Connecting with the customer.

WHO SELLS IT: Most insurance is sold through agents and brokers, but insurers also market their risk protection products directly through the mail, the telephone or the Internet.

GETTING PAID: Agents are paid commissions based on value and type of products they sell. Some insurers pay brokers additional compensation based on the performance of the business.

WHAT TO EXPECT: Questions that are usually asked with any insurance purchase are: Do I need it? How much do I need? Can I afford it?

At the Market: Brokers

Stock performance: A six-month look at the brokers indexes (Six months ended 6/28/2007) Index, Dec. 31, 2004 = 1000

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WHAT DOES IT MEAN?

BROKER: Insurance salesperson licensed as an agent and broker who acts as a go-between, searching the marketplace on behalf of the client for insurance coverage. Go to www.ambest.com/ resource/glossary.html for a full glossary of insurance terms.

Top 10 Global Insurance Brokers
A look at the world's largest brokers with their 2005 and
2006 rankings

 Ranking     Ranking
  2006        2005      Broker                 Total Revenues 2006

    1           1       Marsh & McLennan             $11.9 billion
                        Cos.

    2           2       Aon Corp.                      9.0 billion

    3           3       Willis Group                   2.4 billion
                        Holdings Ltd.

    4           4       Arthur J.                      1.5 billion
                        Gallagher & Co.

    5           5       Wells Fargo & Co.              1.0 billion *

    6           6       Jardine Lloyd                905.9 million
                        Thompson Group Plc.

    7           7       Brown & Brown Inc.           878.0 million

    8           8       BB&T Insurance               876.5 million
                        Services Inc.

    9          10       Hill Rogal &                 710.8 million
                        Hobbs Co.

   10          14       Lockton Companies            667.0 million
                        Inc.

* Because Wells Fargo is primanly a bankng operation,
it is ranked by brokerage revenue.

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