The Origin Story of Sikhulule Mamana

Sikhulule Manana, a Specialist Investment Consultant (SIC) at INN8, joined the company in August 2023. With a background in financial services and a passion for turning financial planners into superstars, Sikhulule has been diving headfirst into the world of dynamic platforms and digital solutions. From helping families leave a legacy to geeking out over business growth strategies, his journey at INN8 is just getting started – and it’s already packed with exciting twists.

The INN8 Journey: Can you share a bit about your journey at INN8? How did you start, and what has been the most exciting part of your experience so far?

I started my journey at INN8 in August 2023 as a Specialist Investment Consultant (SIC). Before this, I held a similar role at another South African asset management firm for five years. The most exciting part of my experience has been joining an investment platform business that has developed a unique, fully digital, dynamic platform, partnering with financial planners to make it easier for them to advise clients and implement solutions.

Day in the Life: What does a typical day look like for you as a SIC at INN8? Any interesting or challenging moments that stand out?

No two days are the same for an SIC. Our main focus and key driver is engaging with financial planners. These engagements include discussing investment solutions for their clients and assisting financial planners in growing their businesses by providing insights into their books and, in some cases, into the operations of their advice business.

Key Learnings: In your role, what are the key skills or insights you’ve gained that have been crucial for success in business development at INN8?

Communication and interpersonal skills are crucial for the role because a SIC needs to communicate, present, build relationships, and engage with financial planners and various stakeholders within the investment platform. Other important skills include persuasion, strategy, negotiation, business acumen, probing, and active listening.

Favourite Project: Could you share a project or client interaction that you found particularly rewarding or memorable? What made it stand out?

All interactions are important to an SIC, as we value relationships and work to build them while providing value to our clients. The most rewarding interactions for me are when I can assist a financial planner in helping families who are in desperate need of sound financial advice. It’s fulfilling to see how their advice has helped secure their futures financially, leave a legacy, build wealth, and protect assets through the solutions the group provides.

Client Connections: Building relationships with clients is a crucial aspect of business development. Can you share a story about a client interaction that taught you something valuable or left a lasting impression?

As a SIC, you learn a great deal from your clients because a skilful SIC asks many questions and listens attentively. I am especially impressed by financial planners who, throughout their careers, have been client-centric and focused on providing high-quality advice and being honest—even when it meant sometimes losing remuneration from a potential deal. This has taught me about passion, long-term focus, humility, and Ubuntu. This approach builds trust in financial advice, encouraging more families to seek the guidance they need.

Challenges and Solutions: Every role comes with its challenges. What’s a challenge you’ve faced as a SIC, and how did you overcome it? Any lessons learned?

SICs operate in a sales environment, so they face all the challenges encountered by sales professionals. Building trust and relationships takes time. Deals may take time to close, and some may be lost. As a SIC, you need to be resilient and maintain a positive attitude at all times.

Personal Growth: In your time at INN8, how have you personally grown, either professionally or personally? Are there any experiences that have shaped you?

I have definitely grown both personally and professionally within the role. The challenging nature of the role requires deep self-awareness and self-reflection. As a SIC, you are always challenging yourself to do more, improve, and learn about both your business and yourself.

Advice for Future SICs: If you could go back and give advice to yourself when you started as a SIC at INN8, what would it be? What advice do you have for someone aspiring to join the INN8 family?

I would advise future SICs to be themselves in the role. Know your sales strengths and weaknesses, and continuously seek insights into who you are as a person. Be prepared to leverage your strengths and work on your weaknesses. Being a SIC means being willing to grow and learn continuously.