Goodbye, Bank.

Three years ago, I left the Chinese bank where I worked for many years and began to work hard in the independent wealth management industry. At present, I work in a firm that serves the wealth management industry. The fast-paced work every day makes me feel that I grew up in tears. This feeling is in sharp contrast with my previous experience in banks, so I want to write out what I have seen, heard and thought about Chinese banks and give some advice to my banking partners.

I have worked in Sunflower Bank and a banking department in Fujian for more than 7 years, and I am glad to receive a perfect workplace baptism in Sunflower Bank. At the beginning, everyone who entered the bank just after graduating from college will feel it is an extremely glorious thing, especially parents will feel very proud, even proud of their ancestors, and they will feel very practical. I believe many partners in the industry and your parents will have this idea.

Every day is the passion and drive of newcomers in the workplace, and every day is chicken blood. The thinking mode of "customer-centered, changing for you" is also formed in Sunflower Bank and deeply rooted in the bone marrow. Here, you can learn some basic financial knowledge, product knowledge, marketing skills, service skills, and most importantly, compliance awareness, but over time, these trainings will also make you traditional enough to be unchangeable.

Recently, I talked with many colleagues in the former bank, and most of what I heard was spit. A while ago, that particularly popular article ("Those who leave their jobs can directly affect China's landing on the moon, only deserve to stay at the bottom of state-owned enterprises") suddenly reminded me of them, and it was really like a besieged city.

I'll sum up their complaints and talk about the plight of bankers in combination with my previous work experience.

In the later period, the ability will not be greatly improved, the ceiling is obvious, and the ability to acquire customers is extremely weak.

Indeed, when you first join a bank, there will be closed training to comprehensively improve employees' business ability, service awareness and marketing skills. And then you will be asked to obtain many qualification certificates. If the qualification certificate fails, your salary will be deducted. This way can motivate employees to learn by themselves, which is especially good.

But apart from these, banks will not have systematic training, but more fragmented training, which has little relevance, and many of them are academic, and without actual combat experience, they will only make employees very tired.

It takes a long time for a financial adviser to be promoted to a management position, which is often not a question of performance or ability. Financial advisers repeat the same words every day, and it won't be too new, especially for people like me who have a low C in PI evaluation.

Note: PI assessment is an analytical tool based on behavioral science and modern psychology, which is used for individual-driven demand analysis and behavioral testing. Its C value is low, which means that it is easy to lose interest in repetitive details and get bored with unchangeable things.

As we all know, many customers of banks are door-to-door customers, rather than financial advisers, which means that employees just need to sit in the bank and wait for customers to come to the door. Many ordinary people will say, how happy bank employees are. It is not unreasonable for customers to come to you from nine to five every day, but it leads to the lack of independent customer acquisition ability of bank employees.

A few days ago, a financial adviser of Sunflower Bank called me and asked me if I could get along well if I transferred from Sunflower Bank to a joint-stock bank in Shanghai without taking my clients. I thought it was funny after listening to it. What does this mean? It shows that many bank employees have been serving customers for many years and are not too sticky. He knows in his heart that customers can't take away after leaving Sunflower Bank, because customers come to the door based on the bank brand, not on personal trust in financial advisers.

Financial advisers in the banking system have not experienced the hardships when they first acquired customers, and have not entered the hearts of customers. The lack of this ability is a big problem, which makes them afraid to leave the bank, and customers will not follow them when they leave the bank. This phenomenon is widespread. Moreover, customer maintenance is an intensive job, and many financial advisers have not actually done a good job in customer relationship maintenance, which will make many bank financial advisers very anxious and confused.

▎ The product line is single and simple, so it cannot be independent.

For the position of bank financial consultant, execution is always the first. In the past, leaders often said that the road has been paved for you, and all you have to do is contact customers, but this is still far from real wealth management.

All partners who work in banks know that banks pay more attention to the income of intermediary business and sell products in order to expand profits. Therefore, whether it is Public Offering of Fund, asset management or insurance products of group subsidiaries, what bank employees need to do more is to implement and implement them. The sale of many products is a political task, and the final result of implementation is to sell for sales performance. Many sales targets are not suitable for this kind of products, and the sales timing of popular products is really not the best time for investors to configure. Therefore, many financial advisers who have worked in banks will feel guilty.

From the customer's point of view, with the increase of income, society becomes diversified and life becomes richer and richer, and its investment demand will inevitably be diversified. Therefore, bank products will show the problems of single product and simple product, which can not meet the investment needs of customers. I talked with many former colleagues and found that many customers' funds have been gradually transferred out of the bank because the bank's products have provided them with very limited help.

For a ridiculous example, the family trust business of a bank in Fujian has tens of millions of client funds, 90% of which are allocated in the trust products of a subsidiary of the group. I can't imagine what logic the communication process is based on.

In fact, bank financial advisers also want to constantly improve themselves. The process that they don't want to communicate with customers every day is:

"You can buy this product, which is safe and stable."

"You buy this critical illness insurance, which is very cost-effective." (But there is no other product to compare)

"You buy this fund. Now that the market environment is at a low point, it is a good time to buy. " (but I don't necessarily know the strategy of such funds)

This situation makes it difficult for financial advisers of banks to remain independent. Like the previous CDR funds, many former colleagues said that they would not rest until they were sold out, and some colleagues really didn't rest for a month. What's even more ridiculous is that he doesn't recognize CDR himself, and he doesn't buy it himself.

▎ Too much negative energy and too heavy business assessment indicators.

I remember when I used to work in Fujian Department Bank, I came to a new environment with a lot of good ideas and experience, and wanted to make good use of my fists. At that time, I wrote a lot of ideas and suggestions to the relevant leaders of branches and sub-branches. Most of them fell into the sea, and of course a few of them got responses. The response is: your idea is very good, I will talk about it later. This situation lasted for more than four years.

I am really a positive person myself, and I hope to influence my partners and do things well together through my own efforts, but these obstacles will make your efforts go up in smoke and slowly erase your passion, which is one of the main reasons why I have to leave the bank. Not only me, but also many former colleagues show depression every time they communicate with me.

Where does depression come from? One is to do repetitive things mechanically, which is not challenging and fresh; Second, innovative ideas are easy to sink into the sea and don't want to think about it again. Many times, positive efforts will be regarded as a freak; Third, the rise is far away and hopeless.

These things are not unique, but I hear more answers: "Let's mix first, there is no way." . I always feel helpless when I hear this sentence, because the banking system has indeed buried many people with outstanding abilities.

When I was working in Fujian Department Bank, a colleague and I participated in the financial planner competition of the head office. Together, we won the title of gold medal financial management team, which was the first time that Beijing Branch won this honor. Later, after I left the bank, this colleague applied from the branch to the branch and worked at the functional end. I understand that her current state is nine to five, and the content of every party is all kinds of gossip in the branch. She said that even if she won the ranking, she was not recognized. I hope that through my efforts, I can influence other financial advisers, improve my professional level and provide better services to customers, but nothing has changed, and I feel depressed.

Finally, I want to say some thoughts and suggestions, hoping to help bankers who are in trouble and confused in the future.

Learn more other skills and expand your career choices.

Now there is really no so-called "iron rice bowl", the Internet and artificial intelligence are becoming more and more advanced, and many employees of banks will be replaced by intelligent machines. You can really get more qualification certificates. In addition to the bank's AFP, CFP and insurance qualification certificate, you can also take the CPA and CFA exams. , so as to enrich their future career choices, because the ability is always improved, especially when encountering bottlenecks, we must find ways to break through.

▎ Go to a real wealth management company and be an independent financial consultant.

In banks, it is difficult for financial consultants to help customers with asset allocation. As mentioned above, the product is too single and not independent enough to meet the diversified investment needs of customers at present. A real wealth management company should not only manage money, but also manage things. In addition to financial asset allocation services, customers have many demands for high-quality life, which is really difficult to achieve in banks.

Wealth management is happiness management. Many people's financial needs are generated by people's needs for life affairs. Real wealth management can help your customers meet diversified investment needs and life needs, and enhance your stickiness with customers. In fact, both banks and wealth management companies are doing people's business, and well-maintained people need good tools.

▎ Looking for positive energy again, young people need to struggle!

No one wants to work in a company or unit full of negative energy, because negative emotions not only make you unhappy, but also affect people who love you. In the corporate culture of the company where I currently work, there is a theme of "fierce", that is, always full of energy. When the working partners around you are full of passion, consistent goals and full of positive energy, I believe this environment is what you yearn for.

Do you still remember the high spirits when you walked into the bank after graduating from college? Do you still remember all kinds of brainstorming at meetings? Do you still remember that your heartfelt smile made customers feel extremely warm? Do you remember the sales prize won by teamwork?

Do you ... do you remember?