New York World Financial Center, Merrill Lynch Center Business Department 3rd Division, Manager's Office

"Ahem, yes, do you know why I called you in?" Old Wood struck a match and lit a cigarette for himself, and after taking a sharp puff, he choked on the cigarette, snot and tears looked a little wolf, Jiang Yelin got up and took a glass of water from the water dispenser and handed it to the table of his boss, scratching his head and saying,

"If you have something to say, just say it, I know that you and Phoenix have been carrying the burden of our GROUPIII for the past two weeks, and you were reprimanded by the boss during the meeting, right? Actually, it's okay, the persimmon picks up the soft pinch, and for a while and a half, we only have five guns of GROUPIII must be the object of people beating as a negative teaching material......"

"Well, it's good that you have this awareness, Phoenix has 25 new customers in the first two weeks of January, and Marbury has 20 new customers, but what about you? I said Mr.Ye since you were hired by Merrill Lynch, you should regard yourself as a member of Merrill Lynch, and you should devote yourself wholeheartedly, Phoenix spends half of his time outside to visit clients, and Marbury makes nearly 300 calls a day. You are a junior salesperson in the sales department, not a senior researcher in the research department, so you have to be clearly positioned, right? ”

Old Wood coughed down, snuffed out the cigarette he had just lit, and after taking a sip of water, the weight of his words was not light, he didn't know if the human resources department called the handsome Asian guy in front of him to fool him, or his department manager was too soft-hearted to manage his subordinates too loosely, originally thought that Phoenix would become the thorn and difficult to manage the object of the third sales department, but now it seems that Nima, Ye Django from the maple leaf country, is the one who makes people scratch their heads, two weeks have passed, and the number of calls Ye Django has not exceeded 10 times a day, And he didn't put any effort into developing customers, and so far his new customer list is still a Zero!

"Head, I've not been idle for the past two weeks, and I'm the last person to leave the office every day...... I read the report in a day's research and analysis report, which is more than Phoenix and Marbury read in a week, I am accumulating strength, to be honest, head, I think we are too few people, Marbury is a high-achieving student in a business school, and the stock broker exam can get 80% correct......

Jiang Yelin didn't care about Old Wood's attitude, Old Wood didn't look for him, he wanted to find a chance to talk to Old Wood, if he followed the way of developing customers in the first and second sales departments, then there were only a few people in the third sales department, and there could be no competitive advantage in all aspects.

"Young man, I understand your feelings, but you are now a junior salesman in the sales department, otherwise you would simply apply for a transfer to the research department, what kind of work does a salesperson in the sales department do? Developing customers and improving performance is the only requirement for you, and it is the focus of your work, and what is the use of a securities layman like you who has not even studied in business school, tinkering with the internal analysis reports made by those research departments all day long? For salespeople, the customer is king! Putting the cart before the horse, aiming high will not have a future! ”

Old Wood's words are serious, as an elite student of Columbia Business School in the 70s, he can understand Jiang Yelin's ambition and desire to try to find another shortcut to make a blockbuster, but a rookie is a rookie, and the ace salesman is also enough for rookie newcomers to start learning and working hard step by step and then learning and struggling again, as a junior salesman in the sales department, the task is to sell the company's various financial, trust, fund and various derivatives products to potential customers, this is the king, everything else is nonsense, not to mention, Merrill Lynch Securities Research Institute concentrates high-end analysts in the industry, and there are not a few with an annual salary of more than one million, not to mention that even if an ace sales, it is completely different from an ace analyst, and those who can sell things may not be able to make things!

"Head, I fully agree with what you said, the salesman is the job of selling products to customers, which is good, nothing profound, but I am thinking, there are thousands of listed companies on the New York Stock Exchange, and there are thousands of companies listed on the NASDAQ, plus various funds and trusts and derivatives, we have to find out the most potential products, so as to have the capital to recommend to customers, right? Otherwise, if you work hard to find a customer, coax people in to buy stocks or funds, and if the stock market fluctuates, not only do you not make money but also lose money, how can you develop customers? ”

Jiang Yelin took out the cigarette case and popped out a cigarette and stretched it out to Old Wood, the department manager waved his hand and signaled not to, "I can't get used to smoking Marlboro, this body cough recently, hey, you young people, it doesn't hurt to smoke less, Django, I admit that you are a young man with ideas, but the sales department is not a research department, and the task of sales is to recommend the popular varieties recommended by the research department every week to customers, don't be delusional to challenge the research department that gathers the R&D elite of the entire company. How many years of experience have hundreds of senior securities industry elites gathered, is it not as good as what you have figured out by themselves? ”

"Besides, if you look at the internal research report for two weeks, what do you find that there are undervalued and promising varieties that are not? Which stock or fund has a play? You name it, I'll recommend my clients to buy, we're mules and horses are out and yo! "Old Wood's words are not said casually, although Jiang Yelin has been like a salesman who is not doing his job these two weeks, but his ability to remember and learn is quite amazing, and it also makes the rest of the entire sales department have nothing to say, compared to memory and calculation, even Phoenix and Marbury are far inferior to Jiang Yelin, however, sales and performance are king, talent does not need to be on the right path, it is equal to blindness and even greater side effects.

"Head, according to the statistics of the two weekly meetings, if I remember correctly, the current number of old customers in our three business departments is 120, mainly the customers that you and Phoenix previously discovered, in the two weeks since the New Year, Phoenix and Marbury have developed a total of 45 customers, and you have developed 20 yourself, so if you add up, our basic resources are 185 customers......

From the information Manni gave me, I counted that the average account opening capital of these 185 customers was only 15,632 US dollars, the largest customer invested 300,000 US dollars, and the smallest customer's capital was only 5,000 yuan...... Moreover, among the 185 customers, only less than 30% of the customers hold stocks, and most of the rest are just buying the most popular mutual funds, and the usual trading volume is extremely rare...... "Jiang Yelin took out the small notebook he was carrying, in fact, it was completely pretending, and only he knew about the memory perversion of this product.

"Well, Mannie, this girl, she has no resistance in front of you! I have taken care of her many times, the customer is the lifeline of the three business departments, and the sensitive information of account opening and market value cannot be publicized everywhere. Old Wood's tone was a little dissatisfied, but since Django in front of him likes to analyze numbers, listen to him, everyone has their own strengths, and when Django discovers these so-called numbers jù analysis, the supervision and audit team of the sales department is monitoring and analyzing them every day, you will know that Rome is not built by rookies in a day.

"Don't blame Mannie for this, I said the head, there are four men and one woman in our three business departments, if you still have to guard against this and that intrigue, then break up as soon as possible and pull it down...... You see now we have 185 customers, the average account capital is not even 16,000, and the total capital is only 2.8 million US dollars, most of the customers are still extremely conservative small retail investors, relying on this to complete a profit of 5 million is not a fantasy? ”

Jiang Yelin simply pulled a stool and sat down in front of Old Wood's desk, and when he came in, he closed the glass door, strictly speaking, as long as there is no loud noise, it is estimated that Mannie, the assistant and secretary in the small partition outside the door, may not hear clearly, as for Marbury, he is making the second batch of 100 calls of the day at this time, Phoenix has wandered around after coming in the morning, and has gone out with his bag to visit customers door to door, he thinks that the effect of telephone visits is far less than on-site visits, The customer on the phone doesn't even know the appearance of the stranger on the other end of the phone, how can this make the customer trust!

"Mid-to-high-end customers? You still say you're not ambitious? Who doesn't want the newly discovered customers to be rich and spend tens of millions of dollars to Merrill Lynch to open an account at every turn, but you know that the richest 5% of families in the United States, almost every household has its own securities account and holds securities assets, this is not a blue ocean and virgin land waiting for you, Django, to be the first to eat crabs! Old Wood still doesn't think so, just kidding, I still want to be Bill Gates's agent, is it possible?

"It's man-made, I'll say it's the head, you first say that I'm right about this idea, right? Rather than wasting resources desperately to develop 100 small customers who are conservative enough to only buy mutual funds, it is better to explore 10 mid-range customers who are willing to take risks in stocks, warrants and aggressive funds, of course, our goal is to have more high-end customers with millions of investments, I calculated, our large customers only need hundreds of millions of funds to open accounts, and our commissions under high-frequency trading have a basic guarantee, didn't Marbury calculate last time, 3 cents per share commission, An annual trading volume of 167 million shares can achieve our performance target, and if we have a large client with 10 million dollars of investment, it is more than enough to complete the trading volume of 167 million shares in a year with a capital volume of 10 million! ”