A producer who is thinking about expanding his or her business might believe targeting high-net-worth clients is easy money. But just like owning a luxury car, when it comes to service, more attention must be paid to buyers in this potentially lucrative personal lines market segment than most agents may have bargained for.

Indeed, the very rich have demands that the typical personal lines clients do not, brokers specializing in this field warn. The biggest challenge is providing dedicated service to elite clients, who present a far more diverse portfolio of risks than the typical homeowners or drivers.

"We spend a lot on support because we give dedicated support to these clients," said Cary Hager, a producer with Insurance Office of Central Ohio, based in New Albany, Ohio. "It is very expensive to do it the way we do because we can't split the customer service representatives off to do other accounts. It is giving the client the service they want."