国元证券梁化彬：买方投顾转型是服务立场的“自然演进” 围绕三大支柱构建服务能力

Core Viewpoint - The transformation of Guoyuan Securities towards a buy-side advisory model is driven by a fundamental shift in its operational philosophy, focusing on helping clients make money rather than just earning from them [1] Group 1: Strategic Transformation - Guoyuan Securities has positioned its buy-side advisory transformation as its "number one project," emphasizing a deep binding of interests with clients [1] - The company is committed to a systematic approach in building new service capabilities through talent, systems, and mechanisms [2] Group 2: Talent Development - The "Spark Plan" has been initiated to train over a thousand wealth advisors, transitioning them from a sales-oriented role to a professional asset allocation role [2] - The training program involves collaboration with professional advisory training institutions and focuses on strategic alignment and deep empowerment of selected pilot branches [2] Group 3: System Construction - Guoyuan Securities is developing a platform-based advisory service, with a research advisory center acting as the core hub for asset allocation insights [2] - The insights will be communicated through a research strategy platform to product research teams, enabling a selection of optimal products in the market [2] Group 4: Mechanism Reform - The assessment and incentive systems for pilot branches have shifted from sales-oriented metrics to focusing on the quality of product pools and the returns of investment portfolios [3] - A new evaluation system for frontline advisors includes metrics such as client repurchase rates and asset under management (AUM) growth, ensuring alignment with long-term client interests [3] Group 5: Future Planning - Guoyuan Securities aims to cultivate its first batch of pilot branches over the next two to three years, creating a replicable and scalable model for broader implementation [4] - The long-term goal is to establish a distinctive professional brand in wealth management, achieving a win-win situation for both clients and the institution [4]