High Net Worth - Because they're worth it

There may be some differences in opinion over exactly whatconstitutes a 'high net worth' client, but it's clear that, however youdefine the market, it's been growing at a considerable rate in the lastfew years, writes Sarah Young

The increase of personal wealth in 'middle England' has brought abouta noticeable change in the definition of what constitutes a high net worth(HNW) client. Consequently, any brokers considering entering the HNWmarket need to ensure they have an in-depth knowledge of the sector as itnow stands - and the people they may be dealing with. Competing insurerstend to look at high net worth customers and their needs in differentways; and as definitions of HNW have broadened, so the market hascontinued