The Ultra High Net Worth Banker's Handbook

by Weber, Heinrich

• ISBN13: 9781905641758
• ISBN10: 1905641753
• Format: Hardcover
• Copyright: 2009-12-30
• Publisher: Ingram Pub Services

Summary

Estimations show that there are about 100,000 Ultra High Net Worth individuals with bankable assets in excess of $30m. Between them they possess a wealth of $15,000 billion, 15% of the world's estimated total wealth. The UHNW wealth management business plays within the "client-banker-bank" triangle and is influenced by exogenous factors, such as the political, economic and fiscal environment. In this book, the authors address those complex relationships serving as a bridge between the three. Throughout the book the authors mix explanation of banking know-how with narrative, so that it is easy to read whilst providing useful insights into how the banker can best serve the UHNW client as well as how that client can best benefit from the relationship with the financial service providers.

Table of Contents

Disclaimer	p. ix
About the Authors	p. xi
Preface	p. xiii
Introduction	p. xix
Executive Summary	p. xxi
Introducing UHNW Banking	p. 1
Client privacy	p. 3
Information leakage as an operational risk	p. 3
Private bankers and client identity protection	p. 5
In search of excellence	p. 7
UHNW Clients	p. 11
The UHNW Client	p. 13
Some statistics about UHNW	p. 16
UHNW's importance within the banks	p. 19
What do clients want?	p. 21
Profiling UHNWIs	p. 23
Family structure and the family company	p. 33
UHNWI Case Studies	p. 49
Introduction	p. 49
Investigating strategy, execution and risks	p. 50
Europe	p. 50
Middle East	p. 61
Latin America	p. 72
USA	p. 79
Example 5	p. 84
About Wealthy Families	p. 99
The family business and the family in business	p. 99
The financial family	p. 100
Family complexities and the typical family setup	p. 102
Introduction to the major challenges	p. 109
Dilution	p. 113
Disputes	p. 114
Tax	p. 116
Lack of diversification	p. 116
Isolation	p. 117
Do we know what families need to do?	p. 127
UHNW Banking	p. 131
Introduction to UHNW Banking	p. 133
The banker's focus	p. 134
Universal model of private banking	p. 137
Schematic view of UHNW banking	p. 139
Service quality: snakes and ladders	p. 143
About beliefs and behaviours	p. 145
Service universe: monetising, asset management, wealth structuring	p. 148
The Mission of the UHNW Banker	p. 152
Strategic advice	p. 152
Wealth structuring and planning	p. 157
Corporate finance, M&A and monetisation	p. 164
Asset management	p. 179
Risk management	p. 187
Building the UHNW Business	p. 192
How to position yourself amongst the multiple providers	p. 208
How to work with the family officer	p. 209
How to lose an UHNW client	p. 210
Skills	p. 212
Resource management	p. 214
Controlling procrastination	p. 214
High performance	p. 215
Communication	p. 218
Intelligence	p. 230
Managing uncertainty	p. 232
Mindset	p. 235
Adding value to your clients	p. 235
Know your strengths and weaknesses	p. 235
Your brand	p. 236
Our Personal Recommendations	p. 238
Build trust, avoid tragedies	p. 238
Become a lifelong learner	p. 238
Be professional through preparation	p. 240
Intentional empathy	p. 244
Focus	p. 245
The most important questions for success	p. 246
Conclusion	p. 247
Bibliography	p. 251
Index	p. 257
Table of Contents provided by Ingram. All Rights Reserved.