2015 Summer Issue by Independent Insurance Agents of Dallas

Your Clients Belong at the Corner of Safety and Dividends. What if there was a workers’ comp provider that really cared about safety? They cared so much that they rewarded policyholder owners who prevented accidents with $1.6 billion in dividends? That would make a real difference—so we made it happen. Texas Mutual is committed to helping agents deliver one, simple message: Work Safe, Texas. It ’s not just good advice—it ’s the place where Safety and Dividends come together. And it’s where your clients belong.

Learn more about safety-focused workers’ comp at WorkSafeTexas.com. While we can’t guarantee dividends every year, Texas Mutual Insurance Company has returned over $1.6 billion to safety-conscious policyholder owners since 1999. Texas Mutual Insurance Company is rated ‘A’ by A.M. Best Company.

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Our hope is that you will be an active participant in our events and always voice your opinion as to our performance in supporting our membership partners.

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Iluncheon IAD this current year have had several speakers visit about the value

of “Industry Best Practices” for agency operations. Our emphasis on Best Practices is to remind our membership of the value of numbers that can be tools to determine proper staffing, manage expense ratios and profitability. We encourage all our members to review and utilize Best Practices Study to better understand performance of business operations. The measurement of your operation and comparison to top performing agencies is invaluable to your success. Results of agency operations include: · Income and Expense · Revenue and Profitability · Sales and Service Staff compensation and productivity · Technology Expenses · Carrier representation · And much more The study can be purchased from the Independent Insurance Agents & Brokers of America. IIAD Board of Directors continue to think and brainstorm ways to provide quality programs to our membership through Best Practices,

PRESIDENTIAL ADDRESS Education, All Industry Day activities, Young Agents, Golf Event, Monthly luncheons, Community Service and Invest. We conduct our annual survey as a tool and opportunity for our members to inform us of their needs and ideas to enhance and foster the Independent Agency System. Our hope is that you will be an active participant in our events and always voice your opinion as to our performance in supporting our membership partners.

Best Wishes for Profitable Success, Your President, Brook Crawford

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EXECUTIVE ADDRESS TRIIAD is the new IES initiative launched at

the end of the last ﬁscal year. The acronym stands for “Training, Recruiting for IIAD”, so an acronym within an acronym, (just because we don’t have enough acronyms in our industry already!) The purpose of this program is to serve a growing need for the development of new service talent for our industry. Everywhere we turn we are hearing statistics about our aging workforce and the devastation that will occur when the “silver tsunami” hits. Proactively seeking out a solution for this impending problem, our IIAD & IES Boards have created TRIIAD to provide trained and licensed entry-level agency candidates. To date, we have had four individuals successfully complete the program, and have placed two. There are two candidates looking to enter the workforce. The candidates “graduate” from TRIIAD with a license, AMCL designation and basic technical instruction, including management system training. A media campaign to reach college and high school students is in place,

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but more candidates are needed. Please be on the lookout for additional aspirants that are interested in a challenging, but rewarding career in insurance. IES Director Jaimee Goehring will be happy to discuss the parameters of the TRIIAD program and meet with prospective applicants. Usually at this time of year, things are slowing down a little at IIAD. As I write this, we are still waiting to hold our golf tournament. Mother Nature has not played nicely with us, and “Bill” is currently wreaking havoc on our friends in Houston, Austin, and quite frankly all around Texas. We would like to encourage those that are able to contribute to a special IICF fund set up to help people devastated by the ﬂooding and tornadoes. Please head to our website, click the link, and make your pledge, or visit http://bit.ly/IICFFloodRelief. Our goal is to raise $50,000 to be matched by IICF’s National Board. Together, we can make a difference.

EXECUTIVE DIRECTOR OF IIAD,

TAMMY LAND

Together, we can make a difference. 7

YOUNG AGENTS PRESIDENTIAL ADDRESS As the IIAD year comes to a close, I would like to take this opportunity to express my gratitude to IIAD, its staff, and the membership for allowing me to serve as the Young Agents President. It has been an honor and a privilege to work with some of the finest insurance professionals Dallas has to offer. We are fortunate to have such fine people within our industry, and I look forward to continuing to achieve our mutual goals together. That being said, I would like to introduce David Shotts with USI Southwest as the new Young Agents President, and Lindsey Kluempers of Boyd, Shackelford, and Barnett, who will serve as his Vice-President. I have no doubt they will both do a fine job. This year was such an amazing experience. From the well-attended Young Agent Socials, to the thoroughly enriching philanthropic endeavors, it has been a truly rewarding journey. With your help, the Dallas Young Agents were able to improve the lives of many groups of people, while having a good time. Thank you all again for your support; as I look forward to continuing to participate with the IIAD and Young Agents, and wish every one of you a fantastic finish to 2015.

Young agents president,

Gary LINDSEY

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iiad in the Community Pictured to the left is (LtoR) Tammy Land, Bill Henry, and Denise Tucker standing in front of a $10,000 check gifted to the Woodrow Wilson Academy of Finance Program at the IICF TexasSoutheast Grantee Reception. Below are pictures from the April Academy of Finance Expo that took place at IIAD’s office. Twenty-two students from the Academy of Finance at WWHS participated in this event. The initial feedback the students provided from the “Dress for Success” and “Interviewing Techniques” sessions was very positive. IIAD also provided soft skills learning and by mentoring these young people offered a shining example of what our industry community does best: help others.

With more than 30 of the top brokers and underwriters in Texas, providing resources to help you win business and grow is always on our to-do list. AmWINS Brokerage of Texas has expertise in a variety of industries and coverage types including: Property – all lines including catastrophe perils Casualty – all lines including energy, construction and manufacturing Financial Services – D&O, E&O, cyber and professional Energy – upstream & downstream and control of well Transportation – short haul, long haul and commercial auto Worker Injury – workers’ compensation and non-subscription (TX and OK) Binding Authorities – property, casualty, transportation and packages Contact any AmWINS Brokerage of Texas broker or underwriter for assistance.

IIAD MEMBERS IN THE COMMUNITY

Independent Insurance Group hosted their Spring “Food Truck” Picnic on Friday, April 17th, 2015. Many people came to chow down on sliders, mini cupcakes, and socialize. IIG hosts several fun events like this throughout the year to promote their fun workplace culture.

Pictured to the left are employees of Burns & Wilcox standing by their clothing donation for the “Career Closet”. The Career Closet is an IIAD initiative that helps get students from Woodrow Wilson dressed in business professional attire. IIAD continues to accept donations for the Career Closet throughout the year. 13

IT TAKES WORK TO CLIMB TO THE TOP...

Help someone take the first step. If you’re looking to hire a career driven candidate or you know someone who is ready to take the next step in their career, TRIIAD is here to help. OVERVIEW The Insurance Employment Services in conjunction with The Independent Insurance Agents of Dallas have the connections and the tools required to propel young and motivated candidates toward a successful career. Our T.R.I.I.A.D program has been specially designed to train and prepare candidates for a future in the insurance industry. For 5 weeks, chosen participants will be provided with the following: • P&C General Agents License Class & Test • Account Manager Commercial Lines (AMCL Designation) • Basics of Commercial Insurance Training Class • Interview Preparation & Coaching • Job Placement

BENEFITS Upon the completion of our T.R.I.I.A.D Program, participants will be assisted in job placement at positions starting with a salary range of $30,000-$35,000 For More Information Contact: Jaimee Goehring, CIC, CISR Independent Insurance Agents of Dallas Insurance Employment Services Director 12001 North Central Expressway, Suite 100 Dallas, TX 75243 Office:(214) 360-0794 jaimee@iiadallas.org www.iiadallas.org 1883 EST.

ents

nce Ag Insura endent Dallas Indep of

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Member Spotlight: ANNABEL WILLIAMS, AIG

Annabel Williams, Regional Travel Risk Specialist for AIG, spends some free time on her weekends teaching Turbo Kickboxing and Dance Cardio at a posh womens-only class studio near downtown Dallas. Pictured above is her teaching Dance Cardio at her Saturday morning class. Annabel is an active IIAD member through her work with the Young Agents Committee as head of the Education sub-committee, her involvement with InVEST, and her involvement with All Industry Day.

If you take part in an interesting activity outside of work and would like to be featured in the Dallas Insurance Insider, please contact 214-217-2900 for consideration.

Great American Insurance and AmWins partnered together to bring the Young Agents a sand volleyball tournament on Thursday, May 28th, at Sandbar Cantina and Grill. The event drew in over 100 insurance professionals and a few showcased their skills (and lack thereof) in the sand. To sponsor a Young Agents event, contact Elizabeth Nelson at 214-217-2900.

2015 IIAD Golf Tournament: FUN IN THE SUN Despite the 2015 Golf Tournament being rescheduled due to Texas rain and flooding, the Dallas Athletic Club saw 288 IIAD members golfing, eating, drinking, and having a great time on both courses during THE tournament on JUNE 22nd. HERB’S PAINT AND BODY PROVIDED A GREAT KICKOFF TO THE DAY WITH BRATS AND LUNCH GOODIES WHILE GOLFERS LISTENED TO LIVE AMERICANA MUSIC. THE COURSE WAS FILLED WITH GOODIES INCLUDING tacos and DIY ICE CREAM SUNDAE BOOTHS, ALCOHOLIC AND NON-ALCOHOLIC BEVERAGES, AND VARIOUS COMPANY SWAG. SOUTHERN COMFORT FOOD WAS SERVED FOR DINNER AND IIAD ANNOUNCED THE WINNERS ON BOTH COURSES. THE GUTS AND GLORY SHOOTOUT TOOK PLACE DURING DINNER AS WELL, ALTHOUGh WE KNOW A FEW OF YOU SNUCK OUT BEFORE DINNER AND WE DONT BLAME YOU- IT WAS PIPING HOT OUTSIDE! AT LEAST WE COULD ENJOY THE RAIN AND LOW SUMMER TEMPeratures WHILE THEY LASTED. THE TOURNAMENT HAD A 50/50 MIX OF AGENTS AND CARRIERS/VENDORS AND IIAD WILL CONTINUE TO FACILITATE INDUSTRY BUSINESS DEVELOPMENT THROUGH ITS EVENTS AND FUNCTIONS. IF YOU WANT TO RECOMMIT TO A SPONSORSHIP IN 2016, PLEASE CONTACT TAMMY LAND AT TLAND@IIADALLAS.ORG. SEE YOU ON THE COURSE NEXT YEAR! OUR 2015 GOLF COMMITTEE WORKED HARD TO BRING YOU A SUCCESSFUL DAY: Bruce Klingman, Bruce Sams, Christi White, Debbie Hubbell, Sherry Doty, Drew Brown, Erin VanGieson, John Losurdo, Lindsey Kleumpers, Lori Snelson, Lynette Chastain, Marti Powell, Matt Orlie, Paul Fredette, Raeshel Parker, Rick Pooler, Robert Ferguson, Roy Powell, Terry Banks, Toni Campbell, and Annabel Williams. Thank you for your hard work and decidation to our industry. pictures from the tournament are featured throughout this magazine.

MEMBERSHIP BENEFITS Recruiting

Networking

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 Attend our lectures and seminars held throughout Dallas-Fort Worth metroplex, meet them at one of our the year and learn more about topics that networking events! regularly affect your business.

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Education

We at IIAD 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

WELCOMENEW MEMBERS! NEWIIAD IIAD MEMBERS David Rembert Agency David Rembert 8235 Douglas Ave #625 Dallas, TX 75225 214-368-1445

Connect Insurance

Robert Arnold and Brad Smith 2500 Legacy #120 Frisco, TX 75034 www.connectinsurance.com

American Underwriting Managers Advanced E&S Group Nena Boyd 365 Miron Dr. Ste D Southlake, TX 76092

Coface

Anthony Fleo 800 East Campbell Rd Richardson TX 75081 www.coface-usa.com

Allied World Insurance Company Kaycie Berley 15601 Dallas Parkway Ste 1025 Addison, TX 75001 www.awac.com

TEAM Insurance Elizabeth Koval 16160 LBJ Freeway Mesquite, TX 75150

April Moeser/Lisa Sherman 5000 Quorum Dr. Suite 525 Dallas, TX 75254 www.advancedesgroup.com

Greenwood International

John Fisher 2800 South Interstate Highway 35 Suite 275 Austin, TX 78704 palig.com/gwi

Euler Hermes

Stephen Fox 15301 Dallas Parkway Suite 1060 Addison, TX 75024

Sure Tec

Allsion Bond 5741 Legacy Dr. Suite 210 Houston, Plano 75024

Hot Real Estate Market Is Perfect Opportunity to Help High-Net-Worth Clients By Chelsea Davis, AINS The Dallas real estate market is sizzling again, outpacing the national home price average by more than 2-to-1 according to the most recent Case-Shiller Home Price Index. Strong economic growth throughout the region has, in part, spurred the market, resulting in numerous competitive offers for houses that hit the market, and sales agreements being in place before some homes are even listed. This is especially true among higher-valued properties where “hip-pocket sales” have become de rigueur. So what does this mean for retail insurance agents? Well, for those with clients who’ve recently purchased a home, it means it’s a great time to make sure they are adequately covered across all lines

of business – auto, personal articles, umbrellas and other boutique coverages. In particular, it’s a great time to re-assess policy packages for high-net-worth insureds who need access to carriers who specialize in those classes of business. Even for those clients who have not recently purchased a home, it’s a good time to look at any changes in coverage needs. A lot of people are in better financial standing than they have been for years. We’ve seen instances where high-net-worth clients have uninsured or underinsured exposures. Some of them have made new purchases that are not insured, either because they are unaware these coverages exist or incorrectly assume their standard homeowner policy will cover these items. Some simply remain exposed after cutting back coverages after the recession hit in 2008. The situation of underinsured high-net-worth customers is certainly nothing new. A 2013 white paper by ACE Private Risk Services showed that families with substantial assets who insure their homes, autos, watercraft and valuable collections with mass market, heavily advertised carriers overpay for protection that still leaves them exposed to severe financial loss. ACE Private Risk Services surveyed more than 600 independent agents and brokers in 2010 and again in 2012 about their new high-net-worth clients who were previously insured by a mass-market carrier. The agents’ answers revealed that overpaying to be underinsured worsened overall. On average, more agents in 2012 than in 2010 said each type of coverage was likely underinsured and each savings opportunity was likely missed. One way that retail agents can make sure this doesn’t happen is by educating wealthy customers on how the specialty insurance markets can do a much better job of meeting their needs than the standard offerings of direct writers. This is where the solid relationships between carriers, brokers and retail agents become invaluable. While agents must pay attention to details and provide great risk management services, experienced brokers can help to ensure they aren’t overlooking anything and can help them get the very best coverages for their clients. Agents must go beyond just quoting policies and become true risk management advisors in order to uncover all possible risks, quantify their impact on the insured and ultimately provide solutions to protect them. Agents who can do this become a highly valuable and important long-term resource for their clients. While we encourage all agents to review policy packages annually, it’s important to keep in mind that these kinds of market trends present a unique opportunity to assist clients. Use them to give your clients the coverages that best suit their ever-evolving needs. 23

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Golf Tournament Sponsors

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The 2015 IIAD Golf Tournament awarded 1st, 2nd, and 3rd place winners on the Blue and Gold Course. WHETHER IT ’S OUR O U T S T A N D I N G B A R / T AV E R N PROGR AM OR ANY OTHER INSUR ANCE PRODUCT NEEDED, WSS IS HELPING CUSTOMERS TOAST SUCCESS!

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First Place Winners on the Blue course: Greg Parr, Bryan Walls, Barry Sans, Robert Collins First Place Winners on the Gold course:Jarrod Gardner, Lucas Boyd, Adam Swope, Curtis Beadling Thank you all for participating. Keep working on your swing and maybe you too can place next year! 31

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IIAD Summer Intern: Kathryn Beatty Kathryn Beatty, a senior at Princeton High School, is interning with IIAD during the summer months through an internship program called Education is Freedom (EIF). She currently lives in Seagoville, but is moving to Princeton so her father can have a shorter commute. On top of interning for IIAD (which she “absolutely loves”), she is involved in a plethora of dynamic activities that keep her active: advanced placement courses, theater and drama club, varsity volleyball and softball, and the mock trial team. In her junior year, her classmates voted and elected her to be “Junior Lady,” which is a part of the Homecoming court. While she doesn’t have much spare time after her school and extracurricular activities, Kathryn (Kat) dives into mystery novels, draws illustrations in her sketchbook, takes action and sports photos, and cooks Sunday dinner for her family. In addition to her human family, she has three dogs including a Border Collie, Jack Russell Terrier, and Basset Hound. Adding some flair to her house pets, Kat is also the proud owner and caretaker of an African Grey parrot named Stubbie, who is known to greet visitors and make banter at the smell and sizzle of bacon. Stubbie is a successful graduate of Kat’s ESOL (English as a Second Language) program, as his first language was Spanish. Perhaps teaching is in her future. Speaking of her future, Kat is in the process of picking and selecting a college to attend. She has had her heart set on UT for the majority of her life, but a recent visit to TCU opened her eyes and made her realize that she has options. Although she is unsure what she wants to major in, math is currently has favorite subject; maybe IIAD can guide her into a future as an Actuary. Kat will be in our office during the months of June and July, so please stop by the office to give her a warm welcome to our organization. 33

WHY MIDLANDS FOR TEXAS NON-SUBSCRIPTION? • EASE OF DOING BUSINESS. Our program is one of the most agent- and insured-friendly in the industry. For example, insureds can use existing ERISA Plans and Arbitration Agreements. • EXPERTISE. Our agents benefit from our more than 35 years combined employer benefits underwriting experience. New to Texas Non-Sub? Midlands will provide training and assistance at your discretion.

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Clear Skies, Full Lakes, Can Lose by Jason M. Pond, Swingle Collins

Boating season is finally here! Thanks to all of the rainfall in North Texas this year, lake levels are high and ready for some summer fun. Whether you own a boat, jet ski, yacht or house boat, it is important to take a moment to review the watercraft’s insurance policy as well as general boating safety procedures before setting out on the water. When reviewing your watercraft insurance policy with a trusted insurance advisor, be sure to remember to go over a few key points such as operator age requirements and potential exclusions. In the state of Texas, it is a requirement that all watercraft operators be a minimum of thirteen years of age with a boater’s license. This requirement varies by state. It is also important to note that state boater laws may not be recognized by your insurance carrier, meaning that certain policies may require boat operators to have their motor vehicle license in order to be covered under your policy. Some policies also hold a “dusk to dawn” exclusion meaning that coverage may be altered and reduced between dusk and dawn. Another exclusion that may appear is the towing exclusion. In the event that a boat or jet ski gets stuck on a sand bar or runs out of gas, the watercraft will need to be towed. Be sure to review this potential exclusion and ensure proper coverage is obtained. In addition to reviewing your watercraft insurance policy, it is equally important to refresh everyone’s memory on boating safety procedures. Here’s an example of a brief safety checklist:

-Clearly communicate where you are going on each boat ride and the amount of time you will be away -Ensure the watercraft’s radio communications are functioning properly -Remain updated on the day’s weather forecast -Check fuel and fluid levels before embarking on the water -Store life preservers on the boat for the number and sizes of passengers on board -Become CPR certified in case of an emergency -Stay up to date on the latest boating education

The summer is meant to be filled with fun in the sun. Do not let these potential risks prevent you from enjoying your time. Partner with a trusted insurance advisor to gain the proper protection available. Swingle Collins & Associates Personal Lines team is knowledgeable in watercraft insurance and is eager to serve each potential client.

Tammy Land

Executive Director of IIAD

Jaimee Goehring

Director of Insurance Employment Services

Jennifer Turner

Executive Administrative Assistant of IIAD

ACCOUNT MANAGER COMMERCIAL LINES

Exclusively available through WebCE & IIAD

Independent Insurance Agents of Dallas has teamed up with WebCE, the leading insurance continuing education provider in North America, to bring you a unique certification program designed specifically for the Account Manager. This course is offered quarterly.

IIADâ&#x20AC;&#x2122;s Account Manager Certification Program is a blend of online and classroom training courses that will set the foundation of knowledge about Commercial lines that a new Account Manager needs to be successful in an independent agency. Each track includes online training, provided by WebCE, intended to cover an overview of the lines and two Â˝ day classroom courses taught by experienced IIAD members discussing the lines in more detail; adding real-world experience and examples to the concepts. Participants will need to complete the WebCE 7-hour online training first; then, register for two separate half-day sessions of classroom trainings taking place at the IIAD Conference Center. AMCL costs $300 for IIAD members and $450 for others. For more information, visit www.IIADallas.org 37

INDEX TO ADVERTISERS

MYRON STEVES www.myronsteves.com

TEXAS MUTUAL www.texasmutual.com

western security surplus www.wssib.com

HULL & CO www.hullco.com

HERB’S PAINT AND BODY www.herbspaintandbody.com

GENESIS RESOURCES www.genesisresources.com

MIDLANDS WWW.MIDLANDS.COM

BURNS & WILCOX www.burnsandwilcox.com

AmWINS BROKERAGE OF TEXAS www.amwins.com

u.s. risK www.usrisk.com

TRIIAD

APPLIED SYSTEMS WWW1.APPLIEDSYSTEMS.COM

SERVICE LLOYDS INSURANCE COMPANY www.servicelloyds.com

www.chubb.com

AMERISAFE WWW.AMERISAFE.COM

WWW.IIADALLAS.ORG 24

CRC | CRC CRUMP www.crcins.com

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