Concerned about the impact of an aging population in the financial asset management market, players in the investment fund industry are stepping up their efforts to interest a “new generation” of adults at the beginning of life of investors .

However, the best way to go about attracting and retaining this emerging clientele remains difficult to identify and manage, noted the panelists at the annual conference of the Conseil des fonds d’investissement du Québec (CFIQ), which took place on Tuesday by web conference.

“To approach this new generation of investors, as an advisor, it is very relevant to have good conversations about the concept of risk and return, but without necessarily wanting to manage their entire portfolio, as it could be. do before,” said Éric Hallé, Regional Vice President, Eastern Canada, Dynamic Funds. Mr. Hallé is also President of CFIQ.

“Investors are more informed than ever before, with access to up-to-the-minute [investment market] information through mobile communication technologies. Everything moves faster, especially among young adults, which makes it more difficult for investment advisors to attract and cultivate this new clientele of investors,” said Brigitte Felx, senior director of distribution strategy in Quebec for RBC Global Asset Management. ‘assets.

More tech-savvy than their elders, young adults entering the market for investment products and services are also more attracted to an approach as an independent investor and make greater use of financial technologies.

“This greater interest of the new generation in self-directed investing has been evident during the last two years of the pandemic,” said Claude-Fréderic Robert, President of National Bank Courtage Direct (BNCD).

As for the investment products that most appeal to this new generation of investors, the participants at the CFIQ symposium wanted to correct certain impressions circulating among investment fund advisors.

Despite their interest and skill with technology in the financial industry, “recent studies show that new generation investors are still using ‘human advisors’ in far greater numbers than those who primarily use ‘robo-advisors'”, underlined the president of BNCD.

Moreover, pointed out Louis Roy, national director of certification in blockchain technology (the technology behind the use of cryptocurrencies) at the consulting firm Raymond Chabot Grant Thornton (RCGT), “the excitement of platforms for the rapid creation and valuation of digital assets such as cryptocurrencies which are still very little regulated represent quite a challenge for these young independent investors”.

Hence the importance of emphasizing to them “the relevance and added value of human advice” in the management of financial assets, and especially “in times of turmoil such as what we see these days in the markets,” recalled Claude-Fréderic Robert, President of National Bank Direct Brokerage.


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