July 24, 2020

We are happy to share that Sheru Mihir Pandya, Advisory Manager – Equity, from our Mumbai-Borivli branch is leading the Reach for 100 Stars leaderboard with a collection of Rs.40,00,000. Mihir tops the leadership board in this contest and has been among the top performers in various mutual fund collection contests. So what is the secret of his consistent success? We asked him this Rs.100-crore question so that the others could learn from his best practices.

Internal Communications Team (ICT): Congratulations! You are leading the Reach for 100 Stars contest. How does it feel?
Mihir Pandya (MP): It feels great and I am really excited. The day the contest was announced I prepared the list of prospective investor clients and then started to pitch to them the Star Portfolio.

ICT: How did you identify prospects for the contest?
MP: I went through the list of my investor clients whom I regularly update on their portfolios and who are keen to invest for the long term and seek good returns. The correction in the stock market too provided a good opportunity to convert.

ICT: How did you convince the customers? What was your pitch?
MP: I shared the presentation on the Star Portfolio with the clients and explained to them all the points in detail. I enjoy a good comfort level with my clients and this too helped me. I always make sure that I am positive and excited about the product when I introduce it to the clients and this has a great impact. I always make it a point to emphasise five key features of the Star Portfolio: (1) It is an advisory product; (2) it requires a minimum investment of Rs.5 lakh; (3) it is managed by a professional team; (4) the AMC fee is only 1%; and (5) it does not have a lock-in period.

ICT: How did you overcome the account opening hurdle?
MP: It is really difficult to distribute to and collect forms from the clients in the COVID-19 pandemic as people are afraid to step out of their houses or take in visitors. But where there is a will, there is a way. So we took all necessary precautions to keep clients and ourselves safe and secure. It was a team effort. First, my colleague Neeta Koyande, Senior Executive - Operations from the Borivli branch, helped us fill the subscription forms for the clients. Then, we visited the clients at their residence to give them the forms so that they could read all the details. We also told them to arrange the necessary documents. Once all this was done, my Branch Manager, Ilesh Merchant, and I divided the clients between us and collected the forms from them. I thank Ilesh sir, Neeta and Prachi Patil, Manager – PMS from the Star Portfolio team, for their support.

Tu bhi Mihir ke best practices follow kar, Sharekhan kar