Nava Chakras of Rural Finance ( Part 2 of 4 )

Continued from Part 1....

ANAHADHA -                   Information Eliciting

" The Immunity System"

Information about the Customer builds better health in the Customer - Financier Relationship. Ultimately, irrespective of use, the intention forming happens in this CHAKRA. Intent is fraudulent ab initio, only in 1 - 2 % of the cases.

Many of us who go on FI, end up talking ourselves or land up feeding answers / leading prospective customers with expected responses. This is what kills the process / efficacy of this system.

Many of would be totally different if the same money has to be lent from our personal pockets. In agriculture, an avariciousness to lend is invariable arm-twisted by the customers. Rural Customers are by far the smartest.

Hence questions have to be open ended and we need to be on "Active Listening" mode.

Further, the questioning pattern should be :

1. Slow paced and simple in structure for the farmer / Rural Customer to understand.
2. Psychometric Styled - Topics revolving around Irrigation, Crops, Income, Expenses etc., should be touched up repetitively, changing the nature and frame-work of questions to check the consistency of inputs / information elicited.

LESSON :            

• This is the stage where information flows in to corroborate every detail provided by the customer.
• Simple, Structured styling of questions and framework will help in getting accurate answers.

VISUDDHI -                       Physical and Mental Focus - The Art of Observing

" The Energy Generator "

Many of these chakras perform concurrently. So when we interact with the customer, auto validation happens through sight, hearing, taste, smell, touch, thermoception (Perception of temperatures by the Skin), perception, intuition. 

Each of our senses is so facile that it can observe and record very vital and telling information.

Just to illustrate this,  We very well know different dress codes in the rural side. Yet, the slant, the way one is wearing the pant / dhoti / loin cloth does give us a clue on his / her avocation.

Nails, Hands, Roughness of the palm ( felt during a hand shake ) - every piece does fit in. 

My colleague sitting by felt this was too much to expect. Yet, When I narrated how an Agri Customer who was potrayed as a farmer, was deduced through mere observation, of being a contractual worker with something to do with Bricks in large quantum. On verification, the observation was found to be right. We found that the farmer had indeed befallen tough times and had moved full time into Brick Kiln Factory, into brick making to make a living - it gave a clear idea that this process of deduction is indeed possible, albeit needs training.

One of the best methods to develop each of the senses is the 30 SECOND test. Let us for example take any photo, and observe the photo for 30 seconds. Then close your eyes and try to picturize the photo in your mind and see what all facts you are able to recreate. The same can be of Sound and Thermoception too.

Practice will make this skill part of intuitive evaluation..... Yet it definitely needs practice

LESSON :            

1. Validation of information provided is critical.
2. Training to Observe needs to be practiced. Skilled Observation is always more useful than normal observation.
3. Never let go of the 180 degree perspective of everything that is happening.

Continued in part 3......