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    This document discusses how to build a successful advisory business. It emphasizes understanding clients' objectives and needs, as they differ based on factors like life stage and financial goals. The document also outlines opportunities to acquire new clients through referrals from existing customers and participating in local activities. Key steps proposed include conducting market research, building a client database, following up on appointments, and reviewing acquisition efforts over time. Maintaining focus on clients, correct positioning, and involving clients in the sales process are identified as important principles for effective selling.

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    Building an Advisory Business

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    This document discusses how to build a successful advisory business. It emphasizes understanding clients' objectives and needs, as they differ based on factors like life stage and financial goals. The document also outlines opportunities to acquire new clients through referrals from existing customers and participating in local activities. Key steps proposed include conducting market research, building a client database, following up on appointments, and reviewing acquisition efforts over time. Maintaining focus on clients, correct positioning, and involving clients in the sales process are identified as important principles for effective selling.

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    9 views12 pages

    Building An Advisory Business

    Uploaded by

    mailanantha
    This document discusses how to build a successful advisory business. It emphasizes understanding clients' objectives and needs, as they differ based on factors like life stage and financial goals. The document also outlines opportunities to acquire new clients through referrals from existing customers and participating in local activities. Key steps proposed include conducting market research, building a client database, following up on appointments, and reviewing acquisition efforts over time. Maintaining focus on clients, correct positioning, and involving clients in the sales process are identified as important principles for effective selling.

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    of 12

    Building an Advisory Business

    A Reliance Capital company


     "The strongest businesses are those that are founded on needs - known and
    unknown."

     "If everything we do in life is with an objective, why not investments?"

     "Sure, we all want to make money, but maybe its worthwhile to stop and
    understand what are we making it for?"

    2 of 19 A Reliance Capital company


    Context of Investing

    PROFESSION INVESTMENTS

    INCOME

    CURRENT SAVINGS
    EXPENDITURE

    FUTURE
    EXPENDITURE

    3 of 19 A Reliance Capital company


    Investors differ, objectives differ

    4 of 19 A Reliance Capital company


    Life Objectives
    Buying an apartment

    Celebrating one's child's marriage

    Funding one's child's higher education

    Travelling on a vacation

    Maintaining a certain lifestyle

    5 of 19 A Reliance Capital company


    Precision in Financial Goals
    I want monthly income
    I want Rs XXXX per month
    I want the highest return
    I want Rs15% p.a. over the next 5 years
    I want overall 20% growth this year
    I want 10% growth from income funds
    I want 15% dividend from equity funds

    A good objective is precise and realistic, not merely wishful.

    A good objective is the starting point for good advice.

    6 of 19 A Reliance Capital company


    Opportunities…
    Chennai Population : 1.25 Crs

    Salaried Class : ???

    Outstanding balance in SB A/c : 37,000 Crs ( Without FD’s)

    No. of Savings Account : 60 Lakhs

    Bank Deposits : 1.1 Lakhs Crs

    LIC Agents : 40,000

    Want to earn Rs. 50000 a Month – How ?

    7 of 19 A Reliance Capital company


    Steps………….

    Do a SWOT analysis to determine your market ( Strength , Weakness ,


    Opportunities, Threat )

    Build your database – eg. Marriage Ceremony

    Follow up with a call for appointment

    List out your deliverables and prospect period

    Review at end of prospect period

    8 of 19 A Reliance Capital company


    New Client Acquisition thru Referrals & Activities…

    Your existing clients are your best source for new clients

    New Customer = Number of Activities

    How you ask for referrals depends on your style

    Thank your clients for making referrals

    9 of 19 A Reliance Capital company


    Three Principles of Effective Selling

    Focus on the customer

    Positioning yourself correctly in the customer’s mind

    Involve the customer in the Sale Process

    10 of 19 A Reliance Capital company


    The Don’ts

    Never promise more than what you can deliver

    11 of 19 A Reliance Capital company


    Thank You

    A Reliance Capital company

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