Educating Agents On HNW Needs: Chubb Group Launches Course For Insurers

Anna Hallissey

15 May 2014

The Chubb Group of Insurance Companies has stepped up its game in the high net worth segment, teaming up with the Aresty Institute of Executive Education at the Wharton School to create an educational program for its agents.

The course, based at the Wharton campus at the University of Pennsylvania and Chubb Group’s headquarters in New Jersey, is designed to teach agents and brokers the risk management and insurance needs of their high net worth clients.

High net worth clients differ from the regular retail customers insurance companies deal with – their assets and business ventures can expose them to unique risks that these firms must understand.

As part of the year-long Certified Advisor of Personal Insurance program - through which agents and brokers will receive a professional certification - participants will study topics including: the high net worth mindset; customizing insurance solutions; building client relationships; excelling in the high net worth arena; and sustaining excellence.

Meanwhile, with investments in passion assets among HNW clients on the rise, the course will also offer courses on collections such as art, jewelry, antiques and wine amongst others. Additionally, it will further students’ knowledge on family security, tapping centers of influence, and promoting personal brands.

Specializing in the needs of wealthy clients isn’t a new initiative in different areas of the industry. At the Family Office Exchange’s 2014 Wealth Advisor Forum, for example, the network revealed one of the current trends in the wealth management sphere is how “advisors are realigning their service models to optimize client experience.”

The course will be taught throughout the year at Chubb Personal Insurance headquarters in Whitehouse Station, NJ, as well as virtual classes, webcasts, and reading assignments. Sessions at the start and end of the year will be held at the Wharton campus.

Chubb Personal Insurance has served the affluent community for over 30 years.

The Wharton School at the University of Pennsylvania was founded in 1881 as the first collegiate business school. Its Wealth Management Initiative offers programs across a range of financial disciplines.