中国财富管理新纪元：从“卖”到“配置”的深度变革｜财富与资管

Core Viewpoint - The essence of wealth management is to help clients achieve long-term preservation and appreciation of wealth. In the context of increasing global macroeconomic and political uncertainties and declining asset yields, wealth management institutions are undergoing a profound shift from scale-oriented to client allocation-oriented strategies. The future competitiveness of wealth management institutions will depend on three core capabilities: the breadth of fund evaluation dimensions, the depth of allocation service expertise, and the length of client companionship [2][17]. Industry Transformation - The understanding of the wealth management industry has evolved from merely being a sales channel for financial products to a more comprehensive service model. Key events such as the continuous decline in the yield of ten-year government bonds and the reduction of life insurance policy interest rates indicate a systemic downward trend in the risk-free return rate. The era of relying on traditional fixed-income assets for stable appreciation is nearing its end, shifting the focus from obtaining "absolute returns" to managing "relative risks" through scientific allocation [3][4]. Wealth Management Quality - Good wealth management encompasses two levels: asset-liability management and understanding client life cycles. The role of wealth management has transitioned from simply selling products to becoming a critical bridge connecting client needs with asset management. This requires a deep understanding of clients' financial situations, risk preferences, and life stages to create tailored asset allocation strategies that balance safety, returns, and liquidity [4]. Core Challenges - Wealth management institutions face three core challenges: homogenized competition, the urgent need for enhanced professional capabilities, and the conflict between short-term orientation and long-term value. These challenges necessitate profound industry transformation [5]. Regulatory Changes - By 2025, regulatory policies will demand more precise requirements for fund management, sales, and advisory services, marking the beginning of a deep reform phase centered on "investor interests." The wealth management market is undergoing significant structural changes, with the essence of "asset scarcity" being a mismatch between risk and return rather than a reduction in total social wealth [7]. Professional Competence - The professional nature of wealth management extends beyond sales. As investors move away from "guaranteed returns" to a "allocation era," practitioners must possess three core competencies: understanding investments, comprehending product creation and management, and mastering asset allocation across cycles and categories [8]. Fund Evaluation Dimensions - A scientific fund evaluation system is fundamental for wealth management institutions to provide allocation services. This system should encompass four core dimensions: 1. Performance stability, focusing on long-term risk-adjusted returns and consistency across different market conditions [9]. 2. Transparency of investment processes, ensuring objective decision-making and risk control [9]. 3. Stability of management teams, assessing the alignment of incentive mechanisms with long-term performance [9]. 4. Reasonableness of fees, evaluating the match between management fees and actual value creation [9]. Client-Centric Advisory Model - The essence of the buy-side advisory model is to align with client interests through systematic service processes while also addressing human factors. Wealth management institutions should establish systematic business processes to ensure service quality and continuity, avoiding emotional decision-making risks [11]. Client Companionship - Long-term companionship with clients is crucial for mitigating behavioral biases in investment decisions. Research indicates that over 70% of the variance in investor returns is due to behavioral biases rather than product selection. Effective companionship involves timely interventions during market volatility, product value declines, and significant life changes [14]. Future Outlook - The wealth management industry is expected to expand its service scope from mere fund allocation to comprehensive family governance services, leveraging external expert networks for specialized support. Additionally, technological empowerment and global asset allocation will become focal points, alongside integrating social responsibility into wealth management decisions [15][16].