Keeping clients calm at Quam
Waksman Low Po-man, certified financial planner and vice-president of asset management Quam Securities Company, began his career working in a bank back office. In 2003, after Sars, he saw the economy getting back on track, so he decided to switch to frontline sales. “I could earn more by making more sales. There is the pressure of meeting quotas, but this is a risk I am willing to take,” he says.
Low began his sales career selling insurance and funds. “Moving from the back office to the front line was a big adjustment. I had to meet clients every day. I think making a good first impression is important in gaining clients’ trust. I always let my clients know what I am capable of and what my limitations are. I have a sincere attitude to serving clients. Each has different needs and my job is to provide them with the best options to fulfil them,” he says.
Low’s sincere, professional approach saw him find many clients via referrals so he took his career in a new direction. “Working in the bank is less flexible than working in a securities company. Sometimes the bank requires sales staff to push a certain product but that particular product might not be suitable for clients, so I decided to move to my current company, where I am in charge of stock investment,” he says.
Low is authorised by clients to change their investment portfolio, so he spends most of his time analysing the market situation and making adjustments to portfolios. “I serve clients with a minimum investment of HK$500,000. The market changes quickly so I follow it closely.”
When facing market flotations, Low says the key to keeping clients calm is to help them understand the risks before investing. “I ensure they understand my investment philosophy and how I choose stocks. I also let them know the risks they must take. I want them to feel comfortable leaving their assets with me,” he says.
Besides helping clients invest, Low is also a stock market analyst. “I write analyses and post them on the company website, providing investment insights. I also have my own blog where I post the latest market news and I sometimes host seminars to share tips,” he says.
Low’s working hours are flexible. Unlike a stockbroker, he does not go to the office every day. “I operate at home. I can do my job with the internet. I only return to the office for meetings and training,” he says.