Sanjay Gaggar of National Bulls Investment Services, Navi Mumbai Maharashtra and Ronak Khandelwal from Jaipur, Rajasthan recently conducted SIP drives. Both the drives were digitally backed and registered more than 100 SIPs on a single day.
Here is a glimpse of their story.
Sanjay Gaggar of National Bulls Investment Services, Navi Mumbai, Maharashtra 
This is Sanjay’s fourth drive wherein he did 104 SIPs on 14 Oct 2021 amounting to Rs. 5.12 lakh.
However, this time he focussed on corporate clients. Sanjay received referrals of four corporates through his existing clients. All these companies showed interests in investing, as they want to deploy their surplus in equity funds for at least 5 years.
Sanjay’s competition was with bank RMs and direct plans. However, his 24*7 accessibility and promptness in resolving queries gave him edge over the competition.
Sanjay said, “Staying connected and three months of planned follow-ups with corporate referrals helped me onboard them.” He started gathering the necessary details 10 days before the drive.
In his first meeting, Sanjay made a detailed presentation to his prospects of the rationale behind his recommendations. Apart from balanced advantage funds, he kept in mind the rising awareness of social and environmental responsibilities and emphasized ESG investing. “Thinking differently and following theme based approach can help MFDs generate interests for SIP drive”, shared Sanjay.
Overall, 4 corporate clients and 1 individual investor participated in the drive. What made Sanjay’s drive unique was routing SIPs through STPs where clients wanted to invest lumpsum. “STPs make it possible to take advantage of rupee cost benefiting,” added Sanjay.
Owing to the overwhelming response, Sanjay conducted another SIP drive on Oct 25 in which he booked 106 SIPs amounting to Rs. 3.55 lakh. 1 corporate investor and 25 individuals participated in this drive.
“Past successful drives and coverage on Cafemutual have helped me create a personal brand and win clients’ trust”, concluded Sanjay.
Ronak Khandelwal from Jaipur, Rajasthan
Taking inspiration from success stories published by Cafemutual, Ronak decided to conduct his first drive on
Oct 20, where he registered 161 SIPs of Rs. 3.10 lakh.
He first made a list of clients who had not increased their SIPs for three years and prospective clients through referrals.
“I approached over 100 clients through meetings and phone calls to hold a detailed conversation to u
nderstand their current finances, risk profile and investment goals”, said Ronak. Ronak explained to them about the benefits of investing in mutual funds through SIPs.
Over the last 10 days, he followed up with each client and resolved queries and concerns on a real-time basis. “Being available 24X7 helps MFDs win their clients confidence”, said Ronak.
Overall, the drive received participation from 60 investors, of which 20 were first-time investors.
This is how Sanjay and Ronak executed their SIP drives. While Sanjay’s story talks about the competitive edge that MFDs can create for acquiring corporate clients, Ronak’s story will hopefully encourage more MFDs to design and execute their first SIP drive.
