"Setting Ultra Rich Investors Expectation" - Ashish Shanker, Feroze Azeez & Atul Singh.

Ultra HNIs are the big wallets everybody in the wealth management chases. But after acquiring such a client, losing them could be terrible. Such a scary scenario can occur if expectations are not properly set. In our panel discussion on setting ultra rich investors expectations, we had the honour of hosting Mr. Ashish Shanker, Deputy MD, Motilal Oswal Private Wealth, Mr. Feroze Azeez, Deputy CEO, Anand Rathi Wealth Services and Mr. Atul Singh, Founder & CEO, Validus Wealth in a session moderated by Viral Berawala of Buoyant Capital.

Mr. Ashish Shanker, Deputy Managing Director, Motilal Oswal Pvt Wealth

Mr. Ashish talked about the fact that wealth managers need to recognize that Ultra HNIs are successful in creating wealth. So, wealth managers should not be under any illusion that they will create wealth for Ultra HNIs. Infact, promoters, who have cashed out the value from their businesses, become extremely conservative for their personal portfolios, added Mr. Ashish. It is very important to set expectations after fully understanding what are the objectives and outcomes targeted by the Ultra HNI. For example, a start-up founder may have got big money but at the same time they want to keep investing in the start-up ecosystem.

Mr. Feroze Azeez, Deputy CEO, Anand Rathi Wealth Services

Mr. Feroze made a great point about how managing Ultra HNI money can become transactional in nature. In terms of strategy, a full portfolio, of different constituents having different roles to play, needs to deliver a specific outcome as a group. That remains a big challenge, said Mr. Feroze. If Ultra HNIs think about single transactions like investing in a stock, investing in unlisted equity, the job of the wealth manager is to make them think of transactions in the context of a portfolio. Another important area to look at is the estate planning of Ultra HNI. Mr. Feroze said despite the fact that an Ultra HNI may consider their tax-planning of having received the proceeds as good, there is a lot of scope in terms of tax-planning from a recurring standpoint.

Mr. Atul Singh, Founder & Chief Executive Officer, Validus Wealth

Talking about service capabilities, Mr. Atul said that many businesses in India will go through succession in management/ownership and of wealth. Developed market data shows that these successions have been the biggest destroyers of wealth if they are not planned well. The key is to plan everything when things are good. Mr. Atul said when something happens to the patriarch, at that point there may be crisis, family fight, so planning cannot be done optimally. The objective should be to have the conversation when there is virtually no need for it, he added. Mr. Atul also laid emphasis on the point that there is often no systematic aggregation of risk in some old ultra HNI families and there is scope for the wealth managers to set it right.

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Видео "Setting Ultra Rich Investors Expectation" - Ashish Shanker, Feroze Azeez & Atul Singh. канала PMS Bazaar