Mr. Bharat Kachadiya, Regional Manager – Sales
As financial advisors and Partners aspiring to be even more successful, we have lots learn from our experience in the industry. There are also many successful Partners from whom we can draw inspiration and learnings. There are a few underlying characteristics that we see common in our Partners and we wish to share with our readers.
Successful Partners have become successful by …
Setting big targets:
Performing persons after understanding the product they will take proactive approach & set a big goals to motivate themselves. We have seen many examples in our lives, whether be successful businessmen, sports personalities and even Partners and a common trait in all of them is that they have been always very positive & set big targets for themselves. One should have a strong conviction in self to be successful.
Asking only quality questions & give logical answer with confidence:
Performing persons have strong focus on their role as advisors. To execute this role, one important skill needed is to ask the right and relevant questions to the client to explore and get him know better. Also, using proper education and knowledge, successful Partners will give logical answers with confidence and backed with proper facts and data. Ideas backed with data are generally easily accepted by the clients. The Partners also need to reply to questions asked to them in simple language which can be understood by the clients given their level of knowledge and not argue with clients with their notions.
Being enthusiastic:
Fortunately, enthusiasm can be developed by combining four simple elements that we all have (a) interest (b) knowledge (c) belief and (d) motivation. To be successful, Partners ought to be interested to learn more under the wealth management umbrella. Being a dynamic field, we need to constantly keep learning and adapting ourselves to new challenges, products, markets and technology and this will keep adding to our own self confidence & belief. The self belief is most important things as without belief we can't pitch any solution with confidence. Motivation and enthusiasm is something that comes from within if we are aspirational and enjoy our work.
Doing work hard:
Being entrepreneurs, we all desire to be hard workers and when we really do so, our efforts are sure to be rewarded sooner or later. Success is more a factor of hard work and the more hard we work, the luckier we get. Many of our Partners have started with very small or no client base but are very successful today because they have constantly worked hard to acquire good clients. For many of our Partners, even after being successful, client acquisition is still a primary activity.
Being good listeners:
Listening is an art very valuable to financial advisors. Only by proper 'listening' can we understand our customers properly. Listening is not only what the customers speak but also what they do not explicitly say. Being active listeners we should be conscious to catch hints, find openings or unstated needs, problems, etc. Then, backed with the right questions, we can get to know our customers much better. Understanding the comfort level of customer, say through body language, is also a part of listening.
Demonstrating the value of their product & Services:
Customers are normally are not aware of the different financial products, assets classes available and their respective features and the value they can add to them. Client education is thus a need for advisors as well as a demand from clients. It is an ongoing thing and slowly the client will become more mature and confident. This will help us in pitching our solutions and also motivate and encourage clients to disclose more of their assets and also plan for them properly. Client education and spreading financial awareness requires time and patience but will prove very rewarding as time progresses. Successful Partners are very proactive in enabling their clients learn.
Having lots of passion:
Passion is like wings that give flight to your aspirations. Successful Partners are very passionate and hence the speed and level of their growth is also seen to be superior than others. With passion, successful people are normally never struck at problems. Passionate people also find solutions to problem more readily and quicker. One distinguishing factor with successful Partners is that even though their passion may dip at different times, it is never out and they very quickly regain their earlier passion. There are some Partners who have not kept their growth steady and have not grown do be much bigger, even though the potential was there. A big reason for this is a dip in passion. We must all be beware to avoid such a dip in passion and one way to do so is to keep our vision and dreams long term and at a much higher level.
Being accountable and in control:
Performing sales persons themselves decide their targets which are clearly measurable. They also keep themselves directly accountable for not achieving their targets. It is only by directly keeping ourselves accountable can be find ways to fight our challenges and look for answers. If we do not keep ourselves accountable, we will most probably pass the responsibility to others and be satisfied with our performance even if we do not achieve our targets. To really achieve targets, successful Partners plan 'how' they will actually achieve the targets by breaking down the targets into smaller periods, clients and the actual business they need to do. The better the planning, the more closer we come to our targets. That is how successful Partners remain accountable and in control of their business.
Building strong relationships with clients:
Client relationships and their trust is at the heart of our business. Our business demands that we be close to our clients and keep in constant contact with them. Successful Partners enjoy a strong presence of mind with their customers. It helps them greatly as the customers first come to them for any of their financial problems. Not being in contact and having low recall value means that the customers can be very easily approached by other financial advisors who can then potentially take away your clients. There are many ways in which we can keep in constant touch like for example, client communications, periodic portfolio reviews, meetings, investor awareness initiatives, etc.
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