The following job description describes the environment of investment selling as well as details on this specific opportunity. It covers the roles of Trainee to Senior Broker and it is designed to help you decide if this is the career direction for you. On the interview process there will be ample opportunity to find out all about the company and what working for it would be like. We have included some information below for you to prepare. Please read and study the details carefully and also do some research on the investment market.
Brokers are defined as a person who buys and sells goods or assets for others. They can be front or back office, sales or analytical. We are talking about front office brokers which means a sales role.
The Investment Markets
Individuals, companies and institutions such as pension funds make investments every day. Different types of investments appeal to different types of people depending on their goals. Currently investors are very concerned about post lockdown investment in say shares and property. This means that tangible commodities are rising in popularity because they are seen as more secure and more potential. Investor goals can be summarised as:
- Reward relative to a risk.
If someone is saving for their retirement they will probably be risk averse and want to put their money in relatively safe investments. At the moment and for a long time investors are moving to tangible alternative investments such as Fine Art.
Investing in a small company might appeal if the investor believes it has the potential of a Microsoft or a Google. In reality less than 1% of small companies survive, let alone prosper, so investment is increasingly left to venture capitalists rather than individuals. Property can be divided into commercial and residential. Commercial property is dropping in value, as their capacity with social distancing is now only half of what it was. Many are permanently working from a home base. Residential property has a different set of problems. The supply is being increased as offices are seeking planning permission to convert to flats. Brexit is lowering demand. The lack of bank finance for mortgages. Before Covid the IMF (International Monetary Fund) considered UK residential property significantly over valued. To top it all buy to let legislation has made renting out a property for a profit more difficult and tenants are currently massively defaulting on rent. Gold and Silver have proved popular but already risen significantly. Bitcoin is not actually an investment it is a currency speculation and seen has high risk. Bill Gates, Warren Buffett, Ray Dalio and Charlie Munger are all avoiding it. To top all of this all the money that is being printed by the Bank of England will push inflation sky high. This means that ‘cash is trash’ and those liquid need to move fast. It also makes tangible investments like Fine Art a perfect hedge against that inflation spike. All of this explosion why Christies and Bonhams are experiencing record sales. So the opportunity we offer is incredible with a growing and very active market.
- Short, medium or long term.
The word investment implies long term, but what is short, medium or long is a matter of opinion. Warren Buffett, the world’s most successful investor, says that his favourite investment term is forever. He says that short term ‘ups and downs’ in markets are irrelevant, it is the underlying value of the asset and it long term potential that is important.
Investors vary on how long they are prepared to wait for their return. A bank deposit will earn more interest if you agree to a 3 month withdrawal term. Shares in quoted companies are tradable nearly instantly so they are liquid. Property on the other hand as an investment might make a very good rental yield with the illusion of security behind it, but takes months if not years to sell and become liquid. Tangible Assets such as Fine Art are not as liquid as shares but have a ready and quick market such as Sothebys. It is hard to think of a more suitable investment in current conditions.
- Personal interest.
Investors often wish to support industries, or projects they believe in. For example, if you are a big believer in the challenge of climate change then all the green investments might well appeal.
Types of Investment
For the investor there is a dazzling array of choice. Individual investors by definition are not experts and the choice is wide. The choices can be categorised into two sectors. Regulated and Unregulated.
There is a lot of myth and misunderstanding on this but it is actually quite simple. An Act of Parliament has clearly defined that a Financial Service has to be regulated. It further defines exactly what a Financial Service is and therefore which companies have to be regulated. The regulatory body in the UK is the FCA – Financial Conduct Authority. The FCA regulate companies that trade in shares, consumer credit, banks, stockbrokers etc. If you fall under their definition you have to be regulated to trade. Anyone else is in the unregulated sector.
What are the Best Investments?
All investments carry risk. Investors are after all speculating on what the future holds. We have now had a long period of very low interest rates, set to continue, even go negative. Investors have therefore lost out at the expense of debtors. So most fixed rate investment over the last decade has struggled to even keep pace with inflation. On top of this companies have continually been seen to be trading in very uncertain conditions and therefore high risk. Large old companies might seem safer but many have perished such as Woolworths, Thomas Cook, Lehman’s, BHS and Austin Reed. Any share in any company can of course go down to zero. To counteract this there have been increased interest in the alternative unregulated sectors even as more speculative but promising far greater returns and often more security. Fine Art investments are popular as they are by definition unique with a limited supply and offer considerable terms to investors who wait for the right time to sell. Currently they are performing better than many alternatives.
The Role of a Broker
There are two main roles referred to as Openers and Closers (Or Dealers.) Openers as the word suggests qualify prospects, arouse interest in a current offering and then send out details. It requires a considerable amount of telephoning in a highly competitive market place, meaning dealing with lots of rejection. Openers are usually trainees learning the business, investment and selling. They usually start on a low basic and receive commission on all deals that were opened and the Closer will then finalise business. The closer will be far more trained, qualified and experienced and talk to prospects answering specific questions to close deals.
In both roles investment selling is high energy, hard work in a low basic, high commission results oriented environment. If your goal is the size of the basic it is not for you. It is very lucrative to those who succeed producing the highest earners in the sales profession. It takes a time to build up knowledge and a portfolio of clients. Absolute honesty and integrity is key to develop referrals and recommendation and to keep clients for the long term. You also need crystal clear English with no accents, slang or jargon.
Most companies will only recruit Trainees as Openers. On average only one in ten of these will make the grade to Closer/Dealer. (The figure for Success Moves is 8 out of 10.) A few companies will recruit people that have no investment experience but have sales experience closing deals in other industries as Closers. They will then train them thoroughly in the products and investments principles. Experienced Closers are very highly sought after and can earn well into six figures.
In terms of job role and environment, you will be
- Making sales calls to current and potential investors every day, all provided for by the company through advertising and marketing campaigns.
- Be put through expert training in order to gain a thorough understanding of the markets, products, opportunities and more so that you can quickly become a financial professional.
- Be part of a growing team of professional, competitive and enthusiastic brokers.
- Be expected to introduce, advise and develop client investment portfolios on an on-going basis.
- Learn and continually update your knowledge on investment in all sectors and especially Fine Art.
- Earn uncapped commission on every trade you are involved in.
Company Location – South East London
The Specific Company you will be working for is offering full broker positions to experienced sales professionals and trainees with no previous sales or investment experience. These are exceptional opportunities offering a rare chance to join the highly lucrative investment industry.
Our Client is a South East London based Art Consultancy with access to rare and exclusive artworks, many of which have not been seen in the public eye. They have exclusive rights from the agents of the artists to provide bespoke services for wealth creation within the fine art sector. Due to Brexit investors are moving away from shares and company based investment to the more secure tangible assets such as Art.
They have access to artists and artworks that are highly sought after, making them a haven for people to acquire real assets with real capital appreciation potential, allowing them to have peace of mind in secure, tangible, environments that mitigates risk for their financial holdings.
The products you will be involved in selling are a range of investment opportunities designed to offer the investor a potential return that may outperform what they are currently receiving. The company offers a range of collectable investment items in the Fine Art market. All of these products are bought on either an investment or private collectable basis and therefore designed to appreciate in value so the investor makes a return. Please bear in mind that knowledge of these specific products is not essential as full training will be given.
The company is led by directors and a management team that are very experienced in investment and Fine Art.
Fine Art Investment
The art market has grown exponentially in the last 20 years. The European Fine Art Foundation measure the art market to be approximately $66 Billion (as of 2015) based on auction data along with gallery and private sales. 20 years ago, that figure was only $10 billion.
Over a million people now consider themselves art collectors. In 1980 that number was a mere 10,000. That’s evidence of the growing global market that now exists for art, with new, serious, deep pocketed collectors coming from Russia, China and the Middle East.
The influx of Chinese buyers is one of the main factors pushing art values higher. For Chinese millionaires and billionaires looking to spend their money, a natural choice has been art. China is now home to the world’s largest number of $ billionaires according to Forbes. They are the next big wave of buyers and could affect the market as much as the Japanese did in the 80’s. In the 80’s the Japanese Nikkei hit an all time high and the country experienced its infamous bubble economy. Soaring stock and real estate prices generated astounding amounts of bubble wealth – some of which found its way into the art market and created an art bubble. Record prices were paid for western art and the overall knock on effect was that the Art prices increased in the region of 45%. What we are seeing now, from the Chinese market is almost identical to the Japanese influx in the 80’s.
Excerpt from The Daily Telegraph 13 April 2015
The global art market is booming, with last year’s sales reaching a record £37bn, a 7pc year-on-year increase and a little above the 2007 high of £35bn, according to the most recent figures from the European Fine Art Foundation (TEFAF).
Just two months ago, an oil painting by French Post-Impressionist artist Paul Gauguin titled When Will You Marry? sold for almost $300m (£197m), the highest price ever paid for a work of art.
Is there a basic salary?
Yes. Trainees will be paid a salary of at least £1,000 per month depending on experience, plus high uncapped sales commissions from day one, designed to rewards those sales people that are willing to work hard in order to receive high rewards. There will be a review after the first 3 months.
Is there commission from day one?
Yes, as well as your salary, on target earnings will be at least 1st Month £1500+, 2nd Month – £1,800+, 3rd Month £2000+. Most experienced Brokers earn upwards of £5,000 per month. Some Brokers earn £20,000 in their first year, some earn £100,000, the difference being that if you are someone who understands high rewards comes from hard work then you will be in control of your own uncapped earnings.
Is there Induction training?
Yes. All training is at the company’s expense. You will be trained on Fine Art and investment selling before you start.
Is there ongoing training?
Yes, most mornings will start with a training session. There is also an outside specialist trainer brought in to coach you to high income.
What Qualifications do I need?
As an absolute minimum you should have five GCSEs certainly with English and Mathematics.
What experience do I need?
Sales experience is an advantage but not essential. A positive attitude with honesty and integrity is more important.
What is the interview process?
First selection is on CV. Those chosen will be asked to ring one of us and ‘pitch’ why we should choose you. We will be looking for
- Total clarity of spoken English. No accents, jargon or slang.
- Positive and upbeat tonality. Full of enthusiasm and energy.
- Clear goals
- Selling as to why you are a great choice for us.
- Objection Handling. Countering any reasons we give as to why you are not suitable.
- Closing. Getting put through to the next stage.
Those that get through this call will be invited to make a direct call to the Manager that you will be working for. You will make this call selling an investment as if the person you call is a serious investor. You will be sent a few details on the product to sell and its key selling points.
Those that get through this call will be invited to a face to face interview with the Manager and Director.
Those that get through this meeting will be offered to start immediately.
Then the next stage is sticking with it through the first month. All the learning, rejection, hard work without giving up. Showing the stamina to be determined for a long term success.
If you get past the first month you are on the path to great financial success.
What are the key personal qualities sought?
You will need to be a strong, confident communicator with clear language and an upbeat tonality. You must have disciplined timekeeping with a positive attitude. We look for people that can demonstrate a natural sales ability, especially a good listener. We want people who are money motivated as their goal with a determination to achieve. Essential is a desire to succeed and a passion for hard work coupled with an energetic personality. We are also selling investments and look for people with complete honesty and integrity. We look for stability and achievement in all aspects of life.
What do I need to bring if I get through to the face to face meeting?
You will need to bring one form of identification, a current passport or driving licence or any other form of identification.
A copy of your CV including contact details of 2 referees – one business, one personal.
- Rich Dad Poor Dad by Robert Kiyosaki
- Investing for Dummies by Eric Tyson
- How to win friends and influence people by Dale Carnegie
- Advanced Selling for Beginners by Alex McMillan
- The intelligent investor by Benjamin Graham
- Warren Buffet’s Ground Rules by Jeremy Miller
- The Art Dividend – Why Investment in Culture pays by Darren Henley
Please when you are ready, call 07525916574 Alex McMillan and tell me why I should consider you for this opportunity.