Our magazine's upcoming October issue focuses on how agents can serve high net worth (HNW) customers. But there aren't really a lot of those. Doesn't it make more business sense to focus on the 99 percent—or even the 47 percent?
Take, for example, the Thompsons of McIntyre, Ga.
The father, age 40, drives a Dodge Durango (age, mileage undetermined) and goes four-wheeling. The mother (33, 311 pounds) is unemployed, with four daughters under the age of 21. The family lives in a single-story frame house (age, condition undetermined; not sure where the nearest fire hydrant is, but the house is right next to the railroad tracks).
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