Wealth clients shift focus from returns to retirement security

Advisers face pressure to deliver faster service and broader financial planning.

Wealth advisory clients are increasingly prioritising retirement security, healthcare costs and wealth transfer over investment selection as people across Asia expect to live longer, according to Million Dollar Round Table (MDRT).

“Instead of asking which product to buy, they want to know how much is enough for a longer life, how to handle health and longevity risks, how to balance growth with protection, and how to pass on wealth in a way that reflects their values,” Million Dollar Round Table CEO Stephen P. Stahr told Asian Banking & Finance.

He said clients now expect broader financial planning covering protection, retirement, cash flow, estate planning, and business succession. They also want faster service and more consistent adviser access, particularly during emergencies.

“People are living longer, which means they need assets that can sustain their expected lifestyle during their retirement years,” Stahr said in an emailed reply to questions.

He said advisory firms across Asia are increasingly measuring the quality of advice and client service instead of focusing mainly on sales volumes. He added that stricter regulation across the region is changing advisory practices.

“As regulators across the region raise expectations around adviser conduct, disclosure, and suitability, leading firms are building stronger governance, training, and supervision to protect client trust and uphold accountability,” Stahr said.

Distribution channels have also expanded beyond traditional advisers to include banks, independent firms, and hybrid digital models.

Despite wider use of artificial intelligence (AI) and digital tools, Stahr said clients still prefer human advisers for financial decisions.

Million Dollar Round Table, a global association of financial advisers and insurance professionals, found that 63% of Singapore consumers prefer speaking with advisers for financial planning recommendations and decision-making, according to a survey conducted in April 2025.

The survey showed that 53% of Singapore consumers rely on advisers for financial information and financial decisions.
Stahr said advisers who succeed would be those who combine technical expertise with strong communication and relationship management skills.

“This means having strong financial planning fundamentals, comprehensive product and solution knowledge across protection, retirement, and wealth transfer, and the ability to provide advice that is in line with regulation,” he said.

Million Dollar Round Table also operates ChatMDRT, an AI assistant that provides members access to resources in more than 150 languages.