Conversation GuideSales Reference · Client Segments
Sales Reference · Internal
The right product, per segment.
Six client archetypes with concerns, what works, and the pitch order for each.
01.Retiree
- Concerns. Outliving savings, FD rates falling, inflation eroding purchasing power.
- What works. Range Accrual, Inverse Floater (Y1 fixed), FD ladder, Sharkfin for safe equity exposure.
- Pitch order. 1 Range Accrual → 2 Inverse Floater Y1 → 3 Sharkfin (small allocation).
02.Pre-Retiree (50–60)
- Concerns. Last 5–10 years to compound; cannot afford big drawdown.
- What works. Inverse Floater, Sharkfin, Range Accrual, Step Down EKI for moderate yield.
- Pitch order. 1 Inverse Floater → 2 Sharkfin → 3 Range Accrual.
03.Affluent Professional (35–55)
- Concerns. Balancing growth + safety; tax efficiency; cash drag.
- What works. Diversified across all categories. Sharkfin + Bullet EKI + Range Accrual.
- Pitch order. 1 Bullet EKI / Basket Quanto → 2 Sharkfin → 3 Range Accrual.
04.Business Owner
- Concerns. Liquidity timing; opportunistic deployment; needs cash buffer.
- What works. Short-tenor EKI (12mo), Sharkfin (18mo), FD ladder for buffer.
- Pitch order. 1 Sharkfin → 2 Bullet EKI → 3 Step Down EKI.
05.Parent (education funding)
- Concerns. Long horizon to school fees, can't lose principal close to deadline.
- What works. Goal Planner first. Then balanced funds + Range Accrual + Sharkfin.
- Pitch order. 1 Goal Planner session → 2 UT fund SIP → 3 Range Accrual.
06.Young Professional (25–35)
- Concerns. Building, learning, highest risk tolerance, longest horizon.
- What works. Bullet EKI, Basket Quanto, equity unit trusts, EPF top-ups.
- Pitch order. 1 Bullet EKI → 2 Basket Quanto → 3 Equity UT.
Internal RM segmentation guide. Always confirm individual suitability before any recommendation.
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