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MFD Harsh Shekhar registered 1,125 SIPs amounting to over Rs. 11 lakh in a SIP drive held on December 26, 2022.
Intrigued to know what went behind clocking these impressive numbers, Cafemutual reached out to the MFD and spoke at length to decode the drive’s success.
What stood out from the conversation was Harsh’s planned approach and regular follow-ups that made the drive successful. Additionally, we also got hold of these 3 powerful mantras that helped him garner the participation of 450-plus investors.
#1 Quantification simplifies things and motivates investors
Harsh approached his existing clients and numerically illustrated how the final corpus can significantly increase with periodic SIP top-ups. Such illustrations made it easier for them to look at top-ups as a medium to speed up their wealth creation journey.
Sharing his experience, the MFD said that when the outcome is measurable it makes more sense to investors and motivates them to invest. In fact, they take a keen interest in understanding how they can achieve their financial aspirations faster.
#2 Simple tools like google sheets help to track the progress better
Harsh and his team reached out to existing clients for this drive. Confessing that making over 2,000 calls was not easy, the MFD shared he used simple tools like a google sheet to track the progress better.
He created a comprehensive sheet having details like investor’s name, SIP amount, mutual fund name, investor’s preferences, etc. The idea behind using a google sheet was to allow his team members to make updates simultaneously so that he could get a hold on the overall progress on a real-time basis.
#3 Informal meetings give clients more comfort
Harsh believes formal group meetings are now passé. Hence he organised informal group lunch meetings for prospects, who were largely referrals from his existing clients. In such meetings, he stayed away from discussing any numbers and PPTs. In fact, he kept his conversations light and spoke in brief about personal finance. Post such meets, he followed up for one-to-one discussions to understand and guide prospects better.
The MFD organised three such meetings a month before the drive. Notably, around 20% of the investors who participated in the drive have been a part of such meetings in the past.
