美國家庭在2024年變得更加富裕，但是擁有500萬美元或更多資產的高淨值個人的表現不成比例地不成比例

這家金融見解和諮詢公司指出，美國家庭財富在2024年同比增長16％至900萬億美元

American households became wealthier overall in 2024, but high-net-worth individuals did disproportionately well, according to new research from Cerulli Associates.

根據Cerulli Associates的新研究，美國家庭在2024年變得更加富裕，但高淨值個人的表現不成比例。

The Boston-based financial insights and consulting firm noted that U.S. household wealth rose 16% year-over-year in 2024 to $90 trillion, which should be a good sign for financial advisors helping clients manage those investments through volatile markets in 2025.

這家總部位於波士頓的財務見解和諮詢公司指出，美國家庭財富在2024年同比增長16％，至900萬億美元，這對於財務顧問來說應該是一個好兆頭，幫助客戶在2025年通過動蕩的市場來管理這些投資。

Advisors, however, may need to consider their client mix in terms of those assets, as HNW households with at least $5 million did the best, accounting for 54% of the total wealth.

但是，顧問可能需要根據這些資產來考慮他們的客戶組合，因為擁有至少500萬美元的HNW家庭表現最好，佔總財富的54％。

According to a statement from John McKenna, research analyst at Cerulli, HNW clients tend to need a wider array of services such as estate planning, family offices, and trust management. If advisors don’t offer those services, they may “risk losing them to firms with a renewed commitment to the segment.”

根據約翰·麥肯納（John McKenna）的一份聲明，Cerulli的研究分析師HNW客戶傾向於需要更廣泛的服務，例如房地產規劃，家庭辦事處和信任管理。如果顧問不提供這些服務，他們可能會“冒著對該細分市場做出新承諾的公司的風險”。

In the meantime, advisors who work with or even specialize in serving households below the HNW tier are now working with a cohort that is seeing its market share of wealth recede.

同時，與HNW Tier以下家庭一起服務甚至專門為家庭服務的顧問現在正在與一個正在看到其財富市場份額退縮的同類人士合作。

Affluent clients with $2 million to $5 million in assets now make up 17% of the market, and mass affluent clients with $500,000 to $2 million make up about 19% of the market. According to Cerulli, their combined market share of 36% is down from 38% at year-end 2023.

現在，擁有200萬美元至500萬美元資產的富裕客戶現在佔市場的17％，大眾富裕的客戶擁有500,000至200萬美元的市場，佔市場約為19％的市場。根據Cerulli的數據，他們的總市場份額為36％，比2023年年底的38％下降。

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Noah Damsky, founder and principal of Marina Wealth Advisors, a Los Angeles-based firm, agreed with the trend, saying that HNW clients are the biggest growth segment at his firm.

位於洛杉磯的公司Marina Wealth Advisors的創始人兼負責人Noah Damsky同意這一趨勢，稱HNW客戶是他公司最大的增長領域。

“As equity markets rallied for many years, those with investable assets have　grown disproportionately wealthier,” Damsky said. “Naturally, clients with millions of dollars in assets, especially in booming real estate markets such as Los Angeles, have seen their portfolios grow immensely.”

Damsky說：“隨著股票市場多年的積極成就，擁有可投資資產的人變得不成比例地富裕。” “自然，擁有數百萬美元資產的客戶，尤其是在洛杉磯等房地產市場中，他們的投資組合卻大大增長。”

Gary Schwartz, founder and president of Madison Planning Group in White Plains, New York, said advising HNW clients is “more about people than numbers.”　

紐約懷特普萊恩斯的麥迪遜計劃小組的創始人兼總裁加里·施瓦茨（Gary Schwartz）表示，建議HNW客戶“更多地是關於人的數字”。

“This so-called middle-class millionaire market is a common-sense, working persons’ market,” he said. “They live within their means, they do not invest in anything they do not understand and maintain the attitude that they are not rich and need to keep working, saving, investing etc. This is generally a winning combination. They’re a pleasure to work with.”

他說：“這個所謂的中產階級百萬富翁市場是一個常識的工人市場。” “他們生活在自己的手段之內，他們不會投資於他們不了解並保持自己不富裕而需要繼續工作，儲蓄，投資等的態度。這通常是一個勝利的組合。他們很高興與他們合作。”

Above and Beyond

超越

Marina Wealth's Damsky also agreed with Cerulli that serving HNW clients takes a personal touch that goes beyond traditional wealth management.

Marina Wealth的Damsky還同意Cerulli的觀點，即服務HNW客戶的個人風格超出了傳統的財富管理。

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He noted a client who wanted to sell a single-family rental property in Beverly Hills to help fund retirement. To get the best sale price, however, Damsky and his team recommended that the client get the current renting tenant out to sell the property to a likely owner-occupant to fetch the best price.

他指出，一個客戶想在比佛利山莊出售單戶住房，以幫助退休。但是，為了獲得最佳銷售價格，Damsky和他的團隊建議客戶將當前的租賃租戶出售給可能的所有者，以獲取最優惠的價格。

To achieve this, Damsky advised that the client raise the rent to a higher level, anticipating that the tenant would either move out or at least provide a higher return on investment. In the end, the tenant left, and the client sold.

為了實現這一目標，Damsky建議客戶將租金提高到更高的水平，預計租戶將搬出或至少提供更高的投資回報率。最後，房客離開了，客戶出售了。

“Who else is going to help the client with this? Not real estate agents or property managers,” Damsky said. “Many attorneys will help with execution but not develop the full strategy. Getting this sort of help is challenging, so we　help clients solve their most　challenging problems.”

達姆斯基說：“還有誰來幫助客戶？不是房地產經紀人或房地產經理。” “許多律師將有助於執行但不制定完整的戰略。獲得這種幫助是充滿挑戰的，因此我們幫助客戶解決他們最具挑戰性的問題。”

Damsky said that while the HNW space is competitive, experience and expertise allow an advisor to stand out. In his firm’s case, they have an institutional investor background.

達姆斯基說，儘管HNW空間具有競爭力，但經驗和專業知識使顧問可以脫穎而出。就他公司而言，他們具有機構投資者的背景。

“Many advisors still just manage portfolios and masquerade　their services as holistic when they’re really not,” he said. “Helping with not only investments, but with tax, estate and generational planning is critical, and it takes time.”　

他說：“許多顧問仍然只是管理投資組合，並偽裝他們的服務是整體的。” “不僅為投資提供幫助，而且對稅收，房地產和世代計劃至關重要，這需要時間。”

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Dann Ryan, founder and managing partner of Sincerus Advisory, a New York City-based RIA, said via email that advisors serving both HNW and mass affluent clients face a tradeoff between “maximizing current profitability with HNW clients versus long-term sustainability of your practice with more affluent clients.”

總部位於紐約市RIA的Sincerus Advisory的創始人兼執行合夥人Dann Ryan通過電子郵件表示，為HNW和大眾富裕客戶提供服務的顧問面臨“最大化與HNW客戶的當前盈利能力，與您的實踐的長期可持續性最大化您的實踐可持續性。”

“When it comes to the affluent and mass affluent segment, for many of them, their biggest financial planning events are still in their future,” Ryan said. “Unlike HNW households, who have likely already completed their estate planning, many affluent clients are still a way off from having to worry about the most complex strategies…. As an advisor, a lot of the work is preparing them to have a decision-making process

瑞安說：“當涉及到富裕和大眾富裕的細分市場時，對於許多人來說，他們最大的財務計劃活動仍在未來。” “與可能已經完成房地產計劃的HNW家庭不同，許多富裕的客戶仍然不必擔心最複雜的策略……作為顧問，很多工作都在準備進行決策過程