Investment Or Financing Is Still Difficult To Satisfy Personalized Asset Allocation.

Looking at the list of increasingly high net worth customers, senior financial manager Wang Ruoyu (a pseudonym) is getting more and more incompetent. On the one hand, the number of financial products provided by his own brokerage institution is very limited, so it is difficult to meet the individual asset allocation needs of each customer; on the other hand, he must spend a lot of time and energy to maintain customer relationship every day, and he will inevitably lose sight of it and not even have time to develop new customers.

"Frankly speaking, I think a line of service radius of a financial planner is at most 30-35 high net worth customers. Once this number exceeds, the quality of service will decline, and on the contrary, there will be no room for improvement in income."

He could not help.

In his view, he may have fallen into the ceiling of career development of financial planners. In the past year, his monthly product sales performance has always been maintained at 6 million -700 yuan, and there is no impetus for growth.

Faced with the above occupation confusion, setting up a financial management studio has become a new ideal, but the reality is very cruel.

Many financial planners who have started business have been complaining that many financial products recommended by financial institutions seem to have high yield and low risk. In fact, there are many "minefields" hidden. If the office of financial planners does not have the two product wind control audit mechanism, it may cause a lot of investment losses to customers.

Even individual financial planners' office has found their own risk control tips for product selection, which is to strictly tighten the pass rate of product wind control audit in 1/10, that is, only 1 products of 10 financial products can be sold to investors through auditing, so as to ensure that there is no higher risk of loss in the portfolio designed by the financial office for customers.

An internet financial institution official who focuses on providing product sales services for financial planners told reporters that income bottlenecks are common problems in career development of financial planners.

He has conducted a survey of nearly 1000 brokerages, trusts and third party financial institutions, and found that the division of sales performance of financial managers has become more and more serious. About 70%-80% of financial planners' monthly sales performance is below 5 million yuan, and less than 10 million of them account for less than 10%.

Correspondingly, the annual income of about 70%-80% financial planners is about 100 thousand -20 million, and less than 5% of annual income is above 1 million.

In his view, new customers have limited development channels and abundant financial products, which is one of the important reasons for the growth bottleneck of financial planners' per capita capacity.

"An intuitive phenomenon is that a highly profitable financial planner usually has a large number of financial products and customers in his hands, making them appear to be more flexible in terms of business development."

The person in charge said.

In fact, Wang Ruoyu's Thoughts on the bottleneck of career development of financial planners came from his resignation reluctantly two years ago.

At that time, his trust company once ushered in a round of performance peak - the monthly sales volume was close to 6 billion yuan.

However, as a directional growth trust product encountered investor complaints due to net loss, the local regulatory authorities decided to slow down the pace of issuance of the trust product, resulting in a sudden loss of customer service and forced him to quit.

"At that moment, I felt that the biggest bottleneck in the career development of financial planners was the lack of enough financial products to retain customers."

Wang Ruoyu recalled that he turned to a brokerage firm as a senior financial adviser.

The reason why he looked at this broker is that it just launched a subsidiary of a brokerage company, which can issue products of rich financial planners of all kinds of financial products.

However, he soon discovered that his cognition of the career development of financial planners had been deviant.

For example, two years ago, many high net worth people began to lay out overseas investment, but the broker was restricted by the QDII quota and was unable to provide the corresponding products, which led him to lose many customers.

In order to maintain customer relationship, he has done "fly alone", that is, through other financial institutions to find appropriate overseas investment products, enrich customer wealth management planning.

"Flying alone is not allowed by brokerages, but many financial planners are privately involved.

"

He bluntly said that in addition to income growth factors, they are enthusiastic about flying single business because the domestic financial market is changing from product driven to full asset allocation of customer assets. Financial planners must acquire different types of high-quality financial products as much as possible, and constantly improve customer asset management schemes, so as to retain customers.

Fortunately, at present, I have not seen any bad debts in my flying documents, but I have heard that many financial planners have complained about some of the financial products that have broken their contracts or made a huge loss, which led to investors' complaints and eventually lost their jobs.

He speaks frankly.

In his view, this is just a matter of fact.

An obstacle to breaking through the bottleneck of career development.

The bigger one is the diversion of new high net worth customer resources.

In recent years, his biggest feeling is that he is constantly draining the potential of existing customers. On the one hand, he lets his existing customers get as much money as possible to buy their own financial products, and on the other hand, they try their best to introduce new customers.

"Sometimes, I feel that the potential of my existing customers is almost dried up."

He is blunt, but the odd thing is that his sales performance for one month has always been maintained at 600-700 yuan over the past year.

In his view, this led to this.

The biggest reason for the ceiling bottlenecks is the traditional way of customer introduction, telephone invitation and running meeting.

After all, new customers need to trust themselves, and they need to provide professional financial planning advice and services for a long time.

But in fact, they do not seem to have enough energy to take care of new customers.

He once worked out a job plan for himself, and used half a day to serve his existing customers. He spent half a day developing new customers, but in fact, it would take him half a day to serve his existing customers. New customers always felt that his service was not focused enough.

"At first, I think this may be that I have not adjusted the work plan, but gradually I find that a financial planner has limited energy after all. The maximum radius of service may be 30-35 high net worth customers. If they exceed this figure, they will be in an awkward situation."

But it also means that this figure seems to be an insurmountable ceiling for financial planners' career development, he said.

"If we can't break through the ceiling, this means that there may be an inflection point in our career development."

Wang Ruoyu said without worry.

"If we are not sure, we should not take risks in pioneering work."

He speaks frankly.

But I really envy the American financial planner.

In the United States, more than 63% of the share of the financial market is created by independent financial planners or independent financial planners.

But he can't understand why entrepreneurship can become the best solution for us financial planners to break through the bottleneck of career planning, but there are so many bottlenecks in China.