How To Develop An Effective Solution To The Demand For Financial Services For High Net Worth Clients

The high net worth customer is an important customer group in the financial management market of our country at present.It is very important for the wealth company how to formulate the effective financial management demand plan for the customer.The current research results of scholars are not deep enough to explore the details of financial needs.This paper selects three different types of high net worth customers of EIC Wealth Company to carry out research and exploration.Explore the full-process details of fortune's need for effective financial services for high net worth customers.This paper first describes the research background,significance,content and domestic and foreign research literature,and describes the current domestic and foreign scholars on the high net worth of financial services demand for the formulation of relevant literature.The conclusion is that there is a lack of research and summary on the details of the service process of developing financial services for high net worth clients,which leads to the necessity and innovation of this paper.Secondly,the article explains the relevant concepts.Theoretical basis(asset allocation theory,family life cycle theory,market segmentation theory,precision marketing theory)and high net worth account financial market situation.Subsequently,we used the form of interview consultation to select EIC Wealth Inc.3 The three planner were ordinary high-net-worth clients of Yi Xin Wealth Company,more than high-net-worth clients in the net-worth category,high-net-worth clients in the super-large asset class,and had successful experience in formulating financial services demand plans.Through interviews with them,most of the details of how to put in place different types of high net worth clients to formulate effective financial services demand solutions can be obtained.In this paper,"one-to-one" interview is used to understand how the financial planner provides the whole process service to the high net worth client from three aspects,which are perceived service opportunity,service opportunity capture and financial management demand plan.Finally,according to the theory of 3 financial planners The results of this paper are as follows: single case analysis and cross case analysis for three different cases,in which the whole process service details of 3 financial planner for 3 different high net worth clients are introduced in detail.Including the final details of financial services;cross-case analysis summed up the three financial planners in the face of different types of customer service process of commonalities and differences,common performance: in the stage of perceived service,The planner makes the accurate classification to the customer,displays the good service attitude,has understood the customer's financial management preference and the family information in time;in the capture service stage,the financial planner all attaches importance to face communication One step to understand the real financial needs of customers,at the same time reasonably guide customers' financial needs,and consider them more thoroughly;In the financial planning process,the financial planners have all worked out detailed financial management rules,the contents of which are highly matched with the needs of customers.Pay attention to follow-up continuous service and so on.The differences are as follows: in the stage of perceived service,the three financial planners will predict the clients' different motives of financial investment according to the scale of the clients' investment in financial management;in the stage of capturing the service,according to the customer's personality differences,the family environment,Risk tolerance for different levels of advice;in the development of financial services,according to the size of the customer's assets and risk exposure Ability to formulate different types of financial plans,the larger the asset size,the stronger the risk tolerance,the richer the content and personnel involved.At the same time,in order to improve the service quality of high net worth customers,this paper also puts forward some suggestions,such as further enhancing the specialization of service,enhancing the interaction with customers through characteristic activities,and improving the convenience of purchasing products.