In-depth - High net worth: Great expectations
High net worth customers demand the very best in service. Sam Barrett explains what brokers must do to meet private client requirements
High net worth (HNW) clients have high expectations when it comes to the service they receive. To meet these expectations, brokers must ensure they have a good understanding of their customers and their needs.
“You’re protecting their lifestyle so it’s essential you understand what they do and what’s important to them,” says Joan Sell, private client manager at The Clear Group. “You can then use your insurance expertise to build the right cover for them.”
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