从“卖产品”到“顾收益”：破局买方投顾的考核、服务与盈利难题

Core Viewpoint - The conference emphasized the shift in the role of investment advisors from "selling products" to "creating sustainable returns for clients," necessitating a restructuring of the investment advisory system focusing on assessment, service, and profitability [1] Group 1: Investment Advisory Trends - In Europe, the wealth management industry has seen investment advisory services become a core pillar, with a significant increase in demand from institutional clients over the past decade due to low interest rates and the complexity of emerging market assets [2][4] - The need for differentiated service models and product solutions tailored to retail, high-net-worth, and institutional clients is essential for achieving scalable and professional development in the investment advisory sector [4][18] Group 2: Challenges and Solutions in Investment Advisory - The investment advisory industry faces a talent gap, necessitating increased training and development of advisory personnel to meet evolving client needs [14] - A robust platform is crucial for efficient service delivery to a large client base, with a focus on standardized, online services for mass clients and personalized services for high-net-worth individuals [12][18] Group 3: Client-Centric Approaches - The essence of investment advisory lies in establishing long-term trust with clients rather than pursuing short-term transactions, with metrics such as client asset growth and loyalty being critical for performance assessment [18] - Investment advisory services should prioritize the investor's sense of gain, with companies like 招商基金 focusing on optimizing assessment systems to adapt to market changes [20]