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‘Web is way to HNW clients’

The spiralling cost of acquiring high-net-worth clients is persuading more IFAs to use e-marketing to attract new business, according to research by MDRC for Winterthur Life.

It found that the cost of acquiring new wealthy clients has increased from 3,850 per head in 2002 to 5,271 in 2004.

E-marketing as a means of generating leads has grown faster than any other method. The number of IFAs who say they have generated leads via e-marketing has grown from 9.7 per cent in 2002 to 24.3 per cent in 2004.

The number of firms advertising fell from 18 per cent to 15 per cent.

Winterthur Life sales director David Thompson says: “This impressive growth in use of the web is a wake-up call for many IFAs to question whether their internet proposition is developed to attract HNW clients.”

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