A massive shift is underway in how High Net Worth Individual (HNWIs) are informing their investment decisions. New research reveals that an increasing number of HNWIs are using social media to seek advice and information on their financial decisions – requiring financial advisors and firms to have a strong presence. Check out this exclusive webcast as we discuss best practices and key insights around how marketers can build trust and nurture HNWI relationships on social media with our panel of industry experts from Kasina and Capgemini. You'll hear from our panel of experts, including: - Steven Miyao, CEO, Kasina - Bill Sullivan, Head of Financial Services Market Intelligence, Capgemini - Jennifer Openshaw, Executive Director, FWA

2. ​ Steven Miyao
​ CEO, Kasina
Jennifer Openshaw
Author, The Socially Savvy Advisor
​ Executive Director, FWA
​ Bill Sullivan
Head of Financial Services & Market
Intelligence, Capgemini
Monday, February 9th 2015 Dial-in: 866-469-3239
8am PT | 11am ET Access Code: 922 391 067
Duration: 1 hour Password: areyouin
Twitter: @LinkedInMktg

3. HNWI Wealth Growth &
Digital Demand

4. 32.77
38.96 42.73
42.00
46.22
52.62
6.9%
Annualized
Growth
HNWI Investable Wealth Forecast by Region
Wealth expected to pass $64 Trillion by 2016
CAGR
2013–2016F
Europe
North America
Asia-Pacific
Latin America
Middle East
Africa
Global
6.4%
9.8%
7.1%
2.3%
6.0%
6.6%
6.9%
Total 64.3
Global HNWI wealth up 13.8%
Source: Capgemini Financial Services Analysis, 2014 www.WorldWealthReport.com

5. There Have Been Clusters of HNWI population and wealth growth
HNWI Population vs. HNWI Wealth Growth Across Key Markets, 2008–2013
Global
Average
(9.9%)
Global Average (9.9%)
= US$1Trillion
Sample bubble
Hong Kong
28.2% Wealth
27.3% Pop.
Average-growth
Below-average
growth
Above-average
growth
Note: Size of the bubble represents HNWI wealth in 2013; Hong Kong has not been placed to scale on the graph as it is an outlier
Source: Capgemini Financial Services Analysis, 2014
www.WorldWealthReport.com

6. Strong demand for digital in wealth relationship
57% of HNWIs Consider Entire or Most of Current Wealth Management
Relationship to be Digital... Increasing to 64% in Five Years
Desire for digital high across all age and wealth bands
FutureCurrent
Source: Capgemini, RBC Wealth Management, and Scorpio Partnership Global HNW Insights Survey, 2014 www.WorldWealthReport.com

7. Under 40s have high digital demands for all firm interactions
Under 40
40+
HNWI Channel Importance for Different Wealth Management Capability Areas
59%$
58%$ 58%$
45%$
58%$56%$
46%$
26%$
36%$
20%$
41%$
24%$
0%$
20%$
40%$
60%$
80%$
Respondents$(%)$
In-Person/
Phone
Internet E-mail Mobile Social
Media
Video In-Person/
Phone
InternetE-mail Mobile Social
Media
Video
In-Person/
Phone
Internet E-mailMobile Social
Media
Video
Inform Engage
Transact
Biggest gap lies in
the newer digital
channels of mobile,
social media, and
video.
www.WorldWealthReport.com
Note: Weighted average of respondents indicating importance level to difference capabilities per channel
Source: Capgemini Analysis, 2014; Global HNW Insights Survey 2014, Capgemini, RBC Wealth Management, Scorpio Partnership

8. HNWI Use of Social Media

9. Social media usage
The vast majority of HNW individuals make use of social media, with LinkedIn one of the most
frequently used networks.
Join The Dots, BASE SIZE: 1095 HNW individuals
Do you use the following social media sites/services?
All respondents
59% 47% 47% 24% 24%
81%
of HNW individuals
make use of
social media

10. 70% of $41 Trillion in US
Intergenerational Wealth will
transfer over to Women in the
next 40 years
Source: Forbes; Boston College, Center on Wealth & Philanthropy

11. Currently Women in the US control
over 50% of wealth, this is projected
to shift to 2/3 by 2020
Lack of women advisors >
Companies increasing recruitment
efforts
Source: Forbes

12. Our industry is beginning to
witness the greatest wealth
transfer in history of the US of $1
trillion annually over the next 50
years to 77 Million Millennials, a
generation almost equal in
number to that of Baby Boomers

13. 89% of HNW investors use a
Financial Advisors

14. Only 2% of children will keep
their inheritance with their
parents’ financial advisors

15. Emerging affluent investors are more likely to connect with
their advisors on social media compared to others

16. Female investors are more likely than
men to connect with their advisors on
social media – 11.5% more active

17. Top 5 social media features investors
prefer when choosing advisors

18. The most important interactions that
matter to investors on social media

19. 59% of US financial advisors
say that online capabilities
influence their brand
perception of a firm

20. Retail Banking and Payments

21. 10% of Banking Customers Noted They Are Already Interacting
with Their Banks via Social Media at Least Once a Week
Customers Interacting with Different Banking Channels at Least
Once per Week (%), 2013-2014
Source: 2014 Retail Banking Voice of the Customer Survey, Capgemini www.WorldRetailBankingReport.com

22. Response times have improved through social

23. Retail Banks are Already Providing a Full Range of
Customer Facing Functionalities via Social Media
www.WorldRetailBankingReport.com

24. We Identified a Significant Gap in Where Customers’ Place
Importance versus What Banks Plan on Offering in the Future
Importance Ascribed by Customers and Banks to Social Media
Banking Functionalities, 2013
Source: 2014 Retail Banking Voice of the Customer Survey, Capgemini; 2014
Retail Banking Executive Interview Survey, Capgemini
www.WorldRetailBankingReport.com

25. The pace of Social Banking Functionality Roll Out Is
Increasing and Firms Need to Move Quickly to Avoid Falling
Too Far Behind
Bank of America
Launches Customer
servicing on Twitter
ASB Bank
Launches
Virtual Banking
on Facebook
Deutsche Bank
Launches Customer
Servicing on Twitter
and Facebook
RBC
Launches Money
Transfer on
Facebook
BBVA
Launches A/C Opening
and Money Transfer on
Facebook
ICICI
Launches Facebook
Payments via Pockets
App
Caixa Bank
Launches A/C
Information and
Payments on Facebook
ING Direct
Launches Crowdfunding
Platform on Facebook
Denizbank
Launches Facebook
Payments App
Feb, ‘09
Sep, ‘10
2009 2010 2011 2012
Jan, ‘12
Nov, ‘12
2013
Mar, ‘13
Mar, ‘13 Dec, ‘13
Sep, ‘13
2014
Mar, ‘14
May, ‘14
Examples of Social Banking Functionality Roll-Outs, 2009 - 2014
Commonwealth Bank
of Australia Launches
Facebook Payments
via Kaching App
www.WorldRetailBankingReport.com

26. Winning Practices

27. Asset Managers Use Social Media as a Bullhorn
​ Mature firms engage and interact to build interest and advocacy
​ Firm’s Primary Objectives
​ for Social Media
​

28. Connect and Engage
This Putnam wholesaler uses
LinkedIn and Twitter to
communicate his value
alongside their brand

29. Connect and Engage
This same wholesaler also leverages
Twitter and LinkedIn to build on his
presence and create dialogue with
advisors and industry professionals

30. Forming connections with influencers is valuable
Cultivate Reach, Interest, and Credibility
T. Rowe Price retweets posts
from its influencers including
selected financial planners,
industry association
executives and members of
the media

31. Firms Monitoring and Mining Social Activity
Identify Client Needs, Competitive Trends
and Sentiment Analysis

32. Integrate social channels and websites
BlackRock’s active YouTube
channel garners comments
and thousands of views with
cleverly produced videos

33. Easy to Connect and Share
Oppenheimer integrates Jerry
Webman’s Twitter handle and
blog within his bio. They also
cross mention handles within
tweets

34. Opportunities to Engage
​ Mature firms engage and interact to build interest and advocacy
​
Vanguard’s active Google
+ presence makes use of
online exchanges and
hangouts featuring
Vanguard financial
planners on various
topics (left) as well as
senior executives (right)

35. Social Care
Schwab
Managing service
issues (technology,
products)
Proactive
communications: “Site
down, hang tight”
Brand – Customers
assist customers

36. Improving Success of Sales Team

37. Leveraging Original Content and “Voices”
Raymond James
• 70% is pre-
approved
• 30% original
Finding: Original
content garners 4x
the engagement

38. Promoting New Investment Opportunities
BlackRock
A Tweet can be an
invitation to learn
more.
Link to disclosure in
Twitter allows for
social sharing

39. Reaching Target Audience: Busy Women
Using multiple social channels for:
Engagement
Demonstrate personality
Service
Education

40. Thank You!