Client Segment Yg Mana Rafiq Pilih untuk jadi your client?
Semalam dgn hari ni, bila jumpa financial planner dkt Wealth Vantage Advisory – WVA dan jumpa new prospek, kitaorang ada berbincang berkenaan dgn topik ni.
Topik ni berkait rapat dgn soalan ke tiga yg selalu saya dapat, boleh ke saya jadi klien Rafiq?
Kalau nak tahu pasal servis, dgn fee boleh refer post hari tu. Hari tu dah cerita panjang lebar pasal the service dgn bayaran kalau nak engage saya untuk bagi service financial planning. ()
Berbalik kpd topik asal.
Sebab Financial Planner tak ambik ramai klien, jadi ramai Financial Planner akan cuba ambil certain segmentation utk optimise diaorg punya personal practice.
Ada yg akan select based on profession, based on age group, based on income, based on industry dan lain2 lagi.
Obviously ada benefit utk financial planner tersebut kalau buat pilihan macam tu. Ultimately, diaorang nak cari
1. Client yg boleh bayar fee utk diaorang punyer services
2. Client yg potentially boleh take up other services utk increase share of wallet utk each client
3. Client yg diaorg boleh add value with their knowledge of that particular segmentation sebab diaorang ada experience of engaging similar clients.
4. Generally client yg similar background, preference and do’s and don’ts selalunya x berbeza sangat
This is the most optimised way utk set up and run your financial planning practice, and it’s advised for most to go down this path.
Tetapi, this is not how I personally practice.
To be frank, I don’t filter anyone upfront whether you ok to be my client ke tak. Meaning, I takder pre meeting questionnaire utk you fill, and I go into the first meeting (discovery) dgn you blind and xde judgement.
So, it’s not important to me ada title you, jawatan you, gaji you, asset you, hutang you, latarbelakang keluarga etc semua tak penting.
Siapa2 yg pernah PM me utk meet up with regards to my services, cuba reflect balik, pernah tak I tanya benda2 tu?
Selalunya I terus set time utk meet up for the 1st session kan?
The first session is for me to get to know you, and for you to get to know me properly.
I ingat one of the first article pernah baca dulu pasal selecting a financial planner is not easy. Sebab kita akan share banyak information yg kita susah nak share dgn orang lain termasuk suami atau isteri kita. And mmg in reality, I know byk secret yg each spouse pun tak tau, and will never know unless org lain yg bocorkan.
So, apa sebenarnya my selection criteria nak pilih klien?
My criteria is very straightforward.
You are serious / committed to making changes to your personal finances. Bukan tak cakap dkt mulut jer, tapi through your actions. Ada gak yg terlepas to start engagement, tapi selalunya tak lama sebab
a. I pernah terminate client even before buat fact finding, and I refund balik fee yg dia bayar
b. I pernah terminate client lepas fact finding, and refund balik fee yg dia bayar
c. I pernah decide tak nak renew client walaupun client minta2 utk renew
Kalau dah nak engage financial planner, and dah bayar fee, yg taknak bagi committment utk improve tu dah kenapa? Aku taknak makan fee buta2 tanpa create any value. That’s not my personal branding, and will never be.
That’s it. Senang kan?
So tak kisah la kalau orang yg banyak hutang ker, business owner yg tgh masalah business ke, datuk ke datuk seri ke, CEO ker apa2 ker…
If you want to engage me as your financial planner, there is only one rule you have to follow. You have to be committed to making improvements to your personal finances.
Apa maksud commitment ni?
Kena buat semua benda yg di suruh ker?
This is a big misconception among people, to be honest.
My role as a financial planner bukannya suruh client ikut 100% apa yg I advice.
My role and responsibility is to analyze and provide options and recommendations to clients, highlighting the pros and cons of each decision, to make it easy for the client to decide.
Client punya role, make the decision, and act on it.
Kalau client tak agree with the recommendation, please tell me, so that I can then review the recommendation and come up with a different solution to cater the the issue at hand that you will be comfortable with.
That simple.
Macam biasa, kalau ada anyone interested to know more about the services, please feel free to PM me personally. Don’t worry, I don’t bite…