
05 Feb Sam Koshi
Sam Koshy is one of the most respected IFAs of our country. He lives in Kerala and is a key participant in all national level IFA forums. Today he will share a key strategy to handle the most common objection faced by an IFA which is,” I have burnt my fingers in the past so why should I invest in a mutual fund now?” Let’s read what Mr Koshy has to share. Believe me these are words of wisdom that no training programme will present to you. Sheer words of wisdom drawn from experience.
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I was attending a Mutual Fund session at Calicut yesterday for MF advisors where Objection handling was my presentation. Many were interested in talking about the impact of budget in common man’s lives and their own businesses as budget is the hot topic during that point of time.
Advisors of almost all financial products were there in the audience. Various objections normally investors raise at the time of approaching him/her was discussed. Time allotted for me was minuscule when compared to the time needed to handle the super big point of objection handling . Many requested to join for a bigger session later and I agreed.
I like to make here a note on an objection many MF Advisors face during the course of handling a client.
“Some years back I lost my money by investing in MFs or share markets. Why should I experience it again ?”
Or
“My friend have bitter experience in equity investing. Why should I be too dragged to experience it ?”
We need to ask the investor about his past bad experience . If he agrees to share, study it and present the below point to him/her.
Sir/Madam
Please note that there exist different category of funds which we should be aware of. If I was asked to give you a solution , I would have given you a combination of 3 or 4 schemes. Equity MF investments are meant for long term like 10,15,20 & more years. If you invest for long tenures you will create unimaginable wealth on the go. I assume that earlier you’ve invested in equity and withdrawn your money in a short period like below 3 years and especially during a panic situation in the market . Please note that if you invested in a combination of diversified equity funds of my choice you would have made an average of 20% tax free return for a 15 year tenure. Please see this chart, sir /Madam**. If you wanted to invest for a 5-10 years tenure please join our balanced funds combination and a comparatively higher tax free return than FDs.
Please see the below chart.***
Foreign Institutional Investors invest in India and routes tax free dividends from Indian companies’ shares . Grab this opportunity to invest in a portion of those tax free income which is your right as a citizen , as an investor.
All the best. Thank you.
Sam Koshy,
MF Consultant,
KOLLAM, KERALA.
Bhupendra kumar tripathi
Posted at 05:34h, 06 FebruaryGood knowledge for new IFA
K B Immanuel
Posted at 20:54h, 10 FebruaryThanks for the wonderful guidance
Jegadeeswaran
Posted at 09:41h, 06 FebruaryNice
Shibu P Raj
Posted at 10:29h, 06 FebruaryGood One…….Keep going !!!!!!!!!!!!
MUEEN ULLAH KHAN
Posted at 11:35h, 06 FebruarySir, very nice commendable efforts to boost up IFAs community which will help them to educate their clients with positive attitude.
Regards
Kundan Kumar
Posted at 14:58h, 06 FebruaryGood
Rakesh jain
Posted at 15:14h, 06 FebruaryVery good clarification sirji
Bayyaram Manohar
Posted at 17:53h, 06 FebruaryA sensible way to repose confidence and to give enough conviction to invest in equity funds.
N T Rasal
Posted at 18:17h, 06 FebruaryVery good knowledge sirji
Rahul raj
Posted at 18:54h, 06 FebruaryGood sir
Arvind
Posted at 19:02h, 06 FebruaryWonderfully way to handle objection
Pravin Bang
Posted at 15:33h, 07 FebruarySureshot way for IFA’s to convince his clients. Thank you Sirji.
Nandakumar Varier
Posted at 09:59h, 08 FebruaryMr Sam Kosy, a real contributor to our industry
ANIL PATEL
Posted at 16:03h, 10 FebruaryRight way to handle objection
K.I.Korah CFGP
Posted at 14:45h, 22 JuneSam Koshy is really educating the financial advsiors friends . Thus every advisor go to the people and teach them the financial lessons so that all Indian citizen should participate Indian growth and earn from Indias growth . Well done Mr Sam Koshy. Thanks for the timely advice.