Wealth management marketing & behavioral
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Wealth management marketing & behavioral






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    Wealth management marketing & behavioral Wealth management marketing & behavioral Presentation Transcript

    • Topics covered
      • Wealth creation cycle
      • Role of banks & private banking
      • Role of marketing in wealth management
      • Technology
      • Process of marketing & HNIs
      • Client segmentation
      • Profiling the prospects & approach
      • Execute, monitor,& review
      • Development of interpersonal negotiation time management, skill & assertiveness.
      • Qualities of relationship manager & CRM
      • Selling process & role-plays in prospecting, closing.
    • Wealth management market in India
      • Demographics
        • Sustained GDP growth has created wealth in many sectors like gems & jewellery, retailing, financial services and BPO.
        • GDP growth is concentrated in Maharashtra, UP and WB.
        • Mumbai alone accounts for 50% of the deposits held by foreign banks.
      • High net worth individuals (HNIs) are defined as those with the financial assets of at least 1 million dollar excluding residential property.
      • Estimated 70,000 HNI are there in India compared to 8.3 million worldwide.
      • Number of HNIs in India is increasing by 15 to 20% yearly.
    • Major products offerings
      • Portfolio management services (PMS)
      • Mutual funds
      • Insurance products
      • Equity
      • Fixed income instruments
      • Mortgage lending
      • Real estate
      • Art funds
      • Derivatives and structured products
    • Select Players
      • Bank of America corporation
      • Barclays PLC
      • BNP Paribas Groups
      • Citibank
      • Credit Suisse Group
      • Deutsche Bank AG
      • HDFC bank limited
      • State Bank of India
      • HSBC Holding PLC
      • ICICI Bank limited
      • ING Group N.V.
      • JP Morgan Chase & Co
      • Merrill Lynch & Co. Inc.
      • SG Asset Management
      • Standard Charted PLC
    • Key Trends
      • Rapidly growing market
      • Clients becoming increasingly sophisticated
      • Open product architecture approach adopted by wealth managers
      • Wealth managers are being looked upon as “trusted advisors” rather than “money managers” for their clients.
    • Key limitations
      • Market is in its nascent stage
      • In the country also, 85% of the financial assets are still in the form of bank deposits.
      • Low usage of technology tools by the wealth managers
      • Shortage of skilled and experienced wealth managers.
    • Opportunity Knocks Unlocking the wealth management potential
      • Explosion in the number of high net worth individuals (HNI’s) (rise of wealthy class).
      • Wealth management service has increasingly become attractive to financial institutions.
      • FI’s in nearly every corner offer an array of products
      • Growing economies like China, India, emerging economies responding to:
      • (a) Rising stock prices.
      • (b) An influx of foreign investments
      • (c) Increase in salary and spending power
      • (d) Stock market trading
      • (e) Entrepreneurship
      • (f) Technology and services
      • (g) company Executives
      • (h) First generation new class of affluent
      • Wealth management is prestigious service
      • Despite expanding wealthy class FI’s are relatively inexperience
      • Process of exploring different models and approaches best to suit target customer and business environment
      • Premium services and sophisticated product has become core strategy
      • FI's are looking for edge in competition in market place
      • Compete aggressively on asset based fees and advisory and differentiate themselves in their “go to market” strategy to increase profitability and shareholders value
      • Providing - Financial planning
      • Portfolio allocation
      • Service and advice tailored to the risk tolerances of wealthy customer
      • New Pledge for bankers, investment brokers and insurance companies
    • Wealth Management Preferences
      • Developed Economies – Australia , Hong Kong, Japan, Singapore, South Korea, Europe and USA.
      • Emerging Economics – China, India, Indonesia, Malaysia, Brazil and Russia.
      • Wealth tends to stay onshore/offshore
      • High requirement for privacy and security
      • Strong interest in equities, funds and alternative investments
      • Strong interest in aggressive/high yield investments
      • Keen on real time information via high tech tools
      • High cultural sensitivity to keep wealth low profiles
      • Strong international brand awareness
      • Preference to invest in large, secure blue chip stocks
      • Confidence in reputable foreign financial service institution
      • Increase focus on capital appreciation
      • Maximum possible tax planning
      • Cash preservation in foreign currency e.g. US dollar
      • Prefer to be serviced by relationship manager.
      • A customer – centric approach delivered by highly trained professionals
      • Dedicated wealth manager – cultural affinities
      • Face of the bank
      • One point contact
      • Personal guide to achieve financial goals
      • Penal of financial experts who ensures your money works harder
      • Lower end of the scale – “self directed” not to pay customized services
      • Asset Allocation
      • Cash flow Planning
      • Rebalance existing portfolio
      • Execution of debt, equity and other investments
      • Tactical rebalancing
      • Maintain asset allocation
      • Review investment objectives. Portfolio progress, asset allocation and portfolio strategy
      • Risk profile
      • Investment objectives
      • Existing portfolio
      Disciplined Portfolio Building approach Portfolio Construction Understanding Financial Goals Investment Plans Portfolio Maintenance Portfolio Review
    • Wealth Management Products and Services
      • Sacred Assets –
      • Bank fixed deposits
      • Money market investments
      • no risk to capital and very low risk to income
      • Serious assets
      • Fixed income plans of
      • Mutual funds
      • low risk to capital and medium risk to income
      • Aggressive assets
      • Direct equity
      • Equity related mutual funds
      • high risk to capital and income
      • Alternative Assets
      • Private Equity funds
      • Real estate funds
      • Gold and Gold ETF
      • Varying levels of risk return and liquidity
      • Risk protection –
      • covering life insurance, non life insurance needs, ULIP, Endowment and term Plans, Health insurance, Travel insurance, Motor insurance.
      • Foreign Exchange Services
      • Issued in six currencies - travel card/traveller’s cheques. Encashable 14 million visa outlets, ATM’s across the world
      • Complimentary air accident insurance cover, compressive travel insurance cover
      • Foreign currency/bank notes