導(dǎo)讀: 凱捷顧問(wèn)公司最新發(fā)布的《亞太財(cái)富報(bào)告》顯示，去年亞太地區(qū)高凈值人群財(cái)富規(guī)模首度超越美國(guó)，其中，高凈值人口增長(zhǎng)最快的國(guó)家是中國(guó)，其高凈值人口同比增長(zhǎng)16%。

那么問(wèn)題來(lái)了，對(duì)于理財(cái)師來(lái)說(shuō)，如何才能將更多高凈值人群納入自己的麾下？

亞洲富豪們最看重理財(cái)師哪些技能呢?

What Asia’s Rich Want from Wealth Managers

A wider range of services, better products and digital technology are key to winning over new clients. 

提供更廣泛的服務(wù)，更好的理財(cái)產(chǎn)品以及具備數(shù)字科技的能力是贏得新客戶至關(guān)重要的因素。

凱捷顧問(wèn)公司最新發(fā)布的《亞太財(cái)富報(bào)告》顯示,亞洲已經(jīng)成為新的私人財(cái)富管理的聚焦點(diǎn)。這些亞洲富豪們希望在2025年前自己的資產(chǎn)能獲得140%的增長(zhǎng)，為了滿足這一需求，理財(cái)顧問(wèn)們要不斷升級(jí)自己的業(yè)務(wù)技能：包括提供更廣泛的服務(wù)以及配備更尖端的技術(shù)。

The Asia-Pacific was already the region with the highest number of individuals with investable assets greater than $1 million, having nabbed the title from North America in 2014. Despite slowing economic growth, the wealth of Asia’s HNWIs increased 10% last year, far outpacing the 1.7% averaged by the rest of the world. And the boom is set to continue, with Capgemini projecting HNWI wealth in Asia to grow from $17.4 trillion to $42 trillion by 2025. 

Financial advisers seeking to tap the lucrative market face a challenge in convincing the region’s well-heeled to entrust the management of their wealth to someone else. Asia’s HNWIs have only 31% of investable assets with wealth managers, which is lower than the 35% for the rest of the world and the 33% they hold in cash. To attract and retain the region’s wealthy advisers need to offer a compelling investment proposition. “That came out clearly as the top priority,” says David Wilson, head of Capgemini’s strategic analysis group. 

2014年，亞太地區(qū)就已經(jīng)力壓北美成為擁有百萬(wàn)美元以上可投資資產(chǎn)的個(gè)人人數(shù)最多的地區(qū)。盡管經(jīng)濟(jì)增長(zhǎng)放緩，但亞洲高凈值人群去年增長(zhǎng)10%，遠(yuǎn)遠(yuǎn)超過(guò) 其他地區(qū)1.7%的平均水平。這種蓬勃增長(zhǎng)將會(huì)繼續(xù)，預(yù)計(jì)到2025年，亞洲高凈值人群所擁有的財(cái)富將從17.4萬(wàn)億美元增至42萬(wàn)億美元。

想 要搶占這個(gè)豐腴的市場(chǎng),理財(cái)師面臨一項(xiàng)挑戰(zhàn)：讓亞太地區(qū)的富豪們相信他們的理財(cái)方式。亞洲的高凈值個(gè)人僅將31%的可投資資產(chǎn)交給理財(cái)經(jīng)理管理，該水平要 比其他國(guó)家的平均水平(35%)低；也低于他們所持的33%的現(xiàn)金比例。為了吸引和留住亞洲富豪，理財(cái)顧問(wèn)們必須提供令人難以抗拒的投資方案。“這才是重 中之重”。

詞匯解析: 

nabbed the title 取代...位置

outpace  超過(guò)

HNWI（high net worth individuals）高凈值人群

well-heeled 富有的；有錢(qián)的

Being able to offer Asian clients exposure to the right sort of investments is vital. Growth-oriented investments are favored by the majority of the wealthy in the Asia-Pacific, excluding those in Japan: 55% of those surveyed favored the strategy compared to 47% in the rest of the world. 

The emphasis on growth is even higher in emerging markets such as China and India. While asset allocation across the major asset classes - cash, stocks, fixed income and alternatives – was similar to the rest of the world, the Asia-Pacific’s HNWIs preferred investing in shares of individual companies rather than ETFs and mutual funds. The region’s wealthy also like to invest abroad, with 68% of HNWIs holding investments outside their home country. 

能夠?yàn)閬喼蘅蛻籼峁┱_的投資選擇，是至關(guān)重要的。增長(zhǎng)投資策略受到亞太地區(qū)(除日本富人之外)絕大多數(shù)富人的青睞：55%的亞太富豪客戶群贊成這種投資策略，而贊成這種策略的其他國(guó)家投資者比例僅占47%。

在 中國(guó)和印度等新興市場(chǎng)，投資者更看重財(cái)富增長(zhǎng)。雖然，這一群體在主要資產(chǎn)的配置上與世界其他地區(qū)類似，不外乎現(xiàn)金、股票、固定收入以及其他投資等方式。但 是很明顯，亞太高凈值人群更青睞投資公司個(gè)股，而不是ETF,共同基金等投資類目。他們還很愿意把錢(qián)投向海外，68%的人手中都有海外資產(chǎn)。

詞匯解析: 

Growth-oriented investment增長(zhǎng)投資策略

exclude 排除

asset allocation 資產(chǎn)分配

ETF（Exchange Traded Fund）交易所交易基金

Financial advisers need to offer Asia’s wealthy more than just investment opportunities. There is growing demand for services ranging from retirement planning and philanthropy. When it comes to financial planning, the region’s HNWIs place greater emphasis on catering to the needs of all family members and demand customized services, as well access to a range of experts, more than the wealthy elsewhere in the world, according to Capgemini. The Asia-Pacific’s wealthy are also deploying more of their wealth to benefit society, with 37% of their investment portfolios allocated to social impact investments compared to 32% for the rest of the world.

理 財(cái)顧問(wèn)需要為亞洲富人提供的并非只是投資機(jī)會(huì)。凱捷指出，從退休規(guī)劃到慈善事業(yè)，亞洲富人需要越來(lái)越多的服務(wù)。談到理財(cái)，相比其他地區(qū)的富人，亞太地區(qū)的 高凈值個(gè)人更加重視滿足所有家庭成員的需要，個(gè)人定制服務(wù)以及接觸到各方面的專家。他們也更愿意把自己的財(cái)富用于提高社會(huì)福利，亞洲高凈值人群的資產(chǎn)組合 中有37%會(huì)被劃撥至能影響社會(huì)公益的項(xiàng)目，而在其他地區(qū)這一比例只有32%。

詞匯解析: 

philanthropy      慈善事業(yè)

cater to the needs  滿足...的需要

customized service  定制化服務(wù)

精 通技術(shù)的亞洲富人，還需要更多數(shù)字工具，來(lái)幫助監(jiān)控和管理自己的財(cái)富。這些高凈值個(gè)人比世界其他地區(qū)的高凈值個(gè)人更看重?cái)?shù)字工具。但是，亞洲理財(cái)經(jīng)理的數(shù) 字能力卻比其他國(guó)家的差很多。在決定是否在未來(lái)兩年內(nèi)將更多或更少的資產(chǎn)交給某個(gè)理財(cái)經(jīng)理管理時(shí)，數(shù)字能力被亞洲高凈值個(gè)人視為重要參考因素。

Around 10% of wealth managers in the Asia-Pacific lost clients last year because of a lack of digital tools. “It’s a risk factor for firms that don’t have the digital maturity but it’s also a significant opportunity for firms to invest and build that up,” says Wilson. Wealth managers also need to equip staff with the digital capabilities to perform tasks such as social media prospecting and risk management. 

The rise of fintech companies offering slick, low cost and easy-to-use platforms has raised the bar for traditional advisers in what they need to offer clients.

據(jù) 稱，在亞太地區(qū)已經(jīng)有10%的財(cái)富管理公司因?yàn)閿?shù)字技術(shù)能力缺乏出現(xiàn)了客戶流失。凱捷策略分析團(tuán)隊(duì)負(fù)責(zé)人大衛(wèi)?威爾遜指出，“對(duì)于那些數(shù)字能力不成熟的公 司來(lái)說(shuō)，這是一個(gè)風(fēng)險(xiǎn)因素。但是，對(duì)于那些投資和打造數(shù)字能力的公司來(lái)說(shuō)，這卻是個(gè)巨大機(jī)會(huì)。”財(cái)富經(jīng)理需要讓員工具備數(shù)字能力，以便執(zhí)行利用社交媒體開(kāi) 發(fā)客戶，風(fēng)險(xiǎn)管理等任務(wù)。

科技金融技術(shù)的崛起，降低了財(cái)富管理成本，為客戶提供了更加靈活，方便使用的平臺(tái)，這無(wú)形中也提高了傳統(tǒng)財(cái)富管理公司招攬客戶的能力門(mén)檻。

詞匯解析: 

digital capability 數(shù)字能力

fintech company 金融科技公司

slick 靈活的；熟練地