Agency Management

The key to being a good salesperson is the ability to make cold calls, and building and sustaining relationships is not enough to make an independent agent a successful salesperson, a research study has found.

While hopes were high for the 2009 reinsurance market after the troubles of 2008, many rate expectations were not met, although capacity has remained steady, reinsurance brokerages reported.

The Western Insurance Agents Association said it has named Phil Hakopian, a principal with Cornerstone Commercial & Personal Insurance Services in Rancho Cucamonga, Calif., to a two-year term as its new chairman.

Aon Corp. said it has appointed Peter Lieb, currently senior vice president, general counsel and secretary at NCR Corporation, as Aon general counsel and executive vice president.

She saw opportunity where no one else did. Bedford-Stuyvesant was full of beautiful owner-occupied brownstones, but hardly anyone wanted insure them. Her firm would fill ...

In reporting consolidated results, p&c groups mistakenly emphasized the industry's financial strength rather than the fact carriers had the worst first-quarter on record, says NU Editor In Chief Sam Friedman in his blog today at www.NUSamSoapbox.com.