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- [00:00]
A
I want you to picture a specific person for a moment. Let's call them Choco101 USA. That's their Reddit handle. Anyway.
- [00:07]
B
Oh, I remember this thread. It was. It was pretty painful to read.
- [00:11]
A
It really was. This is someone who, you know, did everything right on paper. They didn't slack off.
- [00:16]
B
No, not at all.
- [00:17]
A
They spent 100 hours studying for the securities industry essentials exam, the SIE.
- [00:23]
B
100 hours. That's a serious commitment, a huge commitment.
- [00:28]
A
They read the Four Dummies book cover to cover. They watched every YouTube video they could find. They took practice exams until their eyes bled.
- [00:36]
B
And then they walked into that prometric testing center and they failed.
- [00:40]
A
Crashed and burned. And when you look at their postmortem, their breakdown of what happened, the tragedy wasn't that they weren't smart enough. It wasn't a lack of effort. It was that they were studying for a completely different exam than the one they actually took.
- [00:53]
B
That is the classic trap. It really is. I think when most people hear Wall street exam or securities license, they instinctively think of, you know, Hollywood. They think of the big short. They think they need to be Michael Burry sitting in a dark room calculating alpha and beta, hedging implied volatility, doing, like, complex derivative math on a scratchpad.
- [01:15]
A
Exactly. They think it's a math test. They think they're going to be asked to price a bond to the fourth decimal point or something.
- [01:21]
B
But Choco wanna wrote something in their breakdown that really stopped me. They said the exam was almost all discussing what registered reps can or cannot do.
- [01:30]
A
That's the quote.
- [01:31]
B
They said the math was practically zero, maybe two questions out of 75.
- [01:35]
A
And that right there, that is the single biggest filter that weeds people out of this industry. The SIE is not a test of your ability to generate profit. No, it is a test of your ability to not commit a felony.
- [01:48]
B
It is a compliance exam masquerading as a finance exam. And honestly, that is a good thing. The regulators fan nra. They don't really care if you know how to calculate a bond yield, yet.
- [01:59]
A
The computer can do that for you.
- [02:00]
B
The computer can do that. They care if you know that when a client hands you a check made out to you personally, you cannot cash it. They care about the rules of the road.
- [02:09]
A
So if we look at this stack of sources we've pulled together, we have the achievable study guides, which are excellent. We have the official FINRA rulebooks, which are, you know, dry as toast, but necessary, very dry. And we have transcripts from industry tutors like Ken Finnan. We are essentially looking at the how not to go to Jail handbook.
- [02:29]
B
That's a great way to frame it. And for Chaka101Suse, and honestly, for anyone listening who wants to understand how the money world actually works, the realization has to be this is about memorizing the boundaries.
- [02:40]
A
It's about ethics.
- [02:41]
B
It's about ethics, regulations and prohibited activities. The boring stuff that keeps the whole system from collapsing.
- [02:48]
A
One of the other users in that Reddit thread, a user named Cloud540, called the exam style point and shoot, which I thought was a very aggressive, almost militaristic way to describe a multiple choice test.
- [02:59]
B
It's so accurate, though. Point and shoot perfectly describes the cognitive process required. You don't have time to derive the answer from first principles.
- [03:08]
A
You can't sit there and philosophize.
- [03:10]
B
No time to sit there and think about the philosophy of ethics or the history of banking.
- [03:14]
A
So it's almost like a reaction time test.
- [03:16]
B
Exactly. The question pops up. A client asks you to sell a security outside of the firm without notifying your boss. Do you do it? You have to instinctively know, no selling away prohibited. It has to be muscle memory.
- [03:33]
A
It has to be automatic.
- [03:34]
B
If you have to pause and think about why it's wrong, you've already lost too much time. You'll never finish.
- [03:40]
A
Because in the real world, I imagine on a trading desk, you don't have five minutes to look up the compliance manual. When a client is screaming at you on the phone to execute a trade
- [03:48]
B
precisely, the market moves in milliseconds. The regulators want to know that your ethical breaks are working just as fast as your trading trigger finger.
- [03:56]
A
Okay, so let's unpack this reality check a bit more. We know math is basically out, rules are in. But the sources mention some specific study strategies. Because memorizing a thousand arbitrary rules is actually, I think, harder than learning a math formula.
- [04:12]
B
It is. Math makes sense. There's a logic to it. Rules are just rules. You just have to know them.
- [04:17]
A
They're just handed down, right?
- [04:19]
B
With math, you learn the logic. With regulations, you have to learn the specific language of the law. And that's where this concept of death by a thousand cuts comes in.
- [04:27]
A
Death by a thousand cuts. That sounds pleasant.
- [04:30]
B
It refers to the nature of the questions. They aren't asking broad philosophical questions like what is insider trading?
- [04:36]
A
No, no.
- [04:37]
B
They are asking about tiny granular details buried in the footnotes of chapter four. Like how many days does a firm have to report a customer complaint to Fenrio, or what specific lines of communication can an unregistered person use when talking to a prospect?
- [04:53]
A
Wow. Okay, so how do you even prepare for that?
- [04:55]
B
You can't just read the book, you cannot just read. Passive reading is the enemy here. We found a technique in the subreddit that one user called the Microsoft Word method. And I think this is brilliant for any kind of intense learning, not just finance.
- [05:09]
A
I love this one. It's so simple it feels almost stupid. But when you actually try it, it's exhausting.
- [05:13]
B
It is so exhausting. The idea is this. Open a blank word document, read a single paragraph of the study guide, just one. Then you look away from the book and you type out what you just learned, but in your own words.
- [05:28]
A
Not copying it. That's the key.
- [05:30]
B
Never copy. If you copy, you're just flexing your short term memory. You're just recogniz the text pattern. If you have to rephrase it, you are forcing your brain to actually synthesize the information.
- [05:40]
A
It's active recall.
- [05:41]
B
It is. And if you can't explain it simply in your own word, you don't actually know it, you're just familiar with it. And familiarity isn't enough for point and shoot. You need mastery.
- [05:50]
A
And then there is the QBANK strategy, the question bank. One user said you need to abuse the QBank. They did over 1200 practice questions.
- [06:00]
B
1200 is a good baseline.
- [06:01]
A
Honestly, that seems excessive. Is it really necessary?
- [06:05]
B
I think it is because Finera has a very specific way of phrasing things. They use what we call regulatory speak. It's intentionally convoluted so they won't just
- [06:15]
A
ask, is it okay to lie?
- [06:17]
B
No, of course not. They will ask something like, did the representative omit a material fact necessary to make the statement not misleading in light of the circumstances under which it was made?
- [06:28]
A
Okay, those mean the same thing, but one takes 10 seconds just to parse the sentence exactly.
- [06:33]
B
By doing 1200 questions, you stop reading the question and you start recognizing the pattern. You see the setup. You spot the key phrase like guarantee against loss and you immediately know the answer is violation. You are training your brain's pattern recognition software.
- [06:49]
A
It's about making the test feel easy on game day.
- [06:51]
B
That's the goal. You've seen so many variations and nothing they throw at you looks new.
- [06:56]
A
There was also a great tip about the mental game. This one surprised me. One user mentioned taking a day trip to New York City four days before the exam just to totally reset their brain. Not cramming.
- [07:06]
B
I Think that's so undervalued? This is a stress test as much as a knowledge test. If you go in panicked and sleep deprived, you'll second guess those point and shoot questions.
- [07:17]
A
We'll start overthinking the easy ones.
- [07:19]
B
We'll talk yourself out of the right answer. You need to trust your gut. Trust the hundreds of hours of prep. And you can't do that if you're burned out.
- [07:27]
A
Okay, so let's get into the meat of what these rules actually are. We keep saying registered rep, but let's establish the baseline here. You study for 100 hours, you pass the SIE, you get the certificate, you frame it and put it on your wall. Are you a stockbroker?
- [07:43]
B
Absolutely not. In fact, you're barely even allowed in the building. You can't talk to clients yet.
- [07:47]
A
But I passed the test. I have the paper.
- [07:49]
B
Doesn't matter. The SIE is a prerequisite. It's like getting your learner's permit. It's valid for four years. It sits on your FINRA record. But until you are sponsored by a FINRA member firm, a bank, a broker dealer, and you pass a top off exam like the Series seven or Series six, you are what we call a non registered person or an associated person.
- [08:10]
A
So you're in limbo purgatory.
- [08:12]
B
You're an intern, you're a support staff. You can get coffee.
- [08:16]
A
The sources use this barbershop analogy to explain the legal difference here. I want to push on that a bit because it seems almost too simple, but it really works.
- [08:24]
B
It's simple, but it perfectly illustrates the concept of solicitation and, you know, consumer protection. Think about it this way. You have a friend who is great with scissors. They're just naturally talented.
- [08:41]
A
Sure.
- [08:41]
B
They come over to your kitchen, they give you a trim, it looks great. They don't charge you a dime. Is that illegal?
- [08:47]
A
No, of course not. That's just a favor between friends, right?
- [08:50]
B
Now imagine that same friend rents a storefront, puts up one of those red, white and blue spinning poles and starts charging 50 bucks a cut. But they don't have a license from the State Board of Cosmetology.
- [09:01]
A
Okay? Now they're getting a visit from the authorities. They're getting shut down.
- [09:04]
B
But why? It's the same haircut. The skill level didn't change at all.
- [09:08]
A
I guess because now it's a business. There's money changing hands.
- [09:11]
B
It's the commercialization and the public trust. When you hold yourself out as a business, the state has an interest in ensuring you don't accidentally slice someone's ear off or spread a scalp infection. The license is the state's guarantee to the public that this person meets a minimum standard of care and knowledge.
- [09:28]
A
So translating that to finance. I can talk to my buddy at a bar about Tesla stock all night long. I can tell him to buy it. I can tell him it's going to the moon.
- [09:38]
B
You can. You're just a guy at a bar. You have first amendment rights. But the second you are sitting at a desk at Morgan Stanley and you are an employee of the firm, you cannot make that same recommendation unless you are licensed.
- [09:49]
A
Even if I know I'm right? Even if I pass the SIE and know the material?
- [09:52]
B
Even then. Because now you represent the system. You are acting under the banner of a regulated entity, and your words carry the weight of the firm.
- [10:01]
A
This is where that can and cannot list gets really tricky. Because looking at the source material, there is a very, very fine line between just being helpful and breaking the law.
- [10:11]
B
It is the razor's edge. And this is where new hires get in trouble all the time. They want to be helpful. They want to impress the boss.
- [10:18]
A
So let's take the receptionist scenario. I'm a non registered person. I answer the phone, a client says, hey, I want to buy 100 shares of Apple right now.
- [10:28]
B
Stop right there. What do you do?
- [10:30]
A
Oh, my first instinct. Logic, says, if the broker is in the bathroom and I don't want the client to wait or get annoyed, I write it down on a piece of paper.
- [10:39]
B
You can write it down, Mr. Smith wants 100 shares of Apple.
- [10:42]
A
Yeah.
- [10:43]
B
That is a clerical duty. But you cannot say, okay, I've got that order for you. You cannot confirm it, and you certainly cannot enter it into the trading system.
- [10:51]
A
But why not? If I write it down correctly, if I heard him right, what's the harm?
- [10:56]
B
The harm is that you aren't qualified to determine if that trade is suitable for Mr. Smith. You aren't qualified to check the market conditions, and more importantly, you aren't liable if it goes wrong.
- [11:06]
A
Ah.
- [11:07]
B
The chain of custody for that decision has to stay with a licensed rep. If the broker comes back from the bathroom, sees your Note, and realizes Mr. Smith has zero money in his account, or that Apple is halted for trading because of news, the broker has to handle that conversation. You can't.
- [11:25]
A
So I literally just have to become a parrot? Please hold for the registered representative.
- [11:29]
B
Essentially, you are a gatekeeper, not a decision maker. You can route traffic, but you can't drive the car.
- [11:36]
A
But I can do some things right the list says I can do things like inviting clients to firm sponsored events.
- [11:42]
B
Yes, that's allowed. You can call a list of people and say, hey, our firm is hosting a retirement planning seminar next Tuesday at the Marriott.
- [11:50]
A
Why is that allowed? It feels like selling.
- [11:52]
B
It's because you aren't discussing the content of the advice. You're discussing logistics. It's at 6pm There will be cookies. That's fine. But if the client on the phone asks, so what stocks are you guys going to be recommending at the seminar? You have to stop.
- [12:07]
A
I can't even say, oh, we're probably going to talk about some tech stocks.
- [12:10]
B
You could maybe say the general topic is technology sector trends. But the second you start discussing the merits of the tech sector or a specific stock, you've crossed the line.
- [12:20]
A
Okay, what about forwarding literature? If a client calls and says, hey, send me that report on Apple you guys put out last week.
- [12:27]
B
You can put it in an envelope, you can attach it to an email that is purely clerical.
- [12:31]
A
But I can't add my own little note like check out this section on page four. Their earnings are wild.
- [12:35]
B
Absolutely not. You cannot interpret it. You cannot editorialize. That is soliciting. You are now influencing their investment decision. You have to be a completely neutral conduit of information until you get that Series seven.
- [12:47]
A
And this brings us to the money. The payment rule. This seems like a big one.
- [12:51]
B
This is the hard line in the sand. Non registered persons cannot receive commissions or compensation that is based on the business generated.
- [13:00]
A
So let me get this straight. If I'm the assistant and I bring in my rich uncle Penny Bags and he opens a $10 million account with my boss, I get nothing?
- [13:08]
B
You get a high five. Maybe a standard year end salary bonus if the entire firm does well that year. But you cannot get a check that represents a percentage of Uncle Pennybag's trades or assets.
- [13:20]
A
That feels deeply unfair. I brought in the business.
- [13:23]
B
It feels unfair, but it removes the incentive for you to hustle clients when you aren't qualified to serve them. If you could get commissions without a license, you'd have a whole army of unregistered people aggressively selling products they don't understand just to get paid. It protects the public.
- [13:38]
A
Okay, so clearly the goal is to get registered. We want that commission. But the sources mention this Alphabet soup of licenses. It's not just one license that makes you a broker. There are dozens.
- [13:50]
B
It's a whole ecosystem. Very specialized.
- [13:52]
A
Let's break down the big ones. The Series six versus the Series seven. This seems to Be the main fork in the road for new people entering the industry.
- [13:59]
B
It is. The Series 6 is often called the limited license. It allows you to sell what we call packaged products.
- [14:06]
A
Packaged products like what?
- [14:07]
B
Think mutual funds, variable annuities and unit investment trusts or UITs.
- [14:12]
A
Why are they called packaged?
- [14:13]
B
Because the security itself is a wrapper. A package around other investments that are managed by someone else. When you sell a mutual fund, you aren't picking the individual stocks inside it. A professional fund manager of Fidelity or Vanguard is doing that. So the regulatory burden on you, the salesperson, is slightly lower.
- [14:33]
A
You aren't driving the car, you're just selling tickets to get on the bus.
- [14:36]
B
That's a perfect analogy. But with a Series 6, there is a very hard limit. You cannot sell individual stocks. You can't call someone up and say, I think you should buy Apple today. You cannot sell corporate bonds in the secondary market. You are limited to these open end investment companies.
- [14:51]
A
So if I want to be a true stockbroker, what people picture in the movies, a general securities representative, I need the Series 7.
- [14:58]
B
The Series 7 is the gold standard. It's the general license for a reason. If you have a Series 7, you can sell almost everything. Stocks, bonds, options, ETFs, REITs, hedge funds, private placements, venture capital.
- [15:11]
A
Wow. Is there anything the Series 7 doesn't cover?
- [15:14]
B
A few things. Commodities and futures like corn oil, pork bellies. That's a whole different regulator, the nfa. And you'd need a Series three. And it doesn't cover real estate, which requires a state real estate license. But for securities, the Series 7 is the master key.
- [15:32]
A
And that's why it's so much harder to get.
- [15:33]
B
Much harder. Because now you are driving the car. If you recommend an individual stock, you need to understand balance sheets, income statements, market mechanics, volatility. The risk is on you to explain it properly to the client.
- [15:47]
A
Then you have the bosses, the managers, the principals.
- [15:50]
B
Right. It's not enough to have workers, you have to have supervisors. The Series 24 is the general securities principal. This is the person who can manage an investment banking department, run a trading desk and provide overall supervision for the firm.
- [16:03]
A
So every account a Series 7 rep opens has to be approved by a principal?
- [16:07]
B
Yes. Someone with a Series 24 has to sign off on it.
- [16:09]
A
Ken Finan, the tutor, mentioned the series 9 and 10 as well. Are those different?
- [16:14]
B
Yeah, those are specifically for sales supervisors. Think of a branch manager. If you're running a local office In Omaha with 20 brokers, you probably need a 9 in 10. It lets you supervise their sales practices, but maybe not the entire firm's investment banking division. It's a more limited supervisory license.
- [16:30]
A
And then there are these really niche ones. The series 57 for equity traders. The 79 for investment bankers. The series 99 for operations.
- [16:39]
B
It's all about specialization. If your entire job is to sit there and structure a massive merger and acquisition deal between two tech giants, you need the Series 79. The regulators want to ensure you know the very specific rules about M and A. Things like tender offers, stabilizing bids, and road shows. A general stockbroker doesn't need to know that level of detail.
- [16:59]
A
So let's say you do it. You study, you pass your sie, you get sponsored. You pass your Series seven. You are ready to work. But before you can start calling clients, you have to fill out the dreaded U4.
- [17:10]
B
The U4 form. The Bane of every financial professional's existence.
- [17:14]
A
It sounds ominous.
- [17:15]
B
It's just. It's exhaustive. It is your entire life history on a government form. They want five years of residency history, every single address you've lived at, and they want 10 years of employment history.
- [17:27]
A
And you can't have any gaps, right? That's what I read.
- [17:30]
B
You have to explain every. Every single gap longer than three months. If you were unemployed for four months three years ago, you have to write unemployed. If you took six months off to go backpacking through Europe, you write travel.
- [17:43]
A
Why? Why do they care if I was backpacking? Are they jealous?
- [17:46]
B
They're looking for the darkness. They're looking for hidden periods where you might have been, say, incarcerated, and you're not telling them. Or you were working for a shady firm that got shut down and you're trying to hide it. Or you were engaging in unreported outside business activities. They want a continuous, unbroken timeline to ensure you weren't up to no good.
- [18:06]
A
And this leads us to the really terrifying concept of statutory disqualification. The SD list. This is the stuff that automatically bars you from the industry for life?
- [18:15]
B
Yes. This is the gate that slams shut. No appeal. The big one is a felony conviction.
- [18:21]
A
Any felony at all.
- [18:23]
B
Any felony conviction in the last 10 years. It doesn't matter if it was for financial fraud or for, I don't know, a bar fight that went way too far and became a felony assault. If it's a felony, you are statutorily disqualified.
- [18:34]
A
That seems incredibly harsh. A bar fight has nothing to do with managing a stock portfolio.
- [18:39]
B
It speaks to judgment and adherence to the law. That's their view. But the regulators are actually more specific when it comes to misdemeanors, not all misdemeanors will disqualify you, just the money ones. Correct. Misdemeanors involving money or securities, things like fraud, extortion, bribery, theft, forgery. If you got caught shoplifting a candy bar five years ago and were convicted of petty theft, that could be a disqualification.
- [19:04]
A
But a dui, a drunk driving charge.
- [19:06]
B
A DUI on its own is usually not a disqualification. It's a traffic offense. It's bad, don't get me wrong. And you have to disclose it on the U4, but it doesn't inherently prove you are a thief or a liar.
- [19:17]
A
However, Ken Finnan, the tutor from the transcript, had this really interesting nuance about the police interaction during a dui. Stop.
- [19:25]
B
I love this example because it really clarifies the industry's mindset. He said, look, if you get arrested for dui, that's one thing. But if during that arrest, you lie to the cop, you give a fake name, or you show a fake ID because you're underage, that is a separate crime involving dishonesty or false statements that can get you banned.
- [19:44]
A
So the DUI itself doesn't ban you, but lying to the cop about it does.
- [19:48]
B
Exactly. And he even said, theoretically, fighting the cop, resisting arrest might not disqualify you because it's a crime of violence, a physical altercation, not a financial or trust based crime. But presenting a fake id, that's fraud.
- [20:03]
A
That is a profound statement about Wall street values, isn't it? We can handle aggression, we cannot handle deceit.
- [20:09]
B
Trust is the only currency that matters. If you can't be trusted with your own id, how can you be trusted with a client's million dollar retirement account?
- [20:16]
A
And that's why everyone gets fingerprinted, I assume, to verify all this.
- [20:20]
B
Almost everyone. If you touch money, if you touch securities, or if you have access to the books and records you get printed, those prints go straight to the FBI. They check them against the National Criminal Database.
- [20:30]
A
Is there anyone who escapes the fingerprints?
- [20:33]
B
Maybe a purely clerical person who only files papers and never ever has access to checks or cash or account statements. But in a modern digital office, access is so broad that it's just easier for firms to print almost everyone.
- [20:47]
A
Okay, so you've passed the test. You filled out the U4. Your background is squeaky clean. You are finally in the chair. You are a broker. Now we enter the world of Jim.
- [20:57]
B
Ah, Jim. Yeah, the fictional, ethically challenged broker from the SI study guide.
- [21:02]
A
Yim is an absolute menace. The study guide uses him to illustrate all the dirty tricks of market manipulation. I want to walk through these because this is the stuff that lands you in federal prison, not just gets you fired. And some of these, if you look at them cynically, just look like smart trading.
- [21:17]
B
That is a very dangerous mindset. But let's explore it, because you're right. To an uninformed outsider, it might just look like a clever strategy. First up front, running the classic villain move. So Jim has a huge institutional client. Let's call her Nancy. Nancy calls Jim and says, Jim, I need to buy 600,000 shares of Company ABC. That is a massive order. A block trade.
- [21:40]
A
And basic economics, supply and demand tells us that a huge buy order like that will very likely drive the price of the stock up, at least temporarily.
- [21:48]
B
The water level always rises when the whale jumps in. So Jim, being the unethical broker he is, thinks, hey, wait a minute. Before I put Nancy's huge order into the market, I'm going to buy 1000 share of company ABC from my own personal account at the current low price.
- [22:04]
A
So he buys his shares first, then he executes Nancy's huge order.
- [22:08]
B
Exactly. The price spikes from say 50 to $50 or 50 cents. Because of Nancy's order. Jim sees the price jump and immediately sells his personal shares for a quick risk free profit.
- [22:18]
A
He profited from the market impact of his own client's order. But here's the devil's advocate question. Did he actually hurt Nancy? She got her stock, she wanted it, he got it for her.
- [22:27]
B
He absolutely hurt Nancy by stepping in front of her. By buying his shares first, he added to the demand in the market. He might have caused the price to tick up from $50 to $51 before her massive order even started to execute.
- [22:42]
A
So we actually made her pay more than she would have otherwise.
- [22:44]
B
Even if it's just a single penny per share on 600,000 shares, that's $6,000. He effectively stole that value from her. He owes her a fiduciary duty of best execution. And he violated it for his own personal gain. It's theft.
- [22:59]
A
Okay, next one. Pump and dump. This sounds like something straight out of a movie.
- [23:03]
B
It is the plot of the Wolf of Wall street essentially. So Jim owns a bunch of cheap worthless stock and a crappy company, a penny stock. He wants to sell it, but nobody wants to buy it because the company worthless.
- [23:15]
A
So he needs to create the demand artificially.
- [23:17]
B
He starts spreading false positive rumors. I hear company XYZ is about to cure cancer. Or sources say company XYZ is in A secret merger talk with Google. He gets on the phone and calls all his clients and aggressively recommends it.
- [23:31]
A
You gotta get in on the ground floor. This thing is going to the moon.
- [23:34]
B
The price shoots up because of all this artificial demand he's created. That's the pump. Then once the price is high, what does Jim do? He sells all of his personal shares into the buying frenzy. That's the dump.
- [23:46]
A
And then the truth eventually comes out. The price crashes back to zero and all his clients lose everything.
- [23:52]
B
Exactly. It is pure unadulterated fraud. He is selling them something he knows is garbage while telling them it's gold.
- [24:00]
A
What about churning? This one feels more subtle than a pump and dump.
- [24:03]
B
But just as nasty, churning is excessive trading. Lets say Jim has a client, Terrell. Terrell's retired. He's risk averse. His main goal is to just preserve his savings and get a little income.
- [24:15]
A
A very conservative investor.
- [24:17]
B
Very. Yeah. And let's say Jim has discretionary authority, which means he can make trades in Terrell's account without having to call and ask for permission every single time.
- [24:25]
A
And Jim gets a commission on every single trade he makes.
- [24:28]
B
Right. So Jim starts buying and selling, buying and selling three, four, five times a day in Terrell's account. Not because it's a good strategy for Terrell, but because every time he clicks that trade button, Jim gets paid 50 or $100.
- [24:41]
A
He's basically turning the client's account into a fee generating machine for himself.
- [24:47]
B
Yes, and the key indicator here for regulators is trading that is excessive relative to the customer's investment objectives. If terrell was a 25 year old aggressive day trader, maybe that level of activity would make sense. But for a conservative retiree, it's churning. It depletes the account through endless fees.
- [25:07]
A
What about marking the open or marking the close? This sounds very technical.
- [25:11]
B
It's about manipulating the benchmark prices. The opening price and the closing price of a stock are very important numbers. They're used to determine margin calls. They're used to calculate index values. They're used for mutual fund pricing.
- [25:23]
A
So how does Jim manipulate it?
- [25:24]
B
Let's say Jim's bonus is tied to a stock closing above $50. It's 3:59pm and the stock is trading at $49.19. Jim places a flurry of buy orders right at the bell to artificially push the price up to $50.11. Just for that snapshot in time. He's trying to paint the tape.
- [25:43]
A
And that's illegal?
- [25:44]
B
Oh yeah, it's illegal because it creates a False and misleading data point for the rest of the market that relies on that closing price being authentic and free.
- [25:52]
A
Writing this one sounds like something I'd try to do at a casino if I could get away with it.
- [25:55]
B
It's the ultimate something for nothing trade.
- [25:58]
A
The definition in the note says the buying and selling securities without paying for the purchase. But how does a brokerage even let you do that? Don't you need the money first?
- [26:06]
B
You'd think so. But the system is built on trust and a slight delay. In the US when you buy a stock, you don't actually have to hand over the cash that exact second. We have a settlement period, usually one or two business days. T +1 or T +2. Regulation T gives you a grace period to get the money into the account.
- [26:23]
A
So Jim buys $10,000 of stock on Monday. He has $0 in his account at the time.
- [26:28]
B
Correct. The brokerage's computer assumes the check is in the mail, so to speak. But then on Tuesday, the stock jumps in value to twelve thousand dollars. So Jim sell that.
- [26:39]
A
He has twelve thousand dollars in proceeds from the sale. He owes the firm ten thousand dollars for the original purchase. So he just keeps the two thousand dollar profit. He never actually put up a single dime of his own risk capital.
- [26:50]
B
That is free riding. You are using the brokerage's credit to gamble without their permission and without any skin in the game.
- [26:57]
A
And the regulators must hate this.
- [26:59]
B
They despise it. Because if the trade had gone the other way, if the Stock dropped to $8,000, Jim would have just ghosted. He'd never deposit the money. The firm would be left holding the bag and taking the loss. It creates systemic risk.
- [27:11]
A
So what happens to Jim when he gets caught?
- [27:13]
B
His account gets frozen for 90 days. He's in the penalty box for that period. If he wants to buy anything, he has to have the cash fully settled in the account before he hits the buy button. No more credit for him.
- [27:23]
A
Okay, and the last one in the gym saga backing away.
- [27:26]
B
This applies specifically to market farmers. A market maker is a firm that's supposed to stand ready to buy and sell a particular stock at their quoted price. They provide liquidity to the market.
- [27:39]
A
Like a currency exchange booth at the airport. They have a sign up saying what they'll buy and sell dollars for.
- [27:44]
B
Exactly. So if a market maker publishes a quote on their screen saying I buy Apple stock at $150 and you try to sell your shares to them at $150 and they suddenly say actually no, never mind, I won't that is backing away.
- [27:59]
A
They failed to honor their firm quote.
- [28:02]
B
Right. And that destroys confidence in the market. If the prices you see on the screen aren't real, the whole system breaks down. Traders need to know that a quote is a firm offer to do business.
- [28:11]
A
So those are the dirty tricks. But there is one big topic that gets its own segment in every study guide because it's so famous. Insider trading.
- [28:19]
B
The big one. The one Martha Stewart went to jail for, though it was technically for obstructing the investigation into it.
- [28:25]
A
The sources define this as trading on material, non public information. Let's break down those words. What makes information material?
- [28:33]
B
Material means it's information that a reasonable investor would likely consider important in making an investment decision. Think big stuff. A pending merger, a surprise bankruptcy, the FDA approving a company's new blockbuster drug, a massive earnings miss that nobody saw coming. If knowing it would almost certainly make you buy or sell.
- [28:56]
A
It's material and non public is pretty obvious. It hasn't been released to the press or the public yet.
- [29:01]
B
Correct. If it's in the Wall Street Journal, it's public. If it's in a confidential email from the CEO to the board of directors, it's non public.
- [29:08]
A
Now the scope of this is interesting. This doesn't just apply to the CEO or employees of the company.
- [29:13]
B
No, that's a huge misconception. It applies to everyone. And this is where the tipper tippy doctrine comes into play.
- [29:19]
A
This sounds like a Dr. Seuss book, but I know it sends people to federal prison.
- [29:23]
B
It does. Let's say the CFO of a company is the tipper. He tells his friend the tippy about a secret merger over dinner. The CFO himself doesn't trade. He just tells his friend as the tip. The friend then goes and buys the stock and makes a million dollars.
- [29:37]
A
Who is guilty in that scenario? The friend who traded or the CFO who just talked?
- [29:43]
B
Both of them. The CFO is guilty because he breached his fiduciary duty to the company's shareholders by sharing the confidential info for personal benefit. Even if that benefit was just impressing his friend. The friend is guilty because he knew or should have known that the information was confidential and came from an insider.
- [30:02]
A
So ignorance isn't a defense.
- [30:04]
B
Not if it's willful ignorance.
- [30:06]
A
What if I'm at a coffee shop and I overhear two guys in suits at the next table talking loudly about a merger? I don't know them. I just happen to overhear it. Can I trade on that?
- [30:14]
B
That is a classic gray area, but typically if you have no duty to the company and you didn't steal the information, you didn't, like, hack their computer or put a bug under their table, you might be okay. It's called inadvertent discovery, but I wouldn't risk it. This, however, brings up the important concept of the Mosaic theory.
- [30:31]
A
Ooh, I like the sound of that. The Mosaic theory.
- [30:34]
B
This is actually a defense against an accusation of insider trading. It says you can trade based on a collection of non material, nonpublic information mixed with public information.
- [30:45]
A
You have to explain that. That sounds complicated.
- [30:47]
B
Let's say you're an analyst. You count the number of trucks leaving a Tesla factory, which is a public observation. You talk to some of their parts suppliers about tire prices, which is industry research. You analyze the CEO's public mood in recent interviews. None of these individual facts are inside info. But when you put all the little pieces together, like building a mosaic, you come to the conclusion that they are going to miss their earnings target.
- [31:12]
A
And trading on that conclusion is legal.
- [31:14]
B
That is perfectly legal. In fact, that is what good financial analysts are paid to do. The difference is you didn't get the answer sheet from the teacher. You figured out the answer by studying all the publicly available clues.
- [31:26]
A
But if you just get the answer sheet, that's fraud.
- [31:28]
B
And the penalties are absolutely astronomical. They are designed to completely ruin you. Individuals can face up to 20 years in prison and fines up to $5 million. $5 million or three times the profit gained or loss avoided, whichever is greater. So if you made a $10 million illegal profit, the fine could be as high as $30 million.
- [31:50]
A
And what about the firms? If a firm fails to supervise its
- [31:54]
B
employees, the firm itself can be fined up to $25 million. That's why firms take this so incredibly seriously. They have what are called Chinese walls, information barriers to prevent information from leaking. Between the investment bankers who know about the mergers and the traders who buy
- [32:10]
A
and sell stocks, let's shift gears from the overtly criminal stuff to the more subtle ethical gray areas. Money, gifts, and conflicts of interest. Because this is where the daily life of a rep gets tricky. It's not always about grand criminal schemes. Sometimes it's just about a bottle of wine at Christmas.
- [32:27]
B
The gift rule. This is Fiona Rule 3220. The rule states you cannot give or receive gifts valued over $100 per person per year if it is in relation to the business of the recipient's employer.
- [32:39]
A
100 bucks is not a lot of money these days. That's a decent bottle of wine. But Not a great one.
- [32:44]
B
And that's exactly the point. They don't want you bribing people. They don't want pay to play. If a mutual fund wholesaler sends you a brand new $500 Apple Watch, hoping that it'll get you to sell their fund to your clients, that's a violation. It clouds your professional judgment.
- [33:00]
A
But there is a massive loophole in this rule, isn't there? The business entertainment exception.
- [33:05]
B
It's the exception that almost swallows the rule. The key distinction is this. Do you go with them?
- [33:10]
A
Okay, so let's use an example. I want to give a client two tickets to the Super Bowl. They cost say $5,000 each. If I just mail the tickets to the client and say, have fun, that's
- [33:19]
B
a gift and a massive violation. Yeah, because it's way over the $100 limit.
- [33:23]
A
But if I buy the two tickets and I go with the client to the super bowl.
- [33:27]
B
And it is business entertainment. Yeah, and generally it is permitted, as long as it isn't so frequent or extensive as to raise questions of propriety.
- [33:36]
A
So I can take them to the super bowl, buy them a $500 dinner beforehand, buy them drinks all night as long as I am sitting right there next to them?
- [33:43]
B
Theoretically, yes. The regulatory logic, as strange as it sounds, is that face to face time builds a legitimate business relationship, whereas just handing over an item of value is a bribe.
- [33:56]
A
That seems like a very convenient distinction for people who happen to like going to the Super Bowl.
- [34:00]
B
It is often criticized as a loophole, but that is the rule as it's written.
- [34:04]
A
Okay, what about borrowing money? Can I borrow money from a client? Let's say I'm a little short on my rent this month and I have a client who is loaded and really likes me.
- [34:14]
B
The general rule, Absolutely not. Strictly prohibited. It creates a massive unmanageable conflict of interest.
- [34:21]
A
Why though? If they're willing to lend it and I'm good for it.
- [34:24]
B
Think about it. If you owe a client $10,000, are you going to be able to make a tough margin call on their account if the market drops, are you going to give them unbiased advice to sell a position if you're worried they'll call in your loan? No, the debt completely compromises your professional judgment.
- [34:40]
A
But there are exceptions. The so called safe harbor.
- [34:43]
B
There are a few very specific exceptions. You can borrow if the customer is a bank. Like if you get a mortgage from a bank that also happens to be a client of your firm, that's fine. They're in the business of lending that makes sense. You can also borrow if the customer is an immediate family member.
- [35:00]
A
So I can borrow money from my mom?
- [35:02]
B
Yes. Finerado does not want to get involved in regulating your family dinner table. If your mom, who is also your client, wants to lend you money, that's her business.
- [35:12]
A
What if it's a personal relationship, but not family, like my roommate?
- [35:16]
B
Yes. That can be an exception if there is a personal or business relationship that exists outside of the broker, dealer, firm. But, and this is a key point, some of these exceptions require the firm's permission. Borrowing from your mom usually does not. But borrowing from a roommate or a business partner in another venture would likely require you to notify your firm's compliance department and get written approval first.
- [35:40]
A
Okay. Now, what about sharing in customer accounts? Can I say, hey, client, I'm so confident in the stock pick, let's pool our money. I'll put in $10,000. You put in $10,000, and we'll split the profits 50. 50.
- [35:50]
B
Generally, no. You cannot share directly in the profits or losses of a client's account. The regulators don't want reps treating client accounts like their own personal hedge funds.
- [36:00]
A
But there's an exception, I'm guessing.
- [36:01]
B
Of course. Yeah, but it has very strict conditions. It requires written authorization from both the customer and the firm, and it must follow the proportionality rule.
- [36:12]
A
Proportionality. Which means?
- [36:14]
B
It means the sharing must be directly proportional to the financial contribution. If you, the REP, put in 40% of the money into the joint account, you can only take 40% of the profit. You cannot put in 10% of the money and take 50% of the profit just because you're the expert who came up with the idea.
- [36:30]
A
So no performance fees for the rep on the side.
- [36:33]
B
Exactly. Unless it's with immediate family. Again, the family exception applies. The proportionality rule does not apply to accounts shared with your spouse or your parents, for example.
- [36:42]
A
Got it. Now we have to talk about the new era of regulation. Regulation, best interest, or reg.bi this seems to have changed the game pretty recently.
- [36:51]
B
It really did. For a very long time, the standard of conduct for brokers was just suitability.
- [36:57]
A
What does suitability mean in this context?
- [37:00]
B
Suitability just meant the product had to be okay for the client. It had to be a reasonable fit. For example, if you had two very similar large cap growth mutual funds, but fund A paid you a high 5% commission, and Fund B paid you a low 1% commission under the old suitability rule. And you could sell fund A. It was suitable. It fit the client's needs for Large cap growth fund.
- [37:21]
A
Even though it was much more expensive for the client and put less of their money to work?
- [37:25]
B
Yes, as long as it wasn't unsuitable. It was generally allowed and Redbi changed that completely. Now the standard is best interest. You have to put the client's interest ahead of your own financial interest. In that same scenario, you cannot recommend the more expensive product just because it pays you more. If there is a cheaper, substantially similar product available, you have an obligation to recommend that one.
- [37:50]
A
That seems like common sense, but I imagine it's a huge shift in liability for brokers.
- [37:54]
B
It is explicit now. You must act in the retail customer's best interest at the time the recommendation is made. And you have to document why you made that choice. It's a much higher standard of care
- [38:04]
A
and this ties directly into the suitability factors. You have to know your customer inside and out to determine their best interest.
- [38:11]
B
Age, financial situation, tax status, investment experience, liquidity needs, risk tolerance, the whole picture. The classic exam example is recommending aggressive speculative tech stocks to an 85 year old widow who was living on a fixed income. That's a violation, a massive suitability violation. That 85 year old needs income and preservation of capital, not volatility and high risk. It doesn't matter if the tech stock is a good company, it is fundamentally unsuitable for her.
- [38:41]
A
Speaking of seniors, the sources mention specific rules for vulnerable adults.
- [38:45]
B
This is a huge and growing focus for regulators because of the aging population. Finerara defines the vulnerable adult as anyone age 65 or older, or anyone 18 or older who has a mental or physical impairment that renders them unable to protect their own interests.
- [38:59]
A
And firms now have to make an effort to get a trusted contact person on file.
- [39:04]
B
Right. When you open an account for a senior, you are supposed to ask, is there someone we can trust? A son, a daughter, a lawyer that we can call? If we can't reach you or if we suspect something is wrong, the client can refuse to provide one. But the firm has to make a reasonable effort to ask.
- [39:21]
A
And firms can actually place a temporary hold on the account.
- [39:25]
B
This is a powerful tool. They can place a hold only on disbursements of funds or securities, not on trades. This is an important distinction.
- [39:32]
A
So what does that mean in practice?
- [39:34]
B
It means if the firm reasonably suspects financial exploitation, like suddenly the 85 year old is trying to wire $50,000 to a prince in Nigeria she met online, the firm can pause that wire transfer from going out.
- [39:47]
A
They stopped the money from leaving the building.
- [39:49]
B
Exactly. They can't stop the client from selling her Stocks inside the account because the market might drop and they could be held liable for her trading losses. But they can stop the cash from going out the door while the investigating contact the trusted person.
- [40:02]
A
That is a really important safety mechanism.
- [40:04]
B
It is because financial elder abuse is a massive, heartbreaking problem. The tellers at the bank and the reps at the brokerage firm are often the first line of defense.
- [40:14]
A
So we've covered a ton of ground here. We've gone from the mathless exam to the dirty tricks of Jim the broker to the hundred dollar gift limit. It is a lot of rules.
- [40:24]
B
It is. It can feel really overwhelming when you're studying it.
- [40:27]
A
But if you step back and look at the why, and this is what we should really synthesize for everyone listening. It isn't just bureaucratic torture designed to make your life difficult.
- [40:36]
B
No. It all comes down to one single word. Trust.
- [40:40]
A
Explain that.
- [40:41]
B
The entire financial system, the entire global economy, only works if people trust that the game isn't rigged against them. If people believe that brokers are front running them or churning their accounts or selling them garbage just to get a fat commission, they will pull their money out of the market. They will put it under the mattress.
- [40:58]
A
And if that happens on a large scale, the economy grinds to a halt. Companies can't raise capital to grow. Innovation stops.
- [41:06]
B
Exactly. These rules, as annoying and granular as they are for the test takers, are the structural beams holding up the entire building of the market. They exist to ensure fair dealing and maintain public confidence.
- [41:20]
A
So let's go back to the barbershop analogy. From the beginning. You trust a barber because you see the license on the wall. You know they have hopefully met a minimum standard and know how to use the scissors without cutting your ear off.
- [41:33]
B
Regulators want to ensure that the person handling your entire life savings is at least as qualified and accountable as the person cutting your hair. And significantly more so because a bad haircut grows back, a bankrupt retirement account doesn't.
- [41:48]
A
That is a very sobering thought.
- [41:49]
B
It is. And I want to leave everyone listening with one final provocative thought. Something we touched on in the outline but didn' deep dive into yet. It's the concept of selling away.
- [41:58]
A
Selling away. It sounds like a vacation.
- [42:00]
B
It is the absolute opposite. It is a career ender. And it highlights the total commitment required by holding this license. Selling away happens when a registered rep helps a client buy a security that is not offered by their firm.
- [42:13]
A
Like, hey, my buddy is starting a new restaurant and he's looking for investors. Do you want to put in $20,000.
- [42:20]
B
Exactly that. You think you're just being a good friend, helping connect people? You think this has nothing to do with my day job at Merrill lynch or wherever? This is a private side deal. I'm doing it on the weekend.
- [42:31]
A
But it's not private.
- [42:32]
B
It is absolutely not a private deal. It is a massive violation. The second you become a registered rep, you are the firm 24 7. The firm has a legal duty to supervise everything you do. That involves the security. If you sell that restaurant investment without getting the firm's written permission first. And without the firm recording it on their official books and records, you are selling away. You are selling away from the firm's supervision.
- [42:58]
A
And that gets you fired.
- [43:00]
B
Fired, barred from the industry for life, and fined into oblivion. It highlights the fundamental reality of this career. Your private business dealings are no longer fully private. You sacrifice a significant level of personal autonomy for the privilege of holding that license and managing other people's money.
- [43:16]
A
Wow. So the big takeaway from all this, really, is that the SIE exam isn't testing your ability to make money.
- [43:23]
B
No. It's testing your ability to not lose your license while you're trying to.
- [43:28]
A
On that cheerful note, thank you for joining us on this deep dive. Good luck to Chokoanawusa on their retake, and good luck to all of you out there studying. Stay ethical, keep your receipts, and we'll see you next time.
- [43:39]
B
Take care, everyone.