Insuring high net worth individuals is a terrific business. Thelong-term financial performance of the niche has been strong forcarriers and brokers alike, and the work is both interesting andrewarding due to the fine properties and, more importantly, thepeople behind it all.

If you're finding success in this business, there's no doubtthat your network of referral sources includes members of thewealth management community. While they come in differentshapes and sizes—registered investment advisors (RIAs), familyoffice advisors, and private bankers, to name just a few—wealthmanagers are arguably among the most influential professionals inyour clients' and prospects' lives. As such, referral sources fromthis community are coveted.

In the last several months, I've had the chance to meet withdozens of men and women who are trusted by ultra-high net worthfamilies to protect and grow their wealth, the vast majority ofwhom have worked with numerous independent agents andbrokers. When I asked these professionals to describe how thebest agents and brokers differentiate themselves, here'swhat they said.

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