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Area Vice Chairman
Managing Director
Worldwide Real Estate Practice Leader
Arthur J. Gallagher
Glendale, Calif.

In real-estate circles, Alexandra Glickman is known as a broker who will go to bat for her clients and get them the best deal possible. "When it comes to a broker that understands the real-estate industry, Alex Glickman is one of the best out there," said one risk manager. "She's always prepared to work side by side with clients and get the best solutions for their needs. She'd be on the top of my list."

In 2007, a big REIT required a massive restructuring of its earthquake and terrorism-driven insurance programs after it increased its Southern California portfolio by 54 percent to more than $7 billion. Glickman led the team that not only delivered a 31 percent rate decrease, but increased the California earthquake limit by 50 percent to more than $200 million.

In another instance, Glickman and her team had a client who acquired a single asset that required $1 billion of certified and noncertified terrorism coverage. By utilizing London, the domestics, Canadian, Japanese, European and Bermudan markets, she and her team were able to deliver an "All Risk Including Terrorism" program with 150 percent more capacity on a 35 percent larger portfolio for a rate that was 26 percent below the expiring rate.

As a member of the prestigious Real Estate Roundtable, Glickman is involved in shaping public policy affecting the real-estate industry. She is on the Terrorism and Homeland Security Task Force, which works with Congress and lenders on shaping responses to terrorism issues facing the real-estate community.

Vice President
Willis
Dallas

At just 29 years old, Christian Ryan may not have a whole lot of experience under his belt, but he's already showing a great deal of promise.

Ryan and his team, for instance, placed a large Florida gaming account with extensive wind exposure in the post-Katrina environment. The success of this property program resulted in increased capacity of $60 million at no additional costs.

He and his team were also able to secure a long-term policy, which allowed the client to move their expiration date out of wind season. This property program was designed using a manuscript gaming form, providing increased sublimits and broadened terms and conditions.

Ryan and his team "have continually done outstanding work," one client said. He and his team are "extremely thorough and knowledgeable."

"I'm just completely satisfied in all regards," he said.

The success of the client's program was a direct result of face-to-face international and domestic meetings with gaming underwriters, as well as the team's reputation in the industry.

Ryan has been with Willis for two years, and before that he worked with Marsh for three years.

Vice President
Hilb Rogal & Hobbs
Mobile, Ala.

John Purdum has a way of surprising clients by coming up with solutions for even the most difficult real-estate insurance coverage challenges.

In one case, he was referred to a large assisted living facility, which was reeling from a 500 percent premium increase. The facility was on the brink of financial crisis.

By taking the time to learn the intricacies of ISO's grading regulations of sprinkler systems, he was able to create an opportunity for this insured that had been overlooked.

In the end, he won the account, providing coverage with an A++ admitted carrier for 70 percent less than the former program. Not only was the imminent financial crisis averted, but tabled construction projects were able to resume, promising a future for the insured's business.

"John has clearly gone above and beyond duty," one of his clients said. "He does twice as much work than any other group, and the outcome is usually better for us."

This client cited multiple instances where he was in need of insurance coverage for difficult real-estate development projects and Purdum far exceeded expectations.

Purdum is not only able to obtain insurance coverage, he is able to do it without a lot of hand-holding, said the client.

"With John and his group it's just done," he said. "He knows what I need. I can't say enough about him."

Managing Director
National Real Estate Practice
Aon
Denver

In real estate, insureds often have specialized, unusual risks, which can be difficult to insure. In many cases, the existing policy forms and coverages are simply not appropriate or are inadequate. Kathleen Felderman is recognized as an industry leader in coverage and program design for mixed-use and for-sale development projects.

She has won praise for her ability to step into difficult situations and craft new language and coverage forms to address her clients' needs. In one case, the owner, manager and developer of a large apartment complex asked Felderman to find coverage to allow his company to purchase a partially built development project that was being abandoned by the current owner.

Retroactive insurance coverage did not exist in the marketplace to meet the indemnification obligations the client was required to take on. Felderman was able to negotiate the retroactive coverage and provide a comprehensive and competitive solution to allow her client to purchase and complete the building of the project.

Several other real-estate owner/developers have now benefited from this coverage design.

"She is easily the most creative person I've dealt with in the real-estate arena," said one client. "I do truly think she's an exceptional broker."

Felderman is a resource for the Building Owner's and Managers Association's legislative committee and participates in the National Multi-Housing Council's education committee. In May 2007, Felderman left Lockton to co-lead the National Real Estate Practice at Aon.

Senior Vice President
Hilb Rogal & Hobbs
Atlanta

The real-estate sector has had its share of challenges over the last few years, especially for firms with properties located in catastrophe-prone areas.

Michael White, who has been with HRH for nine years, was able to help one of his clients, a luxury destination club with properties throughout the world, navigate its property insurance renewal with success.

A major issue for many clients, especially those with growing property portfolios, is obtaining agreed rates for future acquisitions and developments. The problem is magnified for those clients looking to grow in natural-catastrophe-prone areas of the world.

As a result of his efforts, the risk manager was able to take solid forecasting numbers back to senior management with actual premium figures, allowing the club to consider real costs for future acquisition properties as well.

White also was able to help his client obtain a 20 percent rate decrease during a time when most rates were either level or on the rise.

One of White's luxury destination clients noted that underwriters didn't understand the business and wanted to include it along with timeshares and hospitality firms, when it was more like a real-estate holding company.

"He really helped us work with the underwriters in excess markets to help them understand what we did so they wouldn't lump us in with something they know," the client said. "We've had great results. While others were getting increases, we got a decrease, and we expect to get decreases again this year. I've been thrilled with Mike."

Managing Director
Real Estate Practice
Marsh
Los Angeles

Scott Allan has become an invaluable resource for clients. His knowledge and understanding of the real-estate industry and his abilities as a project manager are second to none. His reputation for outstanding customer service precedes him.

Over the last year, for instance, he led an international project on behalf of a major client's global real-estate operations. The organization had experienced unprecedented growth in the last few years.

Prior to this project, the company's risk management strategy and insurance buying decisions were, for the most part, left to the local operating unity, with little oversight, minimum standards or coordination.

Allan's team examined all aspects of property/casualty risk management for assets in 16 countries. Less than two weeks after presenting the findings to the client, many of the recommendations were already being implemented.

These efforts are expected to yield significant efficiencies in program administration, improved coverage terms and conditions, and a reduction in the total cost of risk by at least 30 percent at the end of the first year.

"Scott's been great. He definitely delivered more than I expected," one client said.

Another client gave him high marks for helping the firm manage its risk exposures as it made a transition from an acquiring real-estate company into a development company.