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WF: What insights led you to create the LEAP distributor training initiative?
Ashok: We believe that Learning and Development is a continuous process for the distributors to move to the next level. At HDFC Mutual Fund, the Distributor training has always been our priority. This Initiative is extension of our endeavour in this regard.
As the financial advisory industry in India gets more and more competitive, the customers expect distributors to be thoroughly professional- in the way they present themselves, communicate, deal and manage. In times like these, product knowledge alone is not sufficient. The financial planner needs to be equipped with business & personal management tools that will help him take his business to the next level. Driven by this focal insight, we wanted to engage with our distributors through a unique contextual methodology of learning as opposed to the conventional approach. We are certain that the learning & development initiatives being taken by Learn-Evolve-Achieve-Progress (LEAP) will bring a real and tangible difference in all realms of our distributors' businesses and lives.
WF: What is the content coverage of LEAP? What will be the key focus area of your training programs?
Ashok: LEAP training modules cover a wide range of topics from enhancing technical & managerial skills to tools & techniques for creating a smart, efficient and dynamic personality. Some of the learning solutions we offer are:
Content services Facilitator-led programs Customized learning services Blended & advanced learning solutions
Besides programs covering technical skills, some of LEAP's training programs on soft skills are: Consultative Sales, Presentation Skills, Influence to Win, Fire Walk, Team Collaboration, Watch What You Are Not Saying - The Magic of Communication etc.
WF: Is there a certification program that LEAP offers?
Ashok: Yes, LEAP has launched a one-of-its-kind certification program for Independent Financial Advisors (IFAs). It consists of six training programs which are a mix of soft skills and technical skills. The first leg of this certification program received an overwhelming response. From the registrations received, we could accommodate a limited number of participants as the batch size was restricted to 30 - 35 participants per location. Upon successful completion of all six modules, these participants will be felicitated. The pilot of the LEAP Certification Program was launched simultaneously in Mumbai, Delhi, Bangalore, Chennai, Kolkata and Ahmedabad.
The 6 modules under LEAP Certification Program are:
How to sell a refrigerator to an Eskimo? Impressions and Impact Time and Tide Wait For None- Managing your time effectively The Blueprint For Success Watch What You're Not saying- The Magic of Communication Myth busting and Objection handling
Distributors interested in the LEAP Certification Program may send an email to leap@hdfcfund.com or contact the nearest branch.
WF: There is a lot of diversity of experience and skills within the IFA community. At what level is LEAP pitched? Is it meant for beginners or experienced advisors?
Ashok: No matter what level of business or personal development you are, there is always a scope for improvement. LEAP believes in up-skilling oneself at every stage. Since LEAP covers a wide range of topics including both technical and soft skills, there is something in it for everyone. Working on your image, for example, or learning tools for better time management, are issues that concern the beginners and the experienced alike. Having said that, we do intentionally try to make homogenous participant groups, particularly when it comes to the LEAP Certification Program.
WF: What will be the geographic coverage of LEAP?
Ashok: We are present at around 120 locations and have been conducting LEAP training programs pan-India, from Jammu to Trivandrum and from Jamnagar to Shillong.
WF: Are there plans to go beyond in-person training into the online space as well?
Ashok: As technology drives everything we do, digital learning is definitely on the cards for LEAP. However, we have to wait for the right time and the right tools in order to maximize the learning outcomes for our distributors.
WF: In your view, when it comes to IFAs with Rs.5-25 crores of AuM, what are the key skill gaps that you perceive, which need to be addressed for them to make it into the big league?
Ashok: Most of the IFAs in this category are one-man armies. As they try to manage everything by themselves, or within the family, they are unable to attain the flair or the professionalism of corporatized IFAs and other distributors. In our view, better personal management is one of the first things they need to focus on, which includes Image Management, Time Management, Communication Skills, Presentation Skills, Influencing Skills etc.
The second level for them is to step their game up by building a strong team. For this, they need to learn about Delegation, Team building & management, Leadership skills etc.
DISCLAIMER : The views expressed by Mr. Ashok Kanawala, Head - Products, Business Development & Training of HDFC Asset Management Company Limited (HDFC AMC), constitute his views as of December 02, 2015. The information contained in this document is for general purposes only. The document is given in summary form and does not purport to be complete. The document does not have regard to specific investment objectives, financial situation and the particular needs of any specific person who may receive this document. The information/ data herein alone are not sufficient and should not be used for the development or implementation of an investment strategy. The statements contained herein are based on the current views and involve known and unknown risks and uncertainties that could cause actual results, performance or events to differ materially from those expressed or implied in such statements. Neither HDFC AMC and HDFC Mutual Fund (the Fund) nor any person connected with them, accepts any liability arising from the use of this document. The recipient(s) before acting on any information herein should make his/her/their own investigation and seek appropriate professional advice and shall alone be fully responsible / liable for any decision taken on the basis of information contained herein.
MUTUAL FUND INVESTMENTS ARE SUBJECT TO MARKET RISKS, READ ALL SCHEME RELATED DOCUMENTS CAREFULLY.
Content is prepared by Wealth Forum and should not be construed as an opinion of HDFC Mutual Fund.
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Wise Advice Progress
HDFC AMC is taking its distributor training program to a new level, with the launch of LEAP - a comprehensive suite of training support and resources, aimed at helping distributors progress to the next level. HDFC AMC has been conducting extensive training programs across the country over the years - what's different about LEAP is a very structured set of programs, leading to a unique IFA certification program. Read on as Ashok Kanawala takes us through the contours of LEAP.