Jay Duncan's three years at SouthTrust Securities show that some reps are truly born to work in banks rather than wirehouses.
Duncan started with a regional brokerage firm in Atlanta, but didn't like it. "They got rid of me," he says. He then tried Bear Stearns, cold calling for a big producer whom he followed to Prudential Securities. There, Duncan ranked second in the firm's training program, but was not comfortable with the wirehouse schtick.
He started fresh at SunTrust in 1994, where he doubled a small book within two years in Columbus, …
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