Fin Advisor with Wirehouse - New in the US but 10 yrs of experience in Emerging markets
I am a fin advisor with one of the wirehouses. I have done the same role and business in India with Smith Barney where I had a $25mn book until 2008. Moved here recently and started off in the same role.
Thats where the similarity ended!! Its different, the environment, the way business is done, sales etiquettes etc etc.. I am in a trainee fin advisor program and though I have a good understanding of products/services, offerings etc, I am struggling with book building.
For one I have no natural market to speak off...I mean in 18 months here, I can think of approaching maybe 50 people (friends/ acquaintances etc) which is not going to result in any solid business. I dont have a context/ bearing of the sales process yet completely.
Here's what I have done;
- Joined local groups like chambers of commerce, community organizations etc., networking groups through meetup, Indian community initiatives and associations. But the uptake I know will be slow....people need to know you and build trust before they start talking money.
- I have tried very few cold calls and they have not led anywhere Maybe my pitch is bad!
- I do want to contact CPA's, Attorneys etc...but what is the best way to reach out to them? I have tried calling randomly and again no luck.
Also my biggest strength is my work in emerging markets like India/ Hng kong and I want to be able to use that to my advantage. Apart from knowledge of these markets, I also have a different perspective and approach....and that may help in positioning myself differently.
Any advice will be much appreciated
Start dialing until you have 40 new contacts each and every day. If you do this you can't fail.