年轻的富人喜爱投资股票和基金，最大需求是家庭保障和子女教育，高收益产品受宠

Young rich love invest in stocks and funds，Maximum demand is family security and children education，High yield product suffers bestow favor on

　　内地的富人最年轻

The mainland's most young rich

　　M:以您多年的工作经验来看，内地富裕人士近年来经历了哪些变化？

M: in your years of work experience，The mainland wealthy individuals in recent years experienced what changes？

　　T:2011年“汇丰亚太区富裕人士调查”显示，近年来中国经济始终保持高增长，中国内地富裕人士的个人财富也迅速增长，我们所说的这些人是指拥有流动资产50万元人民币以上的人士。

T: in 2011“HSBC asia-pacific wealthy individuals survey”display，In recent years, China's economic growth always keep，Mainland China rich people's personal wealth also rapid growth，What we call these people is to point to have liquid assets of over RMB 500000 yuan personage。

　　 2011年，内地富裕人士的平均个人流动资产已经超过100万元人民币，较2010年增长19%，这也意味着他们的财富管理需求在增长。

In 2011,，The mainland rich people's average personal current assets have more than 1 million yuan RMB，A growth of 19% in 2010，This also means that their wealth management requirements in the growth。

　　 2012年，内地富裕人士正积极寻找多元理财渠道来使自己的财富保值增值。2011年内地富裕人士的投资比例超过了存款比例，分别为51%（投资）和49%（存款），而在2010年该数字分别为41%和59%。除了大众熟知的股票、基金以外，他们的投资渠道还包括了银行结构性理财产品、黄金、外汇、海外投资等。内地富裕人士与海外的联系正变得越来越紧密。2011年有23%的富裕人士拥有海外联系（包括在海外有亲戚、拥有生意或产业等），而2010年该比例为16%。

In 2012,，The mainland rich people are actively looking for multiple financing channels to make their own value of wealth。In 2011 the mainland people rich proportion of the investment more than the deposit proportion，Were 51%（investment）And 49%（deposit），In 2010 the figure was 41% and 59% respectively。In addition to mass known as the stock、Outside funds，Their investment channels also includes the bank structured financial products、gold、Foreign exchange、Overseas investment, etc。The mainland wealthy individuals and overseas contact is becoming more and more closely。In 2011, about 23% of wealthy individuals have overseas contact（Included in the overseas have relatives、With business or industry, etc），And in 2010 the proportion is 16%。

　　M：内地富裕人群有哪些特点？

M：What are the characteristics of the mainland rich people？

　　T：三大特点。年纪轻。较亚太其他地区，内地富裕人士最为年轻，仅为36岁，远低于台湾（43岁）、新加坡（44岁）及香港（48岁）地区的平均年龄。

T：The three characteristics。younger。The asia-pacific region than the other，The mainland most young people rich，Only for 36 years old，Is far lower than Taiwan（43 years old）、Singapore（44 years old）And Hong Kong（48 years old）The average age of the region。

　　学历高。这些年轻的财富群体大多拥有良好的教育背景，高达74%的受访者持本科及以上学历，遥遥领先于新加坡（48%）、香港（50%）及台湾（59%）等其他地区。

Degree high。These young wealth group mostly have a good education background，As much as 74% of the interviewees hold bachelor degree or above，Lead in Singapore（48%）、Hong Kong（50%）And Taiwan（59%）And other areas。

　　职业经理人占比大。内地富裕人士主要由职业经理人、企业高管、专业人士、个体经营者等人群构成，位列榜首的是最近十年成长起来的职业经理人，其比例高达46%，占比远高于新加坡（26%）及台湾地区（16%）；紧随其后的是企业高管（11%）、专业人士（11%）及个体经营者（10%）等群体，另有少数的富裕人士为全职太太、退休人士等。

For professional managers than the big。The mainland wealthy individuals mainly by professional managers、Enterprise executives、professionals、Self-employed people such as composition，Ranked the top is the last ten years grow up professional managers，The proportion is as high as 46%，Than is much higher than of Singapore（26%）And Taiwan（16%）；Followed by enterprise executives（11%）、professionals（11%）And individual operators（10%）Groups such as，Otherwise a few wealthy individuals for full-time wife、Retirees, etc。

　　M：那么内地富裕人士的财富管理心态呢？

M：So the mainland wealthy individuals wealth management mentality?？

　　T：投资风险偏好较高。这些较为年轻的富裕人士大多在过去的十年间迅速积累起财富。他们富有朝气和活力，创富能力非常强，对于财富增值有着较高的期待，并愿意为此承受更高的风险。

T：High investment risk preference。These relatively young rich people mostly in the past ten years rapidly accumulate wealth。They rich vigor and vitality，Capital investment ability is very strong，For wealth appreciation has a higher expectations，And is willing to therefore bear higher risk。

　　 他们的个性还表现为求知、自信。他们相信自己的判断力，并倾向于根据自己的分析做出投资决策。很多人愿意阅读有关投资战略方面的信息，以增强对市场的判断力，更好地进行投资决策。

Their character also performance for knowledge、confidence。They trust in your own judgement，And according to the analysis of their tendency to make investment decisions。A lot of people are willing to read about investment strategy information，In order to enhance the market judgment，Better investment decisions。

　　 还有就是家庭观念强。内地富裕人士渴望家庭的稳定和高品质生活。子女教育、退休养老、财富传承等问题均是他们在理财过程中非常重视的方面。

There is strong family values。The mainland rich people eager to family stability and high quality life。Children education、Retirement pension、Wealth problems such as inheritance are in their financial management process is very important aspects。

　　富人需要什么财富管理服务

The rich need what wealth management service

　　M:与其他市场相比，内地富裕人士的财富管理需求又是怎样的？

M: compared with other market，The mainland wealthy individuals wealth management demand is what kind of？

　　T:首先，中国的富人投资意愿强烈、希望尝试多元化投资工具。超过九成（96%）的内地富裕人士参与投资，在亚太区比例最高。最受内地富裕人士欢迎的投资是内地市场股票（82%）和基金（52%）。内地富裕人士对股票和基金等风险较高的投资产品较为青睐，反映了其在分散投资方面做得不够充分。汇丰结合市场环境，不断推出新的投资产品，以满足客户多元化的投资需求；通过平衡的资产配置，帮助客户实现资产增值。

T: first,，China's rich investment will strongly、Want to diversified investment tools。More than ninety percent（96%）Mainland wealthy individuals involved in the investment，In the highest percentage of Asia Pacific region。The most popular rich people welcome the mainland investment is the mainland stock market（82%）And fund（52%）。The mainland people rich to stocks and funds risky investment products more favour，Reflects the investment diversification has not done enough fully。HSBC combined with market environment，Continuously introduce new investment products，To meet the customers diversified investment demand；Through the balance of the asset allocation，To help our clients achieve assets value。

　　 不过，保障的现状与保障的需求还存在差距。近八成的内地富裕人士已组建家庭或养育子女。内地富裕人士对未来的保障需求有很强的意愿：82%表示由于持续增长的医疗开支而对医疗保险有更大需求；81%表示购买保险是为了保障而非储蓄或投资；78%表示要为子女教育储备教育金。

but，The present situation of the security and safeguard demand also has the disparity。Nearly eighty percent of the mainland wealthy individuals already starting a family or raising children。The mainland people rich to future security demand has a strong will：82% said due to the sustained growth of medical expenditure and medical insurance have greater demand；81% said buying insurance is to ensure rather than saving or investing；78% said for children education JiaoYuJin reserves。

　　 然而，从保险的渗透率来看，中国内地低于亚太区其他主要市场：只有69%的受访内地富裕人士已为自己购买人寿保险，远低于亚太其他市场。譬如：台湾（96%）、新加坡（95%）、香港（84%）。只有41%已购买非人寿保险，也低于香港（85%）和新加坡（90%）。

however，From insurance permeability to see，Mainland China is lower than for the other major markets in Asia Pacific region：Only 69% of the mainland has rich people buy life insurance，Far below the other market。For example：Taiwan（96%）、Singapore（95%）、Hong Kong（84%）。Only 41% have bought non-life insurance，Also lower than the Hong Kong（85%）And Singapore（90%）。

　　 其次，内地富裕人士因家庭成员工作、留学、生活和商务往来而与海外的联系日益紧密：约占内地受访人士的三分之一（31%）。内地已有或计划海外投资的受访人群的63%都以捕捉更好的投资机会为目标：该比例在受访市场中靠前，仅次于香港（86%）和台湾（81%）。

secondly，The mainland wealthy individuals for family members work、Study abroad、Life and business with overseas increasingly interlinked：Accounts for about a third of the people of the mainland（31%）。The mainland have or plan to overseas investment of 63% of the people is to catch a better investment opportunities as the goal：The proportion of the market in the front，After Hong Kong（86%）And Taiwan（81%）。

　　 再次，富裕人士在进行保障规划时，除了考虑家庭保障、子女教育、退休养老这些基本的需求以外，还需将财富传承纳入整体规划中。保险产品是为富裕人士实现资产传承的方式之一，其具有受益人明确、资产均分及风险管理的优势。

again，Wealthy individuals on security planning，In addition to consider family security、Children education、Retirement pension these basic demand outside，Also should be incorporated into the overall planning of wealth inheritance。Insurance products is for wealthy individuals realize assets on the way，It has clear beneficiary beneficiary、Assets and risk management of the advantage。

　　如何了解客户的需求

How to understand the demand of customer

　　M:具体怎么做的呢？

M: specific how to do？

　　T:我们认为，最重要的是了解客户的需求。汇丰针对客户需求开发了一系列的专业财富管理工具，具体包括：

T: we think，The most important thing is to know the requirement of the clients。HSBC according to the customer demand in developing a series of professional wealth management tool，Specific include：

　　“财富智囊”工具。“财富智囊”是一个全新的个人财富管理平台，整合了财富规划的全部流程。能帮助客户充分的了解自身风险偏好，定期回顾投资组合，还可以提供与其风险承受能力相匹配的产品以备选择。

“Wealth brain”tool。“Wealth brain”Is a new personal wealth management platform，Integrate the wealth planning of all processes。Can help customers to fully understand their appetite for risk，Review the portfolio，Can provide and its risk to bear ability phase matching products for selection。

　　“财务需求分析”这个专业分析工具，可以很好地帮助个人或家庭发现人生不同阶段的财务需求，分析家庭的资金缺口，从而针对性地选择合适的财务安排来填补缺口。为了更好地整体规划人生，该工具将需求细分为家庭保障、子女教育和退休计划等人生不同阶段的财务需求，综合体现以家庭为单位的理财服务。

“Financial demand analysis”The professional analysis tools，Can be very good to help individuals or families found life different stage of the financial needs，Analysis the family financing gap，Thus pointed to choose the appropriate financial arrangement to fill the gap。In order to better overall planning life，This tool will demand segmentation for home security、Children education and retirement plans life in different phases of the financial needs，Comprehensive embody the family as the unit financial service。

　　“风险偏好问卷”是一款非常有用的工具来帮助银行和客户了解客户的风险偏好和承受能力。通过问卷，可根据客户风险承受程度分为五类：保守型、稳健型、平衡型、成长型和进取型。而客户则可根据自身风险承受程度选择相匹配的财富管理产品。

“Risk preference questionnaire”Is a very useful tool to help Banks and customers to understand customer's risk preference and bear ability。Through the questionnaire，According to customer degree of risk is divided into five categories：Conservative type、steady、Balance type、Growth and aggressive。While clients can be according to their own risk degree choose matching wealth management products。

　　由此可见，财富管理工具既可以帮助银行更专业地了解客户需求，提供合适的产品和财富管理方案；也可以帮助客户在具体执行财富管理方案时，更清晰、高效地进行投资，从而最终实现各阶段的家庭目标。

Thus it can be seen，Wealth management tool can help Banks more professional understanding of customer needs，To provide the right products and wealth management solutions；Can also help customers in the specific executive wealth management solutions，More clearly、Highly efficient investment，Therefore, to reach the final goal every stage of the family。

　　M:在产品方面如何配置呢？

M: in products how to configure？

　　T:汇丰在全球范围为客户筛选稳健的财富管理产品，以“核心-卫星”的投资策略来部署投资组合。核心产品主要进行稳健的长期投资，可以通过银行保本理财产品、平衡型基金产品等来实现。卫星产品主要选择具有成长潜力的投资品种以期待获取较高收益，如投资在周期性行业的非保本型结构性理财产品，及一些投资于热点的偏股型基金、股票等。

T: HSBC in the global scope for customer screening robust wealth management products，to“Core - satellite”Investment strategy to the deployment of portfolio。The core products are mainly for stable long-term investments，Can through the bank break-even financial products、Balance fund products to achieve。Satellite products mainly choose to have growth potential of the investment varieties in order to gain higher income，Such as investment in the cyclical industry the break-even type structured financial products，And some investment in the hot topic of partial shares fund、Stock, etc。

　　M:内地零售银行业务的发展面临哪些机会和挑战？

M: the mainland retail banking facing the development of what the opportunity and the challenge？

　　T:第三方预测数据表明，流动资产在10万-200万美金的内地富裕人群在2012年将取代日本成为亚洲最大的富裕人群市场。财富管理需求日益专业化和复杂化，既包括投资广度的不断扩展（不同国家、地区的投资机会）和投资深度的不断延伸（不同类型的投资工具和产品），也包括对客户需求（养老、医疗、子女教育）的精确理解。

T: the third party prediction data shows，Current assets in the us $100000 - $2 million wealthy mainland in 2012 will replace Japan as Asia's largest wealthy market。Wealth management demand more and more professional and complication，Both investment breadth of the expanding（Different countries、Area of investment opportunities）And the depth of investment continued to expand（Different types of investment tools and products），Also includes to customer needs（endowment、medical、Children education）Accurate understanding。