How to attract and retain high net worth clients

A special report to help advice firms evolve their service offering for high net worth clients.

How can your advice firm evolve its service offering to attract and retain high net worth clients?

Australia now boasts around 266,000 high net worth individuals (HWNIs), who together control around $2 trillion in investable assets (1).

What makes this segment particularly interesting is that according to the Capgemini World Wealth Report 2019, 61% of these HNWIs are currently not receiving any financial advice (2).

So, what does it take for a firm to take advantage of this opportunity and attract more high net worth individuals as clients?

In this special report, we examine what an advice firm can do to change or adapt its value proposition, skill-set and service offering to attract and retain high net worth clients for the long term.

This special report includes:

Section 1: Introduction

  • Who are the high net worth individuals?
  • Defining the high net worth individual
  • Characteristics of high net worth individuals
  • The wealth needs of high net worth individuals

Section 2: Attracting and retaining high net worth individuals as clients

  • Customise and personalise services
  • Offer diversity in investment options
  • Focus on family legacy
  • Embrace the role of educator
  • Explore the appetite for ethical investing and philanthropy
  • Adopt next-generation digital capabilities
  • Offer fee transparency and value

Section 3: The DNA of advice firms that succeed with high net worth clients

  • Interviews with Koda Capital, Lipman Burgon, William Buck, ShineWing Australia, Macphillamy & Associates and ANZ Private

(1,2) Capgemini, World Wealth Report 2019.


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