TABLE OF CONTENTS
SECTION 1
SECTION 2
4 6 8
10 12 14
Executive Address Presidential Address Young Agents’ Presidential Address
2014 IIAD Golf Tournament Overview, Matt Aripoli Golf Tournament Photos, Early Afternoon Golf Tournament Photos
SECTION 3
SECTION 4
16 18 20
22 30 32
Your Board at Work Spotlight: Lou Zettler IIAD Membership Benefits
SECTION 5
33 34 35
Golf Tournament Sponsors Your Association at Work AIG and Myron Steves team up to support WWHS Students
Golf Tournament Photos Golf Tournament Photos
IIAD Continuing Education and Luncheons
SECTION 6
36 35 37
The Young Agents of Dallas May Social at Park Tavern Insurance Employment Services Advertisers’ Index
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EXECUTIVE ADDRESS P
lease join us for the August installation luncheon on August 21, 2014 at Bent Tree Country Club. We will be thanking Ben Patterson for his leadership as IIAD’s President over this past year, and welcoming Brook Crawford to the helm along with new board members Allen Sparks and Bob Spurgin. The association is in good hands as we continue to produce fiscally sound results and offer top notch programs for our members. Please mark your calendars for Wednesday November 5th for the 2014 IIAD All Industry Day at the Irving Convention Center in Las Colinas, “Game Changers”. Registration and sponsorships are available for purchase on our website. The day will kick off with a special morning session led by Brian Williams of Perspectivity, who will have a profound impact on the way we communicate with our customers. The luncheon speaker is Dr. C.J. Huff, Superintendent of schools for Joplin, Missouri. His leadership through the aftermath of one of our
“
worst natural disasters will astound and enlighten. Our insurance commissioner, Julia Rathgeber along with Pat Arthur, IIAT’s president, will share with us their thoughts on the state of insurance in Texas. The tradeshow will provide you with the connections you need to grow your business with over 90 hand-picked vendors. And, we will have more fun than a barrel of monkeys with our live Family Feud game in the tradeshow throughout the day. Come cheer your favorite teams as they compete head-to-head. And lastly, I have a special “thank you” to send out to all that made our golf tournament the huge success that it was. We couldn’t do it without our committee members, sponsors and volunteers, and want you to know how much you are appreciated by me, the board and our IIAD staff. Thank you!
The association is in good hands as we continue to produce fiscally sound results and offer top notch programs for our members.
”
EXECUTIVE DIRECTOR OF IIAD,
TAMY LAND
817-240-7185
www.blackmonmooring.com lsnelson@bmsmanagement.com
5
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The overwhelming success of that tournament was the vision that was laid out at the beginning of the year with the intense focus to follow through in accomplishing the goal to get a record number of agents to the tournament and dinner and for everyone to have a great time away from the office.
W
”
hen someone begins their year as President of IIAD, they always know that what happens with All Industry Day and the Golf Tournament will determine the year you will have as President. So as I reflect on the Golf Tournament this year, all I can say is what a great day! I am so thankful for the golf tournament committee and our dedicated staff who worked tirelessly in putting on what was a great tournament. THANK YOU to the committee, Tammy, Elizabeth, Noemi and Jamie for all of your hard work! To all the sponsors of the tournament, thank you for investing in the tournament. The overwhelming success of that tournament was the vision that was laid out at the beginning of the year with the intense focus to follow through in accomplishing the goal to get a record number of agents to the tournament and dinner and for
PRESIDENTIAL ADDRESS everyone to have a great time away from the office. Mission Accomplished! My year is almost done and I cannot say thank you enough to everyone who has volunteered for the association this year. We have accomplished a lot!
Your presdient,
BEN PATTERSON
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YOUNG AGENTS PRESIDENTIAL ADDRESS The successes in my career are attributable to handwork; some unexpected opportunities; but more notably a great network of colleagues, friends, and family. As I move towards the end of my term as Young Agent President there are some people I would like to thank for assisting me in my endeavors in the business of insurance: My professors at the University of North Texas: Dr. Thornton and Dr. Wells. Also, Dr. He and Debra Richardson, who are currently doing a great job of growing the pool of talented individual that will perpetuate our business. My now retired mentor Roy Golsan and the great staff at Union Standard who taught me the craft of underwriting and marketing: C. English, J. Potter, L. Zawadzkie, J. Rivers, D. McAlexander, R. Cloy, R. Hitch, D. Estes, J. Milligan, J. Hernandez, and R. Koehnen. All the great agents across Texas. The peers who I surround myself with and have helped me make the choices for our Young Agent group and who have been generous with their time and knowledge inside and outside of insurance: G. Lindsey, O. Silva, A. Sammons, L. Hegar, R. Goodgieon, R. Somerford, E. Nelson, and B. Patterson. The awesome group at AIG who allow me to continue working along side the IIAD and who have supported the Young Agent events: B. Bass, B. Beach, J. Espelund, J. Kielman, C. Michel, E. Flores, J. Peirce, T. Singharaj, A. Balin, J. Hayes, A. Williams, and M. Gallia.
The reasons I get up every morning and try to do my best: my wife Jessica, and kids Joseph and Gwen, who give me immeasurable support, even when I am MIA at home. The future looks bright for industry and state because of the support each one of you offers.
Young agents president,
JOSE FLORES
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IIAD Golf Tournament Overview by Matt Aripoli, Patterson & Associates
Another year has come and gone, and another Big "I" Day is in the books. What a fantastic day of golf and camaraderie. First and foremost, I would like to extend a big thank you to all of our sponsors. Without your support, the success of the event would not have been possible. Thank you to all of the golfers, and those who came out to enjoy lunch, and dinner as well. Participation is a key factor in the success of any event, and we could not have asked for a better turnout. The venue was great, and the DAC staff was very accommodating. We hope that moving the event back to the DAC was an agreeable decision. It seems like it was from the feedback we have received. The weather cooperated, and play moved well. We streamlined the raffle process to ensure the maximum amount of time enjoying the after party, and Guts and Glory shootout. Again, on behalf of the IlAD, and with many thanks to the golf committee, IlAD, and DAC staff, I hope everyone enjoyed a wonderful day of golf and friendship. We look forward to a prosperous year ahead, and an equally successful tournament in '15.
Special thanks to the Golf Tournament volunteers: Bruce Klingman with Wood-Wilson, Toni Campbell with Midlands Management, Roy Powell with TAGA, Rick Pooler with IPFS, Erin Van Gieson with State Auto, Cyndi Boehle with Arthur J. Gallagher, Cathy Vasquez with FCCI, Marti Powell with Texas Specialty, Sherry Doty with Crum & Forster, Cynthia Sperry, Gary Bingham with Gary Bingham & Associates, Niki Mortensen with Midlands Management, Bruce Sams with Champion Commercial, Christi White with State Auto, Paige Heinze with Berkshire Hathaway, Joseph Goodwin with Liberty Mutualand Matt Aripoli with Patterson and Associates.
Really big.” © 2014 Texas Mutual Insurance Company
“Texas Mutual is big on safety.
Brian Welch Managing Director Wortham Insurance
Why is Brian Welch wild about Texas Mutual? Because he cares about keeping his customers safe. “Texas Mutual’s safety program is second to none,” Welch said. “They put the emphasis on accident prevention, and they’ve returned $1.6 billion to policyholder owners like the Houston Zoo that keep their employees safe.” If your clients place a high priority on workplace safety, see why Texas Mutual is the biggest name in workers’ comp. Call (800) 859-5995 or go to texasmutual.com. Texas Mutual Insurance Company is rated ‘A’ by A.M. Best Company. While we can’t guarantee dividends every year, Texas Mutual has returned over $1.6 billion to safety-conscious policyholder owners since 1999. 11
2014 IIAD Golf Tournament
Top: Ben Patterson, President of IIAD; Tammy Land, Executive Director of IIAD; Bruce Klngman, IIAD Board of Directors, Chair of Golf Committee Middle Left: Herb's Paint and Body provided lunch for all of the golfers! Alan Kirkpatrick and Jimmy Don manned the grill and made sure all of our golfers had a great start to the tournament. Thank you for your sponsorship. Middle Right: Oscar Silva with Great American Insurance ECA celebrating his victory. Bottom: Jon Archer with Great American Insurance ECA Division. Great American Insurance was a hole sponsor at the IIAD Golf Tournament.
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Top: Stuart Dobbie with R-T Specialty hitching a ride back to the main entrance. R-T Specialty was a sponsor at the IIAD Golf Tournament. Middle Left: EMC Insurance was a hole sponsor at the Golf Tournament. Middle Right: Lou Zettler of Louis J. Zettler III Insurance Agency. His agency sponsored the Longest Drive at the IIAD Golf Tournament. Bottom: Rob Dreiling, Aaron Hoefle, Frank Giarratano and Patrick Bell
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15
YOUR BOARD AT WORK
THE 2013-2014 IIAD Board of Directors
From Left to Right: Tammy Land, Bruce Sams, Anne Sheahen, Mike Haselden, Rod Medlin, Bruce Klingman, Ben Patterson, Adam Sammons, Matt Orlie, Paul Fredette, Von Breaux, Brook Crawford, John Losurdo, Jim Hamby.
On August 21, Brook Crawford will be installed as the 2014-2015 IIAD Board President during our membership luncheon at Bent Tree Country Club. Mr. Crawford most recently served as President-Elect, and Ben Patterson will be stepping down to assume the role of Immediate Past President. The agent members of IIAD recently elected two new board members to start a two-year term beginning September 1. They are Allen Sparks and Bob Spurgin. Allen Sparks grew up in West Texas and attended Texas Tech University. He began his insurance career in 1989 as a commercial insurance agent with Nationwide Insurance. In July, 1993, Allen joined forces with three other successful Nationwide agents and established Independent Insurance Group, Inc. Allen serves as President of Independent Insurance Group,Inc. He is also a partner in Independent Insurance Safety Services, Inc. & PCL Contract Bonding Agency. Allen holds the CRIS “Construction Risk Insurance Counselor” designation. He previously serviced on the IIAD board from 2000-2002, and is active in various industry trade associations in the DFW area. Robert B. (Bob) Spurgin, CPCU, is a lifelong, fourth-generation Dallasite who in 1971 joined Ben Spurgin Insurance Agency, Inc., where he has been president for more than 30 years. The family-owned business, which has belonged to the IIAD for almost 80 years, was started in 1931 by his father, Ben, who served as president of the IIAD Board 1964-65. Bob is a 1971 graduate of SMU (with double majors in economics and mathematics) and earned an MBA from the University of Texas McCombs School of Business in 1973.
“
We are very proud of the services and benefits we bring to our industry. From recruiting and networking to education and young professional forums, IIAD is here to serve. Tammy Land,
IIAD Executive Director
Cedar Park, TX www.taga1.com 888-999-8242
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Spotlight: Lou Zettler G.A. Non-subscription With over 28 years of experience in the DFW Metroplex, Lou Zettler brings a wealth of knowledge to our industry. this was known as industrial insurance in England, it was typically fire insurance. An interesting historical note, in the late 1680s, Edward Lloyd opened a coffeehouse on Tower Street in London. This became a popular place with shipowners & merchants that eventually led to the establishment of the insurance market we all know as Lloyd’s of London.
Agency Description
My independent general agency is the “One Stop Shop” for Texas Non-subscription2, a sophisticated comprehensive alternative to Texas Worker’s Compensation insurance. For 20+ years I have assisted independent agents throughout the state of Background and Work Texas with access to quality A & A+ rated carriers, expert attorneys for ERISA plan design, loss control Experience My grandfather and father were executive officers and marketing support, (inclusive of free leads). of the Metropolitan Life Insurance Company, when I began my career as a third generation insurance Of all the services we provide, my favorite activity professional, my father started me on a debit1 route is to go on a joint call with an agent and assist a long long time ago. If your readers are unfamiliar in the presentation to fully inform a business with a debit route, agents were assigned an exclusive owner that they have choices, dispel any urban territory and a book (book of business) this book myths, educate the insured and give them the had a single page for every policyholder within the opportunity to make an informed decision. agents’ territory. On the back of each page is where the agent collected & recorded premium payments (typically made on a weekly basis). The debit agent Captive Agent History would work his route much like an old fashion My experience as a (former) captive agent, lead milkman or bread man in the cities and urban areas me to the independent agency industry. Working of America. A debit agent’s job was to visit and collect as an independent General Agent affords me premium, (many times I collected $1.25 per week) the freedom to choose unique products, such as that afforded an agent the opportunity to visit with non-subscription and identity theft solutions. their clients on a much higher frequency than today, Furthermore, I have the freedom to serve other and fine-tune your prospecting skills. In America independent agents and support their clients.
Marketing Techniques
I market my business through supporting industry associations, soliciting new agents and asking for referrals! A core element of success is maintaining a profitable and efficient relationship with my independent agents, turning around quote requests ASAP, accompanying them on sales calls anytime, anywhere, intervening directly with the insurance company if there is a billing/claim problem. I respond to their phone calls, voice mails or texts promptly and resolve every issue that day!
The Future of His Agency
Education Continued
I’ve acquired most of my background and skills through continuing education and the relentless pursuit of new skills. I learned a lot during my time on the debit route & one of the first lesson, perhaps the most important, is to listen to my customer. They will tell you what they’re looking for.
IIAD Membership
As a member of the IIAD, I belong to a family, a family of professionals that support each, support the industry, maintain high standards and always place the best interests of their customers before their own.
I see double-digit growth for the next year equally divided among organic and external markets. Over the next five years my favorite product, the nonsubscription option, has a very bright future. We don’t need the Worker’s Compensation market to harden; it’s always been a matter of educating buyers that an Experience in DFW and Beyond option exists and properly market the policy renewal. I have been working for 28 + years in the Dallas-Fort 10 years from now, I will be affected by technology, the need for diversity among product offerings and unfortunately a last man standing strategy. LMS is the Achilles heel of our industry, with fewer young men and women to replace the aging leadership and the relentless consolidation of agencies is leading to a robotic servicing of policyholders. My business, your business, our business has always been and will always be a boots on the ground, a people business and no matter how pleasant that CSR is, in a remote location, he or she cannot truly service the human needs of our friends and clients.
Worth Metroplex, while serving the entire state and now supporting agents in Oklahoma3.
Footnotes
1 http://www.jstor.org/discover/10.2307/250253 ?uid=3739920&uid=2&uid=4&uid=3739256&s Technology has been transformational; email, scanning id=21104288466053
The Advent of Technology
documents to .pdf, websites and social media have dramatically increased efficiency, however created unintended consequences. The Internet is a vast library and resource for information that all insurance agents should use to identify trends and select the industries that they will invest prospecting time & resources. Here is one extraordinarily insightful bit of data, that should be carefully studied by every agent in the IIAD: How the Recession Reshaped the Economy, in 255 Charts4
2 http://www.txans.org 3 http://www.gpm-law.com/dodge.html 4 http://www.nytimes.com/interactive/2014/06/05/ upshot/how-the-recession-reshaped-the-economyin-255-charts.html?_r=0
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MEMBERSHIP BENEFITS
Recruiting
Networking
Education
Save money by using IIAD’s in-house recruiter, Jaimee Goehring! Not only will your find your future star employee, but you’ll do it for a fraction of a traditional recruiter’s Finders Fee!
No need to search out carriers throughout the Dallas-Fort Worth metroplex, meet them at one of our networking events!
Attend our lectures and seminars held throughout the year and learn more about topics that regularly affect your business.
UPCOMING WITH IIAD 24
IIAD anticipates launching a new program “AMPL” this fall. It will be a minimum of 15 CE credit hours. Similar to the AMCL, it will entail a combination of online education and testing, followed by two ½ day classroom sessions, to minimize the amount of time the candidate is out of the office for training.
WELCOME NEW IIAD MEMBERS! Strata Underwriting Managers Alicia Koo
8144 Walnut Hill Lane Suite 1490 Dallas, TX 75231 469-385-1080 akoo@clearviewrisk.com
Alonso & Berrian Insurance Group Jess Alonso
3131 McKinney Avenue Suite 600 Dallas, TX 75204 214-643-6099
jalonso@abigins.com
USLI
Warren Kuberry 8700 Stonebrook Parkway #2369 Frisco, TX 75034
214-578-8068 wkuberry@usli.com
FrankCrum
100 South Missouri Avenue Clearwater, Florida 33756
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This will provide the Account Manager Personal Lines designation upon completion of the entire course, an exclusive IIAD designation. It will be ideal for those employees looking to expand into Personal Lines as a CSR, or someone that is new to the industry in an entry-level position.
21 25
2014 IIAD Golf Tournament
Top: R-T Specialty's Hole was creatively Vegas themed! Charles Fletcher, Randy Fast, Dennis Dowd & Brad Grimmett are pictured here. Middle Left: Burns and Wilcox was a big sponsor at the IIAD Golf Tournament! Pictured here are three girls at their hole serving cold beverages. Middle Right: Towerstone sponsored a hole at the 2014 IIAD Golf Tournament. Dave Cunningham, Aaron Ball, Walker Simmons and Andrew Obriotti are pictured above with the Towerstone ladies! Bottom: Robert Ferguson with Family Financial Group posing for the camera while Cliff Clay focuses in on his drive.
Top: Central Insurance Companies sponsored Closest to the Pin on one course. Pictured are Michael Reeves, Evan Purmort, and Brian Tucker. Middle Left: Byron Smith with Columbia and Bruce Klingman with Wood Wilson posing the camera. Middle Right: Matt Orlie with Wood Wilson/IIAD Board of Directors and Matt Barrier with Wood Wilson Bottom: Service King was a Beverage Hole sponsor at the Golf Tournament. Jeff Johnson is pictured waving.
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2014 IIAD GOLF TOURNAMENT PHOTOS AND SPONSORS
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Top: Patrick Bell with CRC| CRCCrump and Aaron Hoefle with All Risks Middle Left: Spencer McClenahan with Roach, Howard, Smith, & Barton in mid-swing. Middle Right: We had quite a few ladies golfing with us this year at the Golf Tournament! Pictured here is Angela Frederiksen swinging. Bottom: Steve De Leon with MHBT
Top: Oscar Silva with Greg Saldivar showing his enthusiasm. Middle Left: Janna Johnson with Great American Insurance ECA swinging. Middle Right: Janna Johnson and Steve De Leon smiling in their golf cart. Bottom: Aaron Johnson, Adam Glenn, Johnny Fisher, and Gary Lindsey on the course.
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MORE BIG “I� FUN
Top: Bill Jackson, Jeff Lentz, John Marek, and Von Breaux Middle Left: Jack Ogden with Texas Mutual in action! Texas Mutual was the Hole-In-One Sponsor and also sponsored the Tap Snap Photo Booth. Middle Right: Ben Patterson with Patterson Insurance Agency and Lance Goff with Philadelphia Insurance posing for the camera. Bottom: Gary Lindsey with Hotchkiss Insurance Agency checking his emails during some downtime. Beside him is Adam Glenn with Merit Insurance. Gary is the President-Elect for the Young Agents of Dallas.
Top: Jack Ogden getting his “selfie” on! Middle left: Pictured on the golf cart is Jeff Lentz with Texas Mutual and John Marek with K&S. Middle Right: Bill Jackson with Texas Mutual posing by his golf cart. Bottom: Jack Ogden and Tammy Land were all smiles during the tournament!
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A PERFECT DAY FOR GOLF!
Top: Evan Ryan, Eunice Flores, and Jennifer Pierce with AIG. AIG sponsored the Straightest Drive. Middle Left: Oscar Silva with Great American Insurance ECA. Middle Right: Rod Medlin, Immediate Past President of IIAD and partner of Scarborough, Medlin, & Associates havin fun with his son Alex Medlin and Dan Holt. Bottom: The Dallas Athletic Club served southern comfort for dinner.
Top: The Young Agents of Dallas were present at the tournament including Jose Flores with AIG, Lauren Heger with Berkshire Hathaway Homestate, Oscar Silva with Great American, and Lindsey Kleumpers with Amtrust. Middle Left: Frank Giarratano with All Risks, Aaron Hoefle with All Risks,Rob Dreiling, and Patrick Bell with CRC|Crump Middle Right: Del Walter, Lindsay Walter, Hardy Nix, David Ball 31 Bottom: Zach Burdine, John Barnard, Collin Gillespie & Parker Hamilton
IIAD Continuing eduCation and Luncheons MARCH YOUNG AGENT CE |LUNCHEON
april ce | luncheon
Special Thanks for the CE Instructor, Brian Hutchinson, who taught a Flood Class. Our guest speaker, Rick Halperin, spoke on a grim, but honest topic about humanity and human rights.
Special Thanks for the CE Instructor, Angela Frederiksen, who taught Ethics. Our guest speaker, Chris Michel’s insightful topic focused on diversity across the Americas.
june CE | luncheon
Special Thanks to the CE Instructor, Rob Olson. His topic was the World in 2034. Our guest speaker, Ricky Locke, captivated the audience with his topic, “How Your Brain Works.”
Congratulations to Adam Sammons for winning Young Agent of the Year 2014!
Pictured to the left are the past recipients of the YoungAgent of the Year Award. From left to right: Stephen Pine, Mark Frederiksen, Matt Aripolo, Adam Sammons, Ryan Bowles, and Ben Patterson.
2014 IIAD Golf Tournament Sponsors
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35
The Young Agents of Dallas
Pictured above is industry newcomer Lamar Allen with David Shotts and Adam Sammons at the Young Agents May Social.
Jose Flores with Jake Scott
Tammy Land with Brook Crawford
INSURANCE EMPLOYMENT SERVICES Dedicated to bringing people and companies together in a working relationship IIAD STAFFING SERVICES Annual Salary
F
inding the right person with the right skills and personality for your team is difficult. Posting ads, sorting through applications and resumes, conducting interviews, checking references, and testing skills takes time away from your regular duties. IES empowers you to focus on core job functions while we find you qualified workers.
Visit the Staffing Services tab at IIADallas.org for more information on job postings, job descriptions, resume and interview tips, and more.
for information contact:
12% placement fee
20% placement fee
member savings
IIAD Member Rate
Other Placement Staffing Rate
$30,000.00
$3,600.00
$5,000.00
$2,400.00
$35,000.00
$4,200.00
$7,000.00
$2,800.00
$40,000.00
$4,800.00
$8,000.00
$3,200.00
$45,000.00
$5,400.00
$9,000.00
$3,600.00
$50,000.00
$6,000.00
$10,000.00
$4,000.00
$55,000.00
$6,600.00
$11,000.00
$4,400.00
$60,000.00
$7,200.00
$12,000.00
$4,800.00
JAIMEE GEOHRING CIC, CISR IIAD STAFFING SERVICES - IES OFFICE: (214) 360-0794 FAX: (214) 360-9989 JAIMEE@IIADALLAS.ORG
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Advertisers’ Index AmWins http://www.amwins.com/ BLACKMON MOORING HTTP://WWW.BLACKMONMOORING.COM
Stay connected Page 9
Stay Connected with IIAD PAGE 5
Burns & Wilcox http://www.burnsandwilcox.com
Page 7
Chubb http://www.chubb.com/
Page ??
CRC Crump https://www.crumpins.com
Page 13
Hull & Company http://www.hullco.com
Page 15
insurance employment services http://www.iiadallas.org
page 37
Midlands Management http://www.midlandsmgt.com
Page 13
Myron Steves http://www.myronsteves.com
Page 2
NSM Insurance http://www.nsminc.com
Page 39
Qualcorp
Page 24
TAGA (Tejas American General Agency) http://www.taga1.com
Page 17
Texas Mutual http://www.texasmutual.com
Page 11
Western Security Surplus http://www.wssib.com
Page 25
For information and news on upcoming luncheons, events, and more! We will post exclusive Golf Tournament news on our facebook and LinkedIn pages.
group pages: Independent insurance agents of dallas
young agents of dallas IIADallas
facebook.com/dallasiiad
IIADALLAS
A Place Where Insurance Careers Thrive... What a Great Place To Work!
Underwriting Professionals Join Our Team!
Explore a New Opportunity! go to: www.nsminc.com/careers.aspx 39
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