This is what HNWIs want from Private Client Advisors

For those selling personal insurance solutions, commitment from high net worth prospects can be tough to come by. But it’s not impossible. The HNW prospects we speak with continue to articulate that they want counsel and advice on new insurance solutions, but they're not getting it in the way they want it. From our research, high net worth individuals value three things deeply: 

1. Help me understand what I need...specifically
2. I value advice but I also value choice and control
3. I need to feel I made the right choice and my time was and is well spent

So in your HNW prospecting efforts, the approach needs to be more than dialing for dollars and a reliance on COI referrals. The competition does this. Rather it needs to feel and sound like an intentional process that's tailored toward a client type, with a hypothesis or insight in mind that your prospect would likely find valuable. In a way, it’s about knowing more to mean more – a process that leverages your own "issue fluency" to start a conversation. 

Want more? Please visit www.billwaltonsalestraining.com and download our newest Whitepaper on prospecting in the High Net Worth Segment or reach out to Bill Walton at bwalton@billwaltonsalestraining.com.