对话券商财富管理掌门人 | 粤开证券雷杰：买方投顾需践行“资产配置、科学投资、陪伴服务”三位一体的服务理念

Core Insights - The wealth management sector of securities firms is showing performance elasticity against the backdrop of a recovering capital market, with a reported net income of 115.15 billion yuan in 2024, marking a year-on-year increase of 16.98% [1] - Despite growth, the sector faces challenges such as market volatility, declining fees, intensified competition, and increased complexity in compliance management [1] - The demand for specialized services in equity investment and asset allocation is driving the transition of wealth management towards a buyer advisory model, termed as phase 3.0 [1][2] Company Overview - As of the end of 2024, the company operates nearly 70 branches nationwide, serving approximately 1.8 million clients and managing assets close to 150 billion yuan [2] - The wealth management business has evolved through three stages: from transaction service (1.0), to product sales (2.0), and currently to asset allocation services (3.0) [2] Wealth Management Strategy - The company launched the "Yue Guanjia" wealth management brand, which includes three service systems: investment advisory, private wealth, and corporate services [3] - The strategic framework for wealth management is summarized as "two foundations + three directions," focusing on stabilizing brokerage and margin trading while innovating in digital finance, private wealth, and institutional business [5] Organizational Structure - In Q1 2025, the company restructured its wealth management division from three departments to five, enhancing the focus on client management and professional support [6] - The company emphasizes building a licensed investment advisory team, with plans to recruit and train talent through partnerships with educational institutions [6] Digital Financial Innovations - The establishment of a digital finance department aims to provide integrated, online, and intelligent services to retail clients [7] - The company is developing a comprehensive internet advisory product and service system, integrating educational content, research reports, and curated investment portfolios [7] Private Wealth Business - The private wealth business is in its early stages, targeting affluent, high-net-worth, and ultra-high-net-worth clients with tailored products and services [8] - The company plans to enhance its product offerings and service capabilities by recruiting additional private wealth advisors and establishing a collaborative organizational structure [8] Corporate Services - The "Yue Guanjia Corporate Services" aims to provide comprehensive financial services to corporate clients, leveraging partnerships with various business sectors [9][10] - The corporate finance business has seen significant growth, with a year-on-year increase of over 40% in scale and over 50% in new institutional clients [10] AI and Technology Integration - The "AI Investment Advisor Assistant" is a tool developed to enhance investment advisory services, utilizing advanced AI models for market analysis and client engagement [11] - The company plans to expand its AI applications across various business lines, focusing on efficiency, scenario penetration, and ecosystem empowerment [11] Challenges and Strategic Focus - Key challenges for the wealth management sector include strategic choices, organizational structure, product selection, customer acquisition, and operational management [12][13] - The company aims to address these challenges by refining its strategic direction, enhancing organizational vitality, and optimizing customer relationship management [12][13]