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Kolkata MFD Sajal Roy of Anjali Investments has been in the MF industry for over two decades now and currently manages AUM of over Rs 500 crore for more than 2,200 clients.
Sajal attributes this achievement to three things. Let us look at them.
Reading helps
Sajal reads regularly to stay updated with how and why of market dynamics.
Sajal has a disciplined reading schedule where he reads news, books, blogs and social media posts along with listening to podcasts and viewing videos. He keeps aside two hours every morning and night for reading. This helps Sajal to guide his clients with solutions just like a doctor.
Become a behavioural guide
At times, investors make irrational decisions under the influence of biases. Asking the thought-provoking question ‘Why do you want to take this call?’ makes them rethink their decisions.
Thus, Sajal usually engages in a detailed discussion and asks similarly relevant questions which urges investors to introspect and discover the reason behind making a particular decision.
Additionally, he also uses data to break such biases. For instance, in the case of recency bias where investors decide based on recent performances, he presents historical data to simplify the concept of market cycles and illustrate how past returns does not guarantee future performance.
Also, Sajal believes that continuously educating investors and keeping them informed about the reasons behind the changing market scenario reduces the likelihood of them falling prey to such biases.
Be quick in resolving issues
Timely solutions to queries are an integral element of creating a loyal client base. This also gives assurance of an MFD’s professionalism and increases investor’s confidence in him.
Sajal has a defined process which advocates addressing queries by ‘EOP’ (End of Phone) and not ‘EOD’ (End of Day). He makes it a point to solve every query there and then or at least communicate a timeline for closing the query.
Whenever an investor shares a query or raises an operation request, he shares it with his team on the WhatsApp group and maps it to the respective member. Interestingly, Sajal has assigned one of his teammates the exclusive responsibility of keeping a close watch on the progress and making internal follow-ups to close investors’ requests in time.
