The Education of High-Net-Worth Producers

Covering the risks for high-net-worth  (HNW) clients requires an agent to be well-educated in what these customers need, says Lee Roth, president of the private-client group division of North America for Chartis. A limited number of agents specialize in dealing with these individuals, whose personal-insurance needs go beyond just insuring expensive homes, cars or boats.

There are insurance and risk-management considerations that need to be taken into account, such as the people who work for HNW individuals at their homes; collections of art, antiques or wine that need coverage from purchase to transport; and even D&O Liability coverage for the volunteer work they perform for boards.

To that end, Chartis has set up Private Client Group University, a formal two-week continuing-education course aimed at getting to know how to deal with the risks of HNW clients.

Besides homeowner issues, the course includes such topics as dealing with risks posed from hiring domestic servants, Kidnap & Ransom coverage, the aviation market and dealing with wealth-management advisors.

The course, introduced in 2007, also offers coaching and mentoring.


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