Exotic financial planner is a professional, generally considered to be relatively high net wealth for the people to wealth preservation, appreciation of the services. As financial planner in the country to carry out the time is not long, how services for these groups, the domestic financial planner does not a clear awareness and concepts.
financial planner, there are some high-end customers always thought: that the high-end customers more money to spend is very high, as long as the financial management program designed to be perfect to be impressed by the rich, the major commercial banks are always eager to provide financial planner financial services. The imagination and reality is very different there.
existing domestic financial planner financial planner biggest problem is the way the assessment is to sell the bank for sale products based products are inside the top banks, such as: business assets, liabilities, business and intermediate business and so on. This way of forming a financial planner assessing product-oriented sales approach. Thus, many domestic financial planner on the location of the customers The financial situation has not a deep understanding of the lack of customer experience in the investment guidance. the age of the domestic financial planner generally small, their lack of experience in a variety of investments such as foreign exchange, stocks, bonds, futures, and gold. a lot of high-end customers, especially the private entrepreneurs, investment experience itself is very engaged in a variety of investments. So, the young financial planner in the face of these high-end customers than about the point when, in the professional and the actual operation is not such as customer .
order to address these problems, first, the financial planner in addition to the adoption of the CFP, AFP certification, but also need to have their own practical experience, CFP, AFP certification and practical experience in the investment gap is still significant. financial planner can use simulated manipulator of spare time in the professional upgrade themselves. If you want to be a good financial planner, you must pay a lot of effort.
Second, the assistant to do high-end customers. domestic high-end customers do not need a lot of Money division to provide the right advice and suggestions, as this is really not the reality. Many entrepreneurs fought for many years in the market, especially in the trade sector entrepreneurs in the financial sector is very easy to duck to water. because of the financial products investment, speculation and trade rules are very similar, often entrepreneurs grasp of speculative short-term assets may exceed the financial management division. Many financial planners due to China's existing regulatory restrictions, can not engage in speculative products. to make quick money in China's current profit model Many rich on the Planner to provide long-term planning, investment portfolio and so dismissive. CFP under conditions in China, there is a strong lack of acclimatization, financial planner, and not always accurate grasp of the capital market trends. If financial planner can provide some advice for high-end customer information, may be more effective. For example, for private entrepreneurs, who are most concerned about where his industry dynamics, financial planner can be targeted to provide industry analysis for the rich report, the industry cycle, the industry average profit margins, gross margin level, the industry benchmark, corporate governance structure, human resources management. Meanwhile, in the process of communication and customer will find a good entry point.
Third, and customers to share the successful experience of other clients. A good financial planner is not a CFP certificate of mastery of knowledge, but how to make the customer's property value. CFP on the high level of education, work and stable foreign customers, large state-owned enterprises, civil servants of these more stable income, highly educated, nor the time to take care of the hands of some spare cash and more useful to customers, these customers do not pursue short-term profits, but the pursuit of long-term value, many entrepreneurs tend to finance business investment as the market traded. Therefore, as the rich can reach a large number of financial planners, and customers to share with him the same type of customers is a very popular success.
fourth, along the customer's needs to grasp the customer excitement. often customers of the future trends in the industry which is currently used by the investment vehicle of the future trends, or customers may be lower for the clients own company interested in purchasing power. For example, customers do have a perfume business The imports from France perfume sold in Taiwan. NT customers to pay the euro, so the customer movements between the euro and the NT is concerned. financial planner from the trend of the euro and the Taiwan dollar, the exchange rate side as the entry point, and Fund is not recommended to customers, is scheduled to vote and other products. the customer is most receptive to long-term foreign exchange settlement, foreign exchange forward contracts and options on futures. Similarly, the financial planner face of Australian businesses engaged in aquatic products business needs in addition to exchange rate In addition, in order to better sales of aquatic products in Asian countries, financial planner can also help customers to analyze the Asian market, seafood market, seafood Asians hobby of keeping details of the extent of the requirements.
customers for the bank is not trust, especially for banks that provide financial services is currently the major commercial banks suspected financial planner issues commonly encountered. For these customers, financial planner should start from scratch and in every possible way to provide services for customers to obtain the trust of customers. China relationship is a focus on social, financial planner with clients can be hiking, playing golf to promote the relationship. each client's investment experience and risk tolerance of different clients, financial planner personal style and match the customer's style is very important. For example, speculation strong financial management division and adventurous style of customers are more likely to agree. financial planner can be to understand the customer's investment style, for example, customers have been there for stocks and investment style is more risky, financial planner can recommend the structure with index-linked products; while another client has never engaged in stock investment, the investment style of sound, financial planner recommended stock funds is not appropriate.
as a good financial planner, we must first adhere to the philosophy. wealth management business is different from the company's business, financial operations of individual companies rather than individuals, and thus pay more attention to wealth management clients individual real income. financial planner to be able to accurately grasp market trends, adjust their investment ideas. For example, last year a high point in 5000,6000 index, investors see huge fund pre-investment income is still very strong desire to buy; financial planner is very good in the fund under the conditions of sale, in order to complete the sales target banks, knowing that the stock market risk the case has been increased, still recommend the Fund to investors, leading to the final buyer is stuck with most of the funds. QDII products sold overseas, the final net value of only 6 cents, after the loss of 40% of the redemption, to bring investors a great loss. there an Australian-funded bank structured products, against the U.S. dollar was in the high 0.80,0.90, many Australian financial planner simply in order to obtain the high interest rates of 6% recommended by the rich people hold , did not consider the possibility of falling interest rates, Australian dollar was already very large. belittle from 0.98 to 0.61 Australian dollars. can not bring benefits to the customer financial planner, can not long retain customers.
In addition, excellent financial planner must fully grasp the customer situation, to customers are thinking, for customers to solve more problems. a lot of the wealth of entrepreneurs, some are required as working capital reserves to meet the needs of enterprise short-term liquidity, if the financial planner recommended them QDII and other entrepreneurs to buy a certain holding period, structured products with high fees, it can not meet the requirements and characteristics of entrepreneurs. As another example, there is an recommend to the customer. customer purchased the product and want to redeem, but the high cost of the product of default, customers, and financial planner in a dispute between. In the final analysis, financial planner ignores the possibility of customer default, without considering whether the customer all the money used to buy the product, whether the mobility of customers a threat; second, financial planner does not buy the product before the customer will default to do with the client to specify the terms, provisions for default risk, account management fees and details must be entered into financial agreements with customers, the customers mind to grasp the situation, a detailed description.
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