The art of cross-selling

The ability of the high-net-worth market to provide stable, recession-proof profits is very attractive at present and can be accessed by cross-selling opportunities, says Bob Trott

There is a perception among some brokers that high-net-worth (HNW) is increasingly attractive as it is more stable than other classes in the present climate. The ethos of HNW carriers is to look for ways to pay claims and provide seamless service - a far cry from those insurers scrambling to reduce their claims outlay. While it would be an overstatement to say that HNW is recession-proof, it is to some degree insulated from both the current economic turbulence and the softness of the market that