Mr. Sanjay Maheshwari - Hyderabad
Mr. Sanjay Maheshwari, an MBA graduate had keen inclination & interest towards subjects like Investment & Wealth Creation from his college days. Such curiosity of learning related to Investment and wealth creation as well as a passion to start a business on his own took him to start a Life Insurance business. But interesting to know about him is that before he put his hands on the Life Insurance Advisory he spent few years in the business of civil engineering immediately after completion of his MBA.
Team e-Saathi takes pride in sharing with its readers an interview of a partner who was a Civil contractor at a time and became successful financial advisor.
ES : Please introduce yourself and also share your vision and mission or goals in life.
Sanjay : I completed my MBA in Hyderabad and after completion of it started Life Insurance advisory business in 2003. My wife Tanu and two handsome sons Sagar & Tushar are my biggest strengths and that’s what keeps him moving forward. After achieving Million Dollar Round Table membership I felt that only Life insurance cannot give complete financial solutions to an individual. Hence joined hands with NJ in 2007.
My vision is to make maximum number of families secured and rich, so that they don’t have to worry in case of emergency and when their financial goals are approaching towards them and having Mission to reach an AUM of Rs1000 crore by 2020.
ES : What inspired you to choose the career of a financial advisor / distributor?
Sanjay : Personal financial literacy is very poor among individuals world wide. People do not know how to invest ? , how much to invest ? How long to invest ? The internal urge to make people happy by making them financially healthy inspired me to choose this career.
ES : Tell about your working style. What is special about it ?
Sanjay : Let me put it like this, we have a social stigma in financial advisory business .It is generally seen that when an advisor approaches a prospect ,he/she pressurises them to buy the products , which is very irritating. I have been fairly successful in wiping out that stigma as I have never pressurized any one till date ,rather Followed the approach of proper counseling and making prospect aware of future threats and needs. I always felt that the amount of happiness which I have in taking money from the prospect, same amount of happiness he should have in giving money to me. Then only the equation goes for long term. So far So good.
ES : What made you to join NJ as NJ Partner ?
Sanjay : Proper guidance about the subject, latest market updates and technical support for prompt customer service.
ES : Do you promote the idea of savings through MF SIP in your clients?
Sanjay : Yes ,SIP is the evergreen mantra for wealth creation.
ES : Client communications is an integral part of your business. Please share any best practices / services related to communications adopted by you.
Sanjay : My first communication of the day is to greet my clients on their b’day or wedding anniversary or their children b’day .this makes me talk to every client at least four to five times a year. I prefer not calling my clients early morning or late night as it disturbs their and my personal life .My office staff is instructed to email valuation reports every month to client’s email without their asking for it.
MCS is another way of communication I regularly use. I may not communicate when the market is Up but I always make it a point to communicate with my clients when the market is down or highly turbulent.
ES : How much importance do you give to Insurance in you advisory practice?
Sanjay : Insurance is very important for individuals as it opens huge umbrella of protection in case of eventuality in a family
ES : How do you educate and convince your clients for mutual funds, especially the first time investors?
Sanjay : I always use NJ tools and follow the formula of reverse calculation keeping inflation in mind.
ES : Your experience with NJ's technology initiatives in terms of various Desks for Clients & Partners ?
Sanjay : Just one word : ‘’SUPERB’’. On-line desk and mobile solutions are the best way to serve large number of clients with very less time.
ES : What advantages do you feel TADA offers to both - Clients and Partners?
Sanjay : TADA is the future of our business .It helps in reaching out to clients within no time , saves fuel , energy , zero rejection of application thereby increasing productivity of partners as we need not travel in heavy traffic and waste our as well as clients precious time.
ES : You have a team to manage your business, so what type of a boss / leader do you see yourself as?
Sanjay : I am a visionary and I feel that people will perform best when they are happy at heart and home. Therefore I always respect my office staff and take care of their personal issues by giving them flexibility of work timings but , with no compromise on quality office work.
ES : How do you assess /see the future of financial advisory business in India? How can we as Partners be ready / prepared to make the most of it?
Sanjay : The future is very bright for financial advisory business in India. As partners we should be always ready to adapt new technology and keep our knowledge up-to-date and keep moving towards new Horizons with new Hopes.
“’Jo beet gaya wo acchha thaa aur aneywaala aur bhi acchha hoga’’
ES : Self evaluation and assessment is something we all should do regularly. How do you assess your own self and/or your business?
Sanjay : Self evaluation and assessment is my key to success. I have given this job to my branch manager Mr.Himansu Sekhar Parida , as my day ends by briefing him of the day activities without fail.He in turn keeps track of every activity and then we have our monthly review with our Regional manager Mr.Bharat Kachadia. This routine process helps me in evaluating & assessing myself .
ES : Winning the trust of a Client is not an easy task. How do you think you can win the trust of the Clients?
Sanjay : Be true to yourself and to your customer. Trust and wealth creation always needs time. So, please give time to your customers, understand their requirements and give prompt service.
ES : What suggestion / advice you would like to give to new Partners who have just started their journey ?
Sanjay : Just Remember two words and one line: Patience and perseverance, and customer’s welfare in mind.
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