Mr. Sarfaraz Patel
Zonal Manager - NJ Wealth
Every new financial year is like a blank canvas. The colors we use, the strokes we make, and the direction we take-it's all in our control. But if we don't begin with a plan, we leave too much to chance.
At NJ, I've seen firsthand how structured planning-done early-can be the difference between just being in the game and truly winning it. Whether you're aiming to scale AUM, grow SIPs, or strengthen client relationships, the Partners who sit down in April with clarity and intent are the ones who finish strong next March.
Here's a practical, no-fluff guide to why planning matters, what happens when we ignore it, and how to do it right.
Why Planning Matters
- It gives you clarity and control. You're not guessing your way through the year—you know what you're chasing and why.
- It makes your growth measurable and trackable. You can see whether you're on course or off course-and adjust early.
- It brings focus and structure to your daily work. You prioritize better, avoid distractions, and use your time more effectively.
- It helps you anticipate business cycles. Our industry has clear seasonal patterns-tax season, NFO launches, Seasonal Campaigns, review windows-and a plan helps you ride those waves instead of being caught off guard.
- It improves team communication and accountability. When everyone knows the direction, everyone rows in sync.
What Happens Without a Plan
- You're in reactive mode, constantly putting out fires or chasing short-term wins with no long-term direction.
- You miss systematic business opportunities, like seasonal client acquisition drives, Season-led campaigns, or timely portfolio reviews.
- Your team lacks clarity and momentum. Without a shared roadmap, everyone is busy-but not necessarily productive.
- Even when you work hard, the results are often inconsistent and unpredictable, which affects confidence and long-term growth.
- In short, without a plan, you might stay active-but you won't move forward strategically.
How to Plan Effectively
Here's a clear five-step process that works well for most Partners:
1. Start with Numbers
Begin with a detailed review of your FY 2024-25 performance:
- Target vs. Achievement: Look at your Net Equity Sales, Net SIP Book, and Client Acquisition numbers. Where did you hit the mark? Where did you fall short?
- Growth Trends: Compare your AUM, Live SIPs, and Live Accounts to last year. Is your growth accelerating or slowing down? You can compare your Growth with that of other NJ Partners of your City or Overall NJ.
- Tool Usage: Review how often you used key NJ tools-PRU, Non-NJ PRU, MARS, Family Need, LAS, SWP, Client Addressing. These tools don't just support sales-they build trust, improve engagement, and help retain clients. Usage is a strong predictor of client satisfaction and business stickiness.
2. Set Clear Targets
Use your review to define where you want to go in FY 2025-26.
- Your goals should be a combination of what you achieved last year and where you want to reach.
- For example, if your AUM is ₹52 Cr and your dream is 100 Cr in two years, then FY 2025-26 should deliver ₹15 Cr in Net Sales and ₹20 Lac in Net SIPs. To do that, you may need to onboard 200 new clients.
- Set goals for:
- AUM Growth (2-3 year vision)
- This Year's KPIs: Net Sales, Net SIP, and Client Acquisition
- Tool Engagement: e.g., PRU used with 30% of clients, Family Need analysis done for 60%, Non-NJ PRU for 50% of Clients, etc
Set realistic, well-calculated goals, not vague ones. Use the Goldilocks Rule-targets should be ambitious enough to stretch you, but realistic enough to keep you motivated throughout the year.
3. Build a Calendar
- Plot out the key events across the year-April SIP push, July-August portfolio reviews, October festival campaigns, Jan-Feb ELSS window, March closing drive.
- Tie monthly or quarterly initiatives to business opportunities and client needs.
- Allocate campaigns, reviews, follow-ups, and workshops month-wise. When you calendar it, you commit to it.
4. Set a Review Rhythm
- Block out one review day every month-no excuses. Look at your targets, measure progress, and take quick corrective action if needed.
- Are your SIPs growing? Is client acquisition tracking as per plan? Are you using the tools enough?
- Mid-year course corrections are much easier than year-end recoveries. Small tweaks now prevent panic later.
5. Involve Your Team
- Planning works best when it's shared. Involve your staff or support team in the process. And of-course your NJ Unit Manager & Branch Manager.
- Share targets, assign action items, and track results together.
- When wins are celebrated, morale rises. When gaps are spotted early, they're fixable.
In Closing
Here's the truth: everyone wants growth, but only a few plan for it.
Planning isn't about writing things down for the sake of it. It's about owning your direction, staying consistent, and building a business that grows year after year.
If you haven't made your plan yet, start today. And if you've already started, take time to refine it, align your team, and commit to regular reviews.
Let's not leave FY 2025-26 to luck. Let's lead it-with intent, clarity, and focus. Let's make it count.