DII Dallas Insurance Insider
In This Issue
Hacking Into the Potential of Cyber Protection Do Not Get a Monitoring Service Teenagers and Golf Carts How Agents Can Help Solve the Prescription Drug Epidemic in the Workplace
2014 IIAD Golf Tournament-Vegas, baby! June 2nd Dallas Athletic Club Register at IIADallas.org
Spring 2014 Official Publication of the Independent Insurance Agents of Dallas
2014 IIAD Golf Tournament
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TABLE OF CONTENTS
SECTION 1
SECTION 2
3 5 7
Presidential Address
9,10
Hacking Into the Potential of Cyber Protection
Executive Address
11
Insurance Employment Services
Young Agents’ Presidential Address
13,14
“Do not Get a Monitoring Service”
by Brandon McCarthy, KeepMyID.org
SECTION 3
SECTION 4
16 17
25 26
19-23
Young Agents 2014 Recap Teenagers and Golf Carts by Rod Medlin How Agents Can Help Solve the Prescription Drug Epidemic In The Workplace by Dwight Robertson, MD
27,28
Your Board at Work Young Agents’ Sponsors, IIAT News, All Industry Day Recap
Agent Spotlight: Brook Crawford
SECTION 5
SECTION 6
29,30
Young Agent Spotlight: Jose Flores
33,34
31 32
Past President’s Luncheon January and February Luncheon CE Teachers and Guest Speakers
35 37
2014 Golf Tournament Sponsorship Opportunities All Industry Day Committee Members 2014 Golf Tournament Invitation Advertiser’s Index
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“ H
It is safe to say my tenor as President has definitely shaped up to be a term focused on bringing young talent to our industry.
”
ere we are at the beginning of the second quarter and it is hard to believe my year as President is more than half over. It has definitely gone fast! In looking at the past eight months, it is safe to say my tenor as President has definitely shaped up to be a term focused on bringing young talent to our industry. To highlight this focus, at our last board meeting in March, I presented Bet Practice topics to our board including Perpetuation & Succession Planning. In the presentation, I referenced an article in Februaries edition of the Nation Underwriter. In this article about Perpetuation and Succession Planning, it referenced that our industry must replace 400,000 positions by the year 2020. I honestly thought Rod Medlin was going to faint when we read that statistic! All joking aside, this is a real issue that faces our industry, one of which must be addressed not only by individual agencies and carriers, but also by our associations at the national, state and local levels! On Saturday, April 12th, we held our first Job Expo. It focused on the Invest program at Woodrow Wilson High School in helping them with interviewing skills, dress for success, & business etiquette, completing scholarship applications and how to find your dream job. In addition, we had representatives from the Dallas and Richardson ISD who were in attendance to observe how Invest could fit in with their school districts! The process of getting the word out on Invest is a grass roots effort and we need your help. The people in the districts we e need to reach out to are the CTE Directors and the need to know about INVEST!
PRESIDENTIAL ADDRESS In summary, I am so proud and honored to President of the best local association in the United States! Our association is doing so many wonderful things and it couldn’t happen without our member volunteers! Thank you for all you do and let’s make this a banner year for our association!
Your presdient,
BEN PATTERSON 3
Cedar Park, TX www.taga1.com 888-999-8242
EXECUTIVE ADDRESS T
he spring semester at Woodrow Wilson High School signaled the start of our second InVest program, denoted by a steady stream of IIAD members on campus. Fifteen volunteers signed up to help supplement the curriculum with real life experiences. Subjects taught include Benefits, Personal and Commercial Lines, Workers Compensation and Ethics. Taking our involvement with youth a step further, IIAD successfully hosted our first Academy of Finance Expo on Saturday, April 12th. The IIAD office and conference center was buzzing with twenty students from the Academy of Finance of Woodrow Wilson High School and their teacher, Denise Tucker, along with representatives from DISD & RISD. The workshop leaders and volunteers were a compilation of Young Agents, IIAD board, members and staff. Annabel Williams and Adam Sammons kicked things off with personal insights and stories of how they started in the insurance industry, selling it as a worthy career consideration. The students attended two workshops: Dress for Success/Business Etiquette and Mock Interviewing, and heard a presentation from UNT students and Dr. Enya He regarding the
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insurance path at UNT and career prospects. The soft skills training proved invaluable as the juniors and seniors received personal help with their resumes, tips on appropriate business attire, and suggestions on how to find the job of their dreams. The students were attentive and asked great questions, impressing us with their poise and interest. There is a gold mine of prospective talent at Woodrow Wilson High School, and many of the juniors are seeking paid internships this summer. InVest has an Internship Guide available as a free resource, with ideas on how to put this young talent to work. Please consider hiring a student this summer, and contact me if you would like a copy of the guide.
The students were attentive and asked great questions, impressing us with their poise and interest.
”
EXECUTIVE DIRECTOR OF IIAD,
TAMMY LAND
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YOUNG AGENTS PRESIDENTIAL ADDRESS
7
Faith by definition is an unshakable or strong belief in something without the proof of evidence. I believe that the following characteristics are all closely tied to faith: purpose, initiative, hard work, setbacks, determination, and sharing. I’ll leave you with some thoughts to contemplate if there are things you want to improve upon or start doing in your personal life, professional life, or even your physical appearance. 1) Write down your goals. You will see that even finishing the smallest goal will build momentum and confidence towards the next one. 2) Don’t look back at the could of, should of, or would of, of the past. It only slows down your process, progress, and discourages you from looking at the road ahead. 3) Expect hard work. The scope of the project might need to change, maybe more time is needed, or you may have to wait on some resources. 4) Expect setbacks along the way. You cannot predict everything that may come in-between you and your goal. 5) Success likes company as much as misery does. Share your accomplishments with people in your life and how you went about achieving some of those goals. Wouldn’t it be great to show others all the things crossed of your list of goals? It also encourages others to take the first step. 6) Probably the most important step of all: Have faith that you are moving in the right direction improving your business, relationships, physical health, education, career, and/or office culture. If you don’t like your past, build a new one with successes in it.
Young agents president,
JOSE FLORES
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Hacking into the Potential of Cyber Protection Brandon McCarthy, KeepMyID.org More businesses are seeing the value of cyber protection insurance in the wake of security breaches involving millions of customers worldwide. Recent breaches have targeted customers of the US’s third largest retailer, the Target Corporation, the Neiman Marcus Group, and Sally Beauty. A ring of Vietnamese identity thieves also managed to hack into a database owned by Experian, giving 1,300 criminals access to the private data of 200 million customers. Hackers stole around 40 million credit and debit card numbers and the personal information of up to 70 million customers of the Target Corporation. This included names, telephone numbers, and email and home addresses. Cyber intelligence firm insight Partners published a report claiming that the breach appeared to be part of a broad, sophisticated scam that may have affected large numbers of retailers. Dallas-based Neiman Marcus, meanwhile, revealed that 350,000 credit and debit cards were potentially compromised as a result of a security breach. The high-end firm, along with its Last Call clearance arm, had to offer all 2013 customers one year’s free identity theft protection and credit monitoring, after malicious software was found on its system. The breach involved Discover, Visa and MasterCard customers and is believed to have taken place between July and the end of October. The numbers of customers affected was originally thought to be around 1.1 million. Karen Katz, president and CEO of the Neiman Marcus Group, says: ‘Our investigation has now determined that the number of potentially-affected payment cards is lower—approximately 350,000. The number has decreased because the investigation has established that the malware was not operating at all our stores, nor was it operating every day in those affected stores, during the July 16 to October 30 period.’ In a separate breach, the Sally Beauty chain of hair and beauty suppliers, said that the credit card records of 25,000 customers had been illegally accessed and could have been stolen. The company has employed the services of forensics firm, Verizon, to investigate. Sally Beauty says: ‘We take this criminal activity very seriously. We continue to work diligently with Verizon on this investigation and are taking necessary actions and precautions to mitigate and remediate the issues caused by this security incident. In addition, we are working with the United States Secret Service on their preliminary investigation into the matter.’
Cyber liability insurance (CLIC)
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Following these breaches and the likelihood of more in the future, cyber liability insurance cover, or CLIC, is increasingly being used as a successful risk transfer option by businesses, especially those operating in countries that have mandatory rules governing the notification of data breaches. The US is one of these, with 46 out of the 50 states having these notification laws. CLIC can cover businesses for the cost of notifying affected customers, which can be a time-consuming and costly exercise. This insurance has been around for more than a decade but, with the increasing risk of cybercrime, its popularity is on the rise. Many experts now predict that it will become commonplace amongst businesses, not least because computer hardware and software is central to most companies. ComputerWeekly.com, says: ‘As the expense of dealing with a breach gets higher – and the cost of dealing with mandatory notification is added – the option of using CLIC will become more attractive for many businesses, in much the same way that existing business insurance policies for fire, flood and theft are a vital itinerary in the risk management toolkit.
Businesses increasingly want to insure themselves against the cost of managing a security breach, from finding out the cause and putting it right, to covering fines, credit checks, and legal costs. Companies are also seeing the benefit of CLIC to give them protection against website defacement and the infringement of intellectual property rights, or to cover them to cope with any extortion threat or the theft of data from the system of another company. As cyber insurance is still in its infancy, industry professionals are being urged to work with clients and other relevant parties to ensure that the correct cover can be provided. A study by Experian Data Breach Resolution and the Ponemon Institute found that, of those questioned, 57 per cent of companies that did not have CLIC did have plans to buy it. Larry Ponemon, of the Ponemon Institute, says: ‘It's an issue that's much more front and center with senior executives in companies now.’ Of the almost 19,000 companies questioned, 76 per cent of those who had already experienced a security breach actually ranked CLIC as more important than insurance for events such as fires and natural disasters. The Ponemon Institute estimates that companies affected by data security problems in 2013 faced average costs of $5.4 million per breach. This is an increase of 26 per cent on 2012. The Target Corporation was covered by insurance and has announced that, of the $61 million of expenses that resulted from the recent security problems, an insurance payment had covered $ 44 million worth of them, including payments for the reissuing of cards, investigations, and legal costs.
Increasing security and rebuilding trust There is no doubt that the current climate means that CEOs and company founders must work to keep ahead of the hackers. For those people without any prior knowledge, a good place to start is with books on the subject. There is a huge range available, such as The CEO's Manual on Cyber Security by James Scott; Know Cyber Risk: By Managing Your It Security! by James Litchko, Al Payne and Kristin Adolfson; and Cyber Security Essentials by Rick Howard, James Graham and Ryan Olson. This knowledge is essential for both companies and their clients. Managers and business owners should also learn how the whole spectrum of computers and computer software can help them run a more cost-effective, better managed, security-conscious business. This is especially important when customer confidence needs to recover. A poorly-managed, ineffective company will inevitably suffer from a bad reputation, and may even affect customer opinion as a whole. This is not something that is needed when the foundations of trust must be rebuilt. There are a range of books available on the market to help company heads to ensure that they are not making costly mistakes, along with a whole host of available advice. As one of the companies helping to educate business professionals, Valore Books explains that companies must operate evermore efficiently and effectively in the competitive modern business world. A good grasp of information technology has the potential to boost businesses and then keep them safe, and also to reassure customers and clients that their personal details are in good hands. In the wake of the security breaches, for example, even using credit or debit cards is worrying to some people. Many are actually choosing to return to cash payments. A survey of 1,488 shoppers sponsored by software seller Balance Innovations found that just 39 per cent of people who took part felt ‘very confident’ in using their cards. Balance Innovations says: ‘In light of the mass retail payment security breaches in recent months, Balance Innovations surveyed shoppers about their confidence in using credit and debit cards at their primary grocery store and whether they have changed their payment methods in response. Respondents indicated only moderate confidence in credit and debit security and a move toward cash for some (32 percent).’
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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: JAIMEE GEOHRING CIC, CISR IIAD STAFFING SERVICES - IES OFFICE: (214) 360-0794 FAX: (214) 360-9989 JAIMEE@IIADALLAS.ORG
12% placement fee
20% placement fee
member savings
IIAD Member Rate
Other Placement Staffing Rate
$30,000.00
$3,600.00
$5,000.00
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$35,000.00
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$45,000.00
$5,400.00
$9,000.00
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$50,000.00
$6,000.00
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keepmyID.org: Identity Theft Protection at The Next Level: “Do Not Get a ‘Monitoring’ Service” Most services offer credit “monitoring.” Any Identity Theft Expert will tell you that monitoring is practically useless. Why? All monitoring does is inform you, that you are now a victim. That is far too late. You want someone to prevent you from becoming a victim in the first place! That is what www.keepmyID.org does best. If you see the words “monitoring” save your money. Don’t sign up. In addition, almost all the companies out there only protect you from financial ID theft. That sector represents 51% of ID theft. There is also: • • • • • • • •
Medical ID Theft Child and Elderly ID Theft Tax Fraud (filing fake tax returns, etc.) Benefits Fraud Criminal ID Theft (getting arrested in your name) Employment Fraud (a felon or an illegal getting a job in your name) Social Security Fraud (yes, they will start to collect your benefits) Family Fraud
What is your monitoring service going to do about those? I can tell you -- nothing. Make sure you get a service that (1) prevents (not monitors) identity theft and (2) covers ALL ID theft events, not just half of them and (3) does ALL THE WORK for you if you are ever victimized. Maybe you are not sure what they provide (understandably, as many companies blur the lines). Many provide little to no protection. Put them to the test: Ask them these four questions: (1) Do you hire an attorney for me from Day One? In order to ensure preventative services are provided (fraud alerts, credit freezes, extended fraud alerts, credit reports, opt outs, etc.) they must hire an attorney for you, to act as your personal representative. That is the law. Don’t settle for “we’ll show you how to do it.” No, that is their job. If they say NO, move on. They are really just a monitoring service pretending to be a prevention service. Again, be wary of any company touting monitoring as their primary service. (2) Do you ensure that fraud alerts are put on my accounts every 90 days? This is ID Theft 101. Alerts are your main tool for blocking financial ID theft. If they say NO, move on quickly. (3) Do you protect me from ALL ID theft events (Medical, Tax, [see above])? Now, you may want to pay less and roll the dice on just covering yourself for financial ID theft. That is certainly fine and the most common ID theft worry. But know you are taking the risk. It is a cost/benefit analysis. Total protection costs more (keepmyID.org’s is $19.95/mo. for total individual protection; and $25.95 to cover your whole family). But the company should, at least, offer the total protection if you want it. If they do not, red flag, move on. For example, keepmyID.org does not make any profit on the additional $6 family service (100% recovery services). Really. But we felt it was important enough to add anyway. Sometimes doing the right thing is not profitable, but it’s the right thing to do. Make sure your company has it as an option. (4) Do you offer unlimited recovery services and assign a case worker to do ALL the work for me, if I ever get my identity stolen? The FBI reports that you will spend 331 hours trying to clean up the mess that ID theft leaves behind. You do not have time for that. That is their job. If they do not assign a case worker who does ALL (not part) of the work for you, move on. Again this often costs a little more but it is worth it. 331 hours is a lot of time to lose.
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At the end of the day, keepmyID.org wants to protect you and your families from ID theft. That is keepmyID’s sole mission. Whether you use us or a competitor is of lesser importance. We just want you to get protection. You have a 1 in 3 chance each year of becoming a victim. Live long enough and it will happen to you eventually. You must have something to protect you this day and age. Make sure that something is prevention, not monitoring, and that you will be covered in the event your ID is stolen. There is no 100%. So get full protection. That is our advice. Note: Your credit card company and bank do not protect you from ID theft (just bank fraud). They just protect that particular account from monetary loss; not your identity. That idea is a very common misconception. Also, stealing an existing, legitimate, account (like your credit card number) is not really “identity” theft; that is credit card fraud. And your credit card company will bear 100% of the loss. Identity theft occurs when they take your information and open a new account in your name and you are responsible. MORE ABOUT KEEPMYID Founded by former law enforcement. keepmyID has over 200 years of combined law enforcement experience. We have investigated, tracked, prosecuted, and stopped identity theft rings. Our founders devoted their life to law enforcement and now bring that experience to you. They understand what the victims experience and how damaging the effects of this crime can be. They know how to best prevent it from happening; and fix it if it happens to you. What else do we do? We hire an attorney to represent you. Every customer is represented by a lawyer the entire time they are with us. According to your profile, our team (comprised of former law enforcement from: FBI, U.S. Marshals, Police, Texas Rangers, Secret Service, and prosecutors), will recommend to your attorney what steps and actions need to be taken to protect your identity. Those steps will be taken. You also get put into the junk mail and telemarketing reduction programs. Your junk mail will be reduced dramatically. Telemarketers will not call you as often (some still violate the rules). You will also receive 3 credit reports per year. You will also be notified about the most popular scams and strategies. We do this to keep you up-to-date and educated about common scams and ID theft in the public sector. You will be protected and you will be taken care of. That much we can promise you.
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Young Agents of Dallas The Young Agents of Dallas have had a busy year, from social hours, to the Whirlyball Tournament and 5K Race! In March, the Young Agents hosted the IIAD March Member Luncheon and honored their sponsors, recipients of the MLIS scholarship, and more. Adam Sammons was recognized as the Young Agent of the Year and presented an emotional and moving speech. Special thanks to Angela Fredericksen with Chubb for instructing the March CE Opportunity and Chris Michel with AIG, our guest speaker.
Jose Flores with Herbie Rolph Jose Flores, Chris Michel, Ben Patterson
Stephen Pine, Mark Frederiksen, Matt Aripolo, Adam Sammons, Ryan Bowles, Ben Patterson
Jose Flores, Jason Merritt, Bill Jackson
Jose Flores, Jason Merritt, Todd Teitell
Pictured to the left is Oscar Silva with Great American Insurance Company.
Risk Transfer Partners sponsored the 2014 Young Agents’ Whirlyball Tournament.
Adam Sammons speaking after winning the Young Agent of the Year Award
16 Jose Flores, Jason Merritt, Jake Scott
Teenagers and Golf Carts
(Do You Have Insurance Coverage? You Better Ask!! ) Rod Medlin, AAI Scarbrough Medlin & Associates, Inc.
As a commercial insurance broker with heavy involvement in homeowners and community association insurance coverages, I am frequently asked whether insurance coverage exists for teenagers while driving golf carts on city streets and in neighborhoods. My response is always the same: “You have insurance coverage on your standard Texas homeowners policy under Section II Comprehensive Personal Liability which will extend to indemnify and defend you against allegations of negligence presented as a result of damages caused by the operation of a golf cart that you own and maintain.” Having said that, the next part gets a little complicated. The Texas Department of Insurance-approved Texas homeowners insurance policy form A and form B limit coverage for liability arising from the use of golf carts to: a) use while on the insured’s premises, and b) use for golf purposes. When the golf cart leaves your premises, coverage ceases to apply and you have effectively “driven out of coverage” unless the cart is being used for golf purposes. This means the primary liability coverage provided by your homeowners policy for use of the golf cart ceases to be applicable and any umbrella liability policy, which follows the form of the primary policy, also ceases to provide protection. So, the usage of the golf cart dictates the coverage. A golf cart can deviate from having insurance coverage into a non-covered scenario with a left turn. Joy rides are not “playing golf.” Going to 7-Eleven is not playing golf. “Golf Polo,” even on the golf course, is not playing golf. Carrying neighborhood children on joy rides increases exposure to loss to a great extent with a collision or overturn of the unit. The question then becomes do you have enough coverage to adequately indemnify and defend yourself in a court of law. I recommend the following coverages: • • •
a minimum of $1,000,000 in personal liability protection under your homeowners policy additional protection for golf cart uses outside of the above basic protection a personal liability umbrella policy.
These coverages should pay the defense costs associated with defending against a lawsuit and get the claim resolved. Umbrella policies are not expensive and are readily available from your personal insurance agent. When you purchase the additional coverage to follow the golf cart over and above the restricted coverage provided by your homeowners policy, it should be scheduled with your umbrella insurance carrier as an underlying policy so the umbrella will “follow form” adding additional limits of liability to the primary policy. The exposures you face when you allow a teenager or minor child to operate a golf cart on city streets and in our neighborhoods increases your exposure to loss exponentially. If a loss occurs, the plaintiff’s attorney will ask for monetary damages and potentially ask for punitive damages as a result of any bodily injury or property damage that results from the improper operation of the vehicle. A finding of negligence will not be a high standard to reach in most cases. Under Texas law, parents can be responsible for the torts of their minor children, both for property damage and personal injury. In some instances, parents are strictly liable for property damage caused by their children up to $25,000.00. And, Texas courts have recognized that a parent can be liable for the child’s torts upon proof that the parent negligently allowed the child to act in a manner likely to harm another, negligently entrusted the child with a dangerous instrumentality, or negligently failed to restrain a child known to have dangerous tendencies. A parent’s liability under these theories for personal injury would not be capped at $25,000.00.
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So, if you are going to let your minor child operate your golf cart, in order to rest assured that you are protected in case of an accident, you need to reassess your insurance and make sure that you get the insurance that adequately protects you and your assets.
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How Agents Can Help Solve the Prescription Drug Epidemic in the Workplace BY DWIGHT ROBERTSON, MD Prescription drug abuse affecting the workplace has rapidly reached epidemic status. The Centers for Disease Control and Prevention (CDC) has reported that more people die from prescription painkillers than from heroin or cocaine1, and that one person is dying every 19 minutes2 because of this epidemic. To help combat this issue, Texas recently took proactive measures to control the over-prescription and over-use of narcotics within the state’s workers’ compensation system. As trusted advisors to business owners in the state, it is important for independent agents to understand how these reforms could impact policyholders. Agents also need to be aware of how they can help their clients reduce their exposure to this risk. Why Prescription Drug Abuse is a Workers’ Compensation Concern Research suggests that high doses of heavily addictive prescription drugs (known as Schedule II prescriptions) are often over-prescribed in cases when more mild medications would have sufficed for treatment.3 From public health and workplace safety perspectives, the abuse and over-use of prescription drugs is clearly an issue that must be addressed. Opioid use is inherently tied to workers’ compensation insurance, since opioid drugs may be part of an appropriate treatment protocol for injuries sustained by workers on the job. However, opioid drug abuse can prolong an injured worker’s ability to re-enter the workplace at full capacity. It also undermines the culture of the workplace and ultimately threatens the safety of all employees. When Schedule II drugs are prescribed for minor injuries, the risks of a longer recovery time and a greater chance of addiction increase for the injured employee. Both of these factors negatively affect the employee’s opportunity for a fast and safe return to work. 19
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A Timely Discussion in Texas Across the U.S., state legislatures are focusing on measured approaches that attempt to strike the right balance between dealing with the serious issue of prescription drug abuse and protecting healthcare professionals and businesses. Texas is at the forefront of this issue. The state recently added controls within its workers’ compensation system to help ensure appropriate care is given to injured workers and to encourage proper dialogue between medical providers and insurance carriers.
Understanding the Reforms As of September 2013, the Texas Department of Insurance, Division of Workers’ Compensation (TDI-DWC) adopted the pharmacy closed formulary. In brief, policymakers created an approved list of less-addictive narcotics that are deemed appropriate for the short-term care of injured workers with specific injuries. The pharmacy closed formulary has already been in effect for workers’ compensation claims occurring on or after September 1, 2011. It now also applies to legacy claims that occurred prior to that date. 4 As of September 1, 2013, prescriptions for any “N” drugs (or those drugs deemed “not recommended”) for new and legacy claims now require preauthorization from the respective insurance carrier before they can be dispensed.5 To ensure a smooth transition, the state gave insurance carriers a window of opportunity to identify existing legacy claims where the treating physician had recommended the use of a narcotic that is not part of the approved pharmacy closed formulary. According to the TDI, this enabled carriers to “notify the prescribing doctor of the impending applicability of the pharmacy closed formulary and provide contact information allowing the prescribing doctor to discuss the ongoing pharmacological management of the injured employee’s claim.”6
What Else Can Be Done? This formulary-based approach has resulted in a significant drop in the use of narcotics, especially highly addictive ones, when other more appropriate options are available. According to the Texas Department of Insurance, since the implementation of the pharmacy closed formulary the number of injured employees receiving N-drugs fell by 60 percent. The average number of N-drug prescriptions per claim fell by 22 percent. N-drug costs fell by 80 percent, and they fell by 76 percent as a percentage of all drug costs.7
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While Texas is leading the way for the nation in terms of tackling the abuse of narcotics within the workers’ compensation system, legislation alone is not enough.
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5910 N. Central Expressway, Suite 500 Dallas, TX 75206 | 214.528.3999 | 800.528.5544 amwins.com
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At EMPLOYERS, we realized that the best way to address this growing problem is to involve everyone connected to it. That is why we have piloted a proactive program to help better control the flow of narcotics within the workers’ compensation claim. This approach involves the workers’ compensation insurance carrier, injured employees, workers’ compensation physicians and pharmacy benefit managers. Agents also play an important role in addressing this issue by helping to educate their clients on proactive measures they can take to reduce their exposure to prescription drug abuse in the workplace. All agents should be encouraging their clients to implement employee drug testing as a normal course of business. Pre-employment and post-accident drug testing have proven to be effective deterrents to drug abuse in the workplace. Drug testing can also prevent complications from dangerous interactions between prescribed drugs and other over-the-counter or illegal drugs. Agents can also educate their clients about how to analyze drug test results and what signals to look for. For instance, a clear warning sign of potential drug abuse is when a drug test identifies narcotic-grade medication, which was not prescribed by a doctor, in an employee’s system. Employers should also be able to spot potential signs of drug diversion, which is when prescription drugs are used for recreational purposes, often as a result of being resold on the black market. While the debate around prescription drug abuse should continue, only by working together will business owners, employees, insurance carriers, and healthcare providers effectively address the issue of prescription drug abuse in the workplace. 1 CDC, “Policy Impact: Prescription Painkiller Overdoses” (July 2, 2013). 2 CDC, “CDC Grand Rounds: Prescription Drug Overdoses — a U.S. Epidemic” (January 13, 2012). 3 California Workers’ Compensation Institute, “Prescribing Patterns of Schedule II Opioids in California Workers’ Compensation” (March 2011). 4 Texas Department of Insurance, Division of Workers’ Compensation, “Overview of the Texas Workers’ Compensation Pharmacy Closed Formulary,” July 2012 (http://www.tdi.texas.gov/wc/pharmacy/documents/legpharmover.pdf). 5 Texas Administrative Code, Title 28, Part 2, Chapter 134, Subchapter F, Rule §134.506 (http://info.sos.state.tx.us/pls/pub/readtac$ext.TacPage?sl=R&app=9&p_dir=&p_rloc=&p_tloc=&p_ploc=&pg=1&p_tac=&ti=28&pt=2&ch=134&rl=506). 6 Ibid, 4. 7Texas Department of Insurance, Workers’ Compensation Research and Evaluation Group, 2013, June 2013 (http://www.tdi.texas.gov/reports/wcreg/documents/Pharma_0612131.pdf).
Dwight Robertson, MD is Medical Director for EMPLOYERS®, America’s small business insurance specialist®, which offers workers’ compensation insurance and services through Employers Insurance Company of Nevada, Employers Compensation Insurance Company, Employers Preferred Insurance Company and Employers Assurance Company. Insurance is not offered in all jurisdictions. For more information, please visit www.employers.com. 23
Copyright 2014. EMPLOYERS. All rights reserved.
All Industry Day Bronze Sponsor
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YOUR BOARD AT WORK
THE 2013-2014 IIAD Board of Directors
From Left to Right: Tammy Land, Bruce Sams, Anne Sheahen, Rod Medlin, Bruce Klingman, Ben Patterson, Adam Sammons, Matt Orlie, Paul Fredette, Von Breaux, Brook Crawford, John Losurdo. and Jim Hamby
Dear IIAD Agency members: Do any of you feel as though the government is creeping/lunging into our industry and our lives? I certainly do and it is very frustrating! We can simply accept it or we can do our best to change it for the better. That is what IMPACT is all about - our voice in this change…not just for us as agents & brokers, but for our customers too! Just a few of the ways IMPACT has helped over the last few years: • We were able to have a voice in Austin regarding Workers Compensation that helped not only save the system, but make Texas one of the strongest WC states in the country. We as agents could get in to see legislators and regulators, as representatives of our customers and the insurance companies were not able to do so…Thanks IMPACT! • Margins Tax exemptions maintained in Texas—Thanks IMPACT! • Avoided increases in our liability as Professional Agents & Brokers—Thanks IMPACT! • States as sole regulators of our industry—Thanks IMPACT! • Flood Issues—Thanks IMPACT! • Prevent Healthcare Navigators form acting as Agents (helping keep our seat at the table)—Thanks IMPACT! Every day someone in Austin is looking for a way to get their hand in your pocket or the pocket of your customer!! Every day, people are looking for ways to send us the way of the Travel Agent! The ONLY WAY to protect our customers and to protect our livelihood is to do our part in the political process! We all give money to various candidates and we need to keep doing so; however, to REALLY have a voice to be heard, the collective process of IMPACT can give even more meaningful checks to support those that support our customers and our industry!!! - Bill Henry, MHBT
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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
Young Agents’ Annual Sponsors
Young Agents MLIS Scholarship Recipients: Jennifer M Cole: McGriff Seibels & Williams Janet C Bernstein: AmeriCap Insurance Group
Christi White and Azure Saunders with teacher Denise Tucker and students at WWHS.
Please join the IIAD Board and Staff in congratulating Pat Arthur, who will be sworn in as IIAT president at IIAT’s 104th AnnualConvention in San Antonio this upcoming June. Pat served on the IIAT Board of Directors from 2010-2012, the Executive Committee from 2012-2015, and was the Vice President of the Executive Committee in 2013. In addition to serving with IIAT, he was on the IIAD Board of Directors from 2003-2009 and was the President of IIAD from 2007-2008.
Thank You “teachers” that participated with InVest at Woodrow Wilson HS:
-Stacey Lemons of RHSB -Azure Saunders and Christie White of State Auto -Nic Radberg & Nick MacDonald of Union Standard -Lou Zettler of Lou Zettler Insurance -Stephen Pine & Micah Hahn of Patterson Insurance -Paul Fredette of Legacy Texas -Matthew Brody & Chelsea Burgess of Burns & Wilcox -Gena Ohlert of Texcap Concord -Ron Cozort of Allied Insurance Agency -Sabrina Parks of Bibby Brilling -Billy Hawkins of Service Lloyds -Bill Sleeper, retired from Sleeper Sewell Insurance -Jessemine Hayes, Aaron Blaine 26 and Jose Flores from AIG
Agent Spotlight: Brook Crawford Brook Crawford is a veteran in the Dallas insurance Industry having 40 years of experience. He is now the President and CEO of AmeriCap Insurance Group, LLC. On his career…
I spent four years in the army and had a choice to leave or remain as a Regular Army Career Officer. Though it was difficult decision I chose to leave. Recognizing that a BBA Degree does not qualify you for much as well as being motivated for a higher and quicker avenue to income I opted to work on a commission basis. So I began my insurance career with Allstate Insurance and worked there for four years. At that point, I left with two other Allstate agents and formed Crawford, Mitchell, and Thomas Agency. We purchased a small Kemper Personal Lines Agency that had about $15,000 in revenue (in 1975). Coming from a personal lines background, it took me about six weeks to realize that if we didn’t sell commercial, we were going to starve to death. We hired a CSR that quickly consumed the $15,000 revenue we acquired; however, it provided us a base to move forward in the independent agency system. As opposed to direct writing, we enjoyed the chance to broaden our products by writing personal, commercial and employee benefits and have multiple carriers to work with. On surface it was probably a bit naïve to believe that more income was vested in the independent route, but it was a choice we made and we have never looked back! We made a few minor changes over the next 14 years and purchased a couple of agencies along the way. We operated from 1975 through 1988 as an independent insurance agency and grew the business substantially. In late 1988, we had the opportunity to become a part of Hilb, Rogal, and Hamilton, better known as HRH, which was a national broker. The acquisition of our agency by HRH was their first operation in Texas. When HRH purchased us, we had around 25 employees. I worked with HRH from January 1989 until July 1992 at which point I left to form a new agency, B. Crawford and Associates. I worked out an arrangement with HRH that allowed me to stay in the insurance business and purchase agencies on my own. We grew rapidly through both acquisitions and core growth and reached approximately 25 employees. In 1994, HRH approached us about rejoining the HRH network so we worked out an arrangement to re-merge with HRH. I stayed with HRH from 1994 until April 1997 to help run the Dallas operations. In 1997, I left to start another agency, TCT Insurance Services, LP and by the end of 2003 we had approximately 50 employees. In February 2004, I then sold TCT to a Financial Institution and stayed until February 2005. In July 2005 I formed an insurance agency joint venture with a Bank; starting with one employee we grew the operation to approximately 50 employees. In April of 2007 we purchased the banks equity interest and began operating independently. In December 2012, I sold my majority interest to the remaining partners and left to start another new operation. In February 2013, I formed a new entity, AmeriCap Insurance Group, LLC along with my new partner, Jeff Strahan. I began the process of selling insurance, acquiring agencies, and merging with other agencies. In August 1, completed a significant merger with Darleen Madden and Ricky Glenn and along with them (and other agency partners that have joined us) we have established quickly a very viable agency platform. Together as partners we have grown in a little over 12 months to around 30 employees and are aggressively looking for talented associates and other agencies to join our growth. With AmeriCap, our mission is to provide a professional work environment that allows equity partners to be successful as they continue to be active in their career paths. It benefits our younger associates by providing them with a platform for future success.
Looking back on his career…
A lot of the transitioning that I have been involved in over the years, I suspect has been a bit unique; however, I would not trade my experience for anything. What I have gained both personally and professionally has been quite rewarding. Gaining knowledge over the years on how to run and staff an agency profitably and the employee friends that I have been acquainted with has simply been immeasurable. I think I can say that the various employees that I transitioned away from over the years were left in an environment where they could grow, succeed, and maintain stability. I have always attempted to leave a situation that allowed people to benefit from the fruits of equity ownership and to continue the growth of an agency without me.
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On the benefits of the independent channel…
There are a number of distribution channels in our industry, direct writers, etc; however, with the independent agency channel, there are many benefits. Part of that is the entrepreneurial spirit of having something of your own and being self-employed. You can be your own boss and control your destiny. There are risks and rewards that come with that, but, there are also wonderful and hardworking professionals of high character and integrity that you work with and associate with.
On the benefits of making insurance a career…
Anyone can get into the independent insurance industry. A person may start out as a clerical staff and once they are trained and understand the products within the industry, they will have the basis to begin their career. The industry does not always appear attractive from the outside, which is unfortunate; however, once you are a part of the retail segment of our industry and build relationships, sell our product that safeguards the assets of individuals and businesses and associate with your industry peers you then know the unique career opportunities that certainly abound within this great industry of ours. .
On the generation gaps in the workplace…
People are people regardless of the generation; I think one significant gap is within technology. Baby boomers are at a disadvantage because they did not grow up with technology. In time, that gap will disappear and people will adjust to technology, allowing for stability in the workplace. Baby boomers need to adjust to technology and the younger generation need to adjust and learn from the experience that the older generation have to offer. Synergy in the workplace can be created through experience and technology.
On IIAD….
I joined IIAD in 1975. Over the years, I have built many partnerships through vital networking.
On his upcoming Presidency with IIAD…
I’ve been on the board for four years now. The main factor is to maintain what has been built over the past 6-7 years. Over the past few years, IIAD has become more financially grounded and fiscally responsible to which all the current and past Directors and Officers may be proud of. My hope is to find and implement more benefits for our members. We will continue to work with the InVEST program, strengthen the IIAD Staffing Services and continue the legacy and traditions of the past.
On the new governance in IIAD…
This has been the single most important addition that the association has incorporated into IIAD. There are strict guidelines for the board to be visionary and for the executive director to be operational with definitive guidelines and cross-checks to make sure the board maintains focus on the future of IIAD. There will be a strict financial oversight on the IIAD revenue expenses and profitability as well.
On the IIAD Fiscal Budget…
What we have incorporated into the governance are Profit and Expense Ratios that we are striving to adhere to financially. We have established our own financial standards over the past couple of years.
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YOUNG Agent Spotlight: JOSE FLORES, CIC Jose Flores is the Senior Underwriter of Foreign Casualty (World Risk) at AIG Property & Casualty and is currently the President of the Young Agents of Dallas. How did you get into the insurance industry?
I was studying financial services at UNT because I wanted to work on Wall Street. I had to take a class called Principles of Insurance and I understood all of the material very well. I ended up meeting Dr. Thorton, who led the insurance program at UNT at the time. He convinced me to stay an additional year in school to study insurance and helped me access scholarships. Dr. Thorton sold me on the idea of making a career out of insurance. It was the best decision I ever made.
What can we do to attract young people/new people to our industry?
Honestly, I think the best way to introduce insurance to younger audiences is to tie it to their passions, be it entertainment, sports, or technology. I think that sometimes some of those industries are tough to get into. Your love for those industries or doing something in them doesn’t have to change if you choose to go into insurance. We touch all segments of the American economy and we can tie the work that we do to the passions that you have personally. If you want to be an actor, but didn’t make it, doesn’t mean you can’t do insurance for entertainers and get to know the businesses that are out there that do that type of work and work in that industry. And you can help them.
What have been some of your biggest accomplishments in your career thus far?
That is a loaded question! I have been in the insurance industry for eight years now, beginning with Union Standard in Summer 2008. Attaining my CIC was a definite accomplishment, along with being President of the Young Agents. I think my biggest accomplishment has been expanding my role from domestic to international underwriting.
Insurance companies help people during great times of need. Can you tell me about that your company helped during a tragic time?
One of our insured’s had $50,000 worth of his tools and equipment stolen off of his job site in east Texas. He had a deadline to complete a project and called me directly and asked if there was any way he could get an advance on his payment for the loss suffered. As soon as I printed his check off, I began driving to east Texas, a three hour drive, to meet him at a truck stop. I gave him a check for $25,000 and he gave me a bear hug saying “you saved my company!” He needed the project to stay in business and was very appreciative that we delivered his check on such short notice. I drove six hours total, but I had a smile on my face knowing that we helped when it was crucial.
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How has IIAD benefited your career?
IIAD has opened many doors for me. It has helped others to see that I have more abilities than my normal scope of work in underwriting. I care about our industry, and our membership with IIAD shows this. I believe that members of IIAD really care about the perpetuation of this industry. We want to leave it better than how we found it.
What are some of the main highlights this year with the Young Agents?
Firstly, we made our first video highlighting our social hour. We found an ongoing philanthropy project with a Firehouse that works in conjunction with insurance. We had our first 5K race in March that was successful. We are continuing to network and meet more young industry professionals and work with them through IIAD and externally in the industry.
photos from the January Social sponsored by Chubb
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1
Past Presidents of IIAD present at the January Luncheon
Top Row, Left to Right: Gaylon Brown, John Marek Rod Medlin, Don Medlin, Jim Millerman, Scott Miles, Dennis Dowd, Chris Hughes, Bruce Klingman Bottom Row, Left to Right: Robert Ferguson, Cruger Ragland, Stan Bullock, John Taylor, William Strother
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JANUARY CE OPPORTUNITY AND LUNCHEON Thank you to Jennifer Gibbs, our CE instructor and Judge Sandy Prindle, our guest speaker who spoke on the assassination of Abraham Lincoln.
Pictured ABOVE Is Judge sANDY pRINDLE WITH TAMMY LAND.
Pictured above is jennifer gibbs, SENIOR ASSOCIATE AT ZELLE HOFFMAN.
FEBRUARY CE OPPORTUNITY AND LUNCHEON Special thanks to Mary Roth, our CE instructor, and Brandon McCarthy, our guest speaker.
PICTURED ABOVE IS MARY ROTH, THE FEBRUARY CE INSTRUCTOR.
PICTURED ABOVE IS TAMMY LAND, BRANDON MCCARTHY, AND BEN PATTERSON.
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Golf Tournament Sponsorships Dinner Sponsorship ($2,500) • Shared full page color ad in DII magazine • Prominent listing in DII magazine and IIAD website • Customized banner at registration and dinner area • Customized signage at each dinner table • 5 Dinners
Grand Prize Sponsorship ($750) • Grand Prize cost included • MC Grand Prize giveaway • Listing in DII magazine and IIAD website • Banner at registration and at dinner area • 2 Lunches
SOLD SOLD
SOLD
Guts and Glory Shoot Out Sponsorship ($1,250) • MC the Event • Signage at Event Area • Listing in DII magazine and IIAD website • Banner at registration and at dinner area • 2 Lunches
Bag Drop Sponsorship ($750) • Logo’d T-Shirts on Bag Boys • Opportunity to greet each golfer • Listing in DII magazine and IIAD website • 2 Lunches
SOLD
Hospitality Sponsorship ($500) • Sign at bar • Listing in DII magazine and IIAD website • Ability to pass out giveaways • 2 Lunches
Pin Flag Sponsorship ($2,500) • Pin flag on every hole with company logo • Full page color ad in DII magazine • Listing in DII magazine and IIAD website • Banner at registration and dinner area • 2 Lunches
Margarita Sponsorship ($3,500) • Serve margaritas to tournament guests • Signage at margarita booth • Full page advertisement in DII ($700 value) • Listing in DII magazine and IIAD website • Banner at registration and at dinner area • 2 Lunches
Registration Sponsorship ($900) • Signage at registration • Listing in DII magazine and IIAD website • 2 Lunches
SOLD
Putting Contest Sponsorship ($1,500) • MC Event • Signage at Putting Green • Listing in DII magazine and IIAD website •33 Banner at registration and at dinner area • 2 Lunches
*Sponsorship availability is subject to change. Please call 214-217-2900 or visit IIADallas.org to see which opportunities are still available.
Golf Tournament Sponsorships
SOLD SOLD
Poker Chip Ball Marker Sponsorship ($750) • Company logo on ball market (Vegas Themed poker chips) • Interact with golfers as they register • Listing in DII magazine and IIAD website • 2 Lunches Beverage Hole Sponsorship ($1,200) • Interact with golfers • More exposure than previous years • Serve beverages • Sign at Hole • Listing in DII magazine and IIAD website • 2 Lunches Hole Sponsorship ($500) • Interact with golfers • Sign at Hole • Listing in DII magazine and IIAD website • 2 Lunches
Limited Left
Premium Food Hole Sponsorship ($1,000) • Interact with golfers • Serve tasty snacks on the course (included) • Sign at hole • Listing in DII magazine and IIAD website • 2 Lunches Longest Drive Overall Sponsorship (both for $800) • Interact with each golfer • Engage golfers with a game • Cash prize included • MC the event • Listing in DII magazine and IIAD website • 2 Lunches • Sign at Hole
SOLD
SOLD
Straightest Drive Sponsorship ($1,000 Per Course) • Interact with the golfers • Engage golfers with a game • Give away a sleeve of Pro-V1 Logo’d Golf Balls to each foursome winner • MC the event • Listing in DII magazine and IIAD website • 2 Lunches • Sign at Hole Closest to Pin Overall Sponsorship (1 Course for $450 or Both for $800) • Interact with the golfers • Engage golfers with a game • Give away cash prize (included) • MC the event • Listing in DII magazine and IIAD website • 2 Lunches • Sign at Hole
SOLD SOLD SOLD SOLD
Closest to Pin Per Group Sponsorship ($1000 per course) • Interact with the golfers • Engage golfers with a game • Give away a sleeve of Pro-V1 Logo’d Golf Balls to each foursome winner • MC the event • Listing in DII magazine and IIAD website • 2 Lunches • Sign at Hole Scoreboard Sponsorship ($400) • Logo on scoreboard • Listing in DII magazine and IIAD website • 2 Lunches Scorecard Sponsorship ($400) • Logo on scorecard • Listing in DII magazine and IIAD website • 2 Lunches Door Prizes Sponsorship ($250) • Listing in DII magazine and IIAD website • Banner at registration and at dinner area
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IIAD Executive Staff Tammy Land Executive Director TLAND@IIADALLAS.ORG
Jaimee Goehring IIAD Staffing Services JAIMEE@IIADALLAS.ORG
noemi obenhaus administrative assistant noemi@iiadallas.org
Elizabeth Nelson Communications & marketing Director COMM@IIADALLAS.ORG
Published by the Independent Insurance Agents of Dallas Elizabeth Nelson: Content, Design and Editing
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Advertiser’s Index
Stay connected
AmWins http://www.amwins.com/
Page 22
Burns & Wilcox http://www.burnsandwilcox.com
Page 18
Chubb http://www.chubb.com/
Pages 6 & 24
Commercial Ideas http://commideas.com
Page 12
CRC Crump https://www.crumpins.com
Page 31
Hull & Company http://www.hullco.com
Page 20
KeepMyID.Org http://www.keepmyid.org
Page 15
Midlands Management http://www.midlandsmgt.com
Page 6
Myron Steves http://www.myronsteves.com
Page 1
NSM Insurance http://www.nsminc.com
Page 38
Qualcorp HTTP://WWW.QUALCORP.COm
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
Page 24
TAGA (Tejas American General Agency) http://www.taga1.com
Page 4
Texas Mutual http://www.texasmutual.com
Page 23
Towerstone http://www.towerstone.com
Page 8
Western Security Surplus http://www.wssib.com
Page 17
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Stay Connected with IIAD
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YOUR CLIENTS MAKE HISTORY. LET US HELP YOU MAKE HISTORY TOO. Celebrating 100 years of service, innovation and growth.
Over the last century, we’ve worked with our Texas broker partners to provide comprehensive and cost-effective coverage for some of the world’s most recognized icons. Today, we’ve reached a significant landmark of our own. For our centennial, we salute the innovators and pioneers who have helped shape this country and the world with their vision and dedication. They have made history; we’ve helped make it possible.
Helping you through good times and bad.
During times of war and peace, economic growth and challenges, Swett & Crawford has been there for you and your clients. Our capabilities and capacity have allowed you to serve companies and organizations of every type and size.
Unparalleled expertise around the corner or around the world.
As part of CGSC, Cooper Gay Swett & Crawford, our network of experts includes more than 1500 professionals in more than 60 offices in North and South America, Europe and Australasia. In fact, we’re one of the world’s largest independent wholesale brokerage and reinsurance organizations, offering unbeatable market access.
Partner with us in the next 100 years of success.
While we celebrate the past, our focus is on the next 100 years as we continue to innovate with the same energy and vitality that has brought us to this milestone. We look forward to a new century of unprecedented success for ourselves, our broker partners and your clients, the builders, inventors and achievers. The coming decades will bring extraordinary inventions and advancements. Swett & Crawford will continue to be there to support, protect and preserve them.
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