BUILDING A BOOK - How to cut a rug in HNW
Cultivating relationships at the more exclusive end of the market can lead to some lucrative business opportunities. Carl Gledhill offers some advice on building a successful high net worth line and looking after VIP policyholders
When I first joined the Community Broking Group (CBG) less than two years ago, the company had very few high net worth (HNW) clients.
Part of my brief was to increase the amount of specialist business and now, 16 months later, the company boasts over 100 HNW clients.
But why get into HNW? It's not a market for brokers wanting to make a fast buck. The quality of service demanded by policyholders takes time and patience to develop and can therefore prove very expensive. However, HNW is a growth area
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