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For an insurance segment highly coveted by producers and major carriers alike, the high net worth insurance business can often lack one major asset: an abundance of clients. Many wealthy Americans may be unaware that a specialty insurance market geared toward their unique exposures exists, executives say.

The stats are staggering: Less than one-fifth of the high net worth marketplace is being served by high net worth carriers, says David Spencer, senior vice president of Premier Client Services at Ace Private Risk Services. That means more than 80 percent of high net worth individuals do not have their coverage written by a carrier best equipped to serve them.

These well-to-do individuals are either with direct writers or standard writers that offer less coverage. “It may be they don’t even know that HNW carriers exist, and they may be handling their own insurance,” Spencer theorizes.

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