Vatsal Shah, Sushil Finance
During the initial days of his advisory journey, Vatsal Shah read a book ‘What the customer wants you to know’, a book on mastering sales, authored by Ram Charan.
Vatsal says that this book proved to be an eye opener for him as he learned how to get started in a business. Vatsal says that one of the key learnings from this book is that advisers should not start a conversation with investors with their products. “Start with what the customer wants and solve her problems. We should focus on becoming our investors trusted adviser by offering solutions that are based on your deep knowledge,” says Vatsal.
The book taught him to give clients service beyond their expectations. ‘Don’t measure your own success (AUA, number of clients, etc.) first. Instead, find out whether clients have benefited with our advice which can be a true measure of our success,” says Vatsal.
He also learned a lot from his father Sushil Shah who is a veteran in advisory space. He taught him to disclose all facts related to the products they advise at the very beginning.
Ashish Modani, SLA Financial Solutions
A qualified Charted Accountant, Ashish practices and believes in simplicity. When he started his entrepreneurial journey in 2004, he read a book ‘Behavior Gap’ authored by Carl Richards. This book taught him to manage client behavior, which is extremely important in advisory practice.
An ardent follower of a spiritual guru, Ashish applies the lessons of this guru in his practice. In one of the sessions, he learned to have a balanced approach towards life’s pains, sorrows and pleasures. He follows the same approach in his practice. ‘One should have a balanced portfolio. Making hasty decisions to chase returns will only lead to losses,” believes Ashish.
He believes that spirituality helps in all aspects of life.
