Chapter 1: Overview of financial consultancy work.
Looking back on the coming year, I am filled with emotion. 20 years is a turning point in my life journey. In this year, I switched to the securities industry. For me, this is an industry full of opportunities and challenges, full of mystery, curiosity, sometimes arrogance and sometimes lack of self-confidence. This is a road full of thorns. As long as you can get through the hurdles, it is also a road to light.
I have been in the company for two months, and the position of financial consultant is not as simple as I thought. I just need to know the market, be patient with customers and have communication skills. Through these two months' study, I have learned a lot, not only the knowledge of securities, but also the study methods, work attitude, the way to treat customers and communication skills. As a new employee, I am very grateful to the company for giving me this growth platform, so that I can continue to learn and progress in my work and gradually improve my quality and talents. The support and care of leaders and colleagues have made me understand the warmth of the world. Here, I would like to express my heartfelt thanks to the leaders and all my colleagues of the company. With your help, I can be more handy in my work, and because of you, the development of the company can be further improved.
In these two months, I have also seen that my performance is still unsatisfactory and there are many problems. After self-reflection, the main reasons are:
First, the lack of a correct view of time, always thinking that there is still a lot of time,
Second, the work is not active enough. Maybe the nature of my previous job determines that I don't need to take the initiative. I just need to wait for the leadership to arrange and finish it myself. But now, as a financial consultant, I need to explore customers myself and be more proactive.
Third, the business level needs to be improved, both customer communication ability and market analysis ability are what I lack at present.
Therefore, in the next time, I will start from the following aspects:
First, everything is established in advance, and if it is not planned, it will be abolished. Reasonable planning is conducive to the smooth development of the next work, so I must first make a plan for the next three months and implement it as planned. Hurry up and make up for the wasted time.
Second, ask for advice modestly. As a new employee, I want to learn from leaders, old comrades, books and the Internet. First of all, I want to learn customer communication skills and customer maintenance, learn from each other's strengths, and consolidate and improve my business ability.
Third, do a good job in customer maintenance. As financial consultants, customers are the core of all our work. In the next time, I will really do a good job in the management of customers' private files, dig up useful information of customers as much as possible and sort it out. Not enough in actively contacting and communicating with customers. Although I am an empty account introduced by the bank, some of them may not need financial services temporarily because of temporary financial shortage or busy at the end of the year, but it does not mean that they will not need financial services in the future. Therefore, for potential customers, I have to sit back and relax and follow up in time.
Fourth, do a good job in maintaining bank channels. Bank listing is the main source of our customers. To maintain bank channels, we must first recognize the needs of banks and pay attention to skills. As I just started to help them, I thought that as long as I helped them, customers would keep introducing me. However, the customer is his own, and he did not complete the task after opening an account. For the bank, the tripartite task 9 has been completed, but for me, it has just begun, and what is more important is the subsequent development and maintenance. So I want to arrange my time reasonably and balance the time distribution between banks and customers.
In the next 20** years, I will constantly improve and enrich myself and improve my quality on the basis of ensuring that I take my work seriously and attach importance to it. Make full use of existing resources to further expand customer accumulation and maintenance. At the same time, strengthen the study and improvement of analytical ability, and strive to consolidate and improve self-working ability and professional level.
Chapter II: Summary of Financial Consultant's Work
The year of independent operation after the upgrade of xxxxxx in 20 years has come to an end. As an important part of the Division, the newly established Financial Advisory Department also experienced ups and downs on 20 10, but with the assistance of all staff and the full cooperation of departmental colleagues, it basically completed the work objectives set by the Division at the beginning of the year. Great progress has been made in all the work, but there are also some problems in the work. The annual work is summarized as follows:
I. Report on the Completion of Work Indicators
By the end of 1 and 1 1, the comprehensive transaction volume was xxxx million yuan, the annual budget was xxxx million yuan, and the average daily turnover was xxx million yuan, an increase of xxx over the previous year. The cumulative turnover rate of transactions is xxx times, the market share is xxx, which is xxxx higher than that of the previous year, and the trading activity is obviously higher than that of the previous year.
2.xxxxxx has a small business area. After the upgrade, the business department adjusted the customer service direction, focusing on developing online trading customers and mobile phone trading customers. This year, the off-site transactions of the business department have reached 89.5%, accounting for almost all the transactions of the business department. As a mobile phone securities trading method advocated by the company, the sales department is also a key development direction. So far, the proportion of mobile phone transactions in the business department has reached 7.9%, which is the highest in the company. This is also inseparable from a series of perfect promotion strategies formulated by the sales department at the beginning of the year. At the same time, the financial consulting department and the marketing department cooperate with each other to explain how to use mobile securities for every customer and new customer who is marketed by the marketing team. Therefore, all the staff in the financial department also contributed to the promotion of mobile phones.
3. Assessment of the annual completion of standardized services: the standardized services of business departments throughout the year.
The assessment indicators have been completed well. Business departments adhere to the basic principle of doing something different in standardized service assessment, and each work has been carefully sorted out. For example, customer data statistics have been adjusted according to the actual needs of business departments, and the monthly customer data has been comprehensively analyzed. According to the data analysis, the working strategy is formulated. If abnormal accounts are found, communicate in time and do a good job of basic service for customers in the sales department. On the basis of seriously completing the standardization of the division's basic score, the Financial Consulting Department strengthened its participation in consulting cooperation, participated in the company's consulting cooperation many times throughout the year, and became a regular cooperative member of E Weekly, contributing more than 20 articles throughout the year. Conduct standardized service assessment for business departments.
Second, the completion of work objectives
1. Complete investor education.
In terms of investor education this year, the business department held two investor schools. The first shareholders' school was held in June, and some achievements were made, but at the same time, some problems were exposed. According to the feedback from investors after class, the Financial Advisory Department carefully prepared the mid-term training of the business department and the second investor study this year. Considering that the proportion of customers in different places in the business department is already very high, if the pre-training is arranged during the opening period, most working customers can't attend. In order to make each training more effective, all the staff of the financial advisory department decided to adjust the training time of the investor school to the weekend. After the mid-term training at the weekend, it was well received by most customers. Although everyone sacrificed their rest time, they have been recognized by customers and will increase more weekend training activities in the future. This training has been further improved in terms of course arrangement and courseware organization structure, and the customers are very satisfied. Many customers hope to increase similar training in the future, and this work is already under planning, so as to complete the training system in the first quarter of next year.
2. Investor Advisory Services
At present, consulting services can no longer be limited to simple daily information transmission, and customers' needs in consulting are becoming more and more diversified. In order to better meet the needs of customers, the financial consulting department combed the existing consulting work.
(1) Adjusted the content and sending time limit of SMS messages. First, it enriches the content of short message information. In addition to timely delivery of the company's consulting information, the sales department also added a number of columns to timely send, such as industry perspective, policy tracking, short-term stock recommendation, stock recommendation tracking, operation strategy and other targeted and distinctive short message information. Information is sent in strict accordance with the company's standardized process. All kinds of information are required to be transmitted as soon as possible.
At the same time, it is required to improve the QQ group activity of the sales department, arrange special personnel to be responsible, and assist others in the service mode. Through hard work, the Financial Advisory Department has made positive progress in information transmission. Moreover, it can ensure the timeliness of information transmission and let customers feel the improvement of consulting services in the sales department.
After a period of operation, the customer feedback is good at present. Although some achievements have been made, we must persist in providing high-quality consulting services to our customers and constantly enrich ourselves in order to better complete the above work.
⑵ In terms of consulting services, combined with the spirit of this year's Twelfth Five-Year Work Conference and market hotspots, the Financial Advisory Department organized five industry strategy reports in time. The timing of strategy selection reported by various industries coincides with market hotspots. For example, after the Financial Advisory Department arranged an industry strategy report meeting on the concept of rare earth permanent magnet, the concept of rare earth permanent magnet broke out and became one of the industries with the highest increase in this round of market, which was well received by customers, and then "New Energy Overview" was held one after another.
Read industry reports, lithium battery cell concept industry reports, new generation information industry industry reports, and high-end equipment manufacturing industry reports, comprehensively analyze and expound the characteristics of strategic emerging industries according to the company's fourth quarter business strategy and the market opportunities that may be brought by strategic emerging industries mentioned in the Twelfth Five-Year Plan, and successfully hold the quarterly strategic report meeting again. By studying the industry, investors can know the trend of the industry and the basic situation of individual stocks in the industry in time, and improve their market industry analysis ability.
3. Improve the consulting ability of all employees in the business department.
As xxxxxx is a newly upgraded business department, its personnel are relatively young and lack of market experience, so it is urgent to improve the overall consulting power of the business department. At the beginning of the year, the business department put forward the requirement of improving the consulting ability of the front and back office staff.
Financial consultants have done the following work in improving the consulting ability of employees:
1. Make full use of the morning meeting time every day. Because there are many participants and the morning meeting is short, in order to let everyone get exercise at the morning meeting, the morning meeting will be held in turn. Through the analysis of market information in the morning meeting, we can exercise our ability to extract important market information. Through the short-term stock selection work, we can let everyone know the forms and short-term analysis methods of different stocks, and mutual communication may improve our ability to look at stocks. Let everyone gain knowledge reserves and improve their ability in a good consulting atmosphere.
2、? Get together for a week The development of activities.
Once a week? Get together for a week On Wednesday, employees' exchange activities are flexible and will be arranged according to different situations. In addition to analyzing the recent market, I will also learn some basic knowledge and arrange lectures for the front and back office staff. Every month, everyone will be asked to make a monthly stock recommendation, award the best recommender award and market analysis.
Most accurate award. After a period of operation, at present? Focus for a week? Become a platform for employees to learn and communicate, and a good supplement to the morning meeting. Here, people can speak freely and give full play to it. Through continuous communication, the communication ability between employees and customers can be further improved.
After a period of training, at present, four lecturers can attend full-time lectures on financial management in business departments, and three reserve lecturers have been trained. At present, the theoretical knowledge accumulation of business department lecturers has reached the requirements, but their practical experience is insufficient, and further training is needed.
Third, shortcomings in the work.
1, this year's investor education failed to form a training system, and the training interval was too long.
2. The short message platform was not sorted in time, resulting in repeated, invalid and wrong messages, which increased the operating expenses of the sales department. At present, the SMS platform is being sorted out.
3. The cooperation between Financial Advisory Department and Marketing Department is not close enough. Failed to achieve the work effect of attracting customers through financial services.
4. Poor consultation with customers in different places in the business department. At present, some customers cannot consult information normally. How to improve the audience of off-site customers in future work will be an important work direction of wealth management department.
5. Although the existing customer return visits are divided into two parts, the long-term effectiveness of customer return visits is not guaranteed, and the number of return visits does not meet the company's requirements. In the future, the customer's return visit will be used as the evaluation index for the personnel of the financial advisory department.