| Summary: | 碩士 === 國立中山大學 === 財務管理學系研究所 === 94 === Rapid growth of wealth management industry in Taiwan caused serious business dispute and oversell problem in recent years, and this study shows that wealth management banks only emphasis on how many products they sell and ignore how to help customers to make their financial plans is the key factor according to the analysis of laws and present situation. Besides, this study attributed this kind of phenomenon to over commission-orientation salary structure of financial consultants.
After this situation, this study selected balanced scorecard to view the performance indicators of financial consultants work for banks which main business is on wealth management in order to get rid of financial factor only stand. The summary conclusions of this study are as below:
1. Wealth management industry gives priory to commission-
orientation salary structure.
2. Banks and financial consultants have different stands in
today’s wealth management industry: banks emphasis on
financial factor such as fee income and financial
consultants pay their attention to customer factor.
3. Financial consultants who more care about their
professional abilities have not only more skills to help
customers to make financial plan, but have higher
motivation to keep customer’s equities.
4. Whether banks close to the customers or not won’t
directly affect how financial consultants emphasis on
customer factor.
5. Counterproposal: fee income achievement rate, policy
selling.
6. Advised performance indicators: AUM, extended AUM,
customer asset return rate, moderate CIP
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