Mr. Ayan Upadhya, Baroda
Q1: You clearly had strong career prospects after your MBA. What was the key factor that led you to join this business?
Answer: After getting a gold medal in MBA finance, I was getting placed in MNC but always had this thought that a good training happens only in small companies or start-ups as we have to play multiple roles which is not the case with MNC where you have defined roles. So rather than starting my own business I joined my father’s set up.
Q2: Each month, around 3 million new demat accounts are being opened, with a significant portion belonging to young individuals-particularly Gen Z, aged between 25 and 27. What challenges do you encounter when engaging with this generation?
Answer: Gen Z has a shorter attention span and prefers quick returns. They’re also eager to explore all kinds of financial products. Sometimes, it’s best to let them make small mistakes-it builds maturity and often brings them back to MFD like us for more structured guidance.
Q3: Your father has built strong client relationships. Are you also relying on personal relationships to manage clients, or are you using more data-driven or scientific tools to persuade them?
Answer: Relationships remain the cornerstone of our business-it’s what got us here. But with changing times, we’ve integrated data, information, and tools into our approach. The key today is to blend trust with tech to deliver better results.
Q4: What would be your top 3 advice for young aspirants looking to build a successful career like yours?
Answer: As the saying goes-"Ice on the head, sugar on the tongue, and wheels on the legs." Stay composed, communicate with kindness, and always be active and responsive in serving clients. Promptness and empathy go a long way in this business.
Q5: You've achieved the 300 Crore milestone-what's next? What are your goals and vision for the next 5 to 10 years?
Answer: The next goal is to reach ₹1,000 Cr assets under management (AUM) within the next five years. That’s the target we’re focused on now.
Q6: In what ways has NJ Wealth contributed to the growth of your business from its inception?
Answer: NJ has been a strong support system from the beginning. Tools like the Redemption Gain Loss Simulator are excellent-they help us show clients what they may have lost by exiting investments due to market volatility. Such insights build trust and improve decision-making.
Q7: What strategies do you employ for acquiring new clients and retaining existing ones?
Answer: Prompt service is key. Alongside that, we ensure we follow proper asset allocation and risk profiling. These practices help deliver consistent value and build long-term relationships.
Q8: What is the most challenging client situation you have navigated, and how did you resolve it?
Answer: The 2020 Franklin Templeton debt fund crisis was a major challenge, especially since I was still new to the industry. At the time, I didn’t fully understand the risks in debt funds, and managing client concerns was tough. But that period taught me a lot. It helped me grow, and I believe both the industry and I have become stronger and more prepared for the future.
Q9: What are the core values, beliefs, or principles that guide you in both your personal and professional life?
Answer: I firmly believe that ethics form the foundation of everything. When you're ethical, even the universe supports you. I also live by a 'giving back' mindset-whatever we have today was once someone else’s and will belong to someone else in the future. Gratitude, humility, and integrity are values I try to carry with me always.