Looking for HNI clients?

Discover the right approach

for success

• Identifying an HNI
IDENTIFY

• The right way to approach

APPROACH

• What is their requirement?

ANALYZE

By Magicgyan Team,
We all know HNI mean big business. Wouldn’t it be wonderful to
get business amounting to crores from a single client. Just
imagine the amount of first premium. In lakhs of rupees,
obviously.

Identifying an HNI
Rich farmers, celebrities, top executives, businessmen and
entrepreneurs are all examples of HNI.

Approaching an HNI
Get in touch with employees, lawyers, accountants and other
advisors of HNI’s. Establish a good contact with them and you
can ensure a good chance to get in touch with the people they
work for. Attend social functions which are attended by the
wealthy. When you service a wealthy client, ask for
referrals from his acquaintances, friends and relatives and
who you think may become your next customer.

Analyze their needs

In order to sell insurance to HNI clients you must first
understand how they think and how their needs are different
from other clients. For example some clients may purchase life
insurance as a tool for estate planning. This can be done by
talking to them about their requirements and discussing the
advantages and disadvantages of changing any existing coverage
amounts.
What they expect from an insurance advisor?
HNI clients can be become demanding and difficult to work
with. Their expectations from an insurance advisor are also high
usually.
Knowledge
HNI clients expect an advisor who has in-depth knowledge of the
product in which he is dealing. As they have less time to spare
they expect a service from a person who knows his job very
well.
Time is money
HNI’s are usually very busy and can only spend a limited amount
of time discussing these matters and hence your presentation
should be effective and also at the same time as brief as
possible.
Availability
HNI’s expect an advisor who can be reached any time and who
will do whatever it takes to remedy his needs.