美国家庭在2024年变得更加富裕，但是拥有500万美元或更多资产的高净值个人的表现不成比例地不成比例

这家金融见解和咨询公司指出，美国家庭财富在2024年同比增长16％至900万亿美元

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

根据Cerulli Associates的新研究，美国家庭在2024年变得更加富裕，但高净值个人的表现不成比例。

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.

这家总部位于波士顿的财务见解和咨询公司指出，美国家庭财富在2024年同比增长16％，至900万亿美元，这对于财务顾问来说应该是一个好兆头，帮助客户在2025年通过动荡的市场来管理这些投资。

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，顾问可能需要根据这些资产来考虑他们的客户组合，因为拥有至少500万美元的HNW家庭表现最好，占总财富的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.”

根据约翰·麦肯纳（John McKenna）的一份声明，Cerulli的研究分析师HNW客户倾向于需要更广泛的服务，例如房地产规划，家庭办事处和信任管理。如果顾问不提供这些服务，他们可能会“冒着对该细分市场做出新承诺的公司的风险”。

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.

同时，与HNW Tier以下家庭一起服务甚至专门为家庭服务的顾问现在正在与一个正在看到其财富市场份额退缩的同类人士合作。

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.

现在，拥有200万美元至500万美元资产的富裕客户现在占市场的17％，大众富裕的客户拥有500,000至200万美元的市场，占市场约为19％的市场。根据Cerulli的数据，他们的总市场份额为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.

位于洛杉矶的公司Marina Wealth Advisors的创始人兼负责人Noah Damsky同意这一趋势，称HNW客户是他公司最大的增长领域。

“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说：“随着股票市场多年的积极成就，拥有可投资资产的人变得不成比例地富裕。” “自然，拥有数百万美元资产的客户，尤其是在洛杉矶等房地产市场中，他们的投资组合却大大增长。”

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

纽约怀特普莱恩斯的麦迪逊计划小组的创始人兼总裁加里·施瓦茨（Gary Schwartz）表示，建议HNW客户“更多地是关于人的数字”。

“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.”

他说：“这个所谓的中产阶级百万富翁市场是一个常识的工人市场。” “他们生活在自己的手段之内，他们不会投资于他们不了解并保持自己不富裕而需要继续工作，储蓄，投资等的态度。这通常是一个胜利的组合。他们很高兴与他们合作。”

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还同意Cerulli的观点，即服务HNW客户的个人风格超出了传统的财富管理。

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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，一个客户想在比佛利山庄出售单户住房，以帮助退休。但是，为了获得最佳销售价格，Damsky和他的团队建议客户将当前的租赁租户出售给可能的所有者，以获取最优惠的价格。

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.

为了实现这一目标，Damsky建议客户将租金提高到更高的水平，预计租户将搬出或至少提供更高的投资回报率。最后，房客离开了，客户出售了。

“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.”

达姆斯基说：“还有谁来帮助客户？不是房地产经纪人或房地产经理。” “许多律师将有助于执行但不制定完整的战略。获得这种帮助是充满挑战的，因此我们帮助客户解决他们最具挑战性的问题。”

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.

达姆斯基说，尽管HNW空间具有竞争力，但经验和专业知识使顾问可以脱颖而出。就他公司而言，他们具有机构投资者的背景。

“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.”　

他说：“许多顾问仍然只是管理投资组合，并伪装他们的服务是整体的。” “不仅为投资提供帮助，而且对税收，房地产和世代计划至关重要，这需要时间。”

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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.”

总部位于纽约市RIA的Sincerus Advisory的创始人兼执行合伙人Dann Ryan通过电子邮件表示，为HNW和大众富裕客户提供服务的顾问面临“最大化与HNW客户的当前盈利能力，与您的实践的长期可持续性最大化您的实践可持续性。”

“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

瑞安说：“当涉及到富裕和大众富裕的细分市场时，对于许多人来说，他们最大的财务计划活动仍在未来。” “与可能已经完成房地产计划的HNW家庭不同，许多富裕的客户仍然不必担心最复杂的策略……作为顾问，很多工作都在准备进行决策过程