The Great Wealth Transfer will profoundly transform the wealth management landscape in the coming decades, with unprecedented volumes of assets to be passed on to the Next Gen. With this handover of wealth comes an increased focus on the expectations of new clients, who seek transparency, digitalisation and more meaningful interactions with financial professionals, explains Sandra Barreca, Head of Sales Strategy at WEALINS, a Luxembourg wealth insurance company part of Foyer Group. At the same time, investors increasingly seek to align their wealth with their values, which has led WEALINS to develop sustainable solutions that integrate ESG criteria.
Operating under a B2B2C model, WEALINS’ relationships with its partners are key. “We support them at every stage of the journey – before, during and after subscription – and aim to understand what their clients are looking for,” highlights Sandra Barreca. “This enables us to identify and deliver the most appropriate wealth solutions.” With ultra-high-net-worth individuals becoming increasingly mobile across international borders, she points out, their needs are evolving. To address this, WEALINS has strengthened its internal expert teams to offer highly tailored and cross-border solutions.
At WEALINS, we truly wish to put an emphasis on client experience.
Dedication to client experience
WEALINS’ commitment to its clients remains the same, regardless of the volume of their assets. “As an insurer, whether a client holds €250 million or €250,000, our role is to deliver solutions tailored to their specific situation, helping optimise wealth transmission while ensuring a high standard of service,” says CEO Luc Rasschaert. This commitment to excellence applies both to end clients and to partners.
Supported by an NPS of +47, WEALINS’ strategy highlights the growing importance of client experience as a competitive lever. “At WEALINS, we truly wish to put an emphasis on client experience,” argues Sandra Barreca. That goes beyond the product.“We focus on seamless, personalised interactions, ensuring a ‘first-time-right’ approach in an increasingly demanding regulatory environment”, adds Luc Rasschaert.
To maintain positive working relationships with its partners, WEALINS relies on three pillars. The first is the quality of services, explains Sandra Barreca, which relies on teams committed to delivering consistent, reliable and operationally excellent service across WEALINS’ 10 core European markets. WEALINS places strong emphasis on human proximity and cultural understanding. The company relies on multilingual, cross-expertise teams (including specialists covering markets such as Sweden, Norway or Finland) to ensure partners and clients engage with experts who understand their local context, reinforcing a human-centric approach. The second is long-term wealth support from sales support to wealth planning to technical and regulatory expertise-sharing via webinars. And the third is joint value creation, which focuses on developing solutions tailored to the specific expectations of partners and their clients with a collaborative approach.
“We constantly strive to improve and simplify our processes and workflows, enrich our digital platform and strengthen personalised support. It’s truly our daily reality,” emphasises Sandra Barreca.
“We’ve created an entire ecosystem to offer the best service and operational efficiency.
A digital plus human ecosystem
WEALINS’ “Wealth Insurance as a Service” approach blends digital tools – notably its e-Wealins platform – with human expertise. “It’s about human skills combined with the technological platform,” notes Luc Rasschaert. “We’ve created an entire ecosystem to offer the best service and operational efficiency.”
The e-Wealins platform plays a central role in this ecosystem, adds Sandra Barreca, boosting efficiency and freeing up time for teams to dedicate themselves to added-value tasks and client interactions.
“Partners can access information, perform administrative tasks or request information directly from the platform in real time,” says Luc Rasschaert, offering examples of the benefits that e-Wealins offers, adding that the use of AI will make the platform even more efficient. “We see digital as a powerful enabler of human expertise – enhancing rather than replacing it.”
Trust remains at the core
All of this, however, would not be possible without a solid foundation of trust between the insurer and its partners. As Luc Rasschaert puts it, trust – like in any lasting relationship – is built over time through consistency, reliability and a deep understanding of client needs.
While the wealth insurance industry is highly regulated and much more complex, the parallel is evident. “Once trust is established and a working relationship is in place – that’s what partnership is. And that’s what we try to inspire,” he concludes.
Wealth Insurance as a Service Illustration Paperjam