July 2015 Workshop – Presentation from Mr. Weimin Zhu

Mr. Zhu WeiMin’s Presentation Translation In English

 

请允许我用国语分享

Please allow me to share my story in Chinese. (Mr. Zhu’s presentation will be covered in Chinese and English translation will be provided here.)

 

2002年初,我从北京移民多伦多,刚落地加拿大最让我失落的是,在银行柜台的中文服务全是说粤语,我英文不好在意料之中,可中文居然也听不懂了,说了三十多年的普通话,实在有点难以接受。

In 2002, I immigrated to Toronto from Beijing. My disappointment with this new life started at a local bank.  I wasn’t surprised that not understanding much English, but at that Bank, I found that I couldn’t understand the Chinese they spoke, Cantonese. With more than 30 years of Mandarin Speaking, Cantonese seemed like a different language for me.

后来体会到,那是香港地区经济发达的结果,由于那时多伦多华人圈子里的生意往往是香港老板,为了找工作我还学过两周粤语,发现比英语还难学。

Later, I found out that the reason why those services was provided solely in Cantonese was because the higher economical achievement of Hong Kong than Mainland China.  Most Chinese businesses in Toronto were under Cantonese management back in 2002.  I even tried to learn Cantonese to find a job, but it was harder for me than learning English.

而在过去的十几年,我亲眼见证了,伴随着中国大陆的经济腾飞以及财富全球化的浪潮,在多伦多和温哥华这些移民城市,国语已成为商家广为使用的服务语言。

In the past decade, I have witnessed the economical take-off of Mainland China, and the fabulous growth and globalization of Chinese wealth.  Nowadays, Mandarin-speaking service is provided in more and more places in cities like Toronto and Vancouver.

我们财务机构内有句笑话,国内的高资产客户,资产水平越高、英文水平越差,所以我给自己找了个借口,因为我们客户的资产水平提升的太快,我的英语水平才提高的太慢!

There’s a joke in our firm, the richer a Chinese client is, the worse their English are. So I give myself an excuse, I have too many high wealth clients that make my English poor.

 

因为逆境,所以创业

Adversity Makes Pioneer

在移民之前,我已有工程和商科两个学位和近十年证券期货以及市场相关的从业经验,移民时正值911过后的经济低迷,由于年龄较大并缺乏本地经验和学历,我只希望找一份初级的会计工作。

I had earned my two bachelor degrees in Engineering and Commerce and 10 years of security and derivative trading experience before I immigrated to Canada. I came to Canada during the recession caused by “9-11 Terrorist Attack”, it was very difficult to find a job.  Because of lack of local experience and local education background, I targeted on entry level accounting jobs.

但找了半年仅有三家公司的面试机会,只有一家进入第二轮面试还是最终被淘汰,正是由于找工作不顺而又需要养家糊口,我才很不情愿地走上了自顾生意的道路,而且开始自顾的前半年,担心没生意可做,我还兼职在麦当劳打工。

I had only have 3 interviews in 6 months time, only one of them gave me a second interview, but that did not lead to an offer.  I started my own business because I need to put bread on table for my family.  The start was not easy, I was working part-time at McDonald’s to support my family and my newly started business for the first 6 months.

现在已过去了十二年,明瑞集团已经建立了税务会计、保险投资、国际汇兑、财富管理四家分公司,在加拿大六个城市和北京设有十个分支机构。

Twelve years have gone by, from my little business, now we have built an accounting firm, an insurance brokerage, a foreign exchange business, and a wealth management company under Meritigroup. We now have nine branches across Canada and one office in Beijing.

今年年初,我们多伦多总部搬进新的办公室,入住后我才惊讶地发现,竟然搬进了我十二年前唯一两次面试的那家公司的地址,如果当初他们录用了我,也许就没有明瑞集团了!当时的感触很难用语言去形容,冥冥之中自有天意!

Early this year, our head office in Toronto moved to a new location.  Previously in that location was the company that gave me 2 interviews 12 years ago.  If they had hired me, there may not be Meritigroup now.  The lament was very hard to explain, as an old Buddhlism phrase says ”Nether world innate divine intervention”

 

因为缺陷,所以超越

Defect Makes Superior

我本人擅长理性地分析事物并解决问题,乐于广交朋友,但不善于向别人推销产品,由于华人对保险产品固有的成见,保险销售对从业人员更具挑战性,所以我从未想过保险会成为我的主营业务之一。

I have strong problem-solving and analytical skills and I’m also willing to make friends. However, selling insurance is quite a challenge to me. Due to a different culture in China, a lot of Chinese people have biased opinions for people who sell life insurance, which potentially increased the difficulty to do this job. That is the reason why I never made selling insurance my main business.

刚创业时只想做些报税、记帐类的服务,拿到会计师资质成为我的主要目标,但由于多伦多市场会计服务的激烈竞争和低廉的行业价格,养家实在不易,我便陆续考了保险和投资的执照,希望给客户更多一点意见,也可以有更多的收入来源,

When I incorporated the company, my plan was to do business in tax returns and bookkeeping.  Thus becoming a licensed financial professional was my main goal at that moment. However, there is a number of accounting firms in Toronto, which caused the low service price in this highly competitive industry. In order to provide more services to my clients and increase my personal income, I learn a lot of insurance and investment knowledge by myself and got the corresponding licenses soon.

但由于不善于向客户推销具体的产品,常常是帮客户解决了许多问题,朋友交了许多,东西却没卖多少,所以我创业半年就开始的和同业的紧密合作,我负责解决客户的实际问题,包括税务、保险、投资等等,而我的合伙人负责维护客户关系,促成产品的销售,使我们的业务翻了若干倍,明瑞多赢的理念也从此确立起来。

Although I got my professional licenses for selling insurance, I’m not good at sales at all. I always became good friends with my clients and help them solve the practical business problems but few people bought their life insurances from me. It was then that I realized, it’s better to emphasize what I’m good at for the company’s interests. Therefore I started to corporate with other insurance advisors to expand the business. For my part, I focused on solving client’s practical business problems with tax, insurance and investments. My partner was in charge of promoting our insurance sector while maintaining good customer relationship. After the cooperation, our business revenue increased dramatically and we created mutual benefit business philosophy by that time.

我经常在公司说,明瑞的目标是成加拿大华人创建的最优秀的财务机构,如果哪一天我们实现了这一目标,有一个原因就是我有明显的弱点——不善于销售,如果我没有这个弱点,明瑞也许今天还是以我一个人为主的作坊,没必要建立现代化的企业结构。

Meritigroup aims to become the most excellent Chinese financial advisory firms in Canada. By the time that we achieve our goal, I will proudly say that my shortcoming in sales contributed most to the success of Meritigroup. If I didn’t have this particular weakness, I would have not cooperated with partners in building Meritigroup into this modern enterprise structure.

正因为认识到自身的弱点,明瑞才需要把更多互补的人才凝聚在一起,创造更多的价值并与客户与同伴分享这一价值,明瑞才可能不断的发展、壮大,正如我们的投资理念,世上本没有完美的投资,我们做的是帮客户深刻地认识每个投资背后的缺陷,把互补型的投资搭配起来,形成最适合的投资组合,这与我们的创业理念不谋而合!

By realizing our weaknesses, Meritigroup engages to gather more and more intelligence with different talents. We create more business values and share them with our client and partners. The success of Meritigroup can be attributed to the value of sharing. The diversification and risk control also match with our business philosophy. Every investment bears risks. We help our clients to interpret risks and drawbacks of each investment and diversify their investment portfolios to achieve the best customized investment combination.

 

创造价值,与众不同

Value Creation Makes Uniqueness

由于销售能力的弱点,我创业之初就很注重为自己的服务添加与众不同的价值,刚开始很少有理财行业的人能提供实际的税务意见,我落地加拿大第二年就开始为客户提供个税服务,当越来越多的理财行业的人涉及简单的报税服务时,我们就逐步涉及公司、信托、非居民等复杂税务,并和全球四大会计师行和一线律师行建立了广泛的合作关系,我想既然我们说不过别人,做得就要比别人多一点,六年前我们在温哥华开展外汇业务,今年我们正式启动财富管理中心,并把服务范围延伸到Ottawa, Halifax, Saskatoon 等城市,现在我们在华人创办的财务机构中从服务领域到服务网点已经做到了与众不同。

Due to the weakness of my sales ability, when I started my business, I paid more attention on value-added service to be competitive and unique. At that time, only few financial advisers were able to provide practical suggestion on taxation, so I started to offer individual taxation services for my clients at the second year. While other financial professionals tried to catch up by offering the same services, our team began to challenge those more complex taxation services such as corporation tax, trust tax and non-resident status for tax purpose. Furthermore, we had built an extensive partnership with the Big Four Accounting firms and Law firms. Six years ago, we opened our office in Vancouver and start to serve clients on the west coast. Up to early this year, our team and services had reached Ottawa, Halifax, Saskatoon and other major cities. I can now proudly conclude that, compare to other Chinese financial advisory firms in the industry, whether it’s the number of cities we service and types of services we provide, Meritigroup isn’t only unique but also outstanding.

 

祖国昌盛,全球化机遇

Thriving China Makes Global Opportunity

很多人说我们十几年前移民的人错过了中国发展的黄金时期,而明瑞的发展却大大受益于祖国的经济腾飞和财富全球化的浪潮,我早期服务客户遍布各个族裔,但当我们的财税服务越来越深入时,我发行深层次的文化上的共鸣只能用母语去交流,这也是深入信任的基础,所有我们现在高资产的客户95%都来自大陆,我在加拿大最爽的一件事就是用国语交了很多来自中国五湖四海的朋友,最不爽的就是英语提高的有限。也正是为了配合中国财富全球化的速度,我们明年将把服务延伸到香港,为中国家庭财富的全球化配置提供一站式的服务。

People also say that for those who immigrated to Canada more than a decade ago had totally missed the golden era of the development of China. Well, I will say without the development of China or globalized economic expansion, Meritigroup would not have succeed, so we are actually the beneficiary of such development. My early clients were not limit to Chinese, but soon I realized that the mother tongue is not only the key for us to obtain the trust of our clients but also to connect with them sincerely. With the development of our team and services, Mandarin became our official language. Nowadays, more than 95% of our clients came from Mainland China. The most joyful thing since I came to Canada is that, through my mother tongue, I have made many great friends from places all over China. But on the other hand, I didn’t improve my English skill much.  To match the fast growth of Chinese economic, we will extend our business to Hong Kong, so we can provide a total solution for Chinese families that have the need of globalizing their wealth.

 

 

 

 

Question问题

1.创业过程中你能给客户带来什么附加价值?

Through your business, what kind of value-added service you can provide to your clients?

2.创业团队中你选择和你相同的还是不同的人?

Do you want to partner up or team up with someone similar to or different from you in your business?

3.创业过程中你倾向于用人还是制度去管理团队?

Do you prefer to manage your team by policy or by personal relationship?

 

 

Thank you very much!

March 2015 Workshop – Report

Please see below the March 2015 Workshop Report (please note it may take a few seconds to load).
Workshop-Report-March21-2015

Video Post – March 2015 Workshop

Check out the following video recording of our March 2015 Workshop!

July 2015 Workshop – Jack Lee Presentation

Please check out some of Mr. Jack Lee’s presentation slides below:

 


 

Video Post – July 2015 Workshop

Please check out some of our keynote speakers from the July 2015 Workshop.

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