Executives and other successful people typically accumulate their wealth over time and do not consider how their exposures have changed from year to year. When these individuals ultimately turn to independent agents and brokers for help, it's often on the heels of an unpleasant situation—a mishandled claim or the inability to secure coverage on an important asset.
To earn long-term business, first correct some of their misconceptions and re-educate them on the role that property-casualty insurance should play in the management of their personal finances.
If you are not familiar with the personal lines landscape, a number of providers now specialize in insuring affluent and high net worth (HNW) clientele. This focused approach has made it easier to address the precise risks brought about by wealth and feel confident that high service expectations will be met.
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