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Delhi MFD Kooran Varghese Polson has recently won the prestigious Cafemutual Big League Awards 2023 at Cafemutual Confluence 2023 held in Mumbai.
Powered by CAMS, the award aims to recognize the hard work of MFDs who have achieved business milestones. It identified 26 MF champions across five broad categories – SIP, equity inflows, new folios, fintech player and overall business. The award was purely based on quantitative performance during the FY 2022-23.
Polson has won this award for registering the highest net-equity inflows from north India during FY 2022-23. North India covers Rajasthan, Uttar Pradesh, Delhi, Punjab, Haryana, Uttarakhand, Himachal Pradesh, Jammu and Kashmir and Ladakh. For equity inflows, we considered pure equity funds, aggressive hybrid funds and balanced advantage funds.
Polson received net equity inflows of Rs.52 crore last financial year. He shared with us three things that have helped him achieve this feat. Let us look at them:
- Be a volatility master
Polson believes that while equity investing can help people create wealth, it comes with risk of volatility. He first sits with his prospective and existing clients and take them through risk associated with equity investing. He also evaluates their risk appetite through a set of questionnaires. However, he encourages them to consider equity only if they have long term investment horizon. This gives people more clarity on the nature of equity and makes them comfortable with volatility, he said.
- Use case studies to build trust
Polson uses real life case studies of existing clients who have achieved their financial goals and created wealth from equity investments. These stories highlight how people have overcome their behavioral biases and stayed invested in equity funds to create wealth. Many clients feel more comfortable with equity investing if they see other people doing well in it, he feels.
- India’s growth story
Polson takes his clients through opportunities in Indian equity markets. He speaks to them about the India growth story and shares his medium-term outlook on equity markets.
Polson uses some interesting data points like increase in per capita income and nominal GDP growth to make his conversation livelier.
Currently, Polson manages AUM of over Rs.700 crore of which 40% comes from equity funds. He caters to over 800 clients.
