Insuring high net worth individuals is a terrific business. The long-term financial performance of the niche has been strong for carriers and brokers alike, and the work is both interesting and rewarding due to the fine properties and, more importantly, the people behind it all.
If you're finding success in this business, there's no doubt that your network of referral sources includes members of the wealth management community. While they come in different shapes and sizes—registered investment advisors (RIAs), family office advisors, and private bankers, to name just a few—wealth managers are arguably among the most influential professionals in your clients' and prospects' lives. As such, referral sources from this community are coveted.
In the last several months, I've had the chance to meet with dozens of men and women who are trusted by ultra-high net worth families to protect and grow their wealth, the vast majority of whom have worked with numerous independent agents and brokers. When I asked these professionals to describe how the best agents and brokers differentiate themselves, here's what they said.
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