Power hour: Building relationships
In the high net worth sector, success for brokers is all about nurturing long-term relationships with clients and insurers. Caitlin Morrison reports
Is finding the expertise to operate in the high net worth (HNW) market difficult?
▶ James: It depends what you’re looking for. Brokers are obviously client managers and there are different types of client managers – those with telephone skills, those with relationships skills who are good at getting out to see customers.
One of the key things is getting good people and then giving them training over a period of time to get them to where they need to be. That does take a long-term investment.
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