-based approach to understand a client's needs and objectives. They provide education and recommendations to help clients select products—including investments, banking, and insurance—that meet client objectives. Each Financial Consultant supports a practice, which includes clients who are assigned to that Financial Consultant as a primary point of contact. Financial Consultants may also assist clients who are not in their practice. Financial Consultants receive a base salary for serving clients. Depending on their professional experience and past work performance, some Financial Consultants also receive Relationship Pay. In addition, Financial Consultants receive Solutions Pay. Financial Consultants may also be eligible to participate in a Career Achievement Award Program, which rewards and retains our top talent for being dedicated to Schwab and our clients. 

Financial Consultants may give financial planning and investment advice to some of their clients. Although Schwab as a company may earn more or less revenue depending on the investment product or portfolio management service a Financial Consultant recommends, we have designed their compensation based on the time, complexity, and expertise necessary to understand, recommend, and provide ongoing service to a client for different categories of investment products and portfolio management services. Schwab.com/schwabcompensation includes more information on how Schwab as a company earns revenue.

Relationship pay

Relationship Pay compensates a Financial Consultant for maintaining relationships with and providing service to clients in their practice. Compensation is divided into three categories. The first two have different asset multiplier rates,* which reflect the time, complexity, and expertise associated with recommending and servicing accounts in each category ("compensation factors"). Category 1 covers fee-based portfolio management services, and Category 2 covers portfolio management referrals and nonmanaged accounts. The asset multiplier rates change monthly based on fluctuations over time in assets and revenue associated with the products and services in Category 1 and Category 2.

We aggregate within each of these two categories a range of advisory programs or investment products that are similar in terms of complexity and the time, on average, it is expected to take a Financial Consultant to work with a client. We do this to guard against a Financial Consultant having undue incentives when giving investment advice. Relationship Pay applies whether a Financial Consultant recommended or sold the product or service to the client, or the client made the purchase or enrollment decision on his or her own.

As shown in the tables below, Financial Consultants receive more compensation for some products and services than others. Financial Consultants are eligible to receive 6%, 7%, 8%, or 9% of the amount resulting from application of the asset multiplier rate, depending on a Financial Consultant's professional experience and past work performance.

The third category of Relationship Pay is for credit products.

Relationship pay based on account balances

Category 1
Portfolio Management Services (typically have more involved ongoing service needs)
Category 1
Annual Relationship Pay per $100,000 of Client Balances
  • Schwab Private Client™ 
  • Schwab Managed Portfolios™ 
  • Schwab Managed Account Services™ (which includes ThomasPartners® Strategies, Windhaven® Strategies, Charles Schwab Investment Management Separately Managed Accounts, Diversified Portfolios, and Third-Party Managers)
  • USAA Managed Portfolios®
The asset multiplier rate used for Category 1 could range between 55 and 67 basis points, which is multiplied by a Financial Consultant's particular payout rate. 

This results in a payment between: 
$33.00 ($100,000 × .0055 × .06) and $40.20 ($100,000 x .0067 x .06),
$38.50 ($100,000 × .0055 × .07) and $46.90 ($100,000 x .0067 x .07),
$44.00 ($100,000 × .0055 × .08) and $53.60 ($100,000 x .0067 x .08), or
$49.50 ($100,000 × .0055 × .09) and $60.30 ($100,000 x .0067 x .09)  
Category 2 
Portfolio Management Referrals and Nonmanaged Accounts (typically have less involved ongoing service needs) 
Category 2 
Annual Relationship Pay per $100,000 of Client Balances 
  • Schwab Advisor Network® 
  • Schwab Intelligent Portfolios® 
  • Schwab Intelligent Portfolios Premium™ 
  • Schwab Personal Trust 

Balances in self-directed or nonmanaged accounts are treated the same, regardless of whether the assets are in affiliated or third-party products or different share classes. The payout rate is the same for stocks, bonds, mutual funds, ETFs, cash (including Schwab Bank deposits), option positions, and 529 accounts.  
The asset multiplier rate used for Category 2 could range between 15 and 19 basis points, which is multiplied by a Financial Consultant's particular payout rate. 

This results in a payment between: 
$9.00 ($100,000 × .0015 × .06) and $11.40 ($100,000 x .0019 x .06),
$10.50 ($100,000 × .0015 × .07) and $13.30 ($100,000 x .0019 x .07),
$12.00 ($100,000 × .0015 × .08) and $15.20 ($100,000 x .0019 x .08), or
$13.50 ($100,000 × .0015 × .09) and $17.10 ($100,000 x .0019 x .09) 
Category 3 
Non-Investment Advice Products and Activities 
Credit Products: 
  • Margin Loans 
  • Schwab Bank Home Equity Line of Credit (HELOC) 
  • Schwab Bank Pledged Asset Line® (PAL) 

Financial Consultants receive a payment of 4.4 basis points per $100,000 of client loan balance. This results in an annual payment of $44 per $100,000 loan ($100,000 × .00044).

*The asset multiplier rate range is based on fluctuations in revenue and assets over time.

Relationship Pay Based on Account Balances - conclusion

When a client in a Financial Consultant's practice is enrolled in a participating portfolio management service and receives a refund of their program fee under the Schwab Satisfaction Guarantee, Schwab will debit the amount of Relationship Pay the Financial Consultant receives by a percentage of the amount of the fee refunded.


Solutions pay

Solutions Pay compensates a Financial Consultant for attracting new clients and assets to Schwab and recommending appropriate products and portfolio management services. It is a one-time payment and applies whether a Financial Consultant recommends a product or service or the client makes the purchase or enrollment decision on his or her own. The exceptions are for Schwab Intelligent Portfolios® and Schwab Intelligent Portfolios Premium™, which the Financial Consultant must recommend, and into which the client must enroll in order for the Financial Consultant to receive Solutions Pay.

Category 1, asset consolidation, pays the same rate no matter what investment product a Financial Consultant might recommend or a client might purchase on his or her own. Category 2, portfolio management services, pays the same rate no matter which service a Financial Consultant might recommend. The different rates paid between Category 1 and Category 2 are based on the additional time, complexity, and expertise necessary to assess a client’s needs and recommend one of our portfolio management services. Category 3, other products, includes activities in which a Financial Consultant is not providing investment advice. Generally, if assets leave a Financial Consultant’s practice, that loss is netted against asset gains to a Financial Consultant’s practice for purposes of calculating Solutions Pay.

Solutions Pay is paid to the Financial Consultant monthly.

Category 1 
Asset Consolidation
Category 1
Financial Consultant's Compensation1
Category 1
One-Time Solutions Payment
Net Asset Flows (total inflow of client assets minus the total outflow of client assets) 0.0008 x Net Asset Flows $80 per $100,000 of Client Balances
Category 2 
Portfolio Management Services 
Category 2
Financial Consultant's Compensation1
Category 2
One-Time Solutions Payment
  • Schwab Private Client™ 
  • Schwab Intelligent Portfolios® 
  • Schwab Intelligent Portfolios Premium™ 
  • Schwab Advisor Network® 
  • Schwab Personal Trust–Full Corporate Trustee 
  • Schwab Managed Portfolios™
  • Schwab Managed Account Services™ (which includes ThomasPartners® Strategies, Windhaven® Strategies, Charles Schwab Investment Management Separately Managed Accounts, Diversified Portfolios, and Third-Party Managers)
  • USAA Managed Portfolios®
0.002 x amount enrolled  $200 per $100,000 of Client Balances
Annuities by a Licensed Financial Consultant 0.002 x annuity amount  $200 per $100,000 of Client Balances
Category 3
Other Products 
Category 3
Financial Consultant's Compensation1 
Category 3
One-Time Solutions Payment 
Introductions to Charles Schwab Bank for mortgages by Financial Consultants who are also employees of Charles Schwab Bank 0.002 × loan amount for new mortgages;
0.0011 × loan amount for refinanced loans
$200 per $100,000 of Client Balances 
$110 per $100,000 of Client Balances
Schwab Personal Trust – Successor Trustee  $175 per household designation  $175 
Referrals to a Schwab Charitable donor-advised fund2 $175 per converted referral for new accounts over $25,000 $175 
Referrals to Life Insurance $450 per converted referral  $450 
Referrals to Long-Term Care Insurance by a Licensed Financial Consultant $450 per converted referral $450
Referrals to Schwab Advisor Services™  $800 for referrals up to $30 million; 
$3,500 for referrals of $30+ million
$800 or $3,500
Referrals to Schwab Retirement Plan Services or Retirement Business Services  0.002 × amount of assets referred; 
$250,000 minimum asset level to $10,000,000 maximum asset level 
$500 for a $250,000 referral

1. Schwab may cap the amount of incentive compensation that a Financial Consultant can earn from any one client from the Solutions Pay component.

2. Schwab Charitable is the name used for the combined programs and services of Schwab Charitable Fund™, an independent nonprofit organization. Schwab Charitable Fund has entered into service agreements with certain affiliates of The Charles Schwab Corporation. 

Bringing together a Financial Consultant's pay

As an example, suppose an in-practice client of a Financial Consultant brings a portfolio of $500,000 to Schwab and invests it as follows:

  • $200,000 into Schwab Private Client™
  • $100,000 into Mutual Funds
  • $100,000 into ETFs
  • $100,000 in Cash

The Financial Consultant would earn annual compensation as follows:

Payment type  Description Compensation amount 
Solutions Pay (one-time payments) $500,000 transfer into Schwab 

$400 

Solutions Pay (one-time payments) $200,000 enrollment into Schwab Private Client
$400
Relationship Pay (annual payments) $200,000 balance in Schwab Private Client $66.00–$120.60
Relationship Pay (annual payments) $100,000 balance in Mutual Funds $9.00–$17.10
Relationship Pay (annual payments) $100,000 balance in Cash $9.00–$17.10
Relationship Pay (annual payments) $100,000 balance in ETFs $9.00–$17.10
TOTAL $893.00–$971.90

Associate Financial Consultants

What they do Compensation 
Associate Financial Consultants assist clients in our branch offices. They meet with clients who are not assigned to a Financial Consultant's practice as well as with potential new clients to identify and analyze their financial needs.   In addition to a base salary, Associate Financial Consultants are eligible to earn an annual bonus that is 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.

Client Relationship Specialists

What they do  Compensation
Client Relationship Specialists respond to the specific needs of clients and may direct clients to the appropriate Schwab representative.   In addition to a base salary, Client Relationship 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 service quality, client satisfaction, sales support, and teamwork.  

Financial Consultant Partners

What they do  Compensation
Financial Consultant Partners respond to the specific needs of clients and are assigned to specific Schwab representatives.   In addition to a base salary, Financial Consultant Partners are eligible to earn an annual bonus that is determined based on manager discretion, which may include consideration of service quality, client satisfaction, sales support, and teamwork.  

VP–Branch Managers

What they do  Compensation
VP-Branch Managers lead a local market team composed of Financial Consultants, Financial Consultant Partners, Associate Financial Consultants, Client Relationship Staff, and various internal and external partners. They provide local strategic direction and execution support, and they recruit and manage the local team. They are responsible for the performance of their branch.   In addition to a base salary, Branch Managers 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 branch growth and productivity, client satisfaction, and development of staff. A Branch Manager's bonus can be a significant amount, typically, but not limited to, approximately 45% of their total compensation.