Dallas Insurance Insider Summer 2013 Issue

Dallas Insurance Insider

Inside this Issue Bill Henry’s Life and Career InVEST Program Ben Patterson: 40 Under 40 Marketing: Age Matters Texting in the Industry The New Small Agency

Summer 2013

Official Publication of the Independent Insurance Agents of Dallas

Great American Insurance Claims Group

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Contents Presidential Address Executive Summary

Page 5 Page 6

Ben Patterson Makes the Top 40 Under 40 Adam Sammons: The Importance of Time Management

Page 9 Page 12

Legislative Update June Luncheon Pictures

Page 14 Page 17

New Association Members Board Member Pictures

Page 18 Page 19

New Board Members Texting in the Agency

Page 20 Page 21

Bill Henry’s Life and Career InVEST Program

Page 22 Pgs 26-29

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Marketing: Age Matters The New Small Agency

Page 30 Page 33

AMCL Program All Industry Day 2013

Page 35 Page 38

IIAD Executive Staff

Tammy Land Executive Director

TLAND@IIADALLAS.ORG

Elizabeth Nelson noemi obenhaus Communications & marketing Director COMM@IIADALLAS.ORG

administrative assistant

noemi@iiadallas.org

Published by the Independent Insurance Agents of Dallas Elizabeth Nelson: Content, Design and Editing

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Cedar Park, TX www.taga1.com

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Presidential Address As time continues to swiftly move forward, it is hard to believe that my year as president will soon be coming to an end. I am pleased to announce that Ben Patterson will assume the presidency and will be supported by Brook Crawford, Vice President and President Elect and John Losurdo, your recently elected Secretary Treasurer. This upcoming year will certainly be prosperous at the hands

of these distinguished board officers.

I am also proud to announce that IIAD is in the best financial condition it has enjoyed in many years. We’ve enjoyed record success in the Annual Golf Tournament under the steady hands of Co-chairmen Bruce Klingman of Wood Wilson and Matt Aripoli of Patterson and Associates. All Industry Day 2012 at Cowboys Stadium was a huge accomplishment and will continue to be bigger and better under the guidance of Co-chairmen Lance Goff of Philadelphia and Stephen Pine of Patterson and Associates.

The education initiatives are on track and starting to bring more high school and college students into our industry. Our association,

under the guidance of our great new Board, is also set to increase our visibility from a public promotion standpoint.

In our industry we are seeing a property market that continues to become more difficult by the day. Property capacity is strained. For the first time in 30 years I have to know how many square feet there are on my clients’ buildings. Split Wind and Hail / AOP Deductibles are becoming the norm. To make it even more interesting we are all awaiting the New RMS 13 Wind Models. What the future holds

is certainly not lackluster!

I wish you all the best and have sincerely enjoyed my time as president.

Executive Summary We are busy little bees here at the IIAD as we make preparations for All Industry Day 2013. November 5th is our date, and we will be located at the handsome Irving Convention Center in Las Colinas.

The All Industry Day Committee has chosen the theme “Come Together”, and it signifies our interest in devoting a day to exploring how the four generations that are now in the workforce can bridge generational gaps and finding better ways to attract new people to our industry. There is detailed information on our website about the agenda along with

sponsorship opportunities, exhibitor options and registration.

Please make plans to join us for this special day.

We recently celebrated our first anniversary in our new office space. It has been a wonderful home for us, and we have fiscally enjoyed the reduction in rent.

In fact, the first eight months were rent-free and even though we are now paying rent again, the payments have been significantly reduced, thanks to the skillful lease negotiations conducted by the Executive Committee. We are utilizing the conference center and will house our first AMCL classes there in September. The AMCL designation is designed for new or experienced Commercial Lines customer service representatives, and provides a solid foundation done in a combination of online training and classroom sessions. It is affordable and limits time away from the office. Please consider who in your office might benefit from this designation, which includes 15 hours of Continuing Education.

Tammy Land, IIAD Executive Director

Our InVest program with Woodrow Wilson High School is gearing up again as the fall school year approaches, and we are again looking for members willing to give time to the students in the classroom. The head of the Finance Academy at Woodrow is also interested in

giving as many of her students as possible the chance to do internships this coming summer. We have three Woodrow students currently engaged in full-time internships at three of our member agencies, two are featured in this magazine. The school’s goal is to have 80% of the 120 junior students placed in a paid or unpaid internship next summer, enabling the academy to be considered “Distinguished”.

Additionally, the recent House Bill 5 that was passed in the State of Texas has deemed it necessary for all students to have some type of certificate to graduate. This is a tremendous help for the students to develop them beyond curriculum, but creates a

challenge for the teachers to find these certifications. Our new AMCL program may provide a valid option for the students. Their teacher is working with the school’s foundation for funding. This could be a win-win for members looking to hire a summer intern as any student that has completed the AMCL program would meet their certification requirement and be able to hit the ground running.

Enjoy the last month of summer and keep checking our website for upcoming events, or better yet, stop in and meet Elizabeth.

She is a great addition to our team and has already made an impressive impact on our website and social media initiatives.

For any suggestions on programs you would like to see us bring you in the future, drop us a line.

We are here to serve our members!”

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Index to Advertisers AmWins http://www.amwins.com/Pages/default.aspx

Page 15

Burns & Wilcox http://www.burnsandwilcox.com/

Page 13

CRC Crump https://www.crumpins.com/

Page 16

Great American http://www.greatamericaninsurancegroup.com

Page 2

Level First http://www.level1st.com/

Page 24

Midlands Management http://www.midlandsmgt.com/

Page 18

Myron Steves http://www.myronsteves.com/

Page 38

Service 247 https://www.service247.com/

Page 39

Swett and Crawford http://swett.com/

Page 36

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Page 4 Page 25

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Towerstone http://www.towerstonecorp.com/

Page 8

US Risk Insurance Group http://www.usrisk.com/

Page 7

Western Security Surplus http://www.wssib.com/

Page 34

Why Advertise?

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Texas Mutual http://www.texasmutual.com/

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Hull & Company http://www.hullco.com/

TAGA (Tejas American General Agency) http://www.taga1.com/

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8

Ben Pa erson Ea spring, e Dallas Business Journal begins accep ng nomina ons

for a highly sought after honor: 40 Under Fo y. The publica on asks e co unity of businesswomen and men to nominate “highly accomplished execu ves and entrepreneurs under e age of 40.” Candidates mu­ “have a proven tra -record in bo business and co unity involvement.” The DBJ l ks for “execu ves o really shine – innovators, dealmakers, influen al leaders o excel in eir respec ve companies and indu­ries and show dynamic leadership in eir co uni es.”

This year, e Insurance Indu­ry has a solid, accomplished representa ve in Mr. Ben Pa erson. Ben Pa erson is a leading legacy of Ron Pa erson, founder of Pa erson & Associates in Ri ardson, TX. Pa erson says he is “beyond excited to be recognized” on su an elite li­. “I believe I am a representa ve of our indu­ry,” explains Pa erson, “I follow is li­ every year, and have always noted at e insurance people are typically overl ked. I’m extremely proud to be one of e few at’s made e 40 under 40 li­, and to be able to say ere are quite a few fine young professionals in is business. I’m glad to be e face of our indu­ry for a publica on like is.”

This honor not only shines e e forefront e value and dedica on “The ings at I’ve been able to or associa on related, are ings at con nue bring a en on to how great “This may turn into an oppo unity at have ildren at are l king to e ones at people ink of being a The Pa erson Agency is co unity, and Ben Pa erson’s 40 excellence and dedica on of is proud to be one of e few at gets casualty, independent agency

“I think it’s irresponsible if anyone says that this is not a difficult business or that this business does not require sacrifice.”

spotlight on Pa erson, but brings to of ose in e insurance indu­ry. pa icipate in at are indu­ry related can hopefully ei er propel or our indu­ry is,” shares Pa erson. ere I become a resource for people get into e business or I’m one of name in e business.” definitely an asset to e Dallas-Area under 40 honor exemplifies e decades ­rong agency. “I’m very to represents e prope y and sy­em at’s recognized in is,”

reflects Pa erson.

However, is award is two-fold for Pa erson. It represents, not only his hard work and dedica on as a professional, but it speaks to some ing more personal as well. “Personally, it’s extremely humbling to be selected for a li­ like is. I know it represents a group of fine people. It’s an honor to be recognized and it means a tremendous amount to me. It personifies how mu God has blessed me, i in turn now puts a lot of responsibility on me to do at mu more.” And more is exactly at Pa erson and his agency are doing. This su er, Pa erson & Associates ho­ed an intern rough e INVEST program at W drow Wilson High S l. They were also in­rumental in suppo ing Ri ardson Police Depa ment’s effo s in raising money for e ildren of fallen officers.

Ben Pa erson has been in e insurance business for since 1996, and brings nearly twenty years of experience to e table. Pa erson has a message for young agents and producers l king to make is eir lifelong career: “It’s extremely hard. If it was easy, everyone would se to do it.” But ere’s an upside.

“I ink it’s irresponsible if anyone says at is is not a difficult business or at is business does not require sacrifice,” Pa erson shares. “I can tell you, once you get e sacrifice over it becomes one of e mo­ rewarding careers at you could se at exi­s in e business world.” Pa erson goes on to divulge, “Because it was so hard in e beginning, it now remains one of e mo­ burning ings in my gut at con nues to drive me, because I don’t ever want to go ba ere. This year, I will work harder an I did la­ year, and next year, I’ll work hard an I did is year. It’s one of e highe­ mo vators at I have in addi on to providing for my family. I don’t ever want to go ba to ose beginning mes.”

“The majority of e people at get into is business are extremely mo vated. They hold emselves in is vision of e epitome of success, but en you ­a out you have to endure a lot of rejec on and at e same me you’re trying to figure out your own sales ­yle: How do I present? How do people connect wi me? How do I read people? ªat do I know? ªat do I need to know? ªat do I need to priori ze so at I can walk in and be confident in at I tell people?” (Con nued on Page 11)

Hull & Company

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(Con nued from Page 9) Pa erson also shares more insight for e younger, upcoming agent. “There’s also a learning curve of being confident enough to ju� talk about e business. It’s hard. If you’re new in e business, you may find emselves up again� people at have been in e business for 15 or 20 years. But you want to see yourself as an extremely successful insurance person, but roughout e process you have to go rough a number of rejec ons. So ere a number of ings at makes it hard. College only prepares you for so mu‰. The

degree only opens e dŠr for you to en make some ing of yourself.�

Pa erson reflects on e transi on from e beginning years and says, “Žen I was a few mon s in or a year in, I prayed often and asked God to bless me wi oppo’uni es to have a ‰ance to con nue to be successful in is business. Now, as I’ve grown, I pray for wisdom and align myself wi only e be� people.�

“At my core, I’m ju� a very average person. I’m blessed to be associated wi one of e harde� working men, one of e fine� men I’ve ever known – my fa er. I’ve also ‰osen to associate myself wi o ers at are excep onal people as well, and at has helped me push myself to a‰ieve more an I would as an average person.�

Pa erson recalled a quote shared by Former Navy Seal Clint Bruce and shares his own advice.

His la� piece of advice for young agents is to simply “associate yourselves wi only e be�.

Congratula ons, Ben Pa erson. IIAD salutes you and appreciates all you do.

-Sharby Hunt and Ta›y Land

Contribute You can help build the Dallas Insurance Insider!

The DII is a prominent insurance magazine in North Texas.

As such, we offer many opportunities for our readers to express their interest and share themselves with their peers in interesting and unique ways. See the contents and articles in the magazine and let us know how you would like to contribute by contacting comm@iiadallas.org

Advertise Target influential insurance leaders and observers who use the Dallas Insurance Insider as a resource to stay up-do-date with news and information.

For advertising inquiries, contact Elizabeth Nelson at comm@iiadallas.org or 214217-900.

The Importance of Time Management One of the many lessons I learned over the last year as Chair of the Young Agents is that time management is an important skill to have if you want to advance both personally and professionally in the insurance business. There is an expectation that the older you get, the more responsibilities you will have. Buying a house, getting married, having children, receiving a promotion, etc. are all life events that most of us aspire to. Yet everything on that list requires time, attention and increased discipline.

In 2009, Reagan Consulting put out a report titled “The Young Producer Study” to try and identify the common denominators for successful young producers. Consider the following statistics from the report as they relate to time management.

58% of the Young Producers were involved in at least two campus activities and workers during school.

41% of the Young Producers were involved in at least two campus activities, had a leadership role in at least one student organization, and worked during school.

48% of the Young Producers were involved in at least two campus activities, worked during school, and maintained a GPA of 3.0 or above.

The report went on to say the following: With nothing against exemplary academic achievement, it appears that GPA and test scores are not the best predictor of future production success. In evaluating the Successful Young Producers, it was actually the producers who had college GPAs under 3.0 that validated the fastest, and those with GPAs of 3.5 or above that validated the slowest. The Successful Young Producer group as a whole performed solidly above average on college entrance exams and in the classroom, but weren’t at the very highest levels of scholastic success. They were, however, very involved in their college campuses and their communities. Most were very involved in campus activities and organizations, most worked during college and most held leadership positions in their extracurricular obligations. The defining attribute, if there was one, was that they were very well-rounded, balancing several commitments and responsibilities while still performing well academically.

It makes sense, doesn’t it? As producers, we are constantly performing a balancing act. We are the quarterbacks shouldering the responsibility for production of new business, the servicing of current accounts, making sure claims are handled in a timely manner, and for maintaining healthy relationships with our carriers and vendors. And this is just the basic list for those of us who haven’t yet made it into a management position. Throw a spouse and a couple of kids into the mix, and “free time” quickly becomes nothing more than a nostalgic state of mind.

My time as Chair with the Young Agents in Dallas has been extremely rewarding. It has helped me hone in on my time management skills, allowed me to interact with young professionals in our industry and develop meaningful relationships and friendships along the way.

Thank you to all of our sponsors and for giving me the opportunity to serve.

Under the leadership of Jose Flores for 2013-2014, Young Agents is positioned for another year of incredible growth and impact, and I hope you will be a part of it!

-Adam Sammons, Young Agents President

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Legislative Update TWIA Legislation IIAT will continue to advocate for increased market options for Texas consumers and push for much needed service improvements to TWIA. The IIAT Windstorm Task Force has recommended the following as the basis for proposed legislation:

·

Create incentives to increase policies written in Tier 1 by voluntary markets

·

Create a statewide solution for the highest level of TWIA funding

A P T O N TWIA

· ·

D E SS

Require stronger enforcement of building codes in Tier 1 and 2

Navigator regulations

IIAT will support legislation to regulate navigators in the federal exchanges put in place by the national Patient Protection and Affordable Care Act (PPACA). IIAT believes that a navigator assigned to assist in placing health insurance should have the same educational requirements as an health insurance through the federal exchanges should be protected against uneducated and unregulated advisors. IIAT will work to:

·

Encourage regulation and oversight by the Texas Department of Insurance

·

Push for training and continuing education requirements for navigators

·

Push for background checks for individuals acting as or working for navigators

D E SS

PA

vidual operating as or working for a navigator

·

D E SS

Margins Tax Exemption

IIAT will support the continuation of the $1 million exemption currently allowed in margins tax. A large majority of IIAT members and small the exemption made permanent.

PA

Surplus Lines Tax Filing

D E SS

in the proposed revised legislation:

PA

·

Develop a form to be completed at the time of binding coverage that acknowledges an agreement between the surplus lines agent and urplus lines taxes on each policy

·

Require copies of the agreement to be provided to the agent by the managing underwriter and made available to Comptroller, checking

Electronic Auto ID Card

D E SS

PA

IIAT will support legislation to allow the use of electronic auto insurance ID cards. Because electronic devices are commonplace these days, it .

Roofer Registration

D E SS

IIAT will support the industry in pushing for registration or licensing of roofers in Texas. Regulation of roofers who operate in Texas will allow for more accountability and protect consumers from unscrupu proposed legislation that:

A P T O N

·

siness in the state of Texas

·

license in areas of catastrophic losses

14

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IIAD Communities Foundation Donation Recipients, presented at IIAD June Member luncheon: Dan and Narola Acharya from New Life Family Ministries, presented by Brook Crawford Lynne Sipiora, Executive Director of The Samaritan Inn of McKinney, presented by Rod Medlin 16

Texas Non-Subscriber Policy Highlights:

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18

Your Board at Work

Pictured from L to R: Rod Medlin (Scarbrough-Medlin & Associates), Ben Patterson (Patterson & Associates Insurance)

Pictured from L to R: Don Medlin (Scarbrough-Medlin & Associates), Von Breaux (Sleeper Sewell), Derwood Phillips (Insurance One Agency), Roberty Ferguson (Family Financial Group)

New IIAD Board Members Adam Sa ons - Prope y & Casualty Account Execu ve - Mcqueary, Henry, Bowles, Troy. Adam joined MHBT in 2010 and is responsible for e produc on and servicing of e prope y and casualty needs of midsize to large companies bo for profit and not for profit. His fa er, arles Sa ons, was a prominent indu ry leader, having e Young Agent of e Year Award named after him en he passed in 2004. Adam holds a BBA from Baylor University and is currently pursuing e Ce ified Insurance Counselor (CIC) accredita on. He has also been a source for indu ry co ents in publica ons as The Dallas Insurance Insider and The Insurance Journal. In his spare me, he enjoys hun ng, fishing, playing golf and volunteering at his ur and in his co unity. Industry Involvement/Recognition includes: • Top 30 Under 30 Future Leaders of Dallas, 2012 •IIAT Young Agents Advisory Council, 2013 •IIAD Young Agents Leadership Committee, 2010-Present (Chair, 2012 – 2013) • The National Alliance Producer S l S olarship Recipient & Graduate, 2011. Co unity Involvement includes: Legacy Christian Academy, High School Mentor (2008-Present),North Dallas K-Life, Board of Directors (2010 – 2012), K-Life Ministries, Inc National Alumni Board, (2012Present), Founding Member of Street Soccer USA Dallas Chapter (2011)

Jim Hamby - Senior Vice President, Texcap-Concord Insurance. Jim graduated from Texas Te University in 1974 wi a double major in marke ng and management.

Mr. Hamby began his insurance career in 1976 with Crum & Forster Insurance Company as a field underwriter until he joined Wolf-Larkin & Associates in 1980 as Vice President of Co ercial Sales ere he subsequently was promoted to pa ner. Wolf-Larkin sold to Hilb, Rogal and Hobbs in 1998, where he served as Vice President of Co ercial Sales un l his resigna on in October of 2005, at i me he joined TexCap-Concord Insurance. Mr. Hamby's expe ise is concentrated in large co ercial accounts focusing on real-e ate and con ruc on. He is married wi two ildren and is a member of Highland Park United Me odi ur .

Ma¥ Orlie - Producer at W d-Wilson Company, Inc. Ma¥ has been in e insurance indu ry represen ng clients as an independent insurance agent for over 7 years. He started his insurance career at MHBT thanks to Johnny Fulkerson and Bill Henry. He later moved to Wood-Wilson in September 2008. Matt grew up in Arlington, TX and attended Lamar High School. He is a graduate of Rockhurst College in Kansas City, MO with a Bachelor’s Degree in marketing. He married Mandy Frost in September 1999, and together they have 3 awesome boys, Clayton(9), Hank(6) and Grant (3). Matt and his family have lived in Dallas since 1999, and his two oldest children go to Lakewood Elementary. Ma¥ is very involved wi his ildren as a coa of Clayton’s soccer team at e Y and currently as Hank’s head soccer coa . His family is his top priority and a¥ributes e insurance indu ry for affording him and his family a fanta ic life. Ma¥ sits on the board of the Bridewell Foundation whose mission is to send kids with cancer from Children’s Medical Center to a week-long camp in Meridian, TX. Matt played an impo ant role is year on IIAD's Big I Golf co i¥ee, overseeing e lun and c king hot dogs to feed e masses. Addi onally, he is pre¥y ac ve at his sons' elementary school doing Math Maniacs every Tuesday morning at 7:30. This is a program where dads of some of e ildren volunteer eir me to work on ma problems before s l wi e kids. They provide a posi ve male role model as ey help ose at are ruggling wi ma . They also help o er udents compete at a higher level, and all udents receive a nice fresh donut en ey’re all done wi eir work!

20

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Texting in the Agency: A distraction that could result in a wreck?

D

istracted driving continues to be a serious issue at both the state and national levels.

Text messaging while driving is a primary distraction and can have intoxicated when it comes to increasing the chances of an accident while behind the wheel. Your agency may be thinking about texting and your commercial and personal auto policyholders, but have you ever stopped to think about how text it now, before you wind up with an E&O wreck on your hands.

should handle both incoming and outgoing texts? Here are some things to think about when it comes to utilizing texting in the agency: Create an agency policy on texting.

Does your agency have a written procedure for how texts should be

be thorough with clear standards

author of the text, along with date, time and summary of the text should management system. Remember, the ability to provide optimal customer service relies on all agency

how texting can be used with both customers and carriers. If you don’t have any procedural guidelines in

discussed with the customer.

A disciplined approach to documentation is extremely important.

talk about who is texting and how it’s being used for business purposes.

Also, consider any nuances with

With so many ways to communicate with customers and carriers, it is important to understand what

phones versus agency-provided phones.

customer documentation that could help defend the agency should an E&O claim occur could be getting lost in the form of text messages.

If your agency has never thought about texting or doesn’t have written guidelines for using it, take the time

with their customers and carriers in today’s fast-paced world continue to change. Phone, fax, e-mail, websites, blogs, social media websites, Twitter accounts and texting are all vehicles of communication. Is your agency

File documentation of texts. Should an E&O claim arise against the agency, the No. 1 tool for a defense is going to be documentation in

If so, what information and for what purposes? Text messaging could

David Hulcher (david.hulcher@iiaba.net) winning and losing. Text messages to is AVP of agency professional liability and from both customers and carriers risk management for the Big “I” can serve as vital documentation.

Professional Liability program, the largest national insurance agents E&O program in the country, E&O claims from carriers against insuring approximately two-thirds of all Big “I” members. He is focused on developing risk management declinations of coverage, information information and tools to assist agents for the application, changes to the not only in avoiding E&O claims but policy or limits, carriers’ permission also in improving general agency business practices and procedures.

customer relationships, communicate and gather relevant information or bind or modify coverage. In fact, it may even be your customers’ preference to communicate with the agency via text message because of the convenience. But does your agency have existing procedures to address texting and have a consistent policy for how agency personnel

the agent’s, and well-documented

and come up with a plan.

Bill Henry:

personal life and career

Bill Henry, as you probably know, is the 2013 winner of the Drex Foreman Award. What you might not know

about Bill is that he comes from humble roots and worked his way up to where he is now. Bill Henry is a self-starter that emphasizes the importance of people and relationships. His

motto “treat people with dignity and

respect,” resounded throughout the interview.

His roots are in Vernon, Texas, where he was raised until adulthood. At one point, his future mother-in-law and father-in-law were his Sunday school teachers! Bill stayed in his small town until he left for Texas Tech. Paying his way through school and graduating with a stable degree in finance, he visualized himself to be a banker. After college, he followed his wife-to-be, Cheryl, to Dallas, where she was attending SMU at the time.

His first job was at Dallas Power & Light, where he was a commercial salesman, calling on homebuilders.

This began Bill’s passion for sales and customer interaction. In fact, Bill enjoyed sales to the point where he accepted a commission-only position working for his high school Latin teacher. “I’m fluent in Latin,” Bill joked. Bill was quick to provide comedic relief throughout the interview.

He survived at this position for a year before meeting Jim McDonald, who now works with MHBT and also introduced him to Joe McQueary, his future business partner and influential friend. He interviewed for a position at Texas Employers Insurance Association, where at the time, their requirements were to be 30, married, and have three years of insurance experience.

Bill was 25,

unmarried, and had no experience; they must have seen his future potential. He was still unmarried to Cheryl because of his school loans. He believes that you should not get married until you are financially stable. “All these many years later, I’m not sure I can afford her now,” he joked.

Bill was eager to trade the commission-only position for a job where he had a company car and was able to travel to the east coast and show off his Texas accent. Previously, Bill had only flown between Lubbock and Dallas. He accepted the position in April 1972. At the time, Cheryl was teaching children at Lake Highlands Elementary.

Even his father-in-law thought him to be a great candidate for insurance. “If I were you, I’d get into insurance…I think there are a lot of mediocre people…and

I think you’d be great.” After 8 months at Texas Employers and finding

financial stability, Bill married Cheryl. He was astonishingly successful in selling and servicing Fortune 1000 Accounts for the company. While Joe was promoted to regional vice president, Bill became the manager of national accounts. “I had a full head of black hair and looked like I was 20,” yet Bill was around 30 at this time. He ran the department for six years, and Joe returned to Dallas to assume the position of senior vice president of sales.

22

On IIAD

“When asked why one should become a member of IIAD, Bill responded saying, “If you aren’t, you are operating in a vacuum.” He believes IIAD gives you a great opportunity to meet industry leaders and obtain a better understanding of issues and news in the industry. And he should know best, having served on the board for four years from 1987 to 1991. Bill Henry is a living testament to the proven success of IIAD membership. After

all, he met Dan Bowles, his future partner, through IIAD.

One night at a party,

Joe cornered Bill after a few drinks and asked him if he left Texas Employers to start his own agency, would he follow? At that time,

Bill would have followed Joe anywhere and so he agreed to leave one of the best positions in the insurance industry to start their own agency. Joe and Bill were true salesmen and they enjoyed being outside while building

customer relationships. They were creative and loved to travel. Joe disliked his position and he knew Bill would dislike it more when he assumed it. A few days later, Joe called Bill and asked him if he still wanted to follow through with the plan to quit and start an agency.

Bill said, “Joe, I’m gone,” and Joe said, “You (explicit), I knew you’d do it!”

They confronted their supervisors and Joe did all the talking because Bill was crying too hard to talk. Bill & Joe boarded a plane and Joe asked, “what now?” Bill responded saying that he guessed they were going to start an agency! Orville Jones, also a Texas Employers ex and friend, helped arrange a co-signed loan with Unigard Insurance Company to fund this new venture.

They started McQueary & Henry, Inc. in February 1983

with zero business and zero employees. Tragically, Joe died in February 1987. McQueary & Henry later MHBT is now the largest locally owned independent agency in Dallas and the second largest in the state. merged with Bowles Troy & Associates in 1996.

If I learned anything about Bill from the interview, it is that he is an honest and simplistic man. He worked his way from Vernon, Texas, to the top of the MHBT building. He and Cheryl had three daughters, and they now have four granddaughters, all from the same mother. Valuing people and personal relationships, his family all lives within ten minutes of him. His office is decorated in family photos and Rangers memorabilia. Bill claims to be the biggest Rangers fan in the world. When I asked him what his motto was, he paused and seemed deep in thought. “Treat people with dignity and respect. Guard your reputation with your life,” he responded. Bill has every right to boast about his success, but he still holds on to the same values he has for his entire life. It must be why he has such a successful company with great employees.

And Bill exemplifies his motto in his everyday life. He recently came back from his 40 year Wedding anniversary, where he began in Milan and drove around Europe, stopping in Bellagio, Munich, Lucerne, and several towns in France. Lucerne was his favorite, a city boasting a beautiful lake, friendly people, and the best

chicken fried steak he had ever tasted (and the most expensive)!

He also took a day trip to Normandy, where he met with family members, and they shared an emotional experience at the beaches. He reminisced about the tragedy on D Day and the hardships our soldiers endured. He believes that even his youngest granddaughter, age 4, understood the impact.

He continues to treat people with dignity and respect through his work for the

Insurance Industry Chari-

table Foundation for the Texas southeast region, where he serves as chairman. He is involved with Rawls business school at Texas Tech, as well as at the UNT Risk management program. His mission is to share with people the insurance industry, as well as tell in story. He hopes to bring in young talent. Bill does not label people as Generation X, Y, or baby boomers. “People are people are people.” He believes that everyone wants the same thing in life; to be treated with respect and to find a voice, cause, or something to believe in. Although, it is rumored that you are fined $25 if your phone is disruptive at work!

His heart and personal beliefs reflect on his company, which is one of the top employers in Texas. It is no wonder that Bill was awarded the Drex Foreman award this year and that he has an impressively successful company; it simply began with his virtuous and honest ethics in business practice, as well as his outside life. - Elizabeth Nelson

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24

“Stability is a reflection on the agent.

Texas Mutual is consistent in all aspects of its business.” like consistency in the marketplace. That’s why it’s important to work with “Customers a company that has a track record of reliable service. Texas Mutual has created a very

© 2013 Texas Mutual Insurance Company

stable market and is consistently responsive in every aspect of workers’ comp — and now that they have an ‘A’ rating from A.M. Best, we have further proof of their strength and stability.”

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To learn more about workers’ comp insurance from Texas Mutual Insurance Company, call (800) 859-5995 or visit www.texasmutual.com.

Texas Mutual Insurance Company is rated ‘A’ by A.M. Best Company.

InVest Program:

Woodrow Wilson High School

I

IAD has started working with Woodrow Wilson High School to bring the insurance industry to life for the students.

You may have heard about our launch of InVest at the January luncheon, or read about it in our Winter publication of Dallas Insurance Insider. After numerous planning sessions and meetings at the school with the faculty, the program moved into action.

I

n an effort to expose the students to our industry, build relationships and help them visualize insurance as a career path, we are doing several

different types of activities: classroom learning, scholarships, internships, a field trip and a career expo. Each activity has the purpose of engaging the students to learn about the everyday world of insurance. InVest provided us with a “Teacher’s Supplemental Guide” with learning activities that our volunteers utilized to teach the students about our industry while sharing their own personal experiences.

I

IAD wants to thank Tony Gonzalez of Preferred Guardian, Ron Patterson of Patterson & Associates, Lynette Chastain of Legacy Texas Insurance, Christi White, Gina Wallisa and Erin Van Gieson of State Auto, Kathy Cooksey of Philadelphia, Joanne Dodd of Level First, Jennifer Wingfield and Keith Montgomery of USI, Janie Ussery of Ragland, Strother and Lafitte, and Brook Crawford of Brook Crawford Insurance. Each bravely and unselfishly volunteered to go back to high school to teach a topic of insurance.

A

O

dditionally, Myron Steves generously donated money towards three scholarships for students in the insurance curriculum at the school. Woodrow’s Academy of Finance Director, Denise Tucker, identified three students she felt to be deserving of these financial scholarships. The students were required to write an essay as to how this money will benefit them towards a career in insurance. Each student stated they would use the scholarship to purchase professional clothing.

n May 2, Anna Kizer of Myron Steves, Ben Patterson of Patterson and Associates and Tammy Land of IIAD made a formal presentation at the school to the students, in an effort to make a positive example of the winners to their peers.

The three scholarship winners are Eli Cantu, Claudia Hernandez and Adonis Richardson. The students beamed when presented with the “checks”, and their classmates cheered them on and took pictures of them with their phones. It was heartwarming to see. The insurance flame has been ignited in this school.

W

e then paired up the three scholarship winners with mentors from our Young Agent Committee. The students were taken to lunch and then out for a shopping excursion to purchase business attire. Many thanks to the YA team of Jose Flores of Union Standard, Rachel Lindsey of AmWins and Gary Lindsey of Hotchkiss for helping the students with their purchases.

T

he school is in the process of also identifying students that are interested in summer internships within our membership. One has already been placed, and another one is in the interview process. A number of IIAD’s agency and carrier members expressed willingness in having student from the InVest program as a summer intern. This is a great way to engage these students and deepen their understanding of insurance as a career.

M

ooring Recovery has graciously offered to have the students come to their facility to tour it. Seeing how people are made “whole” after a fire or flood will help the students understand another aspect of the industry. We will look to schedule this outing in the fall. We are also planning a fall Career Expo where the students will hear personal testimonies, experience a mini tradeshow and have breakout sessions that teach them important life skills, such as interviewing, dressing for success and using proper business etiquette.

O

nce we have all the kinks worked out, we will look to export InVest to other school districts. While we have a number of solid plans in place, it will take time, money and volunteers to help us execute. If you have an interest in contributing to our efforts to ignite InVest, please contact the IIAD office. -Tammy Land

26

InVEST Program

pictured above is Claudia Hernandez from the InVEST program

pictured above is Adonus Richardson from the InVEST program with Ben Patterson

Pictured above from L to R: Pete Bibby (Principal), Claudia Hernandez (intern), Sabrina Parks (Director of Personal Lines, Jerry Nagid (Principal) of Bibby, Brilling & Associates

InVEST Summer Student Intern Spotlight:

Adonus

Richardson

& Claudia

Hernandez

Independent Insurance Agents across the country are taking advantage of the InVEST program and the benefits it brings to the industry. This year, Richardson-based Patterson & Associates mined a gem in Student Intern Adonus Richardson. Richardson is a senior at Woodrow Wilson High School (DISD) and recently took the oath of enlistment with The United States Army.

Richardson’s interest in the insurance industry was first peaked through the WWHS Business, Entrepreneurship, and Finance Academy (BEF). “I thought it would be just a laid back class, but soon learned

it is a viable industry. It's more than just (commercials heard on the radio),” explained Richardson. He became more interested during the course of the class and said the more he worked on it, the more he understood.

Richardson then decided he wanted to pursue a deeper understanding of the insurance industry and applied for the InVEST internship. He went to his teacher’s classroom everyday to make sure he got the internship.

Obviously, Richardson received the internship, and has made quite the impression at Patterson & Associates. Ben Patterson, President of Patterson & Associates, strongly believes that Adonus is the face of InVEST. Patterson presented opportunities for Richardson to meet executives at the carrier level, because the industry is investing in itself through the InVEST program. Patterson speaks highly of Richardson and recalled, “During Adonus’ interview, I asked him to be at our Monday morning sales meeting. It begins at 8am. The thing I’ll forever remember about Adonus was the fact that he did not hesitate to answer and promised to be here… and he was.” Each morning, Richardson drives from Pleasant Grove to Irving, where he drops his mother at work. He then commutes to Patterson’s office in Richardson.

Richardson spoke highly of the Patterson agency as well. He touted the agency’s flexibility in allowing him to learn so many skills. “So far, I’ve learned about certificates of insurance, RAD policies, claim info, as well as Commercial and Personal Lines. I believe the receptionist has the hardest job, along with the telemarketer. Cold calling isn’t easy, but then again I’ve come to understand that no one’s job is easy in this office,” said Richardson.

Since working for Patterson & Associates, Richardson has had the opportunity to consider his ‘place’ in the insurance industry. “I see myself starting as a commercial CSR and later working up to agent. The Commercial CSR is very important because they often have to explain policy and work out details,” explained Richardson. “What you say as a Commercial CSR seems to be a contract because everything you say can come back to haunt you. It’s very time consuming, but can be easily learned. It’s constantly changing, so you have to be able to adapt.”

Richardson is a star in the classroom as well and received an award for his work in Finance. He competes in the accounting division of DECA (a group of emerging leaders in finance, entrepreneurs, and hospitality/tourism. Richardson was also a recipient of the intern scholarships given by Myron Steves for the purchase of professional clothing.

In his spare time, Richardson is a typical teenager. He is actively involved in ROTC. “Most of my friends are cadets in my battalion. We normally get together to go out to eat or work on our physical training. We try to just be kids without getting into trouble or being what most people expect us to be,” said Richardson. “We’re constantly practicing on drill and ceremony. The ROTC program has become a big part of my life, so we’re constantly looking at ways to make the program better.”

Ben Patterson shared, “Our staff has enjoyed getting to know Adonis and having him in the office. We are extremely proud of him. He is one of the finest kids I know. We will continue to

keep with him as he heads off to the Army. This is an opportunity to get to know kids and introduce them to insurance, but it is also an opportunity to give them opportunities to participate in a corporate environment – showing them that it is more than phone calls and coming in from 9-5. We have an opportunity to show students that business revolves around relationships and reputation and how we treat people that we do business with.” Richardson added, “I agree. That s why I work the way I do. If I work to the best of my ability and don't act as a liability, my behavior may open doors for other students and they can use me as the marketing tool. If I continue showing them how eager I am. Maybe there's someone

who can be an asset to another company.”

28

Richardson would encourage others to join InVEST. “No one here overlooks me. They all find what I do important and helpful, he said. “Being an asset and a benefit to this company drives me to do things better.”

Ben Patterson shared one last note of praise regarding Richardson. “During Adonus’ interview, he mentioned his enlistment in the Army. I made a mental note of that because Ron was in the Army,” stated Patterson. “Later, I walked Adonus around the office to introduce him to everyone. When we stopped by Ron’s office, his back was to the door. After getting Ron’s attention, I introduced him to Adonus as our InVEST summer intern, but more importantly I wanted him to know that Adonus was about to enlist in the Army,” said Patterson. “They shook hands, and immediately Adonus stepped back into attention… Adonus stood at attention with Ron out of complete respect. I’ll never forget it.”

Claudia Hernandez will be a senior at Woodrow Wilson High School this fall. She is in the Business and Finance Academy and has taken part in the Insurance curriculum through NAF (National Academy of Finance) as taught by Denise Tucker, the

director of the Business and Finance Academy at Woodrow.

IIAD took part in Claudia’s insurance education this year by providing volunteers to supplement the insurance curriculum using InVest materials at the school this past spring.

Claudia is currently working as a summer intern at Bibby Brilling & Associates. She said that it has been a good experience for her, not just to put her insurance knowledge to work, but to see what working in a business environment is truly like. Claudia has spent time answering the phones, helping to look up clients on the computer, package policies and even create and rate policies.

Sabrina Parks, Director of Personal Lines at the agency, stated that Claudia is a very quick learner.

The bright 17 year old is a Dallas native. She is a sports enthusiast, and loves to box. When she graduates, Claudia had originally thought she wanted to go into the Navy as a radiologist. She had not thought about a career in insurance until she took the insurance classes as WWHS. She is very happy to have had the experience to work in an office. It opened her eyes to what it is like to work in an office. “This is a very good working environment and everyone is really nice”! She quickly grasped that there will always be a need for insurance.

“I think insurance as a career is great!

I would like to see what it has to offer for me. It is more than just a boring desk job.” She would tell her classmates that insurance is challenging, and it makes you think about things in a different way.

I would tell my friends to look into insurance. It is fascinating to learn all of the different aspects of it, and you have different experiences every day.”

“Initially, I didn’t know what the business curriculum was about. It was not easy, as you had to learn accounts payable.

Claudia is staying with the agency through-out her senior year in an after school program. When asked what is

most interesting about her summer experience, she said, “How everything works. Insurance touches everything.” We discussed how small business owners are jack-of-all-trades, as Pete Bibby popped his head in before heading to Home Depot to get parts to fix the ladies’ toilet! She has been exposed to the different types of jobs in insurance through the internship and the time she spent with the Young Agents on the scholarship shopping trip.

Claudia is learning how the policies work, and how a Homeowners policy is different from a Rental policy. Per Sabrina, “We had been looking for a person to do our back office work, quoting and applications. Claudia is such a fast learner and quick to execute, so we have been able to branch into teaching her quoting, and policy assignment information. We’ve come to trust her quickly with our system and she is beginning to do some connecting. She has also handled some work for our accounting department. She has some mad computer skills and is adept with social media.” Claudia wants to create an app for insurance. Her

ability to speak Spanish is also an asset to the agency, as they have a large group of Hispanic clients. She was highly recommended by her teacher, and has lived up to her reputation.

“Younger people should not go to work for a fast food restaurant”. “They should look at Insurance”, and she vowed to help share the word. Claudia quipped, “Young people might say it is too hard to answer phones or work at a computer, but it

is not and it is better than working at McDonald’s!”

The be er you under and e oughts, fears, mo va ons, and expecta ons of ea genera on, e be er you will be able to market to, as well as service, ea group. You see, age does ma er. The generally accepted genera on categories are: Seniors, Baby B mers, Genera on X, and Genera on Y. Under anding ea category will help create targeted marke ng, sales, and cu omer service programs for ea of ese segments.

by Steve Anderson

Seniors

This group, born before 1946, has various components: Elders, Re rees, or e War Genera on. They’re in eir late 60s and

older. Mo

marke ng campaigns usually miss e mark wi is genera on. Many of today’s agency

owners are in is group, i means at ey base eir decisions about marke ng and service on at ey want and not at eir clients want.

Every younger genera on has trouble seeing itself at e age of 65. However, e reali es of life for today’s re rees have turned out to be quite different from e ereotypes at kids poked fun at (and feared turning into). Seniors are allenging e no on at people of advanced years are frail, inac ve, or unhappy. This genera on has a different view of re rement compared wi earlier genera ons. For ose o rea ed eir 60s in e 1980s, re rement usually meant a rela vely passive period of life. Not today.

My mo er in-law is a great example. She will turn 85 is year five years after re ring from e insurance agency at her husband founded (and my bro er-in-law runs). She lives on her own in a re rement co¨unity, travels several mes a year, and helps organize trips for e seniors ( ose older an she!) at e re rement co¨unity. Si ing around and playing shuffleboard is not at she wants to do wi her me.

This genera on is made up of e War Genera on (ages 66 to 71), e Depression Genera on (ages 72 to 80), and e G.I. Genera on (age 80 and up). As medical advances con nue to improve, e 85-and-older age group is now e fa e growing segment of e U.S. popula on. However, many insurance companies and agencies don’t view is genera on’s marke ng value as very high. The conven onal wisdom of our you -obsessed culture and regardless of its accuracy and tells us at marke ng to is older demographic isn’t produc ve. Al ough underwri ng problems are real (for example, older drivers), ere are also oppo uni es.

Many of today’s older consumers see eir re rement as a me of explora on and reinven on. They’re traveling, volunteering, spending more me wi family and friends, and taking up new hobbies. Some even enjoy eir

work so mu at, in pa , ey view it as ano er form of recrea on; o ers remain ac ve in e workforce for intellectual imula on. Wi out doubt, is genera on is doing more an consuming a bland dinner at four in e aftern n and hanging out at shuffleboard cou s.

Baby B mers

Born between 1946 and 1964, is genera on grew up in turbulent

mes: The Cuban Missile Crisis; e Civil Rights movement; e Vietnam War; e assassina ons of John F. Kennedy, Ma in Lu er King, and Bobby Kennedy. These

events affected how ey ink and live but despite ese events, ey remain incurable op mi s.

Baby B mers hate being pigeonholed more an any o er genera on before em; B mers are redefining life for e 50-plus crowd. The massive B mer Genera on

bu s e norm at every turn and is ma ers today more an ever. More an half of e almo 76 million B mers are 50 years old or older, ile e re cre e hill at e rate of 10,000 a week.

The B mers have e cash to make at fresh a real. Expe s place eir spending power at more an $1 trillion a

year; nearly double e spending power of e previous genera on.

As American life expectancy con nues to increase, so have B mer expecta ons about how long ey want to work. A recent AARP survey found at more an two- irds of workers between e ages of 45 and 74 plan to con nue working in some capacity pa re rement. Even e AARP now refers to is life age as “so-called re rement.” Working

longer reflects e B mer philosophy at work defines o ey are, so ey “live to work.” Wi out work at would ey do?

One mi ake we often make about is group is to assume at it is less te -savvy an younger genera ons. Having grown up during e te revolu on, mo B mers are well versed in many of e ways at marketers co¨unicate. Te nology has been

ru upon em, and ile it has been a ruggle at mes, ey have learned how to use it. (Con nued on pg 20)

30

Genera on X

Genera on X, born between 1964 and 1978, is

e undefined genera on, e unknown, and unpredictable. At lea , many Xers ink of

emselves is way. They la brand loyalty and are skep cal of big business. Boldness, you ful rebellion, and benign anar y remain e hallmarks of e genera on, even as ey’re having families and a ing businesses.

This genera on is e fir one at was largely a product of divorce.

These are e original lat key kids; because B mers worked extended hours to “succeed,” ey weren’t at home en eir ildren came home from s l. As a result, many Gen X-ers marry later in life and en ey have families, ey want to spend as mu me wi em as possible.

They view work differently— ey “work to live.”

This makes some B mers ereotype em as ei er lazy or unmo vated.

Gen X was e group of e cell phone: A new po able co unica on device

at allowed em to talk any ere and rea anyone o wasn’t te ered to a landline at home.

Te nological advances, su as cell phones and e Internet, have anged e way Genera on X and later genera ons ink and act. Because of te nology, is group has high expecta ons about receiving easy and personalized service en ey want it, not ju en you are open. Agencies at can deliver on is expecta on will be more successful wi is group.

We hope is overview has helped you under and at e expecta ons of ea group are different. Because of ese differences, you need to ink about how to create at lea four different marke ng and cu omer service approa es at reflect e differences in genera ons. ¤en you succeed in cu omizing your marke ng message and your service approa in ways at reflect e type of co unica on at clients in specific genera ons want, success will follow. One size does not fit all.

Genera on Y Te nology for ese young adults, born between 1977 and 1994, is transparent. They’ve always had it and assume o ers have, t . No previous genera on has enjoyed access to and an easy under anding of te nology. As toddlers, ey wat ed MTV ile si ing on eir babysi er’s lap; as ildren ey sear ed e Internet as ey worked on eir science projects (and often taught us parents how to do e same); and in eir early teens eir ba pa s had rap po ets for cell phones. By e me ey entered junior high, many of em were text messaging under eir desks in e same way at earlier genera ons had passed notes.

Now, as 17- to 32-year-olds, ey’re out of e ne making eir fir major pur asing decisions. Insurance companies and agencies are scrambling to under and at kinds of prospects and clients ese new media-soaked, te -ri people make.

As e ildren of e Baby B mers, Genera on Y (some mes called Millennials) was raised on e mantra You are special and ey have retained is self-concept rough early adul d. Some mes cri cized for hypersensi vity ( is genera on saw dodge ball banned in s ls), e “special” mentality has shaped em as consumers.

Al ough young adults are, hi orically, self-absorbed, Gen Yers have an extra solid sense of eir individual iden ty; ey resent it en o ers sugge at o ers know em be er an ey know emselves. This self-awareness can be seen in e soaring success of su offerings as iPods, tablets, and cell phones wi personalized ring tones at tap into is genera on’s desire to be in control of eir own experience.

¤at te nological savvy, lots of Internet use, and mass co unica on boils down to is at is genera on is in e know and at it doesn’t know it accesses easily by moving e mouse around and cli ing a few mes to find out. The sheer volume of content at Gen Y has at its finge ips can be a frightening realiza on for many. Every me Yers make a pur asing decision, ey can access eir op ons online easily and oroughly —and ey do!

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20 Registrations + 1 Premium Booth Premium seating for two tables of ten at luncheon 2 VIP tickets to special presentation with Ryan Estis 1 exclusive meeting room for your use to meet with clients or VIP guests Premium Sponsor recognition before, during, and after the event

Gold Sponsorship without booth

25 Registrations Premium seating for two tables of ten at luncheon 2 VIP tickets to special presentation with Ryan Estis 1 exclusive meeting room for your use to meet with clients or VIP guests Premium Sponsor recognition before, during, and after the event Silver Sponsorship with booth 10 registrations + 1 premium booth location Premium seating for one table of ten at luncheon 1 VIP ticket to special presentation with Ryan Estis Sponsor Logo recognition before, during, and after event Silver Sponsorship without booth 15 registrations Premium seating for one table of 10 at luncheon 1 VIP ticket to special presentation by Ryan Estis Sponsor Logo recognition before, during, and after the event Bronze Sponsorship 10 individual registrations - open seating Name recognition Bag & Lanyard Sponsorship 2 individual registrations Name/Logo recognition on all bags provided for use to all attendees Coffee Sponsorship 2 individual registrations Company Name Recognition Parking Sponsorship Company Name Recognition Small Agency 10-pack for agencies with 20 or fewer employees 10 individual registrations - open seating

For more information, visit the All Industry Day page on IIADâ&#x20AC;&#x2122;s website

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The New

Small Agency Free and open source software (FOSS)

Free (or low-cost) alternatives to traditional, expensive paid software have been gaining acceptance for a number of years. The options for and sophistication of free or low-cost software continues to grow. Google Apps, Zoho.com, and Evernote.com are just a few of the applications that might replace traditional (expensive) software. One new small agency is using Google sites (free customer Web sites) to build client portals that house client policy documents along with other account information. There might be excellent business reasons to purchase and use software, but the new small agency is willing to look at alternatives.

There’s never been a better time to start a new insurance agency than today. This might seem like a strange comment, given the current state of the economy and the continuing soft marketplace. Yet, if your organization is sales focused and your entire team has access to the right tools, external factors such as the economy and the soft marketplace have less impact on success than at any time since I’ve been involved in the insurance industry. A number of technologies that have been under development for a while have finally made it into the mainstream.

These technology developments have made it easier for the right forward-thinking people to start a new agency and become successful.

Cloud Computing

I first started talking about accessing computer resources and data through an Internet connection over 10 years ago.

Back then, it was called an Application Service Provider, or ASP. Most agents were very skeptical, especially about the concept of having their data stored at offsite. Time has changed many minds. An example of cloud computing is the Amazon S3 services that provide computer space you can rent in Amazon’s data center. Another example is offsite data backup. Today, a large percentage of insurance agencies use some form of cloud computing. Most management system vendors have an option that allows agency staff to access policy information from anywhere they have Internet access.

Market access

Social Technologies

It’s hard to read any industry publication without hearing about social networking and media. Although the new small agency might not completely understand the benefits that social technologies provide, they’re not afraid to experiment with them.

Mobility

Mobile technologies extend the capabilities of certain applications. The number of applications available on several mobile platforms is astounding. Collectively, new small agencies embrace the use of smartphones and productivity-enhancing apps. One example is an agency producer using an iPad for a proposal presentation to a client. One iPad app allows the producer to take notes on the PDF file, have the client sign the application and the proposal, and email the completed document back to the office so the policies can be issued. Mobile technologies turned the concept of an “office” completely upside down.

One new small agency we are familiar with doesn’t have a physical location, yet has six employees who manage clients in 35 states.

New small agencies face risk. At the same time, they can use the technologies mentioned here to slash costs, improve efficiency, and increase the availability of critical applications and information. Now is a great time to start a new agency!

This is the biggest obstacle that people come across when they think about starting an agency. You have to have a product to sell, and the product an agency sells originates with an insurance company. In the past, it’s been difficult to obtain an appointment with an insurance carrier. Today, it’s become far easier for anyone to access insurance company products through a variety of platforms, groups, and associations. Several Web sites now allow agents to quote, bind, and issue policies online. Various types of market aggregators provide access to insurance company contracts as well as marketing and management help.

Software as a service (SaaS)

This technology is closely related to cloud computing. Cloud computing enables software as a service to become a reality.

These types of applications are rented, not purchased in the traditional sense. A widely know example is Salesforce.com, a prospecting and customer relations platform that some agencies use to manage their marketing and sales process. You can’t “buy” the software; instead, you pay a monthly fee per user to access its platform using virtually any device with an Internet connection.

The new small agency doesn’t need to purchase expensive hardware and software that they have to spend valuable time learning to manage. They access the most powerful platforms through an Internet connection by simply paying a monthly fee per user.

Visit www.completemarkets.com to find out more!

Stay Connected with IIAD! For information and news on upcoming luncheons, events, and more!

We will post exclusive All Industry Day news on our company facebook page, as well as details and insider information!

www.faceb k.com/DallasIIAD

34

AM L ACCOUNT MANAGER COMMERCIAL LINES

Exclusively available through WebCE & IIAD

Independent Insurance Agents of Dallas has teamed up wi WebCE, e leading insurance con nuing educa on provider in No h America, to bring you a unique ce ifica on program designed specifically for e Account Manager.

IIAD’s Account Manager Ce ifica on Program is a blend of online and classr m training courses at will set e founda on of knowledge about Co ercial or Personal lines at a new Account Manager needs to be successful in an independent agency. IIAD will offer two tra s:

AMCL – Account Manager for Co ercial Lines AMPL – Account Manager for Personal Lines Ea tra will include online training, provided by WebCE, intended to cover an overview of e lines and two ½ day classr m courses taught by experienced IIAD members discussing e lines in more detail; adding real-world experience and examples to e concepts.

Pa icipants will need to complete e WebCE 7-hour online training fir ; en, regi er for two separate half-day sessions of classr m trainings -- September 10, 2013 and September 17, 2013 -- from 1pm 5pm at e IIAD Conference Center.

For more informa on, cli e AMCL logo on e IIAD homepage banner.

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From big cities to small towns, local venues to exotic locales, Swett & Crawford is there for you.

We have the reach and the resources you need to make sure your clients are protected wherever their businesses take them. With the combined strength of Cooper Gay, our network of experts includes more than 1400 professionals in 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.

We have the capabilities—and the creativity—to design customized and comprehensive coverage that you and your clients can count on. Our risk transfer and risk mitigation programs mean your clients are fully protected no matter what. And no matter where. So whether your business takes you around the corner or around the world, go with a global leader. Go to swett.com.

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Go to swett.com

36

September Member Luncheon Wednesday, September 18, 2013 (11:30 AM - 1:00 PM)

Our guest speaker for the September luncheon is Representative Dan Branch from the Texas House of Representatives.

Please register at IIADALLAS.org under the â&#x20AC;&#x153;Eventsâ&#x20AC;? tab on the homepage.

Visit www.complete markets today and see why insurance leaders are using this free tool to improve their business!

IIAD is proud to host All Industry day, the largest one day insurance event in the southwest region. This year, we will host the event at the Irving Convention Center on Tuesday, November 5th. The theme is “Come Together” and we will explore how the overlaping generations create synergy in the workforce.

9:00AM – 11:00AM 9:00AM – 11:30AM 11:00AM – 11:30AM 11:30AM – 1:00PM 1:00PM – 2:00PM 1:00PM – 4:00PM 1:30PM – 2:30PM 1:30PM – 2:30 PM 2:00PM – 4:00PM 3:30PM

Property & Casualty Panel Trade show

National Alliance Conferment Ceremony Award Luncheon with Keynote Speaker

V I P Sponsor Reception with Keynote Speaker

Trade show Life & Health Panel AMS “Tips & Tricks” CSR Training Networking Opportunity Grand Prize Drawing!

500 W Las Colinas Blvd, Irving, T X 75039 38

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Official Publication of the Independent Insurance Agents of Dallas Summer 2013