This article is from the public number: a financial book (ID: yibencaijing) , author: Riemann, from the title figure: vision China
The financial planner is a special profession.
They are too close to money, and sometimes they can pay hundreds of thousands or even millions;
They are also very close to the prison, and 10% of financial planners have “passed the ball.”
They look tall, mixed with rich and successful people every day, going in and out of high-end places;
They are also very humble. “They are erranded by some rich people, even scolded as parasites.”
They said here, “The closer to money, the closer to hell, the farther from heaven.”
Today, the industry is facing the biggest shock since its birth and is being reshuffled. Millions of financial planners in the industry are standing at the gulf of history and facing new choices.
At present, half of the financial planners have left the industry, and the rest have to find new values and outlets in this entangled interests …
01 The Scourge of Prison
Li Xiang entered the game six months ago.
At that time, he worked as a financial planner for a P2P company in Hangzhou. The company was characterized as “illegally absorbing public deposits” and involved nearly 100 million yuan.
He was taken away from home. In the bureau, he found that “The detention center is basically reserved by the financial industry, all of them are colleagues.”
Because the detention center was full of people, Li Xiang was not imprisoned. After completing the transcript, he came out that day.
In the circle of financial planners, “into the bureau to drink tea” is a normal state.
![]()
Li Xiang has been in finance for three years. “Colleagues have almost gone in. NowThere are dozens of colleagues who have not yet come out. “
Since last year, the wealth management industry has experienced the biggest thunderstorm since it was born, which is almost a big thunderstorm every month.
By 2019, the industry is exploding.
Noah, the three-party wealth leader, once again defaulted, and its Gopher assets underfooted 3.4 billion yuan. Pioneer’s “Internet Banking Wealth Management” products are overdue and involve 12 billion yuan in capital.
In just one month in July, the industry added 38 “explosion mines” agencies and five “explosion mines” products.
After the explosion, a series of investigations and arrests were accompanied.
The detention centers in some financial concentration areas have to urgently issue a notice: “The detention centers are full and will no longer be accepted.”
“ There is a district detention center with more than 3,000 people, 90% of whom are financial practitioners. said He Qingyun, the founder of a wealth management platform.
In his circle of friends, “half of them went in.”
I don’t know when the financial planner has become a high-risk occupation.
“10% to 20% of people in the industry have entered the game, and the more money management sells, the easier it is to get in.” He Qingyun said, “The better you are, the higher the risk.”
He called the state of the industry: “Blade licking blood, wire dancing.”
02 Wild Wolf Fluttering
Although the industry is dying and people’s hearts are falling apart, former financial planners also had their highlight moments and golden age.
In 2004, China’s wealth management industry was born. Around 2010, the industry entered the fast lane.
“At the peak, there were at least millions of financial planners across the country,” said He Qingyun.
A large number of aggressive young people have entered this industry of “gold everywhere”.
“Most of them are young people between the ages of 20 and 30. Education is not high, and many of them are college graduates.” He Qingyun said that diplomas are not very useful in this field. Here, the core competitiveness is sales ability.
“Our favorite children are a little wolf-like, with eyes fullHe was ambitious and spoke fast. “A person in charge of wealth management of a wealth management company revealed that they were looking for” wild wolf “at that time.
Finance planners are too close to money.
Different products are sold with different commissions.
In general, they can pay between five and two thousandths of a percent.
In this industry, there is no shortage of exciting legends.
A colleague of the financial planner, Ke Yan, has a bill of up to 100 million yuan and a commission of five thousandths.
The industry later called him “Big Brother.”
In this industry, elder brother is not a myth.
A colleague of the financial planner Wu Lanfeng, the highest order is 110 million, the commission is 1%, and 1 million is available.
Ke Yan recalled the highlight moment of the wealth management industry and always felt it had some magical colors.
“It feels like we are all brainwashed. We really feel that our company is fine, and we are willing to bet on all reputation and connections to sell money .
“Our company has a strong background, and we will never have problems. We will keep the capital and interest.” At that time, Ke Yan said this to his customers every day, and finally said “I believe it”.
At that time, what everyone cared about most was commissions: whichever commission was the highest, you would sell it. “ Most people do n’t have a financial background and do n’t know about product risks, they just rush their performance. ”
“Risk control? Almost none.” Many financial planners revealed that at that time everyone was selling with their eyes closed, and the company’s risk control was “ineffective.”
In order to cultivate a wolf-like team, most of the vicious “hunting” skills were taught at the staff training meeting at that time, and there was very little professional knowledge.
The first thing to do is to develop a sense of prey: sensitive to money and sensitive to rich people.
“In the crowd, I can recognize who is rich at a glance.” Wu Lanfeng, who has just been in the business for eight months, said that this is the “basic quality” of a financial planner.
For example, when you look at a man, look at his watch. “People who look confident and have energy and energy usually have money.”
Where rich people go in and out often,The key hunting ground for financial planners.
In the beginning, Ke Yan who was in Beijing often went to squat.
“When some banks hold private client events, I often squat to see if I can talk to a few rich people,” Ke Yan said.
Later, banks became more and more savvy. “Private customers all went directly to the basement and sent them to the car, which became increasingly difficult.”
I found that this efficiency was too low, and Ke Yan was going to break into the interior.
He bought a high-end suit for himself, “it cost him more than 20,000 to customize.”
Crowd into various high-end occasions, such as racetracks, golf clubs, wine tasting sessions, and industry private parties.
In some places, the threshold is too high, and Ke Yan spends his own money.
He spent 50,000 to get a club card, “I met a few rich people in it, sold tens of millions of money back and forth, and made hundreds of thousands.”
Ke Yan, who knows how to catch long fish, has become the company’s star sales. Cases are often shared with others.
![]()
In addition to successful people, the second prey is “Auntie Uncle”.
Wu Lanfeng’s first client after joining the company was an aunt living in the same community.
This is a high-end community located in Chaoyang District, Beijing. He rented a room, raised a cat, and wore a suit and shoes every day.
To him, this is also a great hunting ground.
He often talked to the uncle in the community, “Put a basket of vegetables, sigh, come and deliver some watermelon”, and gradually became familiar.
“An aunt started to trust me and asked me what I did, and I started to talk to her about financial management.” He said, “waiting for prey, we must be patient.”
In addition to offline hunting, On the line, they will also deploy the Tianluodi net.
“To gain their trust, we must create a professional and knowledgeable person.” Wu Lanfeng said that the circle of friends of financial planners is very important.
“It can’t be all about finance and economics. There is no fireworks, and you should often send some photos of life.” Wu Lanfeng said.
Photos of golf, yachting, and travel.
In this hunting field, not all financial planners are wild wolves, and some people will become “prey”.
This industry is the same as the insurance agent industry. It is a rule of twenty-eight: 20% of people have good performance and high income.
The remaining 80% have problems with food and clothing.
Killing is also a routine practice in the industry.
“A lot of financial planners have bought the seven aunts and eight aunts. After the relatives and friends have been squeezed out, they can’t develop new customers and leave the industry.” Ke Yan said that most people can’t stay.
“It is normal for the company to change people in three to five months,” said He Qingyun.
The financial circle is like a barbaric forest. Weak meat and strong food are the eternal rules of survival here.
03 Fall of Mud
In this vanity market where interests are entangled, everything else is no longer important, only interests come first.
Ke Yan sometimes loses himself in circles of rich and successful people.
![]()
“Sometimes I feel that I am no different from them, that I am the one shaped by my circle of friends.” Ke Yan said.
But after getting deeper, he found that for some rich people, he was just “legging.”
“Xiaoyan, help me pick up the children.” “Xiaoyan, help me send some materials.” Some people started calling Ke Yan.
“I think I’m their friend, but in their eyes, I’m a errand, kneeling and licking a dog.” He said.
He even heard a harsher word: parasite.
“A customer’s product is overdue, he yells at me, saying that I is just a parasite parasitic on a rich man .
Later, Ke Yan watched a Korean movie “The Parasite”, which tells the story of a poor man living by his side and living near the rich. “I can see my whole body shaking.”
In this scene of disparity between the rich and the poor, their inferiority and despair will continue to spread like mold.
“It’s basically difficult to have a true friendship between colleagues.” Wu Lanfeng said that they are very wary of colleagues to grab their customers, Everyone often turns their eyes on the prey.
On one occasion, the company organized a customer thank you meeting, and he sat with his long-term customers.
He went out and answered the phone halfway, and when he came back, he found other colleagues who came to add his client’s WeChat. “After two months, the client went to another colleague to complete the order.”
Here, there is also a chain of contempt.
The bank’s financial planners look down on third-party wealth management companies’ financial planners, while the latter look down on P2P financial planners.
Customers are like prey, peers are enthusiastic about each other. Here, there are no friends and feelings, only interests.
When the economy is doing well, wealth management products can be paid as scheduled. Everything is calm, but risks have been surging under the water.
In the past two years, the industry quake, the balance was broken, risks broke out, and all chains were shattered.
A client of Huang Ji is an lonely old man over sixty years old. His husband and wife are divorced and their children are far away. “I often go with him. He treats me like a son.”
As a result, the product has recently expired, and the elderly cannot get their money.
The elderly> Some financial planners decided to stay. They suddenly discovered that customers are their core resources.
They are prepared to go it alone and no longer depend on any wealth management company.
In some western countries, a customer-centric financial management model has long taken shape. Finance planners collect consulting fees from customers and stand on the customer’s stand to consider issues.
Like a lawyer.
“Recently, 30,000 independent financial management studios and 10,000 family offices have appeared on the market. These are all signs that the industry is beginning to see a new chain.” He Qingyun said.
All people are profitable, hunting like wild wolves … Recalling the scenes of these years, Ke Yan feels that this should not be the final face of the financial management industry.
The industry has gone wild for more than a decade, and now, finally, it has stepped on the brakes.
The industry stopped, cleared and reorganized, and waited to establish a new industrial chain.
The financial planners also stopped and began to think about the meaning of customers and the future of the financial management industry.
Maybe it really should stop and wait for the soul.
* Some of the respondents in the text are pseudonyms.
This article is from the public number: a FINANCE (ID: yibencaijing) , author: Riemann