Power hour: Building relationships


Is finding the expertise to operate in the high net worth (HNW) market difficult?

▶ James: It depends what you’re looking for. Brokers are obviously client managers and there are different types of client managers – those with telephone skills, those with relationships skills who are good at getting out to see customers.

One of the key things is getting good people and then giving them training over a period of time to get them to where they need to be. That does take a long-term investment.

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