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Getting Clients Back into Riskier Products
Datamonitor, March 2010, Pages: 37
A long period of financial uncertainty has impacted on the motivations of HNWs and altered their attitudes to risk. A more defensive approach to investment is likely to continue for some time but wealth managers can gently shape their clients' attitudes, and through reassurance, guide them toward riskier products which offer better returns.
Scope
- This report draws on interviews conducted with wealth managers and uses findings from The Wealth Management Market Leaders Survey 2010.
- Getting clients into riskier products reports on HNW and wealth manager attitudes in both the Western European and APAC regions.
Highlights of this title
HNWs' portfolios have become strongly skewed toward lower risk product areas. The proportion of HNWs' portfolios held in cash has risen substantially. Equally, the value of equity investments in HNW portfolios fell and has yet to recover; property investment has also taken a hammering.
Recession, turmoil and losses have all contributed to a change in the mindsets of HNW individuals. They are now exhibiting a relatively low risk appetite and it is going to take some time to recover. But wealth managers can play an active role in guiding their clients toward riskier products.
HNWs' defensive attitude requires a proactive wealth management service. Wealth managers need to address process, personnel and product/service mix to reassure defensive clients and lead them toward more diversified portfolios.
Key reasons to purchase this title
- Gain valuable market insight into the investment behaviour and thinking of HNWs.
- Learn what mindset wealth managers must appeal to in order to encourage HNWs toward riskier products.
- Strategic initiatives around process, personnel and product/service mix that will help wealth managers shift client thinking toward riskier products.
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