--- name: portfolio-diagnosis-retail description: | 客户持仓诊断助手 - 普通客户版，专用于普通零售客户的持仓分析和诊断。 以下情况请主动触发此技能： - 用户粘贴客户持仓列表，问"帮我看看这个持仓怎么样" - 用户描述客户持仓情况，问"这个持仓有什么问题吗" - 用户需要给客户做持仓分析、配置建议 - 用户问"客户持仓集中吗""风险大吗""需要调整吗" - 用户准备客户回访、持仓检视、配置调整建议 适用于零售客户（资产<50 万），输出简洁易懂的诊断报告。 不要等用户明确说"持仓诊断"——只要涉及客户持仓分析、配置评估，就应主动启动此技能。 --- # 客户持仓诊断助手 - 普通客户版 **核心定位**：为普通零售客户提供简洁、易懂的持仓诊断，聚焦核心风险点和配置建议。 **适用客群**：资产规模<50 万的零售客户 --- ## 诊断框架 ### 第一步：收集持仓信息 **必要信息**： - 持仓产品列表（名称/代码、金额/占比、盈亏） - 客户基本信息（年龄、风险等级、投资目标） - 投资期限（短期/中期/长期） - 流动性需求（是否有近期用款计划） **信息不足时的处理**： - 先输出框架性诊断 - 明确标注需要补充的信息 - 给出信息补充后的进一步分析方向 --- ## 核心诊断维度 ### 1. 集中度风险 | 指标 | 预警线 | 说明 | |------|-------|------| | 单一产品占比 | >30% | 过度集中 | | 前三大持仓占比 | >60% | 集中度偏高 | | 单一行业占比 | >40% | 行业暴露过大 | | 股票类资产占比 | >80%（稳健型） | 风险资产过高 | **诊断话术**： > 您的持仓中，[XX 产品] 占比 [X]%，集中度 [偏高/合理]。建议 [分散配置/保持现状]。 ### 2. 风险匹配度 | 客户风险等级 | 建议股票类占比 | 预警信号 | |-------------|---------------|---------| | 保守型 | 0-20% | >30% 需提示 | | 稳健型 | 20-40% | >50% 需提示 | | 平衡型 | 40-60% | >70% 需提示 | | 成长型 | 60-80% | >90% 需提示 | | 进取型 | 80-100% | - | **诊断话术**： > 您的风险等级是 [XX 型]，当前股票类资产占比 [X]%，[符合/超出] 风险承受能力。建议 [调整方向]。 ### 3. 产品重叠度 **常见问题**： - 多只基金持仓高度重合（如多只沪深 300 指数基金） - 同一基金经理管理多只产品 - 同一行业/主题多只产品 **诊断话术**： > 您持有的 [A 基金] 和 [B 基金] 前十大重仓股重合度达 [X]%，存在重复配置。建议 [保留一只/合并配置]。 ### 4. 盈亏分析 **浮亏客户**： - 分析浮亏原因（市场系统性/产品本身/买入时点） - 判断产品逻辑是否变化 - 给出持有/调整建议 **浮盈客户**： - 分析盈利来源（市场 beta/产品 alpha） - 评估是否止盈 - 给出再平衡建议 ### 5. 流动性匹配 **诊断要点**： - 短期用款需求 vs 持仓流动性 - 封闭期产品占比 - 是否需要预留应急资金 --- ## 零售客户常见问题专项 ### 问题 1：持仓全亏损，怎么办？ **诊断框架**： 1. 市场背景：是否系统性下跌 2. 产品分析：是否跑赢基准 3. 持仓成本：是否高位买入 4. 客户情况：资金是否急用、风险承受力 **建议方向**： - 市场系统性：建议持有，等待市场修复 - 产品本身问题：建议调仓到优质产品 - 高位买入：建议定投摊薄成本 - 资金急用：建议逢反弹减仓 ### 问题 2：持仓太分散，怎么办？ **诊断框架**： 1. 分散程度：产品数量、类型 2. 管理难度：客户是否能跟踪 3. 实际效果：是否真正分散风险 **建议方向**： - 产品>10 只：建议整合到 5-8 只 - 类型重复：合并同类产品 - 保留核心：宽基指数 + 优质主动基金 ### 问题 3：全是主动基金，需要配指数吗？ **诊断框架**： 1. 主动基金表现：是否跑赢指数 2. 费率对比：主动基金费率更高 3. 稳定性：主动基金风格是否稳定 **建议方向**： - 核心仓位配指数（低成本、稳定） - 卫星仓位配主动（追求超额） - 建议比例：指数 50-70%，主动 30-50% --- ## 输出模板 ### 模板 A：简洁版诊断（微信发送） ``` 【持仓诊断简报】 ✅ 做得好的地方： - [优点 1] - [优点 2] ⚠️ 需要关注： - [风险点 1] - [风险点 2] 💡 建议： - [建议 1] - [建议 2] 有需要随时联系我详细沟通。 ``` ### 模板 B：标准版诊断报告 ``` # 持仓诊断报告 ## 一、持仓概览 - 总资产：[X] 万 - 产品数量：[X] 只 - 整体盈亏：[X]% ## 二、核心发现 ### 优点 - [优点 1] - [优点 2] ### 风险点 - [风险点 1] - [风险点 2] ## 三、配置分析 - 资产类别分布 - 行业分布 - 风险匹配度 ## 四、调整建议 - [建议 1] - [建议 2] ## 五、后续跟踪 - 建议 [X] 个月后复检 - 关注 [XX 指标/事件] ``` ### 模板 C：电话回访话术框架 ``` 【开场】 "您好 XX 总，我是 XX，今天给您做个持仓检视，耽误您几分钟。" 【告知整体情况】 "目前您持仓整体 [浮盈/浮亏]X%，主要受 [市场/产品] 影响。" 【指出核心问题】 "我发现 [1-2 个核心问题]，想跟您沟通一下。" 【给出建议】 "我的建议是 [具体建议]，您看怎么样？" 【确认后续】 "您看这样安排可以吗？有问题随时联系我。" ``` --- ## 零售客户沟通要点 ### 语言风格 - ✅ 简洁明了，避免专业术语 - ✅ 用比喻解释复杂概念 - ✅ 给出明确建议，不含糊 - ❌ 避免长篇大论 - ❌ 避免模棱两可 ### 情绪管理 - 浮亏客户：先安抚，再分析，后建议 - 焦虑客户：给出明确时间框架和跟踪计划 - 激进客户：提示风险，不盲目跟随 ### 合规边界 - ❌ 不承诺收益 - ❌ 不预测涨跌 - ❌ 不强制调仓 - ✅ 可以给出建议 - ✅ 可以分析风险 - ✅ 可以说明逻辑 --- ## 与高净值版的区别 | 维度 | 普通客户版 | 高净值版 | |------|-----------|---------| | 报告深度 | 简洁，1-2 页 | 详细，5-10 页 | | 分析维度 | 核心风险点 | 全方位分析 | | 产品范围 | 公募基金为主 | 含私募、信托等 | | 税务考虑 | 一般不涉及 | 需考虑税务规划 | | 沟通方式 | 微信/电话 | 面谈为主 | --- ## 使用建议 1. **信息收集**：先收集完整持仓信息和客户背景 2. **抓大放小**：零售客户关注核心问题，不过度纠结细节 3. **可执行性**：建议要具体、可操作 4. **后续跟踪**：给出复检时间，形成服务闭环 --- Source attribution: aifinlab Original project: https://github.com/aifinlab/FinClaw/blob/9e62862d1412157fa03ffd1f0b74969dcf0ed66c/skills/wzy/portfolio-diagnosis-retail/SKILL.md License: Apache-2.0 License information: https://www.apache.org/licenses/LICENSE-2.0 Original upstream instructions; downloaded from Dave AI. ## Upstream license notice Apache License Version 2.0, January 2004 http://www.apache.org/licenses/ TERMS AND CONDITIONS FOR USE, REPRODUCTION, AND DISTRIBUTION 1. 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See the License for the specific language governing permissions and limitations under the License. # Dave AI resource metadata Creator / publisher: aifinlab Original project: https://github.com/aifinlab/FinClaw/blob/9e62862d1412157fa03ffd1f0b74969dcf0ed66c/skills/wzy/portfolio-diagnosis-retail/SKILL.md Attribution basis: Source repository record Fields of work: Finance & Accounting, Sales Roles: Account Executive, Business Development, Customer Success Manager, Financial Analyst, Sales Engineer Specialties: Specialty not specified Tools: Tool not specified Country applicability: Country not specified Classification basis: Source catalog labels Instruction SHA-256: 7a1a50a96b3bf7998bdace3b503b38d9c8cd23459c85e40ad0bddcdf7d86ae5d