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How High-Net-Worth Individuals Invest

Who They Are, What They Need From Wealth Managers, and How That’s Changing

About This Report
With $68 trillion in assets set to transfer to younger generations over the next 30 years, wealth managers who target high-net-worth individuals (HNWIs) must adapt by using digital solutions to enhance their existing white-glove services—not replace them.
Table of Contents

Executive Summary

With $68 trillion in assets set to transfer to younger generations over the next 30 years, wealth managers who target high-net-worth individuals (HNWIs) must adapt by using digital solutions to enhance their existing white-glove services—not replace them.


  • What is the current state of the HNWI demographic?
  • How are the pandemic and wealth transfer affecting the audience of wealth managers targeting HNWIs?
  • How can wealth managers augment their existing services with digital solutions to better serve clients moving forward?

WHAT’S IN THIS REPORT? This report examines the key characteristics of high-net-worth consumers in the US—which is home to the highest number of HNWIs worldwide—and their financial services needs. It looks at how the HNW investor-wealth manager relationship has changed in recent years and how it will evolve amid a massive generational wealth transfer. And it identifies three major trends that will dictate how providers serve HNWIs going forward.

KEY STAT: Even a bearish forecast scenario of worldwide HNWIs’ wealth will see this group’s capital grow from $71 trillion in 2020 to $83 trillion in 2024, while the base forecast expects growth from $76 trillion to $101 trillion in the same period, per management consultancy Oliver Wyman.

Here’s what’s in the full report


Exportable files for easy reading, analysis and sharing.


Reliable data in simple displays for presentations and quick decision making.

4expert perspectives

Insights from industry and company leaders.

    Table of Contents

    1. Executive Summary
    2. Key Points
    3. Introduction
    4. Who Are HNWIs?
    1. What Do HNWIs Want From Wealth Managers?
    2. 3 Trends Changing How Providers Are Serving HNW Consumers
    3. Insider Intelligence Interviews
    4. Read Next
    1. Sources
    2. Media Gallery

    Interviewed for This Report

    Jeremy Geller
    J.P. Morgan Private Bank
    Managing Director and Co-Head of New York
    Interviewed April 8, 2021
    Kip Keener
    Salem Investment Counselors
    Chief Compliance Officer and Investment Advisor
    Interviewed May 28, 2021
    Chris Osmond
    Prime Capital Investment Advisors
    Chief Investment Officer and Strategies Architect
    Interviewed June 3, 2021
    Terry Sullivan
    Paragon Advisors
    Interviewed April 8, 2021


    Lea Nonninger


    David Morris
    Principal Analyst
    Daniel Ramirez
    Researcher, Financial Services
    Julia Woolever
    Senior Report Editor
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