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In his short story, “The Rich Boy,” F. Scott Fitzgerald summed up the challenge facing insurers and independent agents who target elite personal lines clients–those with mansions, fancy cars, yachts, fine art, expensive jewelry and other trappings of wealth. He said: “Let me tell you about the very rich. They are different from you and me.” That observation is no less true for those carriers and producers who warn that rich prospects can be high maintenance, demanding extensive services.

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