Winning over the wealthy.
High net worth is a growing market and in an attempt to woo potential clients, many insurers are broadening their cover and changing their approach says John Sanders.
Winning business in the high net worth contents market is competitiveand can be time-consuming, but unlike standard commodity business,
potential buyers really do decide on factors other than price and can be
worth their weight in gold.
Building a relationship with people whose possessions may include a dress
once worn by Princess Diana, an Oscar, or a train-set worth £100,000 is
key to developing business. Many clients are reclusive and few are keen to
discuss their business with strangers. "They
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