1. BECOME YOUR CLIENTS’ PERSONAL INSURANCE ADVOCATE
AN ESSENTIAL TEAM MEMBER
Along with a financial advisor, attorney, and accountant
— an expert insurance advisor is a critical component of a
client’s wealth management team. You work hard to earn
a client’s trust by helping them manage their assets and
wealth. Don’t let a single serious loss undermine all the
efforts of your counsel.
SOME PERSONAL RISK REALITIES
•• About one in 15 insured homes have a claim each year.
•• In 2013, over 35,000 people died in auto accidents and
3.8 million crashes required medical attention.
•• In many states, someone who is only 1% at fault for an
accident can be held liable for 100% of damages.
•• The United States has more personal injury lawsuits per
capita than any other industrialized nation.
•• Thirteen million consumers were affected by identity theft
in 2013.
OUR SPECIALIZED EXPERTISE
We begin by engaging with clients and other trusted
advisors, like you, to complete a personal risk management
analysis. Next we help clients build comprehensive personal
insurance programs specifically tailored to their lives and
unique risk profiles.
Because high-net-worth clients typically have complex
lifestyles, Marsh PCS provides specialized expertise in risk
categories such as family offices, fine art, yacht, equestrian,
and more.
Clients of Marsh PCS gain access to the nation’s top
specialty insurance carriers, specifically those catering to
affluent individuals and families. And, as a division of Marsh,
a global leader in insurance broking and risk management,
Marsh PCS has access to resources across the globe.
For more than 35 years, Marsh Private Client Services (PCS) has focused on providing
comprehensive personal insurance solutions and risk management consultations to
financially successful individuals and families.
PRIVATE CLIENT SERVICES
REASONS TO RECOMMEND
MARSH PCS TO CLIENTS101. Your clients depend on you to protect their wealth and assets.
2. You can leave the insurance expertise to us.
3. It will add value to your client relationships.
4. Affluent individuals and families face unique risks that require extra
attention and protection.
5. You can help your clients maximize the benefits of their insurance
premiums.
6. Your clients deserve a higher level of service during the claims
process.
7. Affluent individuals have valuable articles that aren’t always properly
protected by standard homeowners coverage.
8. Affluent individuals have more to lose and are more likely to be sued.
9. Your clients have other matters to focus on.
10. You have your clients’ best interests in mind.

2. Marsh is one of the Marsh & McLennan Companies, together with Guy Carpenter, Mercer, and
Oliver Wyman. This document and any recommendations, analysis, or advice provided by Marsh
(collectively, the “Marsh Analysis” are not intended to be taken as advice regarding any individual
situation and should not be relied upon as such. The information contained herein is based on
sources we believe reliable, but we make no representation or warranty as to its accuracy. Marsh
shall have no obligation to update the Marsh Analysis and shall have no liability to you or any
other party arising out of this publication or any matter contained herein. Any statements
concerning actuarial, tax, accounting, or legal matters are based solely on our experience as
insurance brokers and risk consultants and are not to be relied upon as actuarial, tax, accounting,
or legal advice, for which you should consult your own professional advisors. Any modeling,
analytics, or projections are subject to inherent uncertainty, and the Marsh Analysis could be
materially affected if any underlying assumptions, conditions, information, or factors are
inaccurate or incomplete or should change. Marsh makes no representation or warranty
concerning the application of policy wording or the financial condition or solvency of insurers or
reinsurers. Marsh makes no assurances regarding the availability, cost, or terms of insurance
coverage. Although Marsh may provide advice and recommendations, all decisions regarding the
amount, type or terms of coverage are the ultimate responsibility of the insurance purchaser, who
must decide on the specific coverage that is appropriate to its particular circumstances and
financial position.
Copyright © 2015 Marsh LLC. All rights reserved. Compliance MA15-13337.
INTRODUCING YOUR CLIENTS TO MARSH PCS
By explaining the importance of the services Marsh PCS provides, you can help
clients understand the value of considering us as part of their overall wealth and
asset protection strategy. Here’s an example:
A comprehensive advisory team should include an insurance expert. Marsh
Private Client Services is one of the most highly regarded high-net worth-
insurance firms, and they can help ensure your assets are protected.
As your advisor, I recommend we look to Marsh PCS for a complimentary risk
analysis to evaluate your existing program. Overall, too many high-net-worth
personal insurance programs include gaps and inefficiencies, and I want to
be sure that yours isn’t one of them. Please provide me with your insurance
information, and I will work with Marsh PCS to set up the risk analysis.
MARSH CLAIMS ADVOCACY
Should the unfortunate happen and a client needs to file a claim, we act as the
client’s advocate during the claim process. This story illustrates the value we
provide:
Our client, a Major-League Baseball player, had been traveling for several weeks
and suffered a water leak in his condo. The client’s carrier felt it wasn’t necessary
to test for mold in the rest of the condo. We disagreed and engaged senior
leadership with the carrier, along with a reputable testing company. The testing
company found a significant mold issue throughout the condo, including the
HVAC system.
Without the engagement of our claims team, our VIP client could have suffered
severe medical issues. At the end of the day, the carrier paid an additional
$75,000 for mold clean-up and remediation.
Your clients value your advice and counsel. Encourage them to consider
a complimentary, no-obligation risk analysis from Marsh PCS.
Sometimes your client may be hesitant
or uncertain about looking into a
better insurance option. Here are
some replies you can use to common
objections:
I want to stay with my current
insurance broker.
•• Many of my clients have said the
same but were surprised by the level
of detail and service Marsh PCS
provided. This is a no-obligation
insurance review.
•• I respect loyalty. Sometimes we find
that clients outgrow their current
insurance program and need better
protection.
This is not an ideal time to make a
change.
•• Is there ever a good time? Marsh PCS
will make this process as painless as
possible.
•• Improper coverage that results in
unexpected out-of-pocket expenses is
more than just bad timing; it can
disrupt your life and threaten your
hard-earned assets.
I’m all set with my insurance.
•• Are you sure? Has a professional
insurance advisor reviewed your
program recently?
My insurance is with Chubb, ACE,
AIG (or another high-net-worth
carrier).
•• It’s great that you are with a carrier
that specializes in protecting high-
net-worth individuals. But are you
sure your program has been designed
effectively for your unique risk profile?
•• Many high-net-worth insurance
programs contain gaps or
inefficiencies.
ENCOURAGE CLIENTS TO
CONSIDER A RISK ANALYSIS
To learn more, contact Marsh Private Client Services
or visit marshpcs.com.