Angela Dahl Interview - DeMasters - Daniels Insurance

 In 1983 two good friends who had retired and settled in Wimberley decided to become partners in founding an insurance agency that would become DeMasters-Daniel Insurance. Tom Daniel had retired from Southwestern Life and Leonard DeMasters had retired from Exxon. Within a few years their agency had grown and they hired two customer service representatives, one of whom was Angela Dahl who joined the agency in 1994.

Today the agency comprises of offices located in Wimberley and Dripping Springs. Despite being primarily a personal lines agent their commercial book is growing.

Below are some excerpts from my interview with Angie:

Tell me a little bit about how you got into insurance?

Angela: Initially upon moving to Wimberley, I was planning on continuing my career in school administration, I had not considered an insurance career. That all changed though when Tom and Leonard offered me a job to work in their insurance agency as the office manager/customer service representative. With three young girls I decided this would be my best option for being able to work locally and be available to my family.

In my previous job as an administrative assistant with the school district I had some experience with workers compensation and annuities but I knew nothing about P&C! Because I worked in a small office (there were only four of us, including me), I had to do a bit of everything. This helped me to learn about all aspects of the insurance business.

When appointments with new carriers came up they would ask Tom and Leonard what their perpetuation plan was. I was involved in all aspects of the agency and was also active in community and school events.  They ask me if I would be willing to take over the agency when they could no longer run it. So I became their perpetuation plan.  I think initially for all of us it was the plan, it was something we put in writing and could reference to, at the time I don’t think I believed it would ever happen, that I would ever actually own the agency.   Then...

In 2008 Leonard passed away. He and Tom had a buy/sell agreement in place which allowed Tom to buy out Leonard’s interest in the agency.  Tom in turn sold 50% interest to me, we became partners and executed our own buy/sell agreement.  In 2011 Tom fell ill and was recuperating most of the year, he felt it was time to execute our buy/sell agreement to ensure the future of the agency.

In January 2012 I purchased his interest in the agency.  Tom stayed actively involved in the agency throughout 2012, but he loved the Texas Coast. He purchased a condo in Port Aransas, sold his Wimberley home and moved to the coast in April last year, sadly Tom passed away last July.

Who has had the most influence on you and in what ways?

Angela: My former partner, Tom Daniel. He was a very kind and considerate man who put his family first. I got to see how his compassion allowed him to relate to the people he worked with. He was a great leader and coach.

What do you think it takes for an Agent to be successful?

Angela: Having a good foundation – strong ethics and a moral compass, the agency was founded in 1983, serving Hays County for 30 years.  We’ve seen many changes in our community and the industry in that time span.  You adapt, always do the right thing and press on.   

In your opinion where is the insurance market headed and where do you see opportunities for growth?

Angela: I won’t even try and guess where the industry may be headed, I’ll leave that to those who have much more knowledge than myself.  As far as growing our agency, I believe there is  opportunity in rounding out accounts.  People are a lot more coverage conscious now than they ever have been before both from a liability and property point of view, comparing coverage and cost.  I think this is especially true in our area; for the most part our clients are conservative. Making sure they have all the protection they need is an opportunity to better serve your clients as well as grow your agency.

Finally, when you are not building DeMasters-Daniels Insurance Agency what personal interests do you have?

Angela: I am passionate about spending time with my family. I married my high school sweetheart, Wade, and we celebrated our 35^th wedding anniversary yesterday (9^th July). We have three beautiful daughters (Jennifer, Julie and Jantsen) as well as three granddaughters. My parents also live close by as well as my brother and his family. We like to get to together with family and friends,to barbeque or have a fish fry and enjoy each other’s company.

Youth Soccer Article

Clint Dempsey - third from the left

America’s strong showing in the 2014 FIFA World Cup tournament has its roots in the explosive growth of youth soccer across the country. During the 1970s the U.S. Youth Soccer League had just 100,000 registered players nationwide. Today there are over 3 million registered players according to the U.S. Youth Soccer League which is based in Frisco, Texas. The increasing popularity of the game was reflected with over 25 million viewers watching the second U.S. game against Portugal which exceeded the number of viewers who watched the NBA Finals.

This has given rise to extraordinary players like Clint Dempsey. Dempsey grew up in Nacogdoches, Texas and is captain of the U.S. men’s team. In America’s first World Cup game against Ghana he scored the first goal just 29 seconds after kickoff. He is also the highest paid MLS player commanding a $6.695M salary from the Seattle Sounders.

Dempsey came from humble beginnings growing up in a mobile home with his four siblings. Youth soccer gave him the opportunity to develop as a player and early on his high school coach, Farshid Niroumand spotted his talent when he would show up with his older brother Ryan to practices. As Niroumand recalls, “He would show up with his little water jug and always wanted to play with the older boys...He was tiny, but he was so determined. I knew then that he had a fire burning inside of him.”

Clint was the fourth of five kids and his father Aubrey, a carpenter, drove the six hour round-trip to Dallas three times a week for him to participate in a youth league soccer team called the Longhorns. His mother Debbie took on extra shifts as a nurse to help pay for the gas money. Debbie remembers, “Nothing was ever given to Clint, he had to work, I always felt like, twice as hard to get what maybe some other people already had.” Dempsey’s perseverance and passion for the game paid off as he was offered a sports scholarship to play soccer for Furman College, a small school in Greenville, SC. From there he went on to play for a Premier League team in England returning to the States last year to play for the Seattle Sounders.

Today over 20% of children under the age of 18 participate in youth soccer. With an abundance of leagues to play in and practices ranging from 45 minutes for six and younger to about an hour and half for older players it is easy for most kids to get involved. A ball, soccer shoes and shin guards are all the equipment needed to play. Soccer is also great exercise with players averaging 7 miles of running per game!

Added to that a recent University of Michigan study put the odds of a high school soccer player receiving a full ride to a Division I or II School at 1 in 90.

Even though the US’s hopes of a World Cup title were dashed in the final minutes against Belgium, soccer is a growing sport and we are that much closer to a strong showing in 2018. For more information about youth soccer click on the link below:

Find out more about Youth Soccer

Half Time Report

As Insurors Indemnity Companies crosses the halfway point of 2014 I thought the timing would be good to give you an update on how the Company is doing.

The first six months of this year have put us on track to grow by 20% over 2013 and, to exceed some high goals for 2014. The Company’s attractive business results exist because we have some terrific managers running disciplined operations.

Let me share a couple of the highlights with you.

First, our Property & Casualty Department whose underwriting is managed by Nancy Tussy, is up 22% over last year. The P&C Underwriting department combines speed, decisiveness and most importantly, common sense in a manner unique to our regional market. While growth is important, Insurors Indemnity’s capable team of underwriting professionals never expose the Company to risks that are inappropriate for its expertise or capacity. Indeed, we are more conservative in avoiding risk than most large insurance companies.

A sound insurance company follows four important rules:

1. Understand all exposures that might cause a policyholder to incur a loss.
2. Conservatively assess the probability of any exposure and the related costs should loss occur.
3. Set a premium that on average will deliver a profit after both prospective loss costs and operating expenses are covered.
4. Be willing to walk away from a risk if an appropriate rate to risk ratio cannot be obtained.       

Many insurers observe the first three rules but are frequently tempted to violate the fourth.

Nancy and the P&C team observe all four rules and it shows in their results.

The Bond Department is managed by Somers Goodman. Somers took over the Bond Department in 2004 and it has been soaring ever since. Year to date, Contract Bond premium is 66% greater than that of the same period in 2013 putting Insurors Indemnity well on its way (58.5%) toward achieving an aggressive 2014 written premium goal.

Underwriters for both Contract and Commercial bonds have delivered admirable results in keeping with the company’s continued commitment to build strong agent relationships.

The growth and profitability of the Company cannot be adequately relayed without the mention of its outgoing president, Jim Piper. Jim’s tireless dedication to the success of the Company, its agents and its employees leaves an indelible mark of achievement. Our best wishes to him as he enjoys some well deserved R&R before getting back to work to focus specifically on helping our agency partners grow.   

Simply put insurance is the sale of promises. The agent is paid by the customer for a policy today in exchange for a promise from the insurer that they will pay in the future if certain events occur.

For many, the promise will not be tested for decades, or perhaps not at all. Therefore, both the ability and the willingness of the insurer to pay – even if economic chaos prevails when payment time arrives is all-important.

With A.M. Best renewing its confidence in Insurors Indemnity Companies by awarding it an A- Excellent Rating again in 2014 along with a stalwart reinsurance program with GenRe; a growing force of professional agency partners working with our team of experienced and service oriented employees, I feel confident that we are more than capable of keeping our promises.

Your clients rely on you as an agent to place their business with a carrier that will allow them to sleep well at night. Based on our results over time and especially through the first six months of 2014 I feel Insurors Indemnity Companies has the best mattress in the Southwestern U.S.

We look forward to continuing to work with you to make 2014 a record year.

Dave Talbert

President & Chief Operating Officer

Insurors Indemnity Companies

Agency Profile - Ann Mullen & Phyllis Wilson from Mullen Insurance Agency

Ann Mullen

Mullen Insurance Agency was founded in 1988 as a natural outgrowth of Ann Mullen’s Farmers Insurance Agency. Located in Garland, Mullen employs fifteen full and/or part-time employees working to help Texans with their insurance needs across the state.

With expertise in the Texas automotive industry they have developed a significant marketplace for specialized programs. The agency began by writing insurance for the Texas Independent Auto Dealers and has expanded its business from there.

Below are some excerpts from my interview with Ann & Phyllis:

Tell me a little bit about how you got started?

Ann: I have been in the insurance business for 30 plus years and I arrived here like a lot of others I’ve met in insurance – without rhyme or reason!!  When I graduated from high school, I needed a part-time job to offset my expenses while attending college.  I’m from Tioga, Louisiana, and my first college experiences were at LSU-Alexandria – so you know the employment opportunities were not rampant in my area.  One of my high school teachers knew someone who was opening an Aetna Insurance Branch Office and –viola! – a job.

Phyllis Wilson

I worked for Mr. Azemar for a year or so and learned just the tip of the P&C iceberg – just enough to whet my appetite for more….but there was a long way between that first clerical insurance job and running my independent agent office today.

When I moved to Dallas, it seemed that every ‘quick-to-locate’ job was in the insurance business and I worked a number of them.  I wasn’t looking for a career, just an income supplement while my children were small.  When my youngest went to kindergarten, I went to work with the hope of beginning a career.  In what? Insurance, of course.

It was not long before I landed a position with a Dallas life insurance agent who was opening a property and casualty branch.  He had a Texas Independent Auto Dealer connection and every dealer must have a surety bond.  We established a relationship with a surety company and the rest is history, as they say.   It wasn’t long before I was feeling the restraints of working for someone else and wanted my own agency. In 1988, I opened Mullen Insurance Agency and in 1995, we incorporated.

Phyllis:  I was born in Greenville, Mississippi and moved to Abilene with my parents when I was seventeen. My husband was in the service and at the time he passed away I was Ann’s neighbor. She invited me to come to work with her at the agency where I initially began in the mailroom running errands.

Later, I moved to the Bond Department and now I am the Senior Bond Customer Service Rep. It is a position I enjoy because of the opportunity to work with many people and varied personalities.
I specialize in commercial bonds, with the vast majority being written for Texas Independent Auto Dealers.

Who has had the most influence on you?

Ann: The person who most influenced my life in a very personal way was my mother.  Although she died before my 13th birthday, she used every minute of her life with me showing me how to live.  Her actions loudly proclaimed that life is always about others and that the only blessings one can expect to receive are those they give.

Even when she was ill, she made sure a sick neighbor knew she was thinking about them; when it came time to say goodbye to me, she took the time to explain things and how grateful she was to have had the years we had together.  She was so good at it that I was saying goodbye to my mother and still feeling as if I was favored among all children.  Even today, I often think “I would rather have had my mother for 13 years than any other mother in the world for 100 years.”

I’m impressed and influenced by strong people who care, who take responsibility for who they are and are willing to work as hard as they can to create a better world.

It is unnecessary to be famous, be rich or be powerful on a grand scale to change the family, the neighborhood and the community in which one lives.  I admire the Maya Angelou’s, the Eleanor Roosevelt’s, Elizabeth Warren’s, Mary Barra’s, the Hillary Clinton’s of the world, of course, because they stand out as examples of women’s courage, leadership and responsibility; but, I equally admire the grandparent who has the time to share life’s lessons with their grandchildren, the school teacher who buys the ‘extras’ out of their pocket so some child is not made to feel poor or different, and the list is endless.

What do you think it takes for an Agent or CSR to be successful?

Ann: The greatest differences between the agent who succeeds and the one who fails are:

1. A real concern for their insureds’ insurance well-being, i.e. customizing insurance plans to fit individual insureds
2.  Willingness to work.  Insurance – particularly for the beginner- is not a nine to five job.
3. People skills.  The best agent’s clients believe they are ‘special’ and important to their agent.

Phyllis: Being straightforward and honest. Letting the customer know you are working for them makes the difference between agents and CSRs who excel versus those who don’t do as well.

Do you have any stories or experiences you can recall from your early days in the business?

Ann: This question gives me trouble because I don’t have a lot of interesting stories from my early days in insurance, rather they are all mundane, trying-to-do-my job, situations.

I do specifically remember a seminar I attended during my early training as an agent.  One of the speakers talked about how easy it is to find one’s self in an E&O situation and the importance of remembering that every meeting with a client is a business meeting on some level.

He told the story of a night he went to dinner with client, more of a social engagement than a business dinner.  During the course of the evening, his client said, “Oh, I forgot to call your office today.  I picked up my new Mercedes; I still have the papers here in my pocket.  Can I just give you the information now?”  The agent recorded the VIN number, the cost new, all of the pertinent data – on a napkin, put it in his pocket and promptly forgot about it.  

Two weeks later, the Mercedes was totaled.  The client’s personal auto policy had another vehicle on it with liability only, so as a newly purchased vehicle, at most, the Mercedes had liability only.  The agent had errors and omissions insurance, but the deductible was too large for it to be of much help.

That story influenced me not just for that day, but for how I do business every day.  It is impossible to completely protect yourself and your business from every loss, but being aware that any and all contact with clients must be professional and going the extra mile to close those gaps is important.

If that agent had simply said to his client, “Be sure to call me tomorrow so I can get an ID card to you because you need proof of your insurance before you are covered,” and then followed it up, the agent would have still been smiling two weeks later.

In your opinion where is the insurance market headed and where do you see opportunities for growth?

Ann: Weather conditions are wreaking havoc in the property insurance market.  We’ve had a soft market for the past several years – at least, as it has applied to my niche market, Texas car dealers.

About a year ago, I noticed fewer and fewer companies were willing to offer weather coverage with loss aggregates in areas not typically designated as hail or first tier counties.  This year, the market has become less flexible, and all I hear from my underwriters is that I haven’t seen anything yet!

The result is not that the coverage is unavailable anywhere – usually, there is a Lloyds market out there to come to the rescue – but rather that premiums are escalating.  The inability to buy property insurance at a rate many dealers can afford is changing the look of my book of business.

From an agent’s point of view, I believe the best way to grow is to find a niche, become the best agent there is for that niche and market your expertise.  Do not try to be everything to everyone – pick a marketplace, learn everything you can about that marketplace – the clients, the coverage they need, and then find the insurance sources to satisfy those needs.

In my case, the marketplace is Texas Independent Auto Dealers and I depend on Insurors Indemnity to satisfy many of the property and casualty necessities, from dealer bonds to property coverages.

Finally, when you are not building Mullen Insurance Agency what personal interests do you have?

Phyllis: I enjoy the outdoors as well as traveling occasionally. With four adult children and nine grandchildren between Dallas and New Orleans I also enjoy spending time with my family.

Ann:  I like birding and I look for opportunities to combine my hobby with my love of traveling, meeting new people and exploring varied destinations.  When it is impossible to get away, I combine the back porch swing, the bird feeder and a good book for equally enjoyable mental trip.

Congratulations to Lisa Torres-Rodriguez - First Gold Level Rewards Member

Firstly, thank you to our agents and CSRs who have participated in the rewards program – we appreciate your business and the trust that you put in us to get it placed efficiently and competitively.

Lisa Torres-Rodriguez from Time Insurance Agency in Austin is Insurors Indemnity Companies first Gold Level qualifier. Having qualified for Gold Lisa is now eligible for a $75 rewards card for every 10 commercial bond issues!

On Friday I interviewed Lisa to get her take on the rewards program as well as the commercial surety bond program she is in charge of for Time Insurance Agency. Below are some excerpts from our interview:

Tell me a little bit about you and your agency?

Our agency was established over fifty-one years ago and is currently owned by John Schuler. Time Insurance is one of the largest surety agents in the State of Texas.  Not only do we have a large bonding program, but offer other insurance products as well. I came to work for Time seventeen years ago as an administrative assistant, not knowing anything about surety.

I first started working on the contract surety side of the department and moved into commercial surety several years later and I absolutely love it  – I like that everything is so unique with commercial bonds and I get to interact with so many different people.

What do you like about the rewards program?

I was really surprised to be the first Gold Rewards Member – during the last rewards program Insurors ran I was so close but just missed getting an Ipad. With this program I have been able to work hard for our clients and like the fact that I am recognized for that effort.

What are some of the things you have used the rewards for?

I love buying gifts for my family and am planning on using my rewards for a Father’s Day gift for my husband.

Last question – what are some of the market trends you are observing with commercial bonds?

There appears to be more bonding requirements for contractors. We have seen a strong increase over the last year and this seems to reflect a pick-up in construction, especially in Austin. One new thing I am seeing is an increase in the number of probate bonds we are placing as well.

Congratulations to Lisa - IIC looks forward to welcoming our next group of Gold Level Members.

If you have any questions about our rewards program or would like to sign-up just click the link below and Kelly Balderama will be happy to help you:

Learn More About Rewards

Top 5 Summer Vacation Activities in Texas

1. Make a splash at Schlitterbanhn

Get wet at one of the top waterparks in the country. Schlitterbahn has locations in New Braunfels, Galveston and South Padre Island. The parks also feature restaurants and evening entertainment.
For nine straight years Schlitterbahn New Braunfels has been named the “World’s best Waterpark’ by Amusement Today Magazine.

One-Day General Admission (Ages 12 to 54) is $47.99 and One-Day Child/Senior Admission (Ages 3-11 and 55+) is $37.99.

More details can be found at Find Out More

2. Underground Adventure – Natural Bridge Caverns

Originally discovered and explored by four university students in 1960, Natural Bridge Caverns is one of the most extensive underground cavern networks in the United States. With a constant underground temperature of 70 degrees, Natural Bridge is a great way to escape the summer heat.
You can pan for gems, go spelunking in undeveloped caves, try the canopy zip line or take the discovery tour. There is something for everyone and Natural Bridge Caverns makes for a fun day-long excursion for the family.

Natural Bridge is located 30 minutes north of downtown San Antonio and Discovery Tours are $19.99 for Adults (ages 12 and up) and $17.99 (ages 3-11).  Learn More

3. Play Golf Digest’s Top Ranked Public Golf Course in Texas

The Fazio Canyons 7,135- yard, par-72 layout boasts the signature of legendary golf designer, Tom Farzio. The course is located just 2 miles from the Omni Resorts hotel at Barton Creek which manages the course.

This award-winning course features numerous scenic holes lined with Stately Red Oaks as well as stunning Hill Country views of Short Springs Branch, a beautiful limestone bed creek that meanders through the course.

Golf packages start $135 per person per night and include one round of golf per person on either the Fazio Canyons or Fazio Foothills course as well as breakfast in any of Omni Barton Creek’s dining outlets.
Learn More

4. See a performance at Bass Hall

The 2,065-seat Hall is characteristic of the classic European opera house form. An 80-foot diameter Great Dome tops the Founders Concert Theater and the hall is renowned for its superb acoustics, exceptional sight lines and ambiance.

This summer there will be performances by Loretta Lynn as well as “1964: The Tribute” taking audiences on a musical journey to an era that shaped rock ‘n’ roll.

To find out more about Bass Hall and upcoming performances click on Learn More

5. Visit Waco for a Day
Waco is located on the Bosque River and has one of the largest city parks outside of New York’s Central Park. Listed below are a number of activities that would make for a fun day trip:

• Cameron Park – A 400-acre park with a National Recreational Trail system, two rivers and breathtaking cliffs offers the chance to picnic, hike, bike or kayak. There is an outfitter (Outdoor Waco) located less than a mile from the park where you can rent bikes, kayaks or wave boards.

• Cameron Park Zoo  –  Adjacent to Cameron Park is a zoo with a South American exhibit, herpatarium and African Savanna enclosure. With admission at $9 for adults and $6 for children this makes for a fun activity.

• Dr. Pepper Museum – located in downtown Waco the Dr. Pepper Museum provides tours as well as classic Dr. Pepper floats. This fun tour let’s you see where Dr. Pepper got started and reveals the history behind this iconic company. Admission is $8 for adults and $5 for students and children.

…plus if you happen to be in town swing by Insurors Idemnity Offices for a visit (and a free tour). We are located downtown in the historic Southwest Building.

Dee Willis - Contract Bonds Department Profile

Dee Willis joined Insurors Indemnity in October 2008 moving to Waco from Dallas. Dee will be on the road this week visiting with agents and is one of IIC’s most experienced (and fun) contract bond underwriters. 

This week’s profile tells you a little about Dee who is an important part of IIC’s contract bond team.

Tell me a little bit about your background?

Dee: My father was a mechanic in the U.S. Air Force working on F16 fighter jets. Born in Germany and living in Alaska, New York and coming back to Texas I had always wanted to travel and see the world. As soon as I graduated from high school I enrolled in the United States Air Force as this gave me the opportunity to not only do that but serve my country as well.

After being stationed in Abilene, Texas for 4 years I decided to get out of the service, got married and had my daughter, Krystal.  I went to a technical school where I met a lady leaving her underwriting position and they were looking for a non-experienced person they could train, and that’s where my insurance career began.

How did you become an underwriter?

Dee: Back in mid-1980s I was a Cargo Bond Underwriter for Associates Insurance Company.  I have been in the insurance field since that time and have worked for three different companies and several agents. 

My previous position was as the Bond Account Manager, for 9 ½ years, at an agency who represented IIC. 

When IIC had an opening for an underwriter who would be willing to train and move to Waco, they contacted me. That was how I became contract bond underwriter at IIC.

What do you love about your job and the clients you work with?

Dee: I like dealing with the agents, and occasional contractors when our agents ask for our assistance. Each account is unique in its own way.  Seldom are accounts a cookie-cutter type of business.  I like being able to come up with creative ways that ICC can assist, and write the bond.

As an underwriter what are some of the trends that you are observing in the industry?

Dee: I believe that based on the accounts and information I am seeing, the construction industry has picked up in Texas. This even extends to some neighboring states as well.

Outside of work, what are some of your interests?

Dee: I love to read, spend time with friends and family, bowl and play with my puppy – a ChowBador (Chow and Labrador mix).