Role Play - 1

Brief:
RM Brief

You are Ramesh, working as RM with Reliance Mutual Funds. You have been
working for more than one year. Today you came to meet Mr Sudarshan, a IFA
with RMF. In the previous conversation, he has compared the products of RMF
with other competitors and is not convinced that he can convince the customers.
Last meeting was incomplete since he had some guests in his office. Today, your
objective is to convince Mr Sudarshan.

IFA Brief:

You areSudarshan, an IFA with RMF. Today, Mr Ramesh, RM with Reliance Mutual
Funds is coming to meet you. In the previous interaction, you raised certain
questions regarding the competitive edge and USP for selling reliance products.
Your stand:

Get convinced, only if the RM is making genuine efforts to explain the

difference

Accept only if you feel the RM has better product knowledge and industry
overview

If you are getting convinced, put a condition that your compensation

should be better than the one offered to others.

Role Play -2

RM Brief:
You are Pavan working with RMF. Today you are going to meet Mr Raviteja, an IFA
. Though Raviteja speaks very cool and listens you attentively, he is not doing
any business. You have a market information that he is doing good business for
competition. Today you have come to understand if there are any concerns.
With the existing IFAs you can not achieve your target and contribution from Mr
Raviteja is very critical

IFA Brief:
You are Ravi Teja, IFA with RMF. Today Mr Pavan, RM for RMF is meeting you.
By nature you speak cool and you are a good listener. You will not raise your
voice nor you show your anger in facial expressions. You are not convinced
about RMF products and you always have a feeling that reliance is not customer
friendly. Since, you are not interested to tell all these facts to Pavan and get in to
argument; you chose to be a good listener. Whatever target Pavan is asking, you
please accept. You agree to do business with him.

IFA Stand:

You are accepting so that you do not get in to argument but you may not
do any business

However, if the IFA makes an effort to understand the intention with some
questioning, slowly then start telling the concern

If the discussion is leading to conclusive end, then only give firm

commitment. If the RMs efforts are not great, try to give casual ok and
close the discussion

Role Play 3
Note to trainer: Here, depending on the participant nos, you can
consider keeping two to three customers together as a group of
customers.

RM Brief:

You are Yugandhar. Today, you are meeting a group of customers, Mahesh & co.
They are a group of Charted Accounts. They have lot of questions about the
feasibility of investments. They feel, investing in real estate is the best option in
the current market. They are giving the risk involved in keeping money in MFs.
Not
You should convince them on the fact that Investment in MFs is the better option
clea
and RMF is the best
r

Mahesh & Co
You are group of Charted accounts. Today, Yugandhar, RM is meeting you to
explain about RMF. You have a strong belief that investment in Real estate is the
best option in the current economy. Your knowledge on the financial segment is
very strong. Though there are different companies and different products, you
feel that all Mutual Fund products are one and the same.

Mahesh & Co stand:

Keep going on a long talk and do not allow the RM to talk

Get convinced, only if the RM has such conceptual clarity and made great
effort to convince you

Try to challenge some facts / figures shared by RM.

Role Play - 4
RM Brief:
You are Siddharth, a newly joined RM. You are about to meet Sumeeth, IFA. You
have heard a lot about him and you were told that if he joins RMF as IFA, it will
really be good to achieve big numbers. He is already working for couple of
competitors and commands good respect in the market. By profession, he is a
lawyer. Your boss is not able to come with you, because he has gone to look for
space for new office for RMF. He has a dead line to locate a new office and
Not@ 20/- per
today, he has gone to have final discussion. He is looking for 2000 sft
clea
sft as rent.
r
IFA Brief:
You are Sumeeth, a lawyer by profession. You are working for two Mutual Fund
companies and you are doing good volume of business. Mr Siddharth from RMF
is coming to meet you today. You are interested in working for RMF, provided
they take one of your commercial premises for their office usage. You know that
they are looking for a new office. Your property is around 2200 sft and you are
willing to give at 25/- per sft. You are not willing to reduce the price. Your
condition is that you will become IFA with RMF if they agree to take at Rs 25/- per
sft

IFA Stand:

Do not tell in the beginning about the commercial property. Talk about the
challenges with RMF products and the service

If the IFA does a good job in convincing then you talk about the
commercial property

Do not propose about the commercial property proposal directly. Mention

that you came to know that RMF is looking for an office. Get full
information from RM and then place this condition, that you will work for
them, only if they take your property on rent.

Get convinced, only if the RM does a very good job

Role Play - 5
RM brief:

You (Rajkumar) are meeting Avinash, one of the IFAs. For the last one year he is
not giving business to you and diverting to competition. You came to know that
he has payment related concerns and he is not wiling to give business, unless
these issues are resolved. You spoke to your boss and your boss feels that it is
not that easy to close the issue. However, your boss assured that he can initiate
the process. Your boss also mentioned that Avinash will receive money only on
the merit of the case and nothing can be guaranteed without seeing the claims

IFA Brief:

You are Avinash and you have been in this industry for more than 8 years. You
were working with RMF and now you are not working for them. Your money,
close to Rs 40000 is with RMF and they are not releasing this money. Out of this
money in question, you have information for only Rs 30,000 and balance info is
not with you. You would like to do business with them, if this earlier pending
amount is cleared. Today Mr Rajkumar from RMF is coming to meet you to
resolve this issue.

IFA Stand:

You will get convinced only if the RM keeps a good effort

Verbal assurances - - do not even trust them

Give long list of complaints about the treatment you have got in the past

Keep telling your customers challenges in getting any information from

the company

If the RM is showing the signs of starting the process, then show your
willingness to meet his boss.