Attracting and Retaining High Net Worth Clients with Diane Delaney

On this episode of The Insurance Guys Podcast, Scott Howell and Bradley Flowers sit down with their guest, Diane Delaney. Diane Delaney is an accomplished insurance professional with extensive experience in the industry. She currently serves as the executive director of the Private Risk Management Association (PRMA) and focuses on helping independent agents and insurance professionals enhance their sales and service skills. During the episode, Diane shares her experience working with high net worth clients and highlights the lack of training and preparedness within the industry. She emphasizes the importance of education and collaboration, noting that PRMA provides resources and support to its 4,500 members. Diane also discusses her role in developing a high-net-worth sales school at AIG Private Client Group and her current focus on supporting the PRMA community. She encourages listeners to unlearn insurance jargon and approach sales from a value-based perspective. In addition to discussing her work, Diane shares her interest in getting young people involved in the insurance industry and highlights the benefits of hiring younger individuals. She also highlights the confusion surrounding specific industry terms, such as “producer” and “marketer.” Throughout the episode, Scott Howell and Bradley Flowers converse with Diane, seeking insights into the private client world and sharing their experiences. Listeners are encouraged to focus on private client business and to consider the benefits of collaborating and uplifting the industry. Enjoy the show!