Taking the plunge
The issue of cross-selling high net worth cover can be an enormous dilemma for brokers, potentially souring relationships with their clients. John Sims explains why, after a little basic research, this should not be the case
It is one of the greatest dilemmas to face a commercial insurance broker in their career: they have a client, the managing director of a successful light engineering plant somewhere relatively close to their office. They have had a good relationship with this client for five or six years - the sort of relationship where business can be done, followed by a drink and a joke and chat about life, the universe and everything. The sort of relationship in which the client genuinely consults them about
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