导读: 凯捷顾问公司最新发布的《亚太财富报告》显示，去年亚太地区高净值人群财富规模首度超越美国，其中，高净值人口增长最快的国家是中国，其高净值人口同比增长16%。

那么问题来了，对于理财师来说，如何才能将更多高净值人群纳入自己的麾下？

亚洲富豪们最看重理财师哪些技能呢?

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. 

提供更广泛的服务，更好的理财产品以及具备数字科技的能力是赢得新客户至关重要的因素。

凯捷顾问公司最新发布的《亚太财富报告》显示,亚洲已经成为新的私人财富管理的聚焦点。这些亚洲富豪们希望在2025年前自己的资产能获得140%的增长，为了满足这一需求，理财顾问们要不断升级自己的业务技能：包括提供更广泛的服务以及配备更尖端的技术。

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，亚太地区就已经力压北美成为拥有百万美元以上可投资资产的个人人数最多的地区。尽管经济增长放缓，但亚洲高净值人群去年增长10%，远远超过 其他地区1.7%的平均水平。这种蓬勃增长将会继续，预计到2025年，亚洲高净值人群所拥有的财富将从17.4万亿美元增至42万亿美元。

想 要抢占这个丰腴的市场,理财师面临一项挑战：让亚太地区的富豪们相信他们的理财方式。亚洲的高净值个人仅将31%的可投资资产交给理财经理管理，该水平要 比其他国家的平均水平(35%)低；也低于他们所持的33%的现金比例。为了吸引和留住亚洲富豪，理财顾问们必须提供令人难以抗拒的投资方案。“这才是重 中之重”。

词汇解析: 

nabbed the title 取代...位置

outpace  超过

HNWI（high net worth individuals）高净值人群

well-heeled 富有的；有钱的

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. 

能够为亚洲客户提供正确的投资选择，是至关重要的。增长投资策略受到亚太地区(除日本富人之外)绝大多数富人的青睐：55%的亚太富豪客户群赞成这种投资策略，而赞成这种策略的其他国家投资者比例仅占47%。

在 中国和印度等新兴市场，投资者更看重财富增长。虽然，这一群体在主要资产的配置上与世界其他地区类似，不外乎现金、股票、固定收入以及其他投资等方式。但 是很明显，亚太高净值人群更青睐投资公司个股，而不是ETF,共同基金等投资类目。他们还很愿意把钱投向海外，68%的人手中都有海外资产。

词汇解析: 

Growth-oriented investment增长投资策略

exclude 排除

asset allocation 资产分配

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 财顾问需要为亚洲富人提供的并非只是投资机会。凯捷指出，从退休规划到慈善事业，亚洲富人需要越来越多的服务。谈到理财，相比其他地区的富人，亚太地区的 高净值个人更加重视满足所有家庭成员的需要，个人定制服务以及接触到各方面的专家。他们也更愿意把自己的财富用于提高社会福利，亚洲高净值人群的资产组合 中有37%会被划拨至能影响社会公益的项目，而在其他地区这一比例只有32%。

词汇解析: 

philanthropy      慈善事业

cater to the needs  满足...的需要

customized service  定制化服务

精 通技术的亚洲富人，还需要更多数字工具，来帮助监控和管理自己的财富。这些高净值个人比世界其他地区的高净值个人更看重数字工具。但是，亚洲理财经理的数 字能力却比其他国家的差很多。在决定是否在未来两年内将更多或更少的资产交给某个理财经理管理时，数字能力被亚洲高净值个人视为重要参考因素。

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.

据 称，在亚太地区已经有10%的财富管理公司因为数字技术能力缺乏出现了客户流失。凯捷策略分析团队负责人大卫•威尔逊指出，“对于那些数字能力不成熟的公 司来说，这是一个风险因素。但是，对于那些投资和打造数字能力的公司来说，这却是个巨大机会。”财富经理需要让员工具备数字能力，以便执行利用社交媒体开 发客户，风险管理等任务。

科技金融技术的崛起，降低了财富管理成本，为客户提供了更加灵活，方便使用的平台，这无形中也提高了传统财富管理公司招揽客户的能力门槛。

词汇解析: 

digital capability 数字能力

fintech company 金融科技公司

slick 灵活的；熟练地