I am from a small city. Awareness about mutual fund is low here. How should I grow my business?
Keep meeting prospects and keep explaining benefits of investing in mutual funds. While initially, it will be hard work, over long term you will reap the rewards. The other way to look at it is that you can get the first mover’s advantage. Focus on SIPs.
Is telecalling worth in this profession?
Every activity can bring results but the impact can be different. Getting clients through tele calling is possible but not easy. Initially, as a new ARN Holder, it can help you to get few clients. Later on, you should rely mostly on reference and investor awareness programs.
How should I create my own brand?
When you work well, advise well and service well, you create your own brand and people start talking about you. Talk positive. Also, use good stationary, business cards, envelopes, etc. In business cards; promote yourself, not other companies and their logos, etc.
Is creating a Facebook page a good marketing idea?
Yes. You can defiinitely consider this. However, please note that Facebook doesn’t promote your page unless you pay for it. So, it will reach very limited people on its own and your objective may not be achieved. Even if you spend money, getting real clients may not be easy. It’s a long drawn process. You can also become visible on Linkedin and Twitter. My suggestion is to use social media for creating awareness and branding but don’t focus too much on it for getting clients. Few IFAs have been successful getting good clients from social media but mostly it doesn’t work.
Is social media marketing effective to add new clients?
Yes & No. Some MFDs have successfully done this. However, I don’t think it is easy and everybody’s cup of tea. Having a presence on social media can help but you should not depend only on it. Very few MFDs have been able to use social media to their advantage to grow business. It requires huge patience and even cost money. My suggestion is to use social media for creating awareness but don’t depend on it for getting clients. Success of a few doesn’t mean its the norm of doing things. Watch my video here.
Should I tie up with any insurance broker rather then selling insurance products as an agent of one company?
It could be a good idea to tie up with an insurance broker. General insurance is a vast field and needs expertise. Everyday, terms and conditions of policies change and servicing is a major issue. Having a tie up with a broker will help an IFA focus on core activity (like mutual funds). You may consider tying up with a broker who is trustworthy.
I have sifted to a new city where I do not have contacts. How do I build a sustainable & profitable mutual fund business?
You should aim at target group marketing. It means, specific group of people. Like doctors, clubs, housing complex, etc. Try to organise investor camps. The key in this business is to meet as many people as you can on a daily basis. Keep asking for references from your existing clients and people in your network.
What is the best way to conduct IAPs for prospective clients?
The best way to conduct an IAP is to approach a group (company, building apartment, associations, etc) where you don’t have to call individual people to attend the IAP. It may be difficult to call random people to attend IAPs.
How to approach HR manager for conducting IAPs in corporates?
You can approach the HR of the companies through email / letter / phone call / personal meeting. Since they receive such requests very often, they might not entertain you in the beginning. Be persistent. Show professionalism. Approaching them through the brand of an AMC can help.