August 18, 2020

We acquired 1,828 new accounts in July this year through the Relationship Manager (RM) and Customer Relationship Executive (CRE) channel, breaking the June 2020 record of 1,532 new accounts by a wide margin. Behind this feat lie the efforts of a few enterprising RMs and CREs. Customer acquisition is their secondary function but they excel even in this. All of them enjoy the support of their respective Branch Managers and Team Leaders which also helped. Come, meet the top account opening RMs and CREs of Sharekhan and hear how they do it. You will see that some practices are common to these Sherus, make a note of them and start following them from today.

Top account-opening RMs		Top account-opening CREs
At the start of every month, I set myself a target that is challenging but achievable. I regularly call my clients and take their feedback, and impressed with my prompt service they give me many references which creates a strong pipeline of new accounts. I also call my friends and relatives working in various corporates for new leads. Our OTP-based system also helps me to reach out to more clients and open an account in a fast mode without going to a client’s place. Many clients are impressed with the fast account opening process and give references to me. Having all key products, ie equities, commodities, currencies, mutual funds, IPO etc, in a single basket also helps me convenience clients to open account with us.		I worked on two parameters. One, I reactivated the inactive clients and asked them for references. Two, I informed the active clients about the Yes Bank FPO and Rossary Biotech IPO. My main target was to reach the maximum number of clients during the Covid crisis because some shares in the market have corrected by 20 to 30% and the clients stood to benefit. They were happy and gave a lot of references.
I follow a set of rules. Take references, follow up on leads, provide prompt service to customers, call interested leads regularly during the account opening process, provide proper knowledge to customers and maintain a healthy relationship with clients so that they give references.		I have a good rapport with my clients as I call them regularly. They are also satisfied with our services and were more than happy to provide me with references when I called them. I also got a few leads from my friends and relatives. I informed the leads about the benefits of having a demat account and the quality of services we provide. I used to make pitch by telling the leads that our brokerage is low compared with the other stock brokers and that our account opening process is very easy and quick. These two were my major pitching points."
I maintain a good relationship with my clients. I call them regularly, provide them good service and investment advice, answer their queries on time, and the clients give me references. Even in the lockdown, many customers want to have a meeting before opening an account, so I meet them and take all safety precautions during the meetings."		I set a target of at least 10 accounts for July. Then I called all my customers for references. I also convinced my friends, relatives and neighbours to open account with us and start investing in the stock market directly through equities or indirectly through mutual funds. On a daily basis I also asked my customers to give minimum two references. I called each reference and explained why he or she should invest in the stock market. Most of the leads got convinced to open account but during the account opening process they realised that they did not have the necessary documents or their mobile number was not registered with the Aadhar Card. But I never felt disappointed and kept focusing on gathering more references. In some cases, I also told customer to visit our branch for Aadhar Card verification.
In this pandemic, clients do not want to meet us. So I call them regularly and respond to their queries promptly. On every outgoing call I ask a client for references and explain our products to those who are interested in investing in the stock market. The BNP Paribas brand is also well recognised and respected. So many clients give references of their neighbours, colleagues, family members etc. When I call these leads, they agree to meet me as I convince them that the account opening process is online and that I would collect the physical documents from their place and follow all necessary precautions during the visit.		I requested those clients who are happy with our service to give me leads, then I continuously followed up with these clients till I got the references. There was a client whom we had reactivated under the Front Foot Programme and he is very happy with our service. In the lockdown, he was at his native place and he convinced 6 of his friends to start trading with us.
The online platform helps me to achieve my target. As it takes very less time to open an account using the e-Sign application, I took up to 800% target achievement in a single month.		I informed most of my regular trading clients about the e-Sign account opening process. They gave me leads because of my service and the account opening process is easy and quick in Sharekhan. Mostly it was easy to convince the new clients as they had their own interest. I assured them they would get good service and guidance from us. Some of the clients were satisfied with my service and gave me leads. The incentive policy also encouraged to work harder. In this Covid -19 situation I also got full support from my team.
		I asked the new accounts that were mapped to me in the month for the leads because the new clients always share their experiences of share market with their friends and family. So it is to get leads from them. Our account opening process is simple and quick, it takes two hours only, this is very attractive to the leads and they open account happily.