Lin, Amro-a woman who polishes customers' eyes with personality.
Lin is a super science major. When she was a little girl, she would make 1000 phone calls every week and shed tears from time to time. As a nanny who used to be a client's child, she unexpectedly set up a battlefield in Kinmen. Looking back on her growth, she thinks that "personality", "courage" and "professionalism" are the keys to success in this field.
Lin digital times biweekly
In order to break into the Xinyi district, which is known as the highest density of rich people in Taiwan, ABN Amro moved the VIP wealth management center, which has always been mysterious, to the first floor of the office building three years ago. Bright large French windows and round flannel sofas, if it weren't for the signboard at the door and Van Gogh's famous paintings everywhere, ABN Amro Taipei Branch would be mistaken for the lobby of a five-star hotel.
"I like this workplace very much. Even the wedding photos were taken here." Lin, the deputy director of Amro, was hired from Citibank three years ago and became an old employee of Amro's new branch. Here, she also met the other half by chance, and then became a good wife and mother.
A financial expert who doesn't like math.
Life is really hard to predict, and Lin's story is an example. "In high school, the most annoying subject was mathematics, and the last job I wanted to do was business." But many years later, Lin not only graduated from Dongwu Business Mathematics Department, but also became a top financial expert in the bank.
Lin recalled that the joint entrance examination system allowed her to enter the Department of Business Mathematics. At that time, her greatest wish was to be a math teacher at school in the future. However, independent and outgoing, her first job after graduating from college was as a researcher in a securities investment company. Because he is an inexperienced "novice", Lin was assigned to the most unpopular "plastic, chemical and rubber" industries when electronic stocks were hot. "At that time, she was busy reading discs, newspapers and materials every day, and often worked hard alone, often speaking less than ten sentences a day." This boring job was only done for a few months, which made the young woman decide to give up.
The financial specialist of China Life Insurance is Lin Zai's second job. At that time, her job was to maintain the relationship with big customers, not ordinary life insurance consultants, but to provide tax-saving insurance products for large households with assets of tens of millions and hundreds of millions of yuan. At that time, as long as we maintain the relationship between old customers and find one or two new customers every month, we can achieve good results and receive good bonuses. After working in Zhongshou for more than two years, Lin not only gradually lost his freshness, but also gradually discovered that there is a deep-rooted "patriarchal" culture in local enterprises. With the same qualifications and the same job content, her basic salary is 2000 yuan less than that of her male colleagues, and even she has less opportunities for promotion.
In order to strive for fairer job opportunities and prove his ability, Lin decided to jump to the financial services department of Citibank (the predecessor of VIP wealth management) to develop wealth management business.
Call until you want to cry every day
Without a banking background, she wants to strengthen various professional knowledge such as funds and bonds, and only has a list of 250,000 deposit and credit card customers. How to tap more than 3 million VIP customers is her work goal.
Calling to develop customers is almost a test at the beginning of every financial specialist's career, and so is Lin's first three months at Citigroup. At that time, she had more than 1000 customer lists in her hand, so she made a rule that she would start making phone calls when she entered the office at 8 o'clock every morning and stop at 8 o'clock in the evening. After deducting the meal time, she finished typing all the lists in her hand in the first week, but the chance of clinching a deal is very low. "I often cry for a while." But because of her strong personality, she didn't keep herself in depression, but adjusted her words and thought about one life after another.
"I used to fly to Kinmen to open an account." Lin contacted a customer who lived in Kinmen on the credit card list and called at least five times before and after, constantly explaining the benefits of being a VIP financial manager. However, the customer said that he was in Kinmen and it was impossible for him to go to Taiwan Province Province for formalities. Lin, who has never been to Kinmen, used his vacation to fly to Kinmen with his own pocket. Seeing that she was so sincere and enterprising, customers enthusiastically introduced her to the local pottery shop owner, the Golden Gate Knife King and even the winery owner. So in a short week's break, I added a lot of new customers in one breath. This special experience became the "best demonstration of developing customers" in the school of science at that time.
Rely on professionalism and don't dance with customers' requirements.
In a short period of one year, Lin became the financial specialist of Citigroup Wealth Management Bank with excellent performance. Before leaving Citigroup, she was already a financial adviser, in charge of private banks with assets of more than $3 million. Along the way, Lin was able to "survive" in the field of financial experts for nearly ten years, relying on extraordinary "endurance"
"It takes at least half a year to cultivate a high-quality customer, during which anything can happen." Lin once met a potential customer, whose assets had reached the level of private bank (he had not yet opened an account), and suddenly asked Lin to go home as a babysitter to help with the children on the grounds of temporary going out. "When the assets of customers are larger, they tend to be more wary and suspicious of people." Before facing the "uncertain" relationship with customers, Lin felt that in addition to patience, how to quickly warm up the relationship with customers can make customers "happy" and he is willing to leave all the money in his pocket to you. The final key lies in professional judgment.
I would rather not make money than sell well.
1999, the internet boom made high-tech stock funds sell well, and the Nasdaq index of the United States climbed to 5000 points. At that time, a customer took the initiative to come to the door, holding a check of $100000, saying that he wanted to buy a stock fund that invested in network concept stocks, but Lin told him that the market was overheated and the risk was too high. He suggested that if you really want to buy it, try it with 1 10,000 yuan first, and put another 90,000 yuan on stable investment products. For the time being, the client listened to her advice and only invested 1 10,000 USD, but by the beginning of 2000, the technology stocks were still rising, and the client called her almost every day, thinking that her advice made him lose a good opportunity to make money, but Lin still stubbornly advised the client not to raise prices. In March 2000, the American stock market began to vent wildly because of Microsoft's first financial loss. It was not until the Nasdaq index fell to around 2000 points that Lin began to actively remind customers to prepare for the layout of the entrance.
At the end of 200 1, Lin suddenly received a phone call from a customer, saying that he had remitted100000 yuan to his account. As for how to allocate the investment, he left it to Lin Lai to plan it. "That phone call was like a gift from the sky, which proved that his past persistence was not in vain." Lin said that if he wants to be a competent science major, he should "I'd rather not earn this tuition income, despite the great pressure on his grades." You can't insist on and endure Miss Sailing, so you cross the intangible boundary between customers and science majors. " Once crossed, the performance pressure will naturally be reduced a lot. "
Only knowledge can make customers respect it.
"Now many financial specialists dress up beautifully every day, like flight attendants selling duty-free goods, but there is nothing (professional) in their minds." Lin once heard such severe criticism from more than one client, which showed that some high-asset people looked down on the work of flight attendants or financial experts, which also made her take a warning. Therefore, in addition to striving to achieve the goal of gradual growth in performance, she also used her time to prepare for the CFA (Chartered Financial Analyst) qualification examination. "CFA exam is not only for preparing for the future, but more importantly, I hope to let customers know that there is something in the mind of the school of science through solid financial knowledge," Lin said.
Of course, a professional financial specialist can not only win the trust of customers and earn high performance bonuses, but also highlight his unique work value among many financial specialists.
Lin
Deputy director of ABN Americas regional office
Total assets under management ... 654.38+0 billion.
The current number of customers ... is about 200.
Analysis of technical college's combat power (calculated by last year's overall sales performance)
Fund 50%
Insurance 0%
Linked debt 15%
Foreign currency 30%
Index commodity 5%
Customer evaluation
Miss Chen: I do import and export trade in the Mainland, and I also have contacts with banks in Hong Kong. Wealth management experts in Hong Kong are very active. When he earns 10% to 20%, he will call me and tell me that I should sell it and change to a new product. But I don't know what's good about those goods, so I still have some investments that are losing money. But Lin is different. Every time I go back to Taiwan Province Province, I will take the initiative to contact me. Besides reporting current assets, I will also talk about my life. Unless I actively adjust my investment, she will rarely force me to purchase. If she wants to introduce new investment products, she will also use guiding narrative to let us gradually have a concept from a layman, and her investment advice often suggests two ways for us to choose, unlike Hong Kong science students who can only say yes or no.
Social resume
1994 graduated from university, joined Xinbao, and became a researcher.
1995 China life insurance consultant
1997 Business Specialist, Citibank Financial Services Department
1998 VIP Banking Specialist, Citibank
2002 Financial Advisor of Citibank Private Bank
Associate Professor, ABN Americas Regional Office, 2003