Case Study: NorthStar Realty Securities, LLC achieves improved nationwide sales collaboration and simplified FINRA-compliant Salesforce1 Chatter archiving with Smarsh

Improving Collaboration for a Nationwide Sales Team

NorthStar Realty Securities, the broker‑dealer affiliate of NorthStar Realty Finance Corp., supports a nationwide sales force of roughly 32 wholesalers who sell REIT products to financial advisors. The team needed a faster, centralized way to share timely product and market information while meeting strict FINRA record‑retention and supervision requirements—an acute challenge for a small compliance staff of two.

NorthStar implemented Salesforce1 Chatter with Smarsh Archiving & Compliance to enable real‑time collaboration while capturing communications for regulatory review. The rollout sped response times, reduced duplicate inquiries, and created shared awareness across the geographically dispersed team, while Smarsh’s integration let compliance apply existing supervision policies and review Chatter in about five to ten minutes a day, simplifying FINRA audits.

NorthStar Realty Securities, LLC

Trey Killingsworth

Vice President of Strategic Accounts