From the February 20, 2012 issue of National Underwriter Property & Casualty • Subscribe!

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.

 

Comments

Resource Center

View All »

Top 10 Legal Requirements for E-Signatures in Insurance

Want to make sure you’ve covered all your bases when adopting e-signatures? Learn how to...

Get $100 in leads with $0 down!

NetQuote's detailed, real-time leads have boosted sales for thousands of successful local agents across the...

The Growing Role of Excess & Surplus Lines in Today’s...

The excess and surplus market (E&S) provides coverage when standard insurance carriers cannot or will...

Increase Sales Conversion with this Complimentary White Paper

This whitepaper will share proven techniques - used by many of the industry's top producers...

D&O Policy Definitions: Don't Overlook These Critical Terms

Unlike other forms of insurance where standard policy language prevails, with D&O policies, even seemingly...

Environmental Risk: Lessons Learned from Willy Wonka and the Chocolate...

Whether it’s a chocolate factory or an industrial wastewater treatment facility, cleanup and impacts to...

More Data, Earlier: The Value of Incorporating Data and Analytics...

Incorporating more data earlier in claims lifecycles can help you reduce severity payments by 25%*...

How Many Of Your Clients Are At Risk Of Flood?

Every home is vulnerable to flooding. Learn four compelling reasons why discussing flood insurance with...

Gauging your Business Intelligence Analytics Capabilities and the Impact of...

Big Data, Data Lakes and Data Swamps, How to gauge your company's Big Data readiness....

Extending Contact Center Capabilities Across the Insurance Enterprise

Today advancements in technology are making a big impact on business and society. To yield...

PropertyCasualty360 Daily eNews

Get P&C insurance news to stay ahead of the competition in one concise format - FREE. Sign Up Now!

Advertisement. Closing in 15 seconds.