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BMFN CEO Belogour:寻找合适的经纪商非常重要

2014年11月11日11:00 来源: 和讯视频
视频信息

主 持 人:陈浩初 嘉宾:Belogour

文字实录:

  1.Q: Mr.Belogour, can you talk about the the initial years of BMFN? How did you start it up? What was your goal in mind at the time?

  Belogour先生,让我们先回到BMFN建立之初,您的开始有着什么样的故事?能述说一下您的初衷吗?

  A: Thank you for asking this question. About eight years ago I predicted a rise in disposable incomes all over the world except the US. Usually a rise in disposable incomes tend to create demand for Financial Products and BMFN was eager to deliver those products to the investors worldwide. We realized that the CFD financial products enable investors worldwide easily purchase and sell most liquid financial products.

  我很欣赏这个问题,谢谢。大约是在8年之前,我预测:除了美国以外的全球范围内,居民的可支配收入将会呈现上升的趋势。通常情况下,可支配收入的上升意味着会激发出更多对于金融产品的投资需求,而BMFN也非常渴望把更多的金融产品的投资信息传递给人们。我们意识到,对于全球的投资者来说,差价合约类的金融产品是最容易购置的,同时也是流通最广泛的产品。

  2.Q: What are the main elements to factor in when starting a FX brokerage in terms of resources, people and mindset?

  万事开头难,那么对于开展外汇经纪商业务,在资源、人力和心态这三个元素中,您认为哪几个比较重要?

  A: I would say getting the right people to help you with the business is a key. Many people think that the value of the brokerage business is in software, computers and licenses, but ironically it is simpler than that. The brokerage business is built by talented people and those talented people create and manager customer relationships. I would say that for somebody to start in the brokerage business one need to search for reliable and knowledgeable human capital who get the business done. At BMFN we help new start up brokerage companies with advices, software and technology. I personally love dealing with the new start ups and always proud to see business growing even if they do become our competitors. I am of a mindset that the market is big out there enough for everyone but if I have a chance to help somebody with the business and make a friend in the process I always would. BMFN is built on helping brokerage companies to start and prosper with the business.

  我认为寻求一些合适的合作伙伴去帮助你发展是最为关键的。很多人认为做经纪商业务的关键无非是一些关于软件、电脑和执照的东西。讽刺的是,真正的重点比这些都要简单很多。经纪商业务的基础是寻找一群有才能的人,同时,这些人才能够创造并且很好地维护客户关系。也正是因为如此,我才会认为在建立经纪商事业时,你需要去寻找一些可靠而学识丰富的人才。在BMFN,我们会帮助刚刚成立的经纪商公司,给予事业发展的建议以及软件和技术上的支持。对于我个人而言,我非常热衷与新成立的公司打交道,即便他们以后会成为我们的竞争对手,但看见他们的成长总是让我深感自豪。我可以很坚定地说这个市场是非常巨大的,而且对每个人都很公平。如果我有机会去交个朋友或者帮助别人在这个市场成长,我一定不会错过这样的机会。而BMFN,也是建立在这样帮助别人的基础上,为整个市场的繁荣发展贡献自己的力量。

  3.Q: Unlike many local brokerages, whose business operations never reach outside of China, it is to my knowledge that a majority of BMFN's business does reside overseas. Where are BMFN's major markets and why those markets?

  众所周知,其他很多的本地经纪商只关注中国市场的业务,而BMFN却在重视中国地区市场业务的同时,开发海外各地的市场。那么,请问BMFN主要开发的市场有哪些?为什么选择开发这些市场?

  A: Correct, roughly right before the financial crises BMFN realized that the future growth for our industry will be coming out from elsewhere and not the US. We believe that Latin America and Africa are great places for our industry. The disposable incomes are growing so is the demand and there is not much competition there. We also see a tremendous opportunity in the Middle East, India and Indonesia. India for instance just like China has ove 1bn people and they are extremely excited to partake part in learning and trading the financial markets. We see a tremendous growth in numbers of Introducing Brokers in India and that is reflecting on more and more customers opening trading accounts.

  是的,大约是在美国07年金融危机爆发之前,BMFN意识到未来我们行业内的经济发展会集中在其他区域,而不是美国。我们也相信,拉丁美国和非洲是未来发展会很好的两个区域。投资需求随着他们可支配收入的上涨而增加,同时这两个区域的竞争也不是那么激烈。此外,我们也看到了在中东,印度及印度尼西亚展现出的巨大发展前景。例如现在的印度市场,和中国一样拥有超过十亿的人口基数,而他们也对参与和学习此类投资拥有着浓厚的兴趣。现在印度的经纪商数量出现大幅的增长,也反映出了越来越多的客户开设了交易账户。

  4.Q: Aside from being the founder of BMFN, you are also head of sales for BMFN's global offices , what i'm interested in is the hiring process, as it is always hard to find good salespeople, what do you look for when you are hiring sales and how do you get them interested in the FX industry?

  除了BMFN创始者这个身份,您还是BMFN全球办事处的销售总监。管理这样一个优秀的销售团队,您一定也有自己的招聘秘诀。那么您平时在招聘销售人员的时候,都看重应聘者的哪些方面和潜质?又是如何激发他们对于外汇业务的兴趣呢?

  A: Well, it is another good question Andy. I always say that sales is not a job, it is not even a career, it is a life style. Sales people are unique people. First of all, these are the people that love other people. They are dynamic, full of life, talkative and interesting. So, when I look for sales people I search for interesting people. People who can talk, tell stories, have energy, create interest are the ones that I select. Some of them have never sold anything in their lives but those people are good people to start training to be a salesperson. Building a salesperson for a financial industry is challenging and rewarding. It takes time and efforts to get a person to be trained in our industry. What we do to make them interested in the FX industry is simple, we introduce them to customers who need their help, their knowledge. Once a saleperson realizes that there are customers and brokers who need their help and they contribute to the growth of the industry, then they realize that they belong in this business.

  再次感谢,这又是非常好的一个问题。我经常挂在嘴边的一句话就是:“销售不仅仅是一份工作,更多的是一种生活方式。”销售人员是一个非常特殊的群体。首先,他们很喜欢和他人打交道,非常有活力,善言谈,并且非常有趣。所以,在组建我的销售团队时,我首先会选择一些有趣的人——那些能够滔滔不绝地讲故事,并且创造悬念的人。即使他们之中有人从来没有卖过东西,但是经验告诉我,他们是可以被培养成为非常出色的销售人员。在金融行业内,销售是一个挑战性与高回报性并存的职位,所以通常我们会花费大量的时间和精力去培养一个销售人员在行业内的成长。让他们对外汇行业感兴趣其实很简单:就是我们向他们介绍那些急需他们帮助的客户。当销售人员意识到这个市场有很多潜在的客户和经纪商是需要他们帮助,而同时他们也正为这个行业的成长做出贡献之时,他们就会了解到自己属于这个行业。

  5.Q: Do you enjoy coming to China? How often do you come? Tell me some things about China that you enjoy while you are here and some things you hate.

  BMFN如此重视中国市场,那么您平均飞往中国的间隔是多久?您享受中国之旅吗?跟读者们分享一下您在中国的乐见和不太乐见的事情有哪些?

  A: I love China and the Chinese people. It is the greatest culture in the world with so many diversities. I tell you what and would not be shy about it, I love the Chinese food. I think everytime I get on a plane to come to China I already think what food I want to eat once I arrive. I also want to say how much I appreciate the Chinese people and what they have achieved in the past 20 years. I don’t feel any different anymore being in New York City or Shanghai, the cities and metropolitan culture both cities share look nearly identical. It seems to me that there is practically nothing that the Chinese people cannot achieve. I don’t think I have anything to say negative about China, everything in China is great and promising.

  我很喜欢中国,也很喜欢这儿的人们。这里有着世界上最丰富的文化底蕴。我也会毫不犹豫地告诉你,我爱死中国食物了。每一次我刚坐上来中国的飞机,我就已经想好我下飞机之后第一个要吃的食物是什么了。同时,对于中国在过去20年内取得的成就,我感到惊叹,这非常了不起。在上海,我感觉不到任何有别于纽约的地方。这些大都会城市的文化,都十分类似。对我而言,我认为没有什么困难是中国人克服不了的,没有什么事情是他们力不能及的。对于中国我没有一丝可以抱怨的,在中国任何事情都非常伟大,未来非常美好。

  6.Q: Why the IB business? Many companies now seem to be diverging away from the IB business due to the overgrowth in costs, why does BMFN continue to derive most of their business from IBs and will BMFN ever consider a model where the focus will be directly on end customers, and cut out the middleman?

  现在市面上许多经纪商都因为成本的激增而选择逐渐剥离IB的业务,那为什么BMFN还一直坚持开发以IB市场为主的业务?BMFN有考虑过除去居间商,而直接锁定终端个人客户的业务模式吗?

  A: At BMFN we do not believe that there is away to effectively sell financial products to individual retail customers. In fact people can look at the US, all of the retail customers are solicited and managed by brokerage companies. It is not easy for a retail customer to understand the product or a platform and it is required for an IB to help them with everything, including an account opening process. BMFn does nto believe that the IB model will disappear and in fact we believe that the IB business model is in its infancy, especially in countries like China. To effectively service 1.5bn potential investors, China would need million plus IBs. So, BMFN is very confident that working with IBs and helping IBs with the business is the wining business model.

  在BMFN,在销售我们的金融产品时,我们不认为针对个人零售客户会是一种非常有效的方式。事实上,当我们比较美国之后,我们会发现所有的零售客户都被经纪商所管理着。对于个人客户而言,要理解某种产品或者某个平台,其实并不简单。这个时候我们就需要经纪商给予他们一定的帮助,甚至是开设账户的过程。BMFN认为经纪商模式在未来并不会消失。而且,我们认为经纪商模式还仅仅是在刚刚起步的阶段,尤其是在中国这样的发展中国家。想要更好地服务15亿左右的潜在客户,中国完全需要成千上万的经纪商。所以,BMFN对于和经纪商合作的模式非常有信心,并且会尽力去帮助他们在这种合作模式上长久发展。

  7.Q: If you could give one suggestion for IBs in China to aid them in their business, what would it be?

  如果请您从众多发展IB业务需要考虑的因素里面,选择一条最重要的,您会告诉他们什么呢?

  A: I will be short here, I suggest that all IBs, new or established get to play with UniTrader. UniTrader is the only software out there that enables IBs to learn FX and CFD business in 5 minutes. While all other platforms are complicated and do not properly explaining the essence of the IB business, UniTrader makes this easy. It show IBs what FX business is, gives them their own platform and enables them to learn business in real time in less than 5 minutes, starting with the demo IB center and moving on to IB real centers. I also suggest for IBs to have UniTrader to create a network of subIBs.

  我在这里做一个简短地说明吧,我会建议所有的经纪商,不管是新成立的,还是在市场多年的,都来尝试我们的UniTrader平台。目前为止,UniTrader是唯一一个能让经纪商在五分钟之内参与到外汇和差价合约市场的平台软件。当所有其他平台都不能合理地把经纪商事业的精华表述清楚的时候,UniTrader已经把一切都变得非常容易。它会向经纪商展示什么是外汇经纪事业,并让他们拥有自己个性化的平台,使他们能够真正在短时间内掌控自己的事业。而所有的这一切,都可以先从尝试模拟代理中心开始,随后便会对真实代理中心爱不释手。同时,我也会建议经纪商通过我们的UniTrader平台来创建属于自己的子代理网络。

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