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专业的信托理财机构有哪些特点?
时间:2019-12-19

作为一家专业的信托理财机构,需要具备如下几个特点:
1
 具有提供专业的分析咨询服务的能力
10年来,信托公司都秉守着刚性兑付的潜规则,但刚性兑付得以维持是建立在经济总体较好的大环境之下的。如果总体经济或部分行业出现了比较严重的衰退,那么信托公司即使有保持刚性兑付的意愿,也没有继续保持刚性兑付的能力。所以,对每个信托产品的风险收益特点能够进行专业的分析咨询,并以此来帮助投资者选到优质安全、适合自己偏好和特点的产品,是专业信托理财机构必须要具备的能力。

2
)能够提供全面的产品信息
目前,第三方理财公司的收入来源主要是销售佣金(基于监管的口径,确切地说是信托产品方付的销售咨询费)。为了获取更多的收入,部分理财机构会偏向向客户推荐佣金比例高的产品,或者是自己公司包销的产品,而不是更适合客户的产品。产品好坏和适合与否,只有通过比较才能体现,提供全面的产品信息,是一家专业信托理财机构的基本任务。
在国外发达国家,有一部分理财机构的收入来源是直接向理财客户收取服务费,但也有的理财机构的收入来源是销售佣金。以销售佣金作为收入来源的模式可以节省服务费,并非不可取。这种收入模式是好是坏,关键取决于是以销售产品为导向还是服务客户为导向。如果是以服务客户为导向,就应该向客户提供最适合其特点的产品,服务做好了,客户就会越来越多,总收入也会增加,所以,以服务客户为导向与增加收入并不矛盾。

3
)能够提高理财环节效率,降低费用
客户理财的目的是为了获取收益。要想为客户提供更高的收益,就得降低理财环节的成本。如果理财环节的成本过高,那么必然会通过直接或间接的形式,转移到客户头上。如果理财机构以前需要1%的佣金比例才能覆盖成本,现在只需要0.5%的佣金比例就能覆盖成本了,那么对客户肯定是有利的。
目前,国内的信托理财机构开拓客户的方式主要是人海战术,靠大量的人力去打电话或地推,运营成本非常高。降低运营成本,其实主要就是要降低获客成本。第三方理财作为一种专业服务,有两种方式可以降低获客成本:
1)提高专业性,通过专业度的输出吸引客户主动前来咨询;
2)利用互联网等技术,创新营销方式和服务方式,提高营销和服务效率。


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