Newsletters: Article

August 2017

Article & News

We are considering an entry into the high net worth (HNW) insurance market. How should we think about developing an acquisition strategy to attract affluent and HNW individuals?

The high net worth personal lines market is top of mind for a number of insurance carriers.  Since the end of the Great Recession in 2008, the insurance market for high net worth (HNW) individuals has rebounded, averaging a near double-digit annual growth rate with premiums climbing toward $40 billion.  At the same time, ACE’s 2015 acquisition of Fireman’s Fund Personal Lines and 2016 acquisition of Chubb has created competitive space for new entrants such as Cincinnati Insurance and Berkley, alongside legacy players such as AIG Private Client Group and PURE.  Widespread speculation that additional players – like Ironshore, QBE, National General, and Travelers – are eyeing the market raises the stakes for companies seeking to enter this lucrative marketplace in the right way

However, customer acquisition in the HNW market is significantly more complex than in the mass market and not for the faint of heart…

Read more >


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