Financial planners can be divided into "buyer financial planner" and "seller financial planner". For example, "financial planners" of commercial banks, insurance companies and securities companies can all be regarded as "financial planners of sellers". As employees of financial product providers, they get the salary and commission of sellers, and their income is often linked to sales performance, so they can often provide financial planning for customers free of charge.
As for the "buyer's financial planner", it is generally a third party independent of the buyer and the seller. They earn income by collecting consulting fees from customers or getting a commission share when purchasing financial products on behalf of customers. Although the "buyer's financial planner" may be guided by commission rather than customer's interests, compared with the "seller's financial planner", their "ass" determines that they can often be more objective and macroscopic in the choice of financial products.
At present, most of them are "sellers' financial planners". These "seller's financial planners" work in different financial institutions, and their work contents also have their own emphases:
The "financial planner" of securities companies: conducting reasonable comprehensive financial needs analysis for customers, helping customers to make financial planning, promoting the company's research results in economy, industry and listed companies, and providing professional investment and financial management and securities information analysis and research; Collect market information, track macro-economic development trends, look for securities investment opportunities, and cooperate with marketers in marketing and customer training; Responsible for writing professional articles on product promotion and website, and participating in the preparation of financial salon and financial lecture organized by institutions; Develop and maintain customers through various channels, effectively screen customers, transmit information about company information products and services to customers, correctly guide customers to open securities investment accounts in companies, tap potential customers to invest in companies, and sell financial products issued or sold by companies; Develop and maintain channel relationships such as banks and promote cooperation between banks and securities companies; Maintain high-end private customers, meet their financial needs, formulate asset allocation plans for customers, and provide investment advice to customers.
The "financial planner" of commercial banks: collate and analyze the data such as the increase and decrease of customers' funds, the trend of capital flow, and the different choices of customers for banking services; Understand the changes of customers' needs and evaluate their risk tolerance and risk preference; Provide personalized financial advice to customers, formulate financial planning schemes, and formulate corresponding investment portfolios and strategies; According to the entrustment of customers, help customers implement financial planning; Develop and maintain potential VIP customers and regularly recommend new bank wealth management products to customers; Remind customers of the risk changes of an investment or a product, and point out the investment problems of customers; Maintain important customer relationships, allocate assets for customers, and timely adjust customers' financial arrangements through communication with customers.
A "financial planner" of an insurance company: he mainly sells insurance. He will be more rational than the general insurance salesman, have higher requirements on conditions, specialties and business methods, and make insurance planning relatively scientifically according to the customer's family situation and insurance demand.
Symptoms not suitable for financial planners:
■ Financial management mode in conflict with product promotion
■ In-depth research on macroeconomics, industry development, market trends and wealth management products is not very active.
■ Insensitive to numbers
Counselors' specific feelings about the work of financial planners: At the present stage in China, financial management is essentially just a product promotion. Financial planners in banks recommend financial products, fund companies recommend funds, and insurance companies promote insurance. These are basically the models, and the income is directly proportional to the sales performance. Financial planners are not unable to make comprehensive asset arrangements for their clients, but often have conflicts with their own interests in arrangements. Therefore, in order to survive, I can only be an excellent salesman, not a financial planner who independently analyzes for customers, which is somewhat inconsistent with my practice of always thinking for customers; Second, people who can do business well should be ambitious, that is to say, they are wolf. Especially in this competitive environment, everyone is playing tricks to win customers, but I always think about problems from all angles. The more I miss them, the more my performance is affected. I even prefer to be friends with them rather than making money from them. I found that I am not a simple business person. Third, financial management is a big category, and investment products such as stocks, funds, insurance, futures and trusts should be understood. However, my research in this field only stays at a very low level. Apart from what I have to learn in the qualification examination, I am not used to collecting financial information at ordinary times, and I have not studied it in depth. This is a matter of personal interest, and it can also be said that the acceptance of these things is slow and passive.
I hope I can help you.
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.