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Gogo冲 · 2022年04月10日

每种类别的客户应对的方法

NO.PZ2018091702000014

问题如下:

There are three clients with different characteristics:

(1) Eve is a40 years old chemist anda passive investor who wants her portfolio return to be stable and safe. She has low risk tolerance and wonders if it is appropriate to invest a largeposition of money in employee stock option.

(2 )Flora is a 42 years old banker who largely uses leverage in investment and consumes with credit cards. She directly invests in three or four stocks, and shows strong confidence after she reads positive articles about these stocks in local newspaper.

(3) Jessie is a 66 years old high net-worth investor. She founded a successful manufacturing company, which is now managed by her son. Her primary goal is to maintain the real values of her assets and support her living expenses. Jessie worries about the market volatiles and regularly seeks for advice.

As a financial consultant of these clients, you are least likely to:

选项:

A.

ask Eve to diversify her investment portfolio rather than focus on her employer’s stocks.

B.

discuss with Flora to improve her investment decision-making process.

C.

give Jessie the detailed financial indicators such as PE ratio and risk-adjusted returns.

解释:

C is correct.

考点客户类型和特征

解析Jessie只要求维持现有资产而非追求收益担心变化容易担忧和焦虑,这些特征说明她是passive preserver对于这一类型的客户无需提供详细的指标分析因为知道得越多她反而越紧张用通俗易懂的语言获得Jessie的信任然后提供投资建议更适合

每种类型的客户用哪种方法沟通交流是哪个讲义上的?能发个截图吗?或者帮忙总结一下

2 个答案

王琛_品职助教 · 2022年05月28日

嗨,爱思考的PZer你好:


@saturn44

1)请问,Eve是哪个类型?我觉得他也是PP,选项A也不对,应该给他big picture。

Eve 是 PP,因为首先是被动 passive investor,其次风险容忍度是 low risk tolerance

选项 A 没问题,因为 Eve 的风险容忍度比较低,所以如果把大部分仓位投资到同一家公司,风险太高,所以顾问会建议分散投资

这个和 big picture 的角度不同哈,顾问并不是给 excessive cognitive detail,只是从客户风险容忍度的角度建议分散投资

2)Flora是哪个类型?

Flora 是 AA,风险容忍度较高 "largely uses leverage",喜欢亲历亲为 "directly invests"

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就算太阳没有迎着我们而来,我们正在朝着它而去,加油!

王琛_品职助教 · 2022年04月11日

嗨,从没放弃的小努力你好:


我们都已总结在讲义中哈,每一种投资者分类,都有总结该类型的特点及顾问建议方式,请参考基础班讲义 P66-P69,以 PP 为例

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努力的时光都是限量版,加油!

saturn44 · 2022年05月28日

请问,Eve是哪个类型?我觉得他也是PP,选项A也不对,应该给他big picture。 Flora是哪个类型?

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