HNWI Investments and Behaviors

HNWIs Experienced Another Year of Strong Returns, but Improving the Personal Connection with Wealth Managers is Key to Increasing Satisfaction

In addition to the strong HNWI growth in 2017 with global HNWI investment returns up 27.4% in 2017, asset allocation remained fairly stable though real estate increased in share by 2.8 percentage points to 16.8% to become the 3rd largest asset class―after equities and cash.


HNWIs continued to bank with multiple wealth management firms, but the trends towards asset consolidation around the primary wealth management provider continues to increase. On average, clients engaged the services of 2.2 firms compared to 2.6 firms in 2014.


While year-over-year global HNWI satisfaction levels ticked upward, a passing-grade 70% HNWI satisfaction levels were not achieved, suggesting that returns alone cannot sustain a wealth management business. Only 55.5% of HNWIs globally said they connected strongly with their wealth manager (Q1 2018), despite substantial investment returns over the past two years.


Because the quality of HNWIs’ connection with their wealth managers is not correlated to present modes of introduction, opportunity exists for more innovative approaches. Better personal connections between wealth managers and their HNW clients may lead to better HNWI satisfaction scores.

World Wealth Report 2018

The World Wealth Report 2018 from Capgemini, which is the industry’s leading benchmark for tracking high net worth individuals (HNWIs), is now in its 22nd year. This edition of the report looks at the latest dynamics in HNWI population and wealth, while analyzing macroeconomic conditions that drive change in the Wealth Management industry.

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