Abhishek Chawla and Paras Behl of PA Wealth and Deepak Khandelwal of RG Associates have recently clocked more than 100 SIPs in a single day.
Both these drives were theme-based. Our SIP heroes took us through their stories in a rapid-fire conversation.
Abhishek Chawla and Paras Behl PA Wealth from Ludhiana, Punjab
Q: When was the drive held and how many SIPs were registered?
A: We conducted the drive on Jan 10, 2022 and clocked 101 SIPs amounting to Rs. 3.20 lakh.
Q: Was is it a theme-specific drive? How did you chalk it out?
A: Yes, the drive focused on introducing diversification by leveraging opportunities in the technology sector.
Our team members reached out to clients having high risk appetite with no exposure to this sector. This was followed by multiple rounds meetings and calls, query resolution and strategic follow-ups.
Q: What was the rationale behind this theme?
A: Technology is the future and it makes a complete sense to be a part of this growth story.
Q: How many investors participated in this drive?
A: 45 investors, including 18 new clients participated in this drive. Our new clients are a mix of referrals and leads generated through our digital campaign on Facebook.
Deepak Khandelwal of R G Associates, Jaipur, Rajasthan
Q: How many SIPs were registered?
A: I have booked 211 SIPs amounting to Rs. 30 lakh.
Q: Was is it a theme-specific drive? How did you chalk it out?
A: In the past, I have conducted retail-specific drives. This time, I executed exclusive drive for affluent clients.
To begin with, I scheduled ‘investment portfolio review’ meetings with them to discuss the need of increasing SIPs. I recommended them not to invest in equity funds through lumpsum due to high valuation. Instead, I asked them to start new SIPs to avail benefits of rupee cost averaging.
Q: What are the key things that you kept in mind to deal with affluent clients?
A: In my experience, affluent clients prefer a single point of contact and are not comfortable with multiple levels of hierarchical communication. They typically deep dive into nitty-gritty and highly appreciate it if all data is available at your fingertips. Additionally, ‘time’ is also a crucial factor. If you have committed a specific time/date for a meeting/follow-up, ensure there is no delay. While all this is also true for retail clients, affluent clients are more particular.
Q: How many investors participated in this drive?
A: 30 affluent clients participated in the drive. Of these, 2 were referrals, whom I had pursued for around two and a half months before bringing them on board.
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