Retail Sales Practice, Including Compliance with Regulation Best Interest
The Division will continue to examine broker-dealer sales practices, including those related to Regulation Best Interest, and focus on the following areas of interest: (1) recommendations with regard to products and investment strategies (including account and rollover recommendations); (2) conflict identification and mitigation practices, in particularwith respect to recommendations of accounts, rollovers, and recommendations involvinglimited product menus; (3) processes for reviewing reasonably available alternatives; and (4)
processes for satisfying the Care Obligation, including consideration of particular factors in a customer’s investment profile and the product and account type characteristics considered.
In particular, examinations will focus on those recommended products that are complex or tax advantaged, such as variable and registered index-linked annuities; ETFs that invest in illiquid assets such as private equity or private credit; municipal securities, including 529 Plans; private placements; structured products; alternative investments; and other products that have complex fee structures or return calculations, are based on exotic benchmarks, are illiquid, or represent a growth area for retail investment. Examinations may also focus on recommendations: (1) that move an investment to a substantially similar product; (2) related to opening different account types, such as option, margin, and self-directed IRA accounts; and (3) made to older investors and those saving for retirement or college.
Examinations may also focus on dual registrants and encompass reviews of firms’ processes for identifying and mitigating and eliminating conflicts of interest where dual registrants receive compensation or other financial incentives that may create conflicts of interest that must be addressed, account allocation practices (e.g., allocation of investments where an investor has more than one type of account) and account selection practices (e.g., brokerage versus advisory, including when rolling over employer plans to an IRA or transferring an existing brokerage account to an advisory account, as well as recommendations to open wrap fee accounts). Examinations may also assess broker-dealer supervision of sales practices at branch office locations.
The Division’s examinations will review the content of a broker-dealer’s relationship summary (Form CRS), such as how the broker dealer describes: (1) the relationships and services that it offers to retail investors; (2) its fees and costs; (3) its conflicts of interest; and (4) whether the broker-dealer accurately discloses its and its financial professionals’ disciplinary history.