Why your risk profile is important

Friday, April 10 2020
Source/Contribution by : NJ Publications

Time and again we have always said that while there are general guidelines for investment, every individual should invest in an instrument only after carefully analyzing their needs, their return expectations, and their risk-taking capacity. Risk taking ability should be a special concern while investing. If taking risk into consideration wasn't important, everyone would be likely investing in either one extreme end, equity /risky assets or debt, of the asset allocation bar.

Understanding Risk Profile:

The risk profile of a person can be understood as a factor of his/her risk capacity and risk tolerance levels. The risk capacity refers to the amount of risk that the individual can afford and the risk tolerance refers to the ability of an individual to cope on an emotional level with the volatility of the market. It is important to understand the difference between risk capacity and risk tolerance. There are people who might be willing to take more risk but they cannot afford it, such a situation is especially where risk profiling proves its importance. Risk profiling tries to maintain the delicate balance between these two aspects. There is an another risk measure, ie., the required risk which refers to the amount of risk an individual will have to incur in order to achieve the required return.

An individual's risk profile can generally be decided using two approaches, these approaches are:

i. the life cycle approach

ii. the risk assessment approach

The life cycle approach:

While using the investor life cycle approach, individuals would be classified into different groups /stages. Thus, investors can be classified as young investors, investors with young dependent families, Investors with high income and stabilized expenses, investors close to retirement and retired investors. The life stage is then generally taken as the reference point and applicable assess allocation and/or product exposure is recommended based on the needs of this reference stage /group. Here, individual risk profile is really not assessed but more focus is given to experience/learnings from the personal finance field.

Let's say you are a 30-year-old man with two kids of age 3 and 5 years, thus your expenses are high and your income is still growing. Ideally, you should invest in a product which has a modest level of risk, provides an option for both growth and income and has a low lock-in period as your investment horizon at this point is uncertain. Here, if you don't understand the risk profile, you might end up investing in a product which is not suitable for you and thus, the decision might not turn as fruitful as you may have hoped.

The risk assessment approach:

Under, the second approach, the investor is basically divided into risk profiles based on an objective assessment of his risk capacity and tolerance levels. This is typically achieved through a risk profile survey or questionnaire. The investor is likely classified into either one of the three (or five) risk profile of conservative, moderate and aggressive.

It is on the basis of this risk profile that your portfolio allocation is be decided. Compared to the life cycle approach, this is a more direct and meaningful risk profile approach for an investor as it considers an asset allocation which the investor will be more comfortable with. For example, if you have a conservative risk profile, you are someone who doesn't want to take a lot of risks and thus you should invest more in fixed income instruments which are less volatile and invest little in equity instruments, which are highly volatile.

Importance or risk profile:

It is very important to define your risk profile while investing because, only once you understand your risk profile, you will be able to take an informed decision about your investments which is also in line with your long term goals. The importance of risk profiling can be summed up in three points:

i. To decide suitable asset allocation

Any portfolio construction is incomplete without asset allocation. It is never wise to put all your eggs in one basket and thus asset allocation is most of the times necessary to ensure that both the risk and expected return is at a comfortable level. To understand, what kind of assets one can invest in, one has to know his or her risk profile. For example, you cannot invest in derivatives if your risk profile is conservative, or you are someone who has growing needs and unsteady income.

ii. To match required return expectations

Every investor has different return and income requirements. An investor who wishes a return of say 15% in the long term and does not need a regular income, for that individual, investing in equity for long term makes absolute sense. However, if the investor cannot emotionally handle volatility in returns, then equity is not right the product. For such cases, one will be better off investing in a balance /hybrid product. Similarly, one cannot just simply invest in debt because he has a low-risk capacity, this way the investor will not be satisfied with the sort of return that will be generated and may not meet his life goals.

Both the scenario of either taking over exposure to equity or debt is detrimental. Higher exposure to debt creates a situation where, over long term, you fall short of the wealth you could have potentially created. This could jeopardise your life goals like child education or retirement. On the other hand, over exposure to equity may result in short term volatility which will see your wealth reduced and this too may affect your upcoming plans. A right balance, right asset allocation as per risk profile can save the day for you.

iii. To have a stable, meaningful wealth creation journey

The risk profile of an investor will change over time and at various life stages. For example, you may be a conservative investor when you were just beginning out but now that you have had some investing experience, you may be willing to take more risk. Similarly, while beginning with the investment you might still be building your career and had a young family to take care of, but eventually, once you have high income and stable expenses, you may be willing and also be able to afford to take on more risk. Thus, risk profiling is not important only at the beginning of investment but also should be conducted over time.

Having a portfolio that takes into consideration your risk profile will surely give you more comfort and confidence in your portfolio. This is important as any unexpected performance, either through volatility in portfolio or less than expected performance /returns can play havoc to your confidence. This may force one to make irrational, short-term investment decisions which are not logical and in one's best interests. A good marriage of risk profile and portfolio is thus important for a stable, long lasting and meaningful journey towards financial well-being.

Leveraging Social Media

Tuesday, April 07 2020, Contributed By: NJ Publications

"We don't have a choice on whether we do social media, the question is how well we do it?" - Erik Qualman

In the present day digital world, social media is the next revolution. Social media is not a fad. It is the fundamental shift in the way we communicate. 50% of the time spent on mobile Internet is on Facebook. It receives 1 billion visits in a day. 300 hours of video is uploaded on YouTube in a minute. The circulation of newspapers is drastically coming down, because technology and social media offers a cheaper and effective method to spread knowledge.

Social media caters to literally everything, from entertainment to arts, to automobiles, to furniture, to education. Some businesses are completely dependent upon social media, while others are enhancing their's through it. Financial Advisory business also needs social media to take it to the next level.

We know the fact, that the share of the Mutual Funds industry in India is slim compared to the traditional investments industry. We also know the fact that there is a lot of population that can be tapped. But we are still following the traditional methods of seeking clients around the public offices and grumbling for not being able to bring in leads. There are a lot of investors, but we have to reach them through new ways. And social media is one such key way to reach clients...

How can social media be used?
Financial advisors are increasingly using social media for many reasons. The four primary reasons are as follows...

  • Create & share content - as communication channel for sharing promotional, educational and other information contents
  • Acquire leads - to attract leads and generate business. This can be through direct marketing activities (paid) and/or as result of sharing content and engaging users
  • Build brand - to create awareness, trust and image for business
  • Other reasons - learn more about markets /products, understand client needs better, engage with audience, gather suggestions & feedbacks, be active on industry forums, etc.

The above can be achieved as social media platforms enables advisors to...

  • Build new connections /network
  • Reach wider audience
  • Influence opinions /decisions
  • Engage with others
  • Showcase you & your views
  • Get likes / recommendations

Social Media has distinct portals which attract different kind of audience and offer distinct features to advisors. Some of the most popular social media sites are …

  • Linkedin: Linkedin is a professional networking site. You may create a Linkedin profile and share articles /content /opinions on forums. Linkedin can also be used for creating your network of clients /prospects. One though has to be careful in keeping your profile professional and active to capture eye balls.
  • Facebook: Facebook is the most popular social media platform for creating friends and sharing content. Facebook can be effectively used by advisors for creating your business's profile and sharing content. Facebook can also be used for targeted marketing or promotional activities on a paid basis.
  • Twitter: Twitter is a popular way of sharing messages / links and updates to your followers. Advisors may create Twitter profiles and create followers for share good articles / updates, etc. to them.
  • You Tube: You tube is another popular social media site which allows you to create your own profile and channel. It is the most popular way of sharing / storing media files. As an advisor if you wish to record and share videos of yours or any other promotional videos, You Tube is the way to go...

Good Practices:
Though social media can prove to be very effective in promoting advisory business, yet it should be used wisely. If it can make you, it can destroy you as well if you do not follow some unstated rules or good practices....

  • Don't mix personal accounts with business accounts. It is recommended to have a separate account for your business and not put personal content / posts / followers or friends on that account
  • Be active with managing your account. It can even hurt your image if you have negative comments /feedbacks from aggrieved clients of yours. Make sure you have relevant controls in place and regular monitoring /admin of the accounts
  • Be careful in posting content which is original (under your name), relevant, meaningful, accurate, useful and timely for your business / clients.
  • Do not bombard your clients with too many posts or messages as they may get irritated. Personal messages and request to connect /follow should be carefully done.
  • Do not post personal comments, any biased views or comments on any political, social, religious or gender sensitive news. This may attract negative feedback and image for you.

One Key to Success: Reading & understanding Investor’s Mind

Wednesday, March 18 2020
Source/Contribution by : NJ Publications

With an incredible product on offer, our charismatic persona and our alluring sales skills, we often can't figure out why the investor is skeptical about me and my product. We are seasoned performers, well prepared for unordinary questions and situations, we follow our customary principles of advising. We focus on overall Financial Planning of the investor, Goal based investing, Age and Risk tolerance of the investor, and advise accordingly. Yet, sometimes the end result – the investor isn't convinced.

The investor lacks conviction probably because your perception of his needs is at odds from his. A common mistake that many advisors commit is they advise according to their own judgment, although in the best interest of the investor, but often omit noticing what exactly is going on in the Investor's mind, what are his real issues. The primary need of the investor could be utmost safety of principal even if it is at the cost of returns, and you are trying convince him for Equity. He will never fall for it since his basic requirements are not being met. A financial Advisor is a solution provider, but what's the point of offering a solution to an unknown problem. There is a gap between your understanding and his state of mind. To bridge this gap, you need to step into his shoes and think like him to understand his concerns and preferences.

You need to understand the thought process of investors, what exactly do they want in return for their money. When there is parity between his views and your perception of his views, the end result will be quality advice.

So, how do you achieve this parity?

The simplest method to getting the right answers is through asking the right questions. Spend some time with the investor and ask a lot of questions. Apart from the direct rapid fire, try to gauge his risk appetite by observing his reactions in fictitious financial situations. Ask him about his personal life, his goals, is he willing to compromise on some, what's his priority list, etc. A tête-à-tête with the client can erase many misconceptions that you may otherwise have, and help you disseminate the desired solution.

Try to understand his reason especially during volatile periods. You feel that there is no need to panic and the investor is overreacting, but here you actually need to understand why is he reacting this way. Try to analyse the sudden turn of events from the investor's point of view. Money is a sensitive issue, he might have some concerns, some doubts which may need clarification. Only when you substitute yourself in the investor's position, you'll be able to rightly identify the doubts and provide a satisfying explanation.

The investor may have a number of questions and anxieties revolving in his mind, it's essential to ascertain them and advise accordingly.

Sometimes the issues that are holding him back are small. The client may have doubts about the offeror, in case of a Mutual Fund he might be skeptical about the AMC's brand name, and may be simply looking for a more familiar name for investing. So when you know the problem is so simple, it'll be very easy for you to convince him by sharing some success facts about the AMC, performance history, quality of the portfolio, expertise of the fund manager, etc.

A client may be looking forward to adequate and not extraordinary performance, but is not ready to compromise of the safety of his capital. Another investor may be a little aggressive in nature and the primary purpose of investing is soaring returns. Once you thoroughly understand the risk reward preferences of the investor, you'll have superior solutions to put on to the table.

He may have numerous apprehensions pertaining to his goals, hoping he won't have to compromise later, ease of liquidity, like what if he may have to withdraw the money before the advisable investment period, he may be reluctant to technology or may be finding the investment procedure complicated, etc.

So the crux is, the investor's mind is an ocean of questions and anxieties, they can be really petty or can be pretty intricate on the other hand. The central idea behind this article is you should never base your advice on assumptions. It's crucial to analyze and understand the Investor's Mind and Advise Right.

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Getting Organized with NJ CRM

Tuesday, March 10 2020
Source/Contribution by : NJ Publications

The customer is king for every business. Retaining the customer is often more challenging and herculean than acquiring one. The latter becomes futile if you cannot succeed at the former. Most corporations today invest in customer relationship management so that they can effectively oversee their relationship with the customers at every point.

Acquiring new customers is very important for our business to grow. And it involves a lot of time and money. And there are existing customers as well, some have invested in SIP, some in debt funds and then there are the ones who have invested in lump sum ELSS'. The challenge here is to manage all previous, new and prospective customers effectively.

As an advisor, you can follow the following techniques to manage your client relationships better:

  1. Conduct Regular Meetings: Meet your customers regularly. It is very important to meet your customers at regular intervals. This will enable you to build on relationship and also get to know more about the customer, to review investments and find new business opportunities. You would be able to effectively judge whether he is happy or otherwise and an opportunity for you to communicate effectively to address any concerns or important updates. Typically one should personally meet all clients at least every year but this frequency can go up to six months or even quarterly for your preferred / important clients.
  2. Manage Leads Effectively: Don't ever take leads lightly. Every new lead is a prospective long term relationship. It is very important to track and manage all the leads properly. Your relationship with the lead is very fragile at this stage and effective tracking and timely communication techniques can help nurture leads and get better conversion ratios.
  3. Communicate productively: You should very timely communicate all important information related to client's portfolio and investments like policy / SIP renewal, FMP maturity, etc. Communications for product awareness / promotion should ideally also be done by targeting the right customer groups. One way of communicating effectively is by sending custom e-mails to clients so that he/she feels that you have thought about the customer before sending the email. There are today multiple means on communication and use of digital tools should be done effectively. It is important that the relevant info reaches the client on time, since it will lose its significance beyond a particular point.
  4. Know Customer Insights: The importance of customer insights cannot be overlooked. Right information about the preferences, product exposures, interests, family background, professional info, etc. go a long way in finding right solutions and business opportunities for your clients. As a business practice, a financial advisor must maintain all such info such that it is readily available whenever you need it.
  5. Keep a personal touch: The power of personal touch can't be overlooked. Wishing your client on his birthday or anniversary may seem trivial but can contribute enormously to building relations. A personalized message for each customer each year can nurture your bond with him. But doing this for a large customer base can be challenging. Hence proper tools should be used for reminding and also for sending your best wishes with a personal touch.

We understand the importance of customer relationship management and also the techniques which can help us build relations with our clients. However, with changing times and increasing customer database, it might become troublesome to cater to all the clients and follow all ideas narrated above for each client. There is a tendency to mess things up even if well started. So how can we be better organized and empowered to have better customer relationship management practices? How can I manage all this work and information easily? What tools should I use?

NJ CRM
The answer to this is technology in the form of NJ CRM. With NJ CRM, you can manage almost all your customer relationship management related activities easily and effectively. NJ CRM offers many exciting features and tools that empowers you to practice time management, lead management, communication management and sales management related work on a single window. NJ CRM is integrated with your NJ business in your Partner Desk, is simple to operate and is designed keeping in mind your requirements. Please do visit your Partner Desk and start using NJ CRM to better manage and grow your business from today!

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Manage Your Day

Tuesday, March 3 2020, Contributed By: Team NJ Publications

Financial Planning is not a 9-6 job, your after office hours are inseparable from your office hours. Your day is usually too long and hectic. Your job as a financial advisor is much more than managing investment portfolios or closing sales. You at times compromise your personal commitments in order to meet your business demands. We have made an effort to help you better organize your routine and simplify your day. We have featured certain points which you may integrate in your schedule and make your lives easier.

You must maintain a diary or a software which shall include all your business details, work in pipeline, status on leads, etc. We have laid down a routine for your entire day, you may alter the time and activities according to your business requirements and convenience:

As a planner you can make the most of your mornings.

7 AM: Checking your e mail, whatsapp and sms shall form a part of your morning ablutions. Check if anything is urgent and respond accordingly.

9 AM: Start with planning for your entire day. You shall refer your diary for anything that shall be carried forward from the previous day. Check your calender for any client meetings. Pen down everything, client meetings, phone calls to be made, following up, meetings with NJ Sales Team, seminars, etc.

10 AM: Start calling people and fix up meetings, respond to all queries, follow up with leads, respond to missed calls or any important messages. Write down if you can't get through any call, you can call them back later. Making cold calls will also be more fruitful, since people are more responsive in the mornings.

11 AM: You shall work on removing any operational backlogs so that you can proceed smoothly. If you have a team, meet them in the morning, review their work, look into their problems and delegate responsibilities.

12 AM: You shall start executing your routine tasks, meeting new clients, meeting prospective clients, meeting NJ salespersons, etc. Before execution, you should however, keep in mind that you should be prepared for these tasks. Eg, before meeting a client, you should have all the questions and the flow of conversation framed in your mind.

2 PM: You must develop the practice of a mid day review. It will help track your progress, if your day is going as per your plan. If not, it'll guide you to be back on track.

Lunch

You may continue with your routine tasks post lunch as well. You must also include the following activities in your day

2 – 4 PM: Since your afternoon's are relatively less engaged. You can exploit this time for more passive and vital exercises.

  • You shall review your client's portfolios and figure out if any modifications or additions are required.
  • Work on devising strategies to enhance your business, new client meetings, technological upgrades, marketing strategies, plan for seminars, kiosks, etc.
  • You should never stop learning. You should acquaint yourself with all the upcoming financial products and study their pros and cons. Grab the latest money magazines, or websites and read articles related to your business. An advisor is expected to know more than the investor and regular education will enable you to stand up to expectations.
  • You shall also prepare for your evening meetings during this time.

5 – 7 PM: Most of your clients must be free by now, and they'll have time for you. You shall meet new and existing clients for new business or with the view to build relationships. See if there are any customer queries and try solving them on a daily basis. Before calling it a day, you should write down the important minutes of the day, so that you can start your next day by following up on them. Make a habit of writing client queries, the commitments you made to people, the meetings you scheduled, any relevant article or information you came across, any event or seminar that you scheduled, etc. in your diary everyday. This will help you remain much more organized.

Though, we have laid down an ideal routine but every new day in an advisor's life is as thrilling as never. Some meetings get canceled, some new meetings unexpectedly pop up, some meetings just last forever, some meetings get rescheduled. Your wife might need you for 2 hours during the day. Traffic is insane, your car breaks down and many other instances jumbles up your day and things don't go as per plan. But you can include these tips in your schedule to the extent possible and organize your business better.

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At, offer our services through personal counsel with each of our clients after understanding their wealth management needs. Our approach is to enable our clients to understand their investments, know investment products and make proper progress toward achieving their financial goals in life.

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