Down to a fine art.
There is a knack to being a successful intermediary in the high net worth market, says Tom Pejnovic, and a large part of it comes down to identifying new clients, some of whom are unaware they are eligible.
High net worth and mid net worth clients can be born or self-made andthe same rule can be applied to successful intermediaries in the
market.
Of course, just as some clients are to the manor born, for some
intermediaries an HNW or MNW client base is a natural extension of their
social circle.
On the other hand, some HNW and MNW clients gradually acquire wealth,
often so quietly that they remain on standard policies when they should be
moving onto bespoke insurance. Similarly, a proactive
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