As part of our series of exclusive gatekeeper interviews, FSA speaks with Edwin Leong, head of product (Malaysia & Singapore) at RHB Group Asset Management.

Edwin leads product development, partner selection, and fund strategy across RHB Group Asset Management’s conventional, Islamic and Singapore businesses.

He works closely with local and regional gatekeepers and distribution partners, including local and global banks, private banks, and investment platforms, to support the development and distribution of RHB’s investment solutions. He also works closely with the intermediary distribution team across the product development lifecycle, from identifying market opportunities to supporting distributors.

Edwin is a Certified Financial Planner (CFP) and holds a Bachelor of Business, majoring in Economics & Finance, from RMIT University, Melbourne.

What attracted you to the wealth management industry?

I grew up in a family surrounded by financial professionals, particularly in banking. My dad was a banker who spent 40 years with the same financial institution, so I was naturally exposed to the industry from a young age.

My journey into wealth management began in 2003, when I was selected to join the inaugural Capital Markets Graduate Training Scheme organised by the Securities Commission Malaysia. Since then, I have had the opportunity to build my career across both the sell-side and buy-side, working in Malaysia and abroad.

What kept me in the industry was the opportunity to look beyond products and understand what people actually need at different stages of their financial journey. Over the years, I’ve come to appreciate that wealth management is about much more than just investments. It’s about understanding the client, their goals and how we can help them make the right financial decisions at different stages of their lives.

What is the highlight of your career so far?

The wealth management industry is fundamentally built on trust and integrity. Over the years, I have been fortunate to build strong relationships with industry professionals, business partners, colleagues and clients, many of whom have become close friends.

For me, that is probably the biggest highlight of my career. You know you have built something meaningful when relationships that started through work continue beyond work — when you celebrate each other’s milestones, attend each other’s weddings and remain friends through different stages of life.

That’s what makes the journey special for me. At the end of the day, this is a people business, and the trust you build over time is what makes those relationships meaningful.

What lessons have you learned from your work?

The first is to embrace change and stay agile. Wealth management is constantly evolving. Client’s priorities change, markets move, and new opportunities come along.  What worked yesterday may not necessarily work tomorrow. So for me, the ability to adapt while keeping sight of the client’s long-term goals is therefore critical.

The second is to keep looking for new opportunities.  Market dynamics can change quickly, and we cannot afford to become complacent. A successful fund launch from five years ago may not be enough carry us forward today. We have to keep asking what investors may need next, and be willing to explore new areas. Sometimes, that means stepping outside our comfort zone and trying something new before it becomes mainstream.

What strategies are you recommending to your clients?

For me, investing should always start with the investor’s objective rather than the product. What are we trying to achieve? Is it capital preservation, capital growth or generating income? From there, we can think about how different asset classes and strategies can play a role in achieving that objective.

For the core portfolio, I still believe in keeping things diversified and having strategies that can navigate different market cycles.  This can include multi-asset solutions for diversification and stability, complemented by core equity strategies for long-term growth.

Income is another area that has changed quite a bit over the years. Beyond traditional dividend-paying equities, we are seeing more interest in strategies that bring together different sources of income, including option-based strategies and convertible bonds. The key, in my view, is not to look at any one strategy in isolation, but to understand it fits into the overall portfolio and the investor’s objectives.

What types of funds have you onboarded recently?

We have been focused mainly on strengthening our core offerings, particularly in global and regional equities and multi-asset strategies.

The reason is quite simple. We want to make sure investors have strong core building blocks for their portfolios, which can be complemented by more specialised strategies depending on their need and risk profile.

At the same time, we remain focused on how investor needs are evolving.  Income, diversification and managing volatility continue to be key priorities, shaping how we think about new opportunities.

What keeps you awake at night?

The unexpected. I do like to have quality sleep. Being a father of two young toddlers, that is not always easy!

Having said that, what truly keeps me awake is the unexpected. Whether positive or negative, I enjoy navigating unforeseen challenges and opportunities. In wealth management, change is the only constant, and being able to adapt quickly and turn uncertainty into opportunity is what keeps me motivated.