XYZ’s retail financial consulting business is what made it Japan’s largest securities firm. It is an atmosphere known for almost military-like discipline. I joined XYZ to go into M&A, but after XYZ’s Lehman acquisition, I was assigned to the retail business. I could have quit, but I am glad I didn’t because I discovered my passion for sales, marketing, and taking leadership. Although no female financial consultant became top sales and became leader for young consultants, I achieved a great sales record and lead the XYZ branch to become #1.
When I joined, XYZ was ranked 138th out of 189th, and its atmosphere was terrible because of the financial crisis. Customers distrusted security companies, management lost confidence, and employee morale was terrible . I didn’t like this gloomy atmosphere and wanted to change this situation. Then I tried to figure out how to sell to customers in light of the financial crisis and subsequently to improve the branch’s overall performance.
I introduced an innovative approach to attract customers, instead of traditional brokerage service. In my first year, l made a magnificent sales record by gaining trust from customers in the long-term by offering the best solution for customers even if the solution was initially relatively unprofitable for XYZ. Subsequently, I also convinced our branch’s management to hold seminars that would really attract conservative, but wealthy customers. As a result, we increased assets sold by the branch to $100,000,000 in three years and I gained trust from my managers and colleagues.
I also collected leads in a completely different way than traditional cold calling. XYZ is Tokyo’s town with the highest per capita income, so I determined who was really wealthy by researching real estate holding and