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How do you target the high net worth market? Do you have advice for finding these types of clients, or any lessons learned?
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The HNW takes time, patience and polish. An agent I know decided to target that market right out of college. Very smart, personable, good with people. He was one of those "fake it until you make it" kind of guys.
Bought some nice suits, a used BMW and joined a country club. It probably took him 4 or 5 years until he would be considered successful by most standards. He sold life insurance to mom and pop across the kitchen table until he was able to pick up enough wealthy clients to focus on that market.
I doubt most agents today would be willing to do what he (and others like him did) to crack into that market.