Mr. Avinash Singh (NJ Wealth Partner, Bhuj)

Mr. Avinash Singh (NJ Wealth Partner, Bhuj)

Q1. What were some of the key challenges you faced when you first started your practice, and how has NJ Wealth's support evolved to help you overcome them?

Ans: In 2014, I began focusing seriously on the mutual fund business. The initial phase came with its share of challenges - particularly client onboarding across a scattered territory, building confidence in the business model, and providing consistent hand-holding to new investors.

I was working with corporate groups of employees from both the private and public sectors. During this time, the NJ Wealth Team at the Bhuj Branch played a pivotal role in my growth. Their guidance and support helped me onboard clients smoothly. They motivated me by clearly explaining the long-term potential and power of mutual fund Business.

NJ Wealth further empowered both me and my clients by offering tools like the NJ Partner Desk, Client Desk, and a dedicated mobile application. These resources streamlined operations and enhanced client engagement.

The launch of E-Wealth marked a turning point in my journey. It revolutionized the way I conducted business - enabling digital client acquisition and investments in Demat form. Given the scattered nature of our Kutch territory, E-Wealth proved to be a game-changer. Today, I’m able to serve clients not just locally, but across India.

Q2. How do you approach client acquisition and retention in today's evolving market, and what role does technology play in your strategy for both?

Ans: Our client acquisition strategy is primarily driven by referrals, reflecting the trust and satisfaction of our existing clients. We begin each relationship with a comprehensive financial assessment, followed by the opening of an E-Wealth Account to facilitate seamless digital investing.

A key tool in our financial distribution process is FNU (Family Need Utility), which allows us to map each client’s financial needs and align their investments accordingly. This dynamic tool updates in real time, ensuring that the investment strategy remains in sync with evolving needs.

During periodic reviews, we engage with clients to assess the progress of their needs and discuss actionable steps to ensure timely achievement. These reviews not only reinforce client confidence but also strengthen long-term relationships.

The introduction of the new CRM system has further enhanced our ability to deliver personalized service and monitor productivity. It enables us to segment clients effectively and provide tailored guidance based on their unique profiles.

NJ Wealth continues to support us with state-of-the-art technology that plays a crucial role in client retention. Tools like the Review Utility are invaluable during client reviews, helping us retain existing clients by showcasing progress and reinforcing value. Additionally, the non-NJ PRU (Portfolio Review Utility) allows us to analyse portfolios of both NJ and non-NJ clients, aiding in retention and acquisition alike.

Q3. Could you share a memorable client success story that you're particularly proud of, and what key factors do you attribute to achieving such outcomes with your clients?

Ans: In 2013, we began our journey with a retail client - a young trainee at a private corporate firm - with a modest SIP of ₹3,000. Together, we set a target: to build a corpus of ₹1 crore over 15 years.

He was a bachelor at the time, but over the years, life unfolded - he got married, welcomed a child, bought his dream car (with a planned down payment), relocated, purchased a home, and navigated both joyful milestones and unforeseen challenges. Through every phase, we stood by him, adapting the investment strategy to meet his evolving needs.

We gradually increased his SIP year after year, adding top-ups whenever feasible. Today, his portfolio has grown to over ₹85 lakh, and his monthly SIP stands at ₹50,000. With this trajectory, we are well on track to surpass ₹1.5 crore by the 15th year - exceeding the original target.

There’s a quiet, heartfelt “thank you” that clients express when you walk with them from the very beginning - through every twist and turn of life. This story is just one among many. We’re proud to have helped numerous retail clients to meet their financial needs.

Q4. Given the changing landscape of investor expectations, how do you personalise your services to meet diverse client needs, and what's your typical conversation like during client meetings?

Ans: "Clients don’t care how much you know - until they know how much you care."

At the heart of our practice lies a simple yet powerful belief: financial guidance is not just about numbers; it’s about people. That’s why we go beyond traditional KYC (Know Your Customer) and embrace DTC - Discover the Client.

Our client discovery process is designed to truly understand each individual. In our initial meetings, which typically last between 60 to 90 minutes, we take the time to explore not just financial details, but the deeper aspirations, life objectives, and dreams - both monetary and personal - that shape their journey.

We listen, reflect, and then help articulate these aspirations clearly. From there, we craft a strategic roadmap tailored to help them achieve what truly matters. Each meeting format is customized to suit the client’s personality, priorities, and life stage.

What sets us apart is our commitment to consistent service, continuous self-upgradation, and ongoing communication. These pillars ensure that our clients feel supported, understood, and empowered - every step of the way.

Q5. How do you empower your team to stay motivated and aligned with your business?

Ans: I am fortunate to lead a team of seven motivated professionals, including a branch manager who has been with me for over 11 years. Most team members have over five years of shared experience, and we’ve recently welcomed new talent to keep the momentum going.
Our culture fosters independence, responsibility, and a shared value system centered on the belief: “We are what our clients are.”
Client First is not just a motto - it’s a practice. We take pride in adding genuine value to our clients’ lives by managing their portfolios with care and commitment.
We support one another like a family, through wins and setbacks. We invest in training, mentorship, and development to ensure professional and personal growth. Everyone’s financial progress is directly linked to business growth - creating shared motivation and success.

Q6. What are some of the best practices or daily habits that have consistently contributed to your professional success and personal well-being as a mutual fund distributor?

Ans: "Our work is not just a profession - it’s our passion and way of life."
In our story, the most important character is always the client. Every action, every effort, and every ounce of energy is directed toward their financial well-being and life aspirations.
Our day begins with heartfelt gestures - wishing clients on birthdays, anniversaries, and other meaningful occasions. These small touches reflect our deep commitment to building lasting relationships.
We follow a structured daily routine:

• Client Reviews: We conduct in-depth reviews for five existing clients each day.

• Operations & Transactions: Managed seamlessly by our Relationship Manager (RM) team.

• Client Meetings: We ensure two meetings with existing clients and one with a new client, five days a week - without fail.

To stay focused and motivated, we set both annual objectives and micro-targets across key areas:

• Client acquisition

• Telephonic and physical meetings

• Portfolio reviews

• Insurance planning

And when we hit those milestones, we make it a point to celebrate as a team - because every achievement is a shared victory.

Q7. If you could go back to the beginning of your career as a mutual fund distributor, what crucial piece of advice would you give your younger self?

Ans: If I could go back, I’d tell myself: “Build a process for every step of the business.”
From onboarding to reviews, create a system. Also, map each client to a dedicated RM to ensure consistent engagement and follow-up. Systems bring sustainability.

Q8. How do you plan to grow your client base in the next 3–5 years?

Ans: Our aim is to serve 5,000 clients with excellence and consistency. Here's how we plan to achieve it:

1. Strengthen Existing Relationships

• Continue delivering exceptional service to our 1,200+ existing clients.

• Aim to generate 2 quality referrals per client, potentially adding 2,400 new clients through trust and word-of-mouth.

2. Expand Through Awareness Initiatives – (1400 New clients)

• Conduct targeted Awareness Programs in small groups of 20–25 participants to educate and engage.

• Distribute flyers and educational material to spark interest and build credibility.

• Actively participate in business networking groups and local social circles to tap into new client bases.

In the next 5 years we are aiming to acquire 2500 clients.