| 摘要: | 根據國家發展委員會（National Development Council）的資料顯示臺灣推估將在2025年邁入超高齡社會，如果只有社會保險是嚴重不足以支應退休後的生活支出，目前臺灣的退休金制度存在很大的缺口，近年來銀行致力於發展財富管理，理財專員也逐漸轉型以全資產規劃去滿足客戶的需求並提升滿意度，使客戶與銀行往來資產提昇，其中退休規劃更是各家銀行著重的重點項目。
本研究藉由文獻研究法及個案研究法找尋特定的案例進行詳細和全面的探討，從眾多實務上遇到的案例中，依照可運用在退休後的資金多與少及是否持續增加可運用的退休金，歸納出三種族群進行個案研究，探討銀行銷售保險商品作為退休規劃時，依照不同個案家庭背景及未來退休目標，做出滿足個案需求的全資產退休規劃，研究發現，即使相同的保險商品，也會因為個案的年齡、家庭背景、資產大小、現階段目標不同創造出不一樣的效果。
綜觀以上個案探討分析，高資產且資產快速增加之客戶，退休保險規劃以預留稅源為優先考量；中高資產族群除考慮自身退休規劃以外，因營收獲利、資產增加，也需要考量傳承議題；一般房貸族且只有一筆退休金可運用的族群，應先考量退休時所需費用去計算其退休金是否足夠，儘早規劃規避長壽危機和通膨的風險。退休規劃應該針對自己的風險屬性進行配置，越早開始累計退休金越好，不論是傳承、預留稅源、贈與或是年金的累積期間，都可以因為時間拉長得到更好的效果，而銀行也應該在經營客戶落實真正的財富管理，針對不同客戶之需求訂製不同商品規劃與服務策略，以提升客戶之滿意度及忠誠度，差異化的服務才能在市場競爭中脫穎而出。;According to the National Development Council (NDC), Taiwan is expected to enter a super-aged society by 2025. In recent years, banks are committed to developing wealth management, and financial planners are gradually transforming to meet customers′ needs and enhance their satisfaction with total asset planning, so that customers and banks can improve their assets in the future.
This study uses literature research and case studies to find specific cases for detailed and comprehensive research. From the many cases encountered in practice, three types of groups are identified for case studies based on the amount of funds available for retirement and whether or not the available retirement funds will continue to increase. The study found that even if the same insurance products are used for retirement planning, different effects are created depending on the age, family background, asset size, and current goals of the case.
From the above case study analysis, for high asset and fast increasing asset customers, the priority of retirement insurance planning is to reserve tax sources; for middle and high asset groups, besides considering their own retirement planning, they also need to consider the issue of inheritance due to the profit of revenue and increase in assets; for general mortgage holders and those who only have a pension to use, they should first consider the cost of retirement to calculate whether their pension is sufficient and plan early to avoid The longevity crisis and the risk of inflation. The earlier you start accumulating your pension, the better. Whether it is for inheritance, tax reserves, gifts or annuity accumulation, you can get better results by lengthening the period. Only with differentiated services can we stand out in the market competition. |
