How should the new bank financial manager work, Zhihu?

Be familiar with your own business scope and master the wealth management products of several major banks.

First, the current financial managers, especially the newly appointed financial managers, are very close to the product salesmen under the pressure of the bank's sales performance, and only know how to constantly promote the products needed by the performance to customers, rather than matching the financial products tailored for customers according to their actual financial planning needs. How to complete the performance under the existing performance pressure and make a reasonable financial planning plan for customers? What skills do we need? First of all, you need to have professional knowledge and understanding of products. Secondly, the wealth of knowledge and the acquisition of various certificates. Suggested order of obtaining the certificate: banking qualification certificate (comprehensive+wealth management)-> Insurance sales qualification certificate-> Securities qualification certificate (at least the fund can pass the test before it can be sold in compliance)-> Afp-> CFP->； CPB .

Second, as a financial manager, as soon as I enter China Merchants Bank, I will assign customers. Of course, there is also the problem of resource allocation between different households, but the same thing is that there are too many customers for each financial manager to contact one by one. It may be difficult for people who are far away from financial sales to understand this advantage. Let's just say that most securities companies, private placements, trusts, wealth companies, small banks and even foreign banks require wealth managers to expand customers, with few or no customers. No matter what kind of financial institution you work as a financial manager (wealth consultant, investment, nursing, etc.), you rely on customers to eat, and a single customer resource is enough to crush a financial manager.

Third, during my two years in China Merchants Bank, I learned sales finance, insurance, public and private securities investment, private equity placement, trust, gold and so on. This may not be an image. For example, my classmate has reached the supervisor level in a foreign bank, but he doesn't know what trust is. Of course, I don't know if this is a common phenomenon. Basically, China Merchants Bank is omnipotent except that it cannot directly trade stocks.

Fourth, more than 80% of the meetings that financial managers usually attend have nothing to do with their majors. Even for product training, they only have a simple understanding of the closed period, product manager, historical performance, purchase and redemption fees, investment, closed period and so on. The "understanding" mentioned here may only be a few words of each item, which can be condensed into a short message of 100 words and sent to customers. In the previous two years, the market was not good, 15 stock market plummeted, and 16 asset shortage. In this context, there are so many meetings on products and tasks, and of course, there is no time for every financial manager to learn more about products, so he began to forward soft texts and short messages to achieve sales. It can be said that financial managers are quite numb to many products. As a customer, it is meaningless to ask the financial manager if a product is good, because people who sell things will definitely say that the product is good, but in fact they really don't know that what they have more than customers may only be a historical performance table. There is a saying in the investment link: historical performance does not represent future expectations, which is shameful.