National
Under writer
Two New Studies Examine
Customers’ Buying Habits
Today’s consumer has new ways of buying
and shopping for insurance, and insurers
have new ways of delivering products to
their customers—but do insurers truly un-
derstand their target consumer? E Page 6
AIG’s Confidence in Future
profit Results in Larger Gain
American International Group expects to
turn a profit in the future and is on pace
to achieve goals it has set for 2015. Due to
this confidence, it released $17.7 billion in
deferred-tax assets in Q4 2011. E Page 7
Analyst: Insurers Likely to
Maintain Capital, Not Return It
Despite many insurers suffering operat-
ing losses in 2011, excess capital remains
throughout the industry, and analyst firm
Keefe, Bruyette & Woods says it is likely
insurers will maintain that capital for 2012
growth opportunities rather than see it go
to shareholders. E Page 8
AGENTS’ SECoND ACTS
Number of Exclusive Allstate
Agents Falls in 2011
In a report filed with the Securities and
Exchange Commission, the carrier says the
number of Allstate-exclusive agencies has
fallen to about 10,000 from about 11,500
in 2010. E Page 13
Former producers Discover New Careers, purpose After Retirement
See page 16
wHAT RISk MANAGERS
wANT FRoM BRokERS
Five key Steps to Forging
Successful Relationships
Page 20
