導讀: 凱捷顧問公司最新發布的《亞太財富報告》顯示，去年亞太地區高凈值人群財富規模首度超越美國，其中，高凈值人口增長最快的國家是中國，其高凈值人口同比增長16%。

那么問題來了，對于理財師來說，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，更好的理財產品以及具備數字科技的能力是贏得新客戶至關重要的因素。

凱捷顧問公司最新發布的《亞太財富報告》顯示,亞洲已經成為新的私人財富管理的聚焦點。這些亞洲富豪們希望在2025年前自己的資產能獲得140%的增長，為了滿足這一需求，理財顧問們要不斷升級自己的業務技能：包括提供更廣泛的服務以及配備更尖端的技術。

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，亞太地區就已經力壓北美成為擁有百萬美元以上可投資資產的個人人數最多的地區。盡管經濟增長放緩，但亞洲高凈值人群去年增長10%，遠遠超過 其他地區1.7%的平均水平。這種蓬勃增長將會繼續，預計到2025年，亞洲高凈值人群所擁有的財富將從17.4萬億美元增至42萬億美元。

想 要搶占這個豐腴的市場,理財師面臨一項挑戰：讓亞太地區的富豪們相信他們的理財方式。亞洲的高凈值個人僅將31%的可投資資產交給理財經理管理，該水平要 比其他國家的平均水平(35%)低；也低于他們所持的33%的現金比例。為了吸引和留住亞洲富豪，理財顧問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

HNWI（high net worth individuals）高凈值人群

well-heeled 富有的；有錢的

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. 

能夠為亞洲客戶提供正確的投資選擇，是至關重要的。增長投資策略受到亞太地區(除日本富人之外)絕大多數富人的青睞：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家投資者比例僅占47%。

在 中國和印度等新興市場，投資者更看重財富增長。雖然，這一群體在主要資產的配置上與世界其他地區類似，不外乎現金、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股，而不是ETF,共同基金等投資類目。他們還很愿意把錢投向海外，68%的人手中都有海外資產。

詞匯解析: 

Growth-oriented investment增長投資策略

exclude 排除

asset allocation 資產分配

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 財顧問需要為亞洲富人提供的并非只是投資機會。凱捷指出，從退休規劃到慈善事業，亞洲富人需要越來越多的服務。談到理財，相比其他地區的富人，亞太地區的 高凈值個人更加重視滿足所有家庭成員的需要，個人定制服務以及接觸到各方面的專家。他們也更愿意把自己的財富用于提高社會福利，亞洲高凈值人群的資產組合 中有37%會被劃撥至能影響社會公益的項目，而在其他地區這一比例只有32%。

詞匯解析: 

philanthropy      慈善事業

cater to the needs  滿足...的需要

customized service  定制化服務

精 通技術的亞洲富人，還需要更多數字工具，來幫助監控和管理自己的財富。這些高凈值個人比世界其他地區的高凈值個人更看重數字工具。但是，亞洲理財經理的數 字能力卻比其他國家的差很多。在決定是否在未來兩年內將更多或更少的資產交給某個理財經理管理時，數字能力被亞洲高凈值個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 稱，在亞太地區已經有10%的財富管理公司因為數字技術能力缺乏出現了客戶流失。凱捷策略分析團隊負責人大衛?威爾遜指出，“對于那些數字能力不成熟的公 司來說，這是一個風險因素。但是，對于那些投資和打造數字能力的公司來說，這卻是個巨大機會。”財富經理需要讓員工具備數字能力，以便執行利用社交媒體開 發客戶，風險管理等任務。

科技金融技術的崛起，降低了財富管理成本，為客戶提供了更加靈活，方便使用的平臺，這無形中也提高了傳統財富管理公司招攬客戶的能力門檻。

詞匯解析: 

digital capability 數字能力

fintech company 金融科技公司

slick 靈活的；熟練地