Mr. Dhiraj Sawa, Jamshedpur
Mr. Dhiraj Sawa – a commerce graduate who started his career as an advisor in General Insurance vertical of the financial service industry. He graduated from city of steel – Jamshedpur in 2005 and joined NJ as a Partner within very less time – in 2008. Very early in his career he realized that MF is a product to bet on. He already convinced to venture into MF advisory before he started offering MF to his clients. His belief about MF – a Wealth Creation Product and a product that provides a win-win solution for both investor and advisor made him to start selling MF. He is very optimistic about his advisory business and targeting good numbers for coming days. Team e-Saathi glad to present the interview of Mr. Dhiraj Sawa and wish all luck to him and his clients to realise their life dreams.
ES: Please introduce yourself and about a journey you started in the field of Advisory.
Dhiraj: After completion of college i started my career in general insurance space as an advisor. Later I joined NJ and started offering investment solutions along with my existing general insurance business. Currently I am handling 12cr.+ AUM and 500+ satisfied customers. My vision is to fulfill all life dreams of all my clients by providing them with best suitable wealth creation and wealth protection solutions.
ES: What made you to join NJ as NJ Partner & inspiration to start advisory business?
Dhiraj: One of my cousin Mr. Alok Sawa who was associated with NJ as an Agency Manager brought me into this business. Activities like regular monthly meet & knowledge sharing with NJ team gave me healthy support to establish business and I am very much thankful to all of them.
To offer a new product to my existing general insurance clients and to serve them for wealth creation along with the wealth protection was at my heart and MF provides a win-win solution for both investors and advisors. To realize once dream using Goal planning is the task that I like very much.
I often use NJ GAP presentation to explain the importance of Goal and how to achieve them using proper Investment planning considering all facts. I would like to share one incident related to this.
"One of my client who was not convinced about Goal Achievement through MF and who did not have faith in it, I took him through the GAP presentation and after few hours of brainstorming he agreed for goal planning and started with SIP of Rs. 36,000/- and that SIP is still running !!"
ES: What is your view about Insurance products and SIP?
Dhiraj: I buy the concept promoted by the NJ – Sampoorna Shurksha. I consider insurance to be a part of financial planning as per the need. I believe that everyone should have Term Plan and Mediclaim for protection of their life and wealth.
SIP is a great concept to achieve goals and to have handsome return with long term view by avoiding market volatility. As per my current practice particularly for Lump sump investments I prefer MARS. MARS gives a rest in peace kind of feeling to me. Every headache to manage the portfolio is taken by NJ team. You can check the performance of MARS Portfolios – almost in every scenario it has outperformed its relative benchmark, now tell me as an advisor and investor What do you want more then this ????
ES: How do you manage first time MF investors?
Dhiraj: Generally I start with educating them with the basic of investments and how Mutual Fund product fits into the one's investment need. Explaining the concept of MF is the key to make them convinced with the details of underlying risk associated with it. I also explain concepts like SIP, STP,SWP etc. with wealth creation principals through MF/Equity investments and Goal Planning.
Further inclusion of demo and explaining importance of Client Desk to track their investments, Mobile Client Desk App usage to have anywhere access of Investments details etc. points I also cover in meeting with prospects.
I believe that client communication is a core part of our work and I used remain in touch with all my clients by various modes and methods.
ES: How you evaluate NJ's technology initiatives such as various On-line Desks & Mobile Solutions ?
Dhiraj: As a partner I can say, it is very important for partners and clients both as it provides enormous benefits to its users. For e.g. Partner desk provides high accuracy in data and save our lots of time which we can utilize for acquiring more and more business. Also such desks,tools and applications etc. are very much useful for client retention and to attract new clients.
ES: What advantages do you feel TADA offers to both Clients and Partners?
Dhiraj: Very Simple. Nobody wants to give his/her time to others. So its better to give them a tool.
Sit relax and start witnessing AUM growth !
ES: Please share with us any standards / best practices related to client segmentation. If yes, also share any differentiation made in service offerings to these client segments.
Dhiraj: I do segmentation based on AUM and considering this parameter i used to provide my services to them. Having said this, would also like to clarify that there is no much difference in providing services to them because everyone is important to us for our business growth.
ES: How much importance do you give to Asset Allocation & Risk Profile while offering solution to clients need ?
Dhiraj: Both are important. As an advisor we must be cautious about asset allocation & risk profile. But managing each clients' portfolio is not easy task considering all these vital information and also to do justice while designing the portfolio. One can easily understand this time consuming & complex process of asset allocation and to maintain it proper from time to time. if say, I have to manage portfolios for all my (500+) clients then it would be a nightmare for me.
But again NJ came up to help its Partners. A new offering from NJ, MARS is a great solution to manage portfolio. A tool gives us to manage portfolios considering the points you mentioned in question- that is asset allocation & risk profile.
ES: Winning the trust of a Client is not an easy task. How do you think you can win the trust of the Clients?
Dhiraj: Yes its true. From my experience I can say that Investor awareness about product as well as educating them about new concepts and services from time to time is a key to win their trust. Meeting them regularly, especially in all phase of markets is the always gives and added advantage to win their trust and also to lay down the foundation for long term relationship. Long term relationship with clients always pay off.
ES: Can you please share your long term targets for your business.
Dhiraj: If I say about these four parameters AUM,SIP, e-Wealth A/c and MARS then my targets for the year 2020 are: 100 cr. AUM, 1 cr. SIP Amt. 500 E-Wealth A/c & 200 MARS Clients.
{s}
[[script type="text/javascript"]]
$(document).ready(function(){
new DiscussionBoard("divDiscussionBoard", "350", "http://www.njwebnest.in/esaathi/index.php/discussion").load();
});
[[/script]]
{/s}