Harvest, podium year: the target of female savers

Harvest, podium year: the target of female savers


The 2023 of the networks financial advice ended with a positive result: the companies adhering to Assoreti they made the third best collection evertouching the 44 billion euros2.4% less than what was collected in 2022. The year just concluded saw an accentuation of the trends already observed during 2022: the positive result is almost entirely due to the collection in securitiesabove all government bonds and bonds, the contribution of funds and portfolio management was further reduced while insurance products, in particular separately managed policies, recorded a negative result in collections and for the first time also liquidity, although between 2019 and 2021 had contributed significantly to the total collection, recording outflows of over five billion. However, the number of customers continues to grow, with over 265 thousand new customers acquired during the year, and that of operational financial consultants which exceeded 22,500 units.

And on the subject of consultancy professionalsa sort of identikit can be traced on the basis of the survey conducted by Anasf study and research centre, the national association of financial advisors, and which involved 550 advisors. The demographic composition of the sample confirms what has already been known for some time, that of a financial advisor is a profession carried out mostly by mature men. The average age of the sample is, in fact, equal to 56 years old, the largest age group (46%) is that made up of consultants aged between 52 and 60; those under 41 represent just 6% of the category, the positive aspect is that this figure is slightly increasing compared to the previous survey, but the presence of 5% of consultants aged over 71 should also be underlined.

Graphic by Silvano Di Meo

However, there is also one aspect to consider the average age of financial advisor clients is high: more than half of customers are over the age of 51, a quarter of the total is over 65, only 14% are under 40. As for gender, if men make up 85% of the sample among consultants, among clients the percentage of female first-time owners exceeds 40% in 11% of cases and in 44% it is between 20 and 40%, female savers therefore represent a possible target customer, as highlighted in the report. To complete the “registry” picture, more than half of those interviewed live in the Norththe educational qualification of the majority of those interviewed is a high school diploma, but 42% have a degree, women on average have a higher educational qualification than men, and over half of the interviewees are in possession of a professional certification.

As regards theworking activitythe survey shows that on average a consultant follows 220 clients, there are 20% who follow over 300 customers and, on the other hand, 21% with less than 100 customers; half of the consultants then declare that they manage a portfolio between 16 and 35 million euros, almost a quarter have an average assets of less than 15 million and the remaining 27% declare portfolios greater than 35 million. The average assets of the clients followed are between 50 thousand and 160 thousand euros for over half of the interviewees. This is a figure for the average assets which tends to grow with the age of the professional: among the youngest consultants (31-40 years old) it is around between 50 thousand and 80 thousand euros, rising between 81 and 120 thousand euros among older consultants and can be in the order of several hundred thousand for those over 70.

Graphic by Silvano Di Meo

Graphic by Silvano Di Meo

Assets under management where managed savings prevail, funds and portfolio management make up almost half of the portfolios, followed by insurance products with 27%, administered savings with 13% and the liquid component has a similar weight; as highlighted in the report, in light of the geopolitical context and high inflation this preference for liquidity can be considered limited. How much does working as a financial advisor make? In the last half of 2023, a good half of the interviewees, 58%, declared revenues of between 25,001 and 90,000 euros and another 21% achieved revenues of between 90 and 200 thousand euros.

The last aspect analyzed inAnasf investigation concerns him sustainable investments. The clients of almost two-thirds of the financial advisors surveyed have an average percentage invested in ESG products exceeding 10% of their total portfolio. There is almost a quarter of the sample with clients who have invested over 20% of their assets in sustainable products and in this group the interest in ESG investments grows as the age of the professionals increases: it ranges from an invested share of 22% found among clients of consultants belonging to the 31-40 age group up to 29% of clients of professionals over 70.



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