1. The Agent’s Role in Salary
Negotiations: An Interview with
Frank Larosa
Frank Larosa

2. An Interview with Frank Larosa
As President of Elite Recruiting & Consulting, Frank Larosa acts as an
agent for finance professionals looking to connect with the
opportunities that best suit their career and personal goals.

3. An Interview with Frank Larosa
Question: Finance professionals are used to working with money.
What benefit does working with an agent yield for their salary
negotiations?
Frank Larosa: The agent has the time and energy to devote to
comprehensive background research. While finance professionals
may be more comfortable than most in salary negotiations, they do
not have time to research firms around the country and what their
current salary scales are. Agents do—in fact, knowing that
information is our job.

4. An Interview with Frank Larosa
Question: During the negotiation process, what might an agent do
differently than an individual?
Frank Larosa: The agent has an established relationship with various
firms, and the hiring people know that the agent is well versed in
salary information. Both parties come to the table knowing the other
has all the information, and so salary negotiations can start at a
more honest point and proceed based on more complex details. In
the end, both parties are usually happy. Plus, generally speaking, it
is easier for an agent to fully enumerate a candidate’s achievements
than it is for the candidate.