Feature Articles Growing your HNW client base with customised wealth solutions

High-net-worth (HNW) clients increasingly seek investment solutions that reflect their unique preferences, financial goals, and desire for direct access to a broader range of assets. As competition for HNW clients intensifies, advisers who provide truly personalised investment strategies, incorporating both custodial and non-custodial assets, have a distinct advantage. Expanding portfolio options to include exclusive investment opportunities not only strengthens client relationships but also enhances an adviser’s ability to attract and retain affluent investors.

The growth of customised wealth management

Research shows that 85% of HNW-focused advisers prioritise a personalised approach in their client offerings. Nearly half (46%) see bespoke investment portfolios as one of their top three strategies for delivering exceptional service. Non-custodial assets such as private equity, real estate, structured products, and alternative investments play an increasingly important role in helping clients achieve their objectives.

Currently, 75% of advisers manage portfolios that include non-custodial holdings, which account for an average of 26% of total portfolio value. More than a third of HNW-focused advisers have noted a rise in non-custodial investments over the past three years, and half anticipate these assets will become even more prominent in the next three to five years. This trend is particularly strong among clients with portfolios exceeding AUD $6 million, where direct access to exclusive opportunities is highly valued.

Expanding investment possibilities

The increasing use of non-custodial assets reflects a broader client preference for portfolios that go beyond traditional structures. Advisers who integrate these options can offer:

1. Greater Investment Choice: Access to private equity deals, pre-IPO opportunities, direct property ownership, and alternative assets enhances portfolio flexibility.
2. Enhanced Personalisation: Each client’s financial strategy can be tailored with precision, balancing custodial and non-custodial investments to align with their specific goals.
3. Stronger Client Engagement: Providing a wider range of investment opportunities fosters deeper conversations and reinforces an adviser’s role as a trusted partner.
4. Efficient Portfolio Structuring: Non-custodial assets can support tax planning strategies, income structuring, and capital gains management to optimise financial outcomes.

Supporting growth with the right technology

While non-custodial assets bring diverse benefits, effective implementation requires the right technology and expertise. Advisers should invest in platforms and wealth management tools with proven capability to seamlessly integrate these assets into a holistic portfolio view, ensuring clear visibility, efficient administration, and regulatory confidence.

Looking ahead, non-custodial investments will continue to shape the way HNW clients structure their wealth. Advisers who embrace this opportunity can enhance their service proposition and attract sophisticated investors seeking greater control and exclusivity.

Discover more about how advisers are incorporating non-custodial solutions to build stronger client relationships and drive business growth by downloading our full research report.