The phrase “Follow the money” is attributed to Deep Throat, the anonymous source quoted by reporters Bob Woodward and Carl Bernstein in their book about the investigation of Richard Nixon and the Watergate scandal, “All the President’s Men.” In business as well as in investigations it pays to “follow the money,” especially when you want to sell insurance coverage to high-net-worth individuals (HNWIs).
HNWIs usually have art collections, jewelry, multiple residences, private planes and fancy cars to protect. But where can you find these individuals? Try China and India first. According to the World Wealth Report 2015, released by Capgemini and RBC Wealth Management, the number of millionaires in the Asia-Pacific region has surpassed North America. There are a total of 4.69 million high-net-worth individuals (defined as having investable assets in excess of $1 million) across the Asia-Pacific region, marginally ahead of North America’s 4.68 million.
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The report notes that North America is still ahead in overall wealth—$16.2 trillion—controlled by those individuals. However, HNWIs in Asia-Pacific own $15.8 trillion, which is predicted to surpass North America’s collective wealth at some stage in 2015, driven by a surge in super wealthy individuals in China and India.
HNWIs do not have a single preferred source to help them navigate the complexities of social impact, the report says. In near-equal measure, HNWIs turn to two groups for advice: wealth managers and families/friends, which could present growth opportunities for agents and brokers.
This chart shows the HNWI population from 2009 to 2014.
Source: Statista
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