? (20 180726)
[Watermelon] Dear retail friends, good morning on Thursday!
Pay attention to today
1, A shares: The two markets fluctuated weakly, and the Shanghai Composite Index closed down 0.07% to 2,903.65 points, ending the three consecutive years; The Shenzhen Component Index fell 0.02% to 9463.76 points, while the Growth Enterprise Market Index rose 0. 17% to 1632.32 points. The turnover of the two cities was 397.295438 billion yuan. On the surface, Facebook China subsidiary was established, and concept stocks rose collectively; The mechanical sector strengthened across the board, and the steel sector continued to be active; Hainan plate was born in the afternoon; The second new shares fell, and Contemporary Ampere Technology Co., Ltd. ate the first down limit since listing; Household appliances, brokers and environmental protection sectors performed weakly. Steyr's daily limit was straight at the end of the session, harvesting 7 boards; Generally, the production stars have no fear of paying attention to the letter of concern, and the daily limit is 8 boards in recent 10 days; The actual controller plans to increase its holdings by no less than 60 million yuan, and Kangtai Bio will start the down limit; The restructuring plan has not been approved, and HNA investment resumed trading. Kangtai Bio said on the interactive platform that the company's product quality is stable and reliable, which is one of the benchmarks of vaccine quality in China.
2. Bond market: Treasury bond futures rebounded slightly in the afternoon, with T 10-year bonds rising by 0.09% and TF T 1809-year bonds rising by 0.03%. The yield of inter-bank spot bonds fluctuates within a narrow range. Credit bonds are relatively warm, and most of them are low-valued transactions.
3. Foreign exchange: The central parity of RMB against the US dollar was lowered by 149 basis points to 6.8040, the lowest since June 28th last year. On the previous trading day, the median price was quoted at 6.789 1, 16: 30, and the closing price was quoted at 6.8 100, closing at 6.7930.
Activity prompt
20 18 investment strategy report for the third quarter
Time: August 2nd 14:00- 16:00.
Venue: Hall 1, Floor 5, Sheraton Hankou Hotel
Process:
1, 14:00- 14:30.
2. 14:30- 16:00 Luo Lizhi explains the investment strategy in the third quarter (Ms. Luo Lizhi is the assistant director and assistant strategist of the product management department of Xingshi Investment, with rich experience, having worked in the asset management of Minsheng Bank and Minsheng Canada Bank, being familiar with the domestic and foreign capital markets, and having solid economic and financial theoretical knowledge and professional market strategy analysis and research).
3. 16:00- 16:30 live question-and-answer interaction
Requirements:
1. Target customer screening: the scale of financial assets is greater than 1 10,000, and the customers are funds and stocks.
2. There are 3 Hanyang Sub-branches in Hankou and 2 Wuchang Sub-branches; Each branch shall ensure that it is accompanied by at least one financial manager.
3. On July 3rd1day, the application form will be sent to the mailbox of Hu Hao Branch of the Ministry of Finance before going to work.
Sharing Master-Zhuankou Sub-branch Gold
Customer background: Ms. Liu, 50 years old, is the human resources supervisor of German auto parts company, and she is a worry-free customer of our bank. Our bank has assets of more than 300,000 yuan. In the past, she only did regular financial management, so she was familiar with it and had a certain trust base.
Practical skills: annuity insurance interview?
Successful process:
1. Ask questions in face-to-face interviews to learn more about customer needs;
The customer made an appointment to come to the bank for financial reasons. At first, I asked my customers what kind of products they wanted to make. Let customers express their demands on all aspects of principal income. After the customer answers, talk about the current financial management trend in combination with the new asset management regulations. Will there be a fixed term (certificate of deposit) for future capital preservation products? National debt? Annuity products.
2. Ask more questions and exchange ideas accurately:
Speaking of insurance customers being rejected, why are they being rejected? Where is the exclusion point for finding customers? The client said that many relatives do insurance and brainwash her every day, which is disgusting. In fact, customers do not exclude specific insurance companies or products.
3. Explain products with FABE, and meet customers' needs accurately;
Re-emphasize the customer's financial needs. Is your demand capital preservation? A relatively stable income, this annuity fully meets your needs. Compared with fixed-term treasury bonds and treasury bonds of the same period, Centennial Gold Life is characterized by a short payment period, the current price can be higher than the premium paid three years later, and the flexible use and annual transfer income are increasing, highlighting the advantages. The customer's recognition of the product, showing the cash value of the contract (hiding the customer's insurance information) to the customer at a glance, will deepen the product impression.
4. Rely on customers' needs and persist in handling and promoting objections;
The customer said that he recognized this product, but he had never heard of Centennial Life. Handle objections from two aspects: first, what is your appeal? Capital preservation, steady appreciation or company size? Be clear about your needs. Big companies may not have products that meet your needs. Second, the products of life insurance companies are safe enough. Even if it is declared bankrupt according to law, the customer's contractual rights and interests will continue to be performed by other life insurance companies designated by the state, without worries. When talking with customers, listen as much as possible and talk less, let customers pass on her personal information more, praise customers more in the conversation, and create a good chat atmosphere, which will help kyc get more family information. Through daily kyc, I learned that a client had an unmarried daughter for 90 years, and the client said that she wanted to give her a sum of money as a gift when she got married. It is also a way for financial managers to remind customers how to give money. From the perspective of how to give money to clients to better isolate the risk of marriage, he agreed to consult his daughter before making a decision. Later, the customer left for an hour or so. He said that China Merchants Bank also had similar products, which were kept for 3 years and kept for 2 years. I emphasize once again that this product has the characteristics of short payment, high current price and flexible use. It is clear at a glance that the product has just been changed, which helps customers to review it. I would also like to emphasize the role it can play in the separation of assets of daughters in marriage, which China Merchants Bank does not have. Finally, the customer agreed to come and sign the bill.
The key elements of success: familiarity with products, KYC's understanding of customers' needs, FABE's precise docking of products with customers' needs, and persistent objection handling and facilitation.
In order to achieve a monthly income of 40,000, each financial manager needs to complete:
= 90,000 stages (taking 3-year-old Jinsheng as an example)
= 80,000 stages (take 5-year Hengying No.2 as an example)
= 850,000 non-monetary funds (take 1.2% fund fee as an example)
Dear friends, today is the fourth working day of this week. Please work hard towards your goal, come on!