summarise the key points: "196
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set up a portfolio.

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So you really have to help the clients figure out how to organize

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their wealth.

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If you organize it this way, you avoid a big part of the pricing

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question.

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Because the core portfolio at the center will not be price sensitive.

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It will be consistently risk-managed, and the clients love it.

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That’s where they derive their comfort.

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We’ll talk about it later in the future, but this is what it is.

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Now, here is the part whereby our team will come together and deliver

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that three pockets, or four pockets of investment pool of funds, and

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help clients implement and execute.

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Up till this moment, we don’t need to talk about our teams at all.

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We talk about the clients, focus on the clients, and then tell them we

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can help you.

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We have the whole platform.

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And then finally, my phone always switch off.

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I want to make sure I cover everything.

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Now, for example, this one is very important.

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I’m not playing favorites here, but Prism and Aladdin risk engine,

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risk management is the word that we all have to talk about it every

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day, starting from now.

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Not returns, risk management.

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How to help the clients manage risk.

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You reach to their fear and the need for managing risk, you get a big

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pocket in the middle.

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Don’t just get the opportunistic portfolio, get the big pocket in the

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middle.

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The safest money is the biggest part of the money.

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Okay.

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Now, finally, I think page 18 is something that is very meaningful.

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By the way, Aladdin, I think a lot of you has already familiarized

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yourself with.

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And bringing it all together is this slide.

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This is something, and by the way, I really want to put asset

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allocation on top of investment. They should swap.

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But this is what the clients can do with us, with HSBC.

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You can see it like, if you’re only doing lending, if you’re only

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doing satellite portfolio, you are missing a big part of our value

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proposition.

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Try to understand that, see whether or not you have already hit all

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the blocks.

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And by the way, I really think asset allocation should be on top right

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after investment objective.

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So that’s what I want to say for today.

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Please try to familiarize yourself with toolkit.

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Be very confident to conduct these kind of conversations with clients.

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Get your team head to help you, get your market head, get your

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product specialist to help you.

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And we are all learning together how to engage clients leverage on

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HSBC.

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And that’s what I want to say.

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Thank you.
”
"