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MFD Anand Zinzuvadia from Amreli and MFD Jayesh Pattani from Porbandar have built monthly SIP book of over Rs. 1 crore and Rs. 50 lakh, respectively.
Interestingly, both Amreli and Porbandar are in Gujarat and are B30 cities.
Cafemutual spoke to both MFDs to decode their success mantra and here are the 3 golden rules that they shared with us.
Anand Zinzuvadia
Knowledge sessions
I follow an annual plan to conduct IAPs. I conduct at least 1 IAP a quarter. But my knowledge sessions are bit different as I conduct it for a particular group like employees of a company, retirees, teachers, doctors and so on. Since I plan my IAPs well in advance, I get time to prepare customised content which is more relevant to target audience. I simply incorporate things unique to their professions with investing lessons. Largely, I talk to them about benefits of doing SIPs and how they can achieve financial goals through it.
I invite my participants with the entire family so that they can involve their spouses in decision making. Post each session, I do frequent follow up with them to address their queries and concerns.
At least 10 calls every day
Another activity that increased my SIP book is simply talking to at least 10 clients a day. This could be both existing clients and prospective clients.
This helps me keep track of any life change in existing client’s life and understand more about prospective clients.
Investors’ records
I maintain an excel sheet in which I capture investor profile, financial objectives and notes of the minutes of discussion. Profiling comprises their background and family details like profession, number and age of children and assets possessed. In financial objective, I keep a note on their needs, goals and desire. This way, I can identify gaps and suggest solution with SIPs.
Jayesh Pattani
Follow-ups
I conduct knowledge sessions where I talk about the benefits of SIP investing in layman’s terms. Reminders/follow-ups garner maximum IAP participation and client conversion. I send a text reminder to attend an IAP three days in advance and on the day of IAP as well.
After the IAP, I wait for three days before making follow-up calls. I try to decode investor psyche in these calls to guide them with the next course of action.
Send postcards everyday
I send 25 postcards daily. In today’s world of social media and WhatsApp, a postcard catches everyone’s attention. Prospects and their family are usually excited to receive one and curious to know its content. These leaflets carry lessons like benefits of doing SIPs, retirement planning through SIPs and so on.
Interested prospects get in touch with me to know more about SIPs.
Success stories of clients
I share real life stories of my existing clients who have achieved their financial goals with prospects. Without revealing their identity and other personal details, I highlight their journey like how they started SIPs and created wealth over time.
