Question 2: Who are the high-net-worth customers? Because every high-net-worth customer of a private bank has its own industry background, the cultural imprint behind it will profoundly affect their behavior and choice when investing in financial management. Therefore, private banks usually distinguish occupations when maintaining and serving high-net-worth customers.
Among the rich, there are private enterprise bosses, executives of foreign companies, entertainment stars, children of giants, and of course, some huge "gray income groups". According to the global customer analysis of private banks, in most developing countries, the demand of wealthy groups for private banks is huge.
An account manager of a bank once revealed that their current customers are mainly divided into two categories:
First, those successful people in the domestic capital market, such as executives of listed companies, are big names in the capital market;
Second, entrepreneurs in emerging industries, especially those with foreign capital, especially private entrepreneurs, will be a meeting point and explosion point of future wealth.
According to large industries or occupations, high-income groups can be roughly divided into three types:
1. Private economic operators, including self-employed and private entrepreneurs.
There are a large number of operators in private enterprises, who have worked for many years, creating high profits and accumulating rich wealth. These people are characterized by rich life experience, more investment experience, pursuit of long-term growth of personal assets, greater demand for various investment and wealth management products, high daily fund scheduling frequency and large amount.
2 enterprises and institutions (including state-owned enterprises) senior management personnel
This group has stable economic income, high academic qualifications, good personal credit and great potential for capital precipitation; Less private time, more opportunities to travel abroad, stricter requirements for banks and their products, less adventurous; Consumption has a strong purpose and has the habit of leading consumption.
3. Professionals and professional technicians
Such people include: freelancers, partners in professional service organizations, financiers, businessmen and high-income managers, especially those senior managers who have stock options. These people often have complex tax-oriented compensation and asset holding models, and sometimes they ask to hold cross-border assets.
In addition to high academic qualifications, high income, good credit and busy daily work, these people will spend a lot of spare time studying business and improving their professional level, pursuing long-term growth of personal assets, and have great demand for various investment and wealth management products.
Together, these three groups account for about 90% of the rich, and 10% of the rich are mainly composed of civil servants and freelancers.
Besides occupation, industry is also an effective reference for finding target customers. The top ten high-income industries identified by the national tax department are: telecommunications, banking, insurance, securities, petroleum and petrochemical, tobacco, aviation, railway and real estate. By clarifying the industries and groups where customers are concentrated, we can be more targeted when looking for target customers, and the service plan is therefore more clear.
For example, professional managers, usually executives of large enterprises or multinational groups, have MBA education background and keen financial mind, but have no time to deal with personal investment. They are usually executives of large enterprises or multinational groups, with MBA education background and keen financial mind, but have no time to deal with personal investment, so private banks can help them formulate comprehensive strategic investments to maintain and increase capital.
And some young stars, suddenly successful and famous, did not expect to make financial planning for their old age as soon as possible. It is also a challenge for private bank account managers to maintain and serve this group of people.
Question 3: How to develop high-net-worth customer resources? The number and hobbies of high net worth people in China contact their circles and study their preferences. In short, it is difficult, because they are difficult to get close to, let alone talk about. Unless you are in banking, insurance, securities and other industries. Only when you have access to customer information.
Question 4: How should a high-net-worth customer with a net worth of over 654.38+million make global asset allocation suggestions? Insurance should be regarded as a financial arrangement that provides economic security, not a financial arrangement that provides investment income, so insurance can only guarantee ten times the annual income with one tenth of the annual income as far as possible.
Question 5: Analysis of the current situation of high-net-worth customers. High net worth customers are potential customers of private banks. With the accumulation of wealth, this group shows great differences from ordinary retail customers in terms of wealth preservation, value-added and financial service demand. At the same time, different age structures and places of wealth inheritance will have a great impact on this group's investment risk preference. The development of high-net-worth customers in Chinese mainland presents the following characteristics: First, the total amount is huge and the scale is considerable. The rise of the affluent class in China is undoubtedly a fertile ground for private banking. By the end of 20 12, in 3/kloc-0 provinces, municipalities and autonomous regions except Hong Kong, Macao and Taiwan, the number of millionaires (including billionaires and above) reached1050,000; There are about 3 million wealthy families in China whose financial assets exceed $654.38 million+. In the whole Asia-Pacific region, the proportion of the rich in China is second only to that in Japan. By the end of 2007, there were 465,438+00,000 rich people in China with a net worth of over 654,380+000. It is estimated that there are more than 5,000 super-rich people with a net worth of over $30 million. Among them, rich people in Beijing, Shanghai, Guangzhou and Shenzhen account for 60% of China's total foreign exchange savings, which makes these cities the most attractive markets for private banks and wealth management companies. Second, the change of population structure and intergenerational alternation have triggered a wave of wealth inheritance. More than 65,438+07% of the rich in Chinese mainland are over 55 years old. It is expected that more rich people will enter retirement age in the next five years, and property inheritance will become their primary concern. In Chinese mainland, the outstanding feature of the rich is that their wealth is accumulated in a short time, so it is more difficult to inherit property. For the rich, the biggest challenge may be to decide whether the beneficiaries have the ability to manage their wealth and properly preserve their heritage. At present, there are two major trends in the market that can help it deal with this problem. In the first way, private bank consultants cooperate with the children of wealthy clients, educate them and prepare them so that they can manage their parents' wealth after acquiring property; In the second way, private banking consultants cooperate with corporate finance and investment banking experts to handle the transfer of corporate assets and ensure that the main source of family wealth is guaranteed. Suggestions on initial public offering, private equity investment or timely exit will be of great help to the transfer process and maintain a strong investment portfolio for the next generation. Third, asset allocation prefers real estate, and risk preference tends to be radical. Relevant research shows that when the market changes greatly or is in a developing market, investors will prefer tangible investments such as real estate. According to statistics, the real estate transaction volume in China in 2007 was 80 billion yuan, an increase of 12% over 2007. According to the 2007 Asia-Pacific Wealth Report, the asset allocation portfolio of the rich in Chinese mainland is: 34% invested in stocks, 65,438+04% invested in fixed income, 65,438+04% invested in cash/deposits, 29% invested in real estate and 9% invested in alternative investments. When making asset allocation decisions, political stability, regulatory framework and geographical dispersion become the main considerations.
Question 6: How to make an asset allocation plan for high-net-worth customers? Asset allocation refers to the allocation of investment funds among different asset classes according to investment demand, usually between low-risk and low-yield securities and high-risk and high-yield securities. Under the modern investment management system, investment is generally divided into three stages: planning, implementation and optimal management. Investment planning is asset allocation, which is the most important step in the decision-making process of portfolio management. Different asset allocation has its unique theoretical basis, behavioral characteristics and payment methods, which are suitable for different market environments and customer investment needs.
As wealth management experts in private banks, we need to have a basic and detailed understanding of several concepts of asset allocation before asset allocation for customers. First of all, why asset allocation is what most customers want to know. As we all know, it is assets that can generate net cash income, and sometimes the investment of assets is not always profitable. According to a survey made by American fund managers, when explaining the reasons that affect investment performance, about 9 1.5% people think that the main reason that affects investment return is asset allocation. Therefore, through effective asset allocation and reasonable and appropriate allocation of different assets, risks can be minimized and benefits can be maximized. Secondly, the goal pursued by asset allocation is actually very clear, which can be summarized as four points: investing funds in different asset categories; Long-term holding and continuous investment to reduce risks; Portfolio strategy to achieve the target return; It is not to maximize the return on assets, but to reduce the biggest risk of investment.
Since asset allocation can maximize the return on investment, wealth management experts in private banks will certainly understand and analyze the investment situation of high-net-worth customers while helping them manage their assets, and try their best to optimize their asset allocation portfolio in order to maximize the return. However, through professional research institutions, we know that most domestic high-net-worth customers lack reasonable asset allocation schemes. In the asset allocation of ordinary customers, 60% of the assets are occupied houses, 30% are deposits, and 65,438+00% are used for individuals to buy and sell stocks or other wealth management products. Such an asset allocation scheme is not particularly reasonable in terms of profitability, liquidity and security. There are three main reasons: 1. More than half of the assets will not generate returns. 2. Cash only produces a low rate of return, even a negative return in the case of inflation. 3. The volatility of stock investment is too high, the income is unstable, and the probability of losing money is high.
In view of this situation, the account managers of private banks can instill the concept of asset allocation into high-net-worth customers and sell financial products together by checking whether their investment portfolios are reasonable. Generally speaking, the goal-oriented asset allocation model can put 65% of assets allocation in long-term investment (including fixed investment, bonds, funds, insurance, etc.). ); Allocating 20% of assets to RMB cash deposits, although the interest rate is low, needs to meet unexpected demand; Keep 5%- 10% of "game coins" to let yourself feel the pulse of stock market investment.
How to set up asset allocation scheme for customers
Usually, customers need to plan their lives and manage their wealth, especially high-net-worth customers, and they can't do without asset allocation schemes. Therefore, the asset allocation scheme for high-net-worth customers has become a difficult problem for private banks to study.
Set the asset allocation scheme according to the financial objectives.
In today's society, from the traditional savings to the era of investment and financial management, only by following the trend, actively investing and scientifically managing money can assets be more reasonable. An idealized investment model is the best reason to persuade customers to adjust their portfolios. In practice, the account managers of private banks should also understand the risk attributes and income targets of customers on the basis of fully understanding customers (KYC), and provide different allocation schemes in the long-term investment portfolio accounting for 65% according to different types of customers of different ages.
Customer type is under 25 years old or active 26-54 years old or stable 55 years old or conservative.
High risk tolerance, not afraid of losing, want to win low, can not lose.
Over 10%, 6- 10%, 3-5%.
Invest in 75% equity funds; 25% bond fund, 30% stock fund, 50% bond fund, 20% investment tools with guaranteed capital and interest (such as conventional wealth management products), 15% stock fund, 25% bond fund and 60% investment tools with guaranteed capital and interest (such as conventional wealth management products).
......& gt& gt
Question 7: I am a private equity fund. How does the fund handle high-net-worth customers or bank channels? 10 points to handle the bank depends on your qualifications and background, and your private brand should be big. It better be drinkable.
Private clients look at luck. But if you don't promote it now, for example, by telephone, it is estimated that it will be difficult for you to do so when it comes to compliance.
Finally, it's all about relationships. It's easy for your rich classmates and relatives. But since you have come to understand and ask, it is estimated that you don't have the resources like me. .
Question 8: How to subdivide the high-net-worth customers of private banks to see their investment preferences and the scope of accepting risks?
Question 9: How to find high-net-worth customers? If you spend money on information, the big customers of the bank will give you other people's information.
Question 10: Why is equity investment the best choice for high-net-worth customers? Because equity investment has the financial attribute of high risk and high return.
I hope my answer can help you. I hope it can be adopted. Thank you.