Profile: Two’s company...

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If there is one area where brokers can still pretty much guarantee to make a living in these volatile and depressed times, it’s the high net worth (HNW) market. It’s one of the few remaining areas, particularly in personal lines, where the value of broker advice remains unchallenged.

In recent years, some of the leading insurers in this sector have attempted to encourage their HNW and medium net worth (MNW) clients to go direct but, by and large, it hasn’t really worked. In this sector at least,