A BOOMING SECTOR - Who wants to cover a millionaire?
The high net worth market seems to be booming - but building a successful book of business in the sector requires commitment, resources and a clear grasp of clients' needs, cautions Ewan Campbell
Judging by the state of the stock market, you might think there would be fewer high net worth (HNW) individuals now than a couple of years ago. But for many the rise in property prices has made up for any losses on shares, and market fluctuations have not held back sales of HNW household policies. Even a company like Hiscox, which targets City slickers, reports a strong increase in the last six months.
Expansion in the sector is mainly due to specialist brokers growing their accounts. RK Harrison
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