Our guide: Selling protection to HNW clients

The protection needs of high net worth customers are often overlooked. Financial advisers are now recognising that while many of these clients have significant investment portfolios and pension planning in place their protection requirements have been left relatively exposed. For example, many business owners have pension arrangements but do not have business cover to protect the source of these long term objectives. For many, the increasing value of property has created an unexpected inheritance tax liability and desire to protect their legacy. High earners with expensive lifestyles may...