Listen to this article
At the ‘Meri Kahani Meri Zubani’ session during the recently concluded Cafemutual Ideas Fest (CIF) 2025, Chandigarh MFD Rajeev Kathuria shared his journey with Nishant Patnaik, Associate Editor, Cafemutual. He spoke about how he sells mutual funds with a humorous tadka.
Initial days
Rajeev was once the president of Bajrang Dal, Chandigarh. However, he stepped away from politics after his ailing mother persuaded him to discontinue his political career and advised him to join their family business of stock trading.
Although he left politics, Rajeev started his own mutual fund distribution business in 2019. Due to the pandemic, he temporarily stepped away from it but resumed operations in 2022.
Rajeev met with success soon and within just three years of operation, he has bagged two prestigious awards - Cafemutual Big League and AMFI Partner in Excellence awards for opening the highest number of SIP accounts in North India.
Using simple humour to explain concepts
Rajeev uses jokes and relatable terms to break the ice and explain mutual fund concepts. For instance, he refers to:
- SIP as “Sab Iska Paisa”
- STP as “Sab Tera Paisa”
- SWP as “Saas Wala Paisa”
This witty and easy-to-understand approach helps clients—especially those unfamiliar with financial jargon—feel more comfortable and remember the terms.
He recalled a humorous encounter with an IAS officer. To break the ice, he introduced himself as “IAS, 1978 batch.” When the officer asked how that was possible, Rajeev replied, “I Am Single—since 1978!” His humor instantly created rapport.
Kar bhala to ho bhala (Do good, and good will come to you)
During the COVID-19 pandemic, Rajeev launched a roti bank, asking families to prepare two extra chapatis daily for the underprivileged. He personally delivered food to those in need, gaining the trust of his community—especially among small investors like street vendors and daily wage earners. Even the families who supported Rajeev’s initiative respect him.
This simple act of service helped him build deep trust and goodwill, which is invaluable in the distribution business.
Meet people, make a difference
Rajeev makes it a point to talk to at least 10 people every day. He chooses a street and engages with local business owners—be it street food vendors, restaurant staff or shopkeepers.
“Every conversation is an opportunity to spread financial awareness. Even if they don’t become clients, they walk away with valuable financial lessons. In the process, I’ve gained many loyal clients,” he shared.
There are clients everywhere—you simply need to talk to them
Once, while Rajeev was getting a haircut a barber, the barber got a call. It was a scam call and the caller was trying to persuade the barber to share an OTP. Without hesitation, Rajeev took the phone from the barber and scolded the spammer. He explained that OTP stands for "Oye, Tera Paisa Gaya," and advised him never to share an OTP with unknown callers, no matter what. That incident turned the barber into a lifelong client.
Rajeev also visits different temples every day and has successfully onboarded many priests as his clients.
Watch his full session here
