What to screen for when hiring Relationship Managers in BFSI
Book size, product breadth, portability — the three questions that separate a strong RM profile from a well-written one.
The resume tells you products; the interview tells you the book
Relationship Manager resumes in banking, wealth and broking look remarkably similar. The differences that predict performance rarely appear on paper.
Ask about the book, not the targets
Every RM lists targets achieved. Ask instead: how much of your current book did you originate yourself? A self-built book signals prospecting ability; an inherited book signals account management. Both are valuable — but for different roles.
Product breadth vs product depth
A CASA-focused banker moving to wealth needs investment-product depth they may not have. Map the role's revenue mix to the candidate's actual selling history, line by line.
Portability is a claim — test it
Candidates often promise their clients will follow. Discount this heavily unless the relationship is genuinely personal, the products are portable, and no non-solicit stands in the way.
Certifications are the floor, not the ceiling
IRDAI, AMFI and NISM certifications are table stakes for regulated products. Verify them during screening — expired certifications delay joining by weeks.
A specialist recruiter asks these questions before you ever see the profile. That's the entire argument for domain-native screening.