RetailBanksPrivate travelWealth Management Experts:Zhou Hongbin.
【Expert Profile】:
38 yearsExperience in the financial industry of a joint-stock bank
18 years of retail marketing and management experience in joint-stock banks
He is currently the vice president of a family office
He used to be the chief investment advisor of the private bank of China Everbright Bank Shanghai Branch
He was responsible for the establishment of the marketing team of the private center of Everbright Bank
Digital Marketing: Founder of the Ladder Marketing Management Model
OriginalHead Office Internal Trainer of China Everbright Bank
OriginalThe first gold medal financial planner of China Everbright Bank Head Office
OriginalThe first gold medal marketing mentor of China Everbright Bank Head Office
OriginalDesignated tutor of China Everbright Bank Financial Planner Competition
[Professional Background]:
Mr. Zhou Hongbin has been engaged in financial industry for 38 years, is the first seller of bank wealth management products, has been engaged in wealth management in large joint-stock commercial banks for 18 years, has sold products, managed teams, created products, is familiar with the whole process of bank retail business and wealth business, and has strong organizational structure design ability, macro analysis ability, market cognition ability, product judgment ability, customer identification ability and financial manager improvement ability.
He has accumulated rich experience in marketing management in long-term customer management, and is good at diagnosing and analyzing according to the key nodes of wealth management, finding solutions in wealth management, and can open up the key nodes in wealth management according to the needs of banks, straighten out business processes, and improve marketing efficiency.
In the long-term team management, Mr. Zhou Hongbin summarized a lot of management methods, and has his own solutions for the management of financial managers in different states, especially private bank financial managers, which has a great role in organizing marketing and promoting product sales.
Mr. Zhou has a relatively mature product configuration plan, which can combine different product configuration plans for different market environments and customer needs, especially for difficult ** and insurance products. Assist wealth managers and sub-branches in achieving sales performance.
In terms of customer control, Mr. Zhou Hongbin has formed a complete set of product sales models after long-term practice, positioning customers, supplemented by macro analysis and decision-making plans, to help financial managers achieve sales as soon as possible.
【Main Courses】:
Marketing Management
Asset Management Marketing Ladder Digital Marketing Model".
Net-worth product marketing and loss coping strategies".
Customer KYC and Asset Allocation Strategy
Process management
Wealth Center Private Banking Center Institutional Design and Organization Plan".
Wealth Manager Investment Advisor Wealth Practice Program
Bank Customer Salon Organization Program
[Teaching style]:
Experiential lecture style: through analysis, data analysis and marketing plans are formed.
Combination of theory and practice: 25 years of experience in the grassroots of the bank, refining views through cases
Interactive thinking mode: timely observation and feedback of students' information to deepen the content.
Macro analysis ability: through macro analysis and market analysis, we can adjust the allocation plan for customers.
[Expert Honors]:
During his tenure as the Chief Investment Advisor of the Private Banking Department of the Branch
In 2020, he was entrusted to set up a branch-level private banking center, including the organizational structure, branch layout, staffing, customer allocation, performance appraisal, etc., and was familiar with the relevant wealth center construction plan.
Investment advisory selection training, 18 private bank wealth managers were selected from 232 wealth managers as investment advisory training objects. Through data analysis and visits, we can find out the sales weaknesses of each private bank wealth manager, analyze the customer situation, improve marketing capabilities, improve product awareness, etc., and formulate personalized training strategies to carry out one-on-one counseling and training in a targeted manner. Through 1-2 fixed-point counseling sessions per month, they have improved their comprehensive capabilities, and at present, 18 private bank wealth managers are ranked in the top 30 branches in terms of sales ability and performance.
Create a marketing management model, in order to achieve rapid sales and improve the sales efficiency of financial managers, a stepped marketing management model is created in long-term marketing management, which can effectively improve customer identification ability, provide marketing clues, and find marketing shortcomings of marketers through model algorithm analysis, which can achieve rapid replication and improve marketing efficiency.
Financial Planner Contest Results:
In 2020, he won 1 Gold Award, 1 Bronze Award, 1 Excellent Case Award, 1 Excellent Marketing Award, and 1 Excellent Community Award from the Head Office.
In 2019, he won 1 silver award, 2 winning awards, 1 gold award and 1 silver award in the branch competition.
In 2018, he won 1 silver award, 1 bronze award and 3 winning awards from the head office.
Coaching Training Results:
Participated in the construction of wealth centers of a number of urban commercial banks, rural commercial banks and postal services, assisted in the construction of branch-level wealth centers and the selection of wealth managers and wealth consultants, and formed a systematic construction system of 5 categories, 15 sub-items and 50 sub-items. Assist the head office and branches to establish a wealth management system through systematic construction.
In view of the current difficulties in the marketing of net-worth products in wealth management, the asset allocation and net-worth product marketing counseling project aims to improve the cognitive ability of wealth managers on net-worth products through systematic training and counseling, improve marketing confidence and coping strategies, and help banks transform from simple products to complex product marketing.
Loss-making products and complaint handling: Since 2022, there have been huge fluctuations in net-worth products, resulting in customer experience and financial manager marketing difficulties, and a variety of solutions have been proposed for the disposal of loss-making products and customer complaints, so as to recover customer losses and improve customer experience.
In view of the serious lack of investor education and increasing marketing opportunities in various banks, it is urgent to carry out various forms of marketing models, and customer salons have also become an urgent ability for banks. During the training, he assisted the bank to organize many marketing salons, which were well received by the bank and customers.
【Course Features】:
Through data monitoring, problems are found, the crux of the problem is found, and targeted solutions are given, with strong practicality, accurate management, direct pain points, and efficient solutions.
In 2022Customers served, but not limited to]:
In February and March 2022, Wuhan Branch of Rural Commercial Bank Wuhan Rural Commercial Bank ** business resident counseling.
In March 2022, Postal Savings Bank of China Zhumadian Branch "Postal Customer Group Analysis and Marketing Campaign Organization + Theme Salon Development Model".
In May, June, July and August 2022, Wuhan Branch of Rural Commercial Bank Wuhan Rural Commercial Bank's ** business project counseling and ** marketing project summary report.
In August 2022, Bank of Quanzhou's "Wealth Manager Project Survey".
In August 2022, Ji'an Branch of Postal Savings Bank of China "Pre-competition Counseling, Asset Allocation Planning Book Explanation and Scenario Display" of the Wealth Management Manager Competition
In August 2022, Industrial Bank Shenzhen Branch "Customer KYC Basic Knowledge & Customs Clearance Drill".
In October 2022, Bank of Quanzhou "Wealth Manager Customer System Construction".
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