South Carolina Agent & Broker, Spring 2016

SOUTH CAROLINA Agent & Broker SPRING 2016

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Spring 2016 • South Carolina Agent & Broker

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SPRING 2016

Independent Insurance Agents & Brokers of South Carolina 800 Gracern Road, Columbia, SC 29210 803-731-9460 803-772-6425 (fax) e-mail: information@iiabsc.com

IIABSC Staff

G. Frank Sheppard, AAI, CAE President ext. 1239 or 803.760.1239 fsheppard@iiabsc.com Rebecca H. McCormack, CPCU, CIC, AAI Vice President ext. 1238 or 803.760.1238 bmccormack@iiabsc.com Beth Chastie Vice President of Administration & Finance ext. 9462 or 803.731.9462 bchastie@iiabsc.com Laura D. Cornell, CIC Director of Insurance Programs ext. 1227 or 803.760.1227 lcornell@iiabsc.com Megan Huebner Director of Events & Membership ext. 9463 or 803.731.9463 mhuebner@iiabsc.com Anita J. Trevino Director of Communications ext. 1237 or 803.760.1237 atrevino@iiabsc.com Megan Thomas Education Coordinator ext. 1219 or 803.760.1219 mthomas@iiabsc.com Olga Nichols Customer Service Representative ext. 1225 or 803.760.1225 onichols@iiabsc.com Martha Lavigne Administrative Assistant ext. 9461 or 803.731.9461 mlavigne@iiabsc.com

South Carolina Agent & Broker is the official magazine of the Independent Insurance Agents and Brokers of South Carolina and is published four times annually. IIABSC does not necessarily endorse any of the companies advertising in this publication or the views of its writers.

Articles and information published in this magazine may not be reproduced without written consent of the IIABSC. South Carolina Agent & Broker is not responsible for unsolicited manuscripts, art or photography. The publisher cannot assume responsibility for claims made by advertisers, content provided by the editor, or for the opinions expressed by contributing authors.

For more information on advertising, contact Jim Aitkins Blue Water Publishers, 22727 161st Avenue SE Monroe, WA 98272 360-805-6474 fax: 360-805-6475 jima@bluewaterpublishers.com

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South Carolina Agent & Broker • Spring 2016

Contents

Message from the Chairman of the Board

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Message from the National Director

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2016 Young Agents Conference

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YA Conference Speaker Brandie Hinen: Get Off the X Date 12 YA Conference Speaker Ryan Hanley: Don’t Pass Off the Work 14 2015 InsurPac Contributors 16 Technical Advisory on New ISO CGL Filing on Drones 20 Palmetto Partners

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Save the Date: IIABSC Upcoming Events 35 IIABSC Education & Events Calendar

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Member News

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2016 Board of Directors and Executive Committee

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Advertiser Index Access Home Insurance 9 Allstar Financial Group 39, 41 American Strategic Insurance 41 Anderson and Murison 44 Assure Alliance 33 Berkshire Hathaway GUARD Ins 33 Builders Mutual Insurance 10, 19 Burns & Wilcox 5 Centauri Specialty Insurance 27 FCCI Insurance Group 45 Genesee General 30 Hilb Group 17 ISU Agency Network 48 JM Wilson 15 Jackson Sumner & Associates 2

Johnson & Johnson 24, 25 Lighthouse Property Insurance 29 M. J. Kelly of South Carolina 44 Phenix Mutual 23 Preferred Specialty 47 Risk Placement Services 3 Risk Innovations 37 SCHBSIF 7 Southern Insurance Underwriters 21 Summit 35 The Iroquois Group 37 The National Security Group 46 UPC Insurance 45

About cover: [Photo credit: ©Myrtle Beach Marriott Resort & Spa at Grande Dunes] We return to the beach for this summer’s Young Agents Conference, to be held Aug. 4-7 at the Myrtle Beach Marriott Resort & Spa at Grande Dunes. This year’s theme is the Summer Olympic Games, and registration opens in May. Event preview with articles by our speakers can be found starting on page 11. Hope to see you there!

BURNS &

PARTNER, NOT COMPETITOR

WILCOX

WHOLESALE IS OUR MIDDLE NAME. Free of retail divisions, ownership or even affiliations, we never cross the line between wholesaler and competitor. Your best interests always come first, keeping the focus on growing your business. Don’t compromise. Partner with the leader who works with you instead of against you — Burns & Wilcox.

Charlotte, North Carolina | 704.525.1152 toll free 800.999.3434 | fax 704.525.7399 charlotte.burnsandwilcox.com Morehead City, North Carolina | 252.726.8992 toll free 800.498.1600 | fax 252.726.9484 moreheadcity.burnsandwilcox.com Myrtle Beach, SC | 800.849.3271 fax 843.651.6040 myrtlebeach.burnsandwilcox.com Commercial | Professional | Personal | Brokerage Binding | Risk Management Services Spring 2016 • South Carolina Agent & Broker

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IIABSC Chairman of the Board

Scott Moseley

M

ANOTHER REASON I BELONG TO THE BIG “I”

y agency has been a member of the Independent Insurance Agents & Brokers of South Carolina since we opened our doors, and long before I personally joined the family business. I never questioned being a member of the Big “I” – it was just where successful, strong and professional independent agencies belonged.

There are dozens of great reasons to be an IIABSC member.

Last week I was reminded of one of the best benefits of Big “I” affiliation: advocacy on our behalf with the SC Legislature and Department of Insurance on issues that affect our agencies and staffs.

Independent insurance agents got a small victory in the SC Legislature earlier this year, when the laws that determine who must have a broker’s license were modified (read more about the changes below).

The effort to change the law was led by the South Carolina Big “I.” In fact, the Big “I” was the only agent association involved in proposing the legislation and helping get it passed.

Changing law is hard and requires patient, diligent effort. There are many steps involved and committee layers to negotiate, and almost anyone opposed can stop you. The Big “I” has always been dedicated to effective advocacy for consumer, agent and business interests with legislators, regulators, judicial bodies and insurance industry organizations.

It’s not always about changing law either – much of our advocacy work is defending current business practices and preventing cumbersome and onerous regulations that could negatively affect insurance agents.

The Big “I” is THE agent voice in front of all these groups, and it takes dedicated efforts to keep our association strong and vital when dealing with them. It means maintaining good relationships with the Department of Insurance and individual legislators, something our state association staff works on daily.

It also means engaging one of our best assets – the grassroots contacts that individual agents have with their legislators back home.

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South Carolina Agent & Broker • Spring 2016

We can never take government relations for granted.

Working together as agents with common goals and objectives to work with legislators, regulators and insurance companies was a primary reason for starting the Big “I” association more than 100 years ago. Be proud that the Big “I” looks out for your business interests, and be proud that you are a member of the only agent association actively protecting independent insurance agents’ interests.

New Law for Broker Licensing: What changed, and what does it mean?

Act 137 became law in South Carolina on March 2, 2016. SC law has been amended to change the requirements for who must have an insurance broker’s license.

The change in the law now allows a licensed property/ casualty producer to access surplus lines markets through another licensed broker without the producer also having to have a surplus lines broker license. Before the change, any licensed producer that was accessing surplus lines insurance was required to also have a separate broker’s license.

Be careful about non-renewing your broker license; you will be required to re-take the broker exam to reinstate it.

Members can download our full explanatory opinion outlining all the important changes to the brokers license on our website, www.iiabsc.com.

You still need a S.C. insurance broker license if you: 1. Directly represent or contract with surplus lines or nonadmitted insurance companies 2. Pay surplus lines taxes to the SC Department of Insurance 3. Add a fee to a surplus lines policy in accordance with S.C. Code Ann. § 38-45-160.

4. Access a licensed (admitted) insurance company through another licensed producer of that company (and you do not have an appointment with that company).

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SCHB Self Insurers Fund

We’ve Got Your Back Since 1995

... and Have for Over 20 Years. tands the unique SCHB Self Insurers Fund unders Created for the building indust ry, er your agency is construction indust ry. So wheth cha llenges of the South Carolina f Insurers Fund is countr y or the upstate, SCHB Sel located in the midlands, the low needs. h all their workers’ compensat ion wit nts clie r lde bui r you and you p ready to hel nts wit h their can help you and your builder clie Visit our website to lear n how we workers compensat ion coverage.

SCHB Self Insurers Fund

rance Partnering with South Carolina insu e 1995. sinc agencies and their builder clients 800.678.8178 | schbsif.com

Spring 2016 • South Carolina Agent & Broker

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National Director Jules Anderson, AAI

S

BIG “I” VIRTUAL UNIVERSITY: A VARIETY OF RESOURCES FOR VARIETY OF ROLES AND LEARNING STYLES IN YOUR AGENCY

tarting on page 20, we continue our coverage on insuring drones, this time as it applies to commercial lines with an in-depth article on the latest ISO CGL filings. The major points are that: • Drones are probably in more widespread use than is commonly known.

• Drones are used by many diverse types of businesses, both large and small and are owned, rented, borrowed or used by hired third parties for specific tasks.

• As of April 2015 (when article was originally posted), there is no ISO filing for drones in the Businessowners Program.

• You should ask insureds about their use because they likely won’t think to tell you on their own.

This article by Mike Edwards was originally published on our national association’s Virtual University, which continues to be one of the most underutilized benefits of Big “I” membership. The Big “I” Virtual University is a website (iiaba.net/vu) that gives users access to hundreds of articles on insurance coverage and agency management, links to select ISO forms with explanations as well as free consumer articles for your agency website or newsletter. The Ask an Expert service is like adding 50 insurance experts to your agency staff. Access is limited to Big “I” agency members and paid subscribers only.

Articles, white papers and webinars dealing with the most relevant topics are the easiest to find because they are collected in a section of resource pages. These topics currently include certificates of insurance, “where you reside” issues, perpetuation planning, articles for consumers, terrorism insurance and combating the perception that price is the only significant difference among the policies of different carriers. The latest addition to this list of topics is Talent Recruitment and Development, dedicated to providing agencies with the information on finding, hiring and developing those who work in their agencies. While still early in its development, there are already plenty of links to explore.

Even better than the resource pages, each edition of the bi-weekly VUpoint newsletter delivers six VU articles on a variety of agency issues such as commercial-lines or personal-lines coverage, agency management, sales/marketing, customer service and technology. You do not have to be an agency member to subscribe, although a significant portion of the content does require a member login to access.

If you get tired of reading or just like learning through webinars, VU faculty regularly lead live webinars on relevant topics. Sometimes these webinars are filed for CE credit in South Carolina. The most recent 8

South Carolina Agent & Broker • Spring 2016

examples include “Insurance in the Headlines” as well as an upcoming one in June on drones. See live webinars 2016 schedule below. After its broadcast, webinar recordings are available through the recorded webinars section. Some examples of past topics include: CGL contractual liability, emerging markets of cyberliability, business income and certificates of insurance. Several of the most relevant recorded webinars are available at no cost to IIABSC members. Topics include certificates of insurance, ISO Homeowners changes, cyber risk exposures and time management.

Those members who like learning through engaging webinars should also look into the First Monday Live! series, the VU’s free monthly webcast that covers insurance in the news, features special guests and interviews and of course how to get the most out of the Big “I” Virtual University.

The April session featured Bill Cosby looking to insurance to defend defamation cases, another supposed disrupter that will “revolutionize” the insurance industry, Uber entering food delivery business, Risk Genius allegedly automating policy coverage comparisons, woman successfully suing for walking into a ladder while texting. Register today and view it in the archived recordings, all of which are available on-demand.

As you can see, the Virtual University has a variety of resources for the variety of roles and learning styles within your agency. I hope that for those already making use of the Virtual University that I was able to point out something you may not have previously known about or had the chance to explore. Membership with the Big “I” is an investment in your agency. Start today at iiaba.net/vu.

VU live webinar schedule for 2016 iiaba.net > Education & Events > Webinars April 20: Pollution...You’re Not Properly Insuring It”​ May 11: “The Dumb Things We Do” June: “Drones” July: “Identifying and Fixing Personal Lines Coverage Gaps” August: “Identifying and Fixing Commercial Lines Coverage Gaps” November: “Builders Risk and Installation Floaters” December: “The ‘Teach a Man to Fish’ Approach to Insurance Education”

“ACCESS HOME INSURANCE WAS THERE FOR ME IN MY TIME OF NEED. THEY TOOK CARE OF ME AND I THANK THEM FOR THAT.” —Chantelle Riser, Homeowner On the evening of April 30, 2014 Chantelle Riser was awakened by a booming noise.

“I got up and I could just see fire and smoke. I was grateful no one else was home with me. I ran out the door and a passerby said, ‘Ma’am I just called 911.’

In a matter a minutes, all this damage was done to the home and everything was gone.”

“I phoned Access Home on Sunday, they located my policy and an adjuster was here at 7:00 Monday morning. Access Home came out, they gave me emergency money. The found me a house, with the same number of bedrooms, so I was comfortable, right around the corner in the same neighborhood. They paid the rent until my house was finished.”

“If you’re looking for an insurance company that’s dependable, reliable, fast, makes you feel comfortable and treats you like family, Access Home Insurance is definitely the company to go with. I love them.”

Discover what makes us different. Experience. Knowledge. Performance.

1-888-671-AHIC(2442) www.accesshomeinsurance.com

Meeting my customers where they work.

Crafting each policy to meet different needs.

Partnering with Builders Mutual insurance.

That’s how I get the job done right.

BuildersMutual.com

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South Carolina Agent & Broker • Spring 2016

Young Agents Conference August 4-7

Marriott Grande Dunes, Myrtle Beach, SC A conference especially for your agency’s employees aged 40 or younger to support their interests and development needs in the areas of leadership, sales, relationship building and participation in the political process as well as the more technical aspects of the industry.

This year we return to the beach with a Summer Olympics theme!

TENTATIVE AGENDA (View our website for up-to-date information)

Thursday, August 4 2:30–4:00 pm 4:00–6:00 pm 4:00–6:00 pm

Exhibitor Set-up Registration Open Welcome Reception

Friday, August 5

8:00–9:00 am Breakfast with Exhibitors 9:00–10:45 am CE session (Speaker: Brandie Hinen, Powerhouse Learning) 10:45–11:30 am Break/Networking with exhibitors 11:30 am–12:30 pm Roundtables or breakout sessions 12:30 p.m.

Free time/Lunch on own 2:00–5:00 pm Optional Activity, add’l registration (TBD)

Saturday, August 6 8:00–9:00 am 9:00–10:15 am

10:15–11:00 am 11:00 am 11:00 am–Noon Noon 1:30–4:30 pm 7:00–10:30 pm 7:00–11:00 pm

Sunday, August 7 8:30–9:30 a.m.

Breakfast with exhibitors CE session (Speaker: Ryan Hanley, Agency Nation & TrustedChoice.com) Break/Networking with exhibitors Exhibitor breakdown CE session LUNCH on own Beach games Children’s program Dinner and entertainment

Breakfast Spring 2016 • South Carolina Agent & Broker

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2016 Young Agents Conference Speaker

Brandie Hinen Founder & CEO of Powerhouse Learning powerhouselearning.com

Get off the X date

Four ways to build client relationships throughout the year instead of 90 days before renewal

What kind of relationships are you building? If they’re the kind where you tell people all the great things you can offer 90 days before renewal, you may be way off base—and not even know it.

The best salespeople understand the importance of developing long-term relationships with prospects—not just clients—in order to increase sales. Accomplished sellers also know the value of maintaining a wide and varied stream of two-way communication with current clients to ensure they remain clients.

But consider a different approach to the norm: Focus on developing a long-term relationship with your prospects so that when they’re ready to buy, they think of you. Some statistics suggest a person may not be ready to seriously consider a change until making up to 10 connections.

Clearly, there are challenges. The Internet is a vast resource for consumers who shop for products 24/7. Any web browser can offer you all manners of alternatives as the No. 1 source for your prospects and clients. One example? The web routinely reminds consumers they can cancel their policy at any time—and that they don’t have to wait until renewal to do so.

How do you avoid receiving your insurance carrier’s notice that your client is taking a pro-rate and canceling before the X date?

Simple: You never stop relationship building. Here are a few tangible ways you can get to know a person throughout the calendar year—and protect the valuable client relationship in the process.

Consider each prospect as a potential friend. A mutual business acquaintance referred Paul to me. Early in the fall, we discussed some of the challenges he was facing in a tough economy. His current client base was steady, but declining in the difficult market. To make matters worse, one of his top accounts went out of business.

I talked with Paul every week or so, sharing mutual business ideas and war stories. A couple weeks ago, he told me he had been talking with his partners about all the cool things he’d been doing since we met. In fact, his business opportunities were up higher 12

South Carolina Agent & Broker • Spring 2016

than anyone in the firm, and he was receiving referrals to new potential clients that made his existing prospect list look like fishing for sardines. He was also introducing me to his other connections.

Paul had more referrals on his desk than ever in his career— so much that he found he had to get really organized in order to handle all the people coming his way. And as a result, I landed an invitation to a partner meeting. Paul ended up with a personal story and real-world results, not because I tried to “sell” him anything, but because of our ongoing business friendship.

People buy from people they like, and they buy when they’re ready to buy. They don’t buy just because you’re ready to sell them something.

If you’re nervous about building relationships with total strangers, your focus is more on yourself than the other person.

Think about it: When you’re genuinely interested in another person, nothing you have to say really matters. Keep your focus on the other person by caring enough to ask questions about who they are and what matters to them. You’ll be glad you did— and you’ll find that they will be, too.

Ask the right questions. When you ask questions, you’ll uncover genuine challenges that people face. Rather than just feeling them out for a good sale, discover their concerns, be honest if you aren’t the best one to help and refer them to associates and friends that can help make a difference.

Here are some good questions that can help you prompt services off X date: • “So, Ken, what are some of the biggest challenges you’re seeing in your market right now?”

• “What’s one of the messages you’d like to get across to your [sales]/[customer service]/[something else] team?”

If you have ideas that could help, offer a story about a time when you or someone in your office has encountered a similar dilemma. Provide specific details without betraying confidences and offer to send relevant material via email:

•

•

Try suggesting an alternative source that may offer additional guidance. For example: “Ed, now that I know more about what you’re facing, I’d like to introduce you to Jason Davis at First National. In fact, I’ll be happy to send Jason an email that you’re looking for some creative ideas on your property deal, and I’ll cc you.”

“Ed, now that I understand more of the topics you’d like to get through to your sales team, I’m wondering if you’d be open to having me and our sales manager come out and do your next sales meeting. We’ll put together an outline of what we’ve discussed and send it over for your thoughts.”

Special tip: Be sure to give a “by when”—and then be sure to keep your word. Your email subject line should say, “introduction/ information as promised.”

Stay on top of the timeline. Business reality is that your prospects face break-downs, challenges, conflicts, issues and problems throughout the calendar year. You—yes, you—have the services, perspective, experience, connections and insight to offer over the course of that same calendar year that may make a big difference to them, if only as a second opinion.

Focus on the timeline of relationship. Rather than waiting for a possible 18-month cycle, potential business will come to you to talk about your agency’s area of expertise well in advance of that 90-day desperate dash to the finish line.

Wear your efforts on your sleeve. Bring this topic to your next producer meeting: Designate someone as the whiteboard scribe while the rest of you list all the services your agency offers. Include even the ones you think are simple and mundane.

More than 65 percent of people—including your prospects and clients—are visual learners. Your clients and prospects alike don’t know what you really do. They don’t see the work you perform behind the scenes. In this case, what they don’t know can hurt you when it comes to renewal time.

Kill the illusion by using your new list of services to prompt an onsite visit with your top accounts, top prospects and top buddies from the last year’s worth of networking meetings. Ask them what areas they would be interested in knowing more about, including other lines of business, and who they know that may be interested in your approach.

Please, for the love of all things pure and good, do not make all of this about insurance. Ask clients and prospects about their interest in ways you can help them a) lower costs, b) increase sales and c) bring value to their own client base.

All businesses must grow or they will die. Cultivate worthwhile relationships and do something to make a difference for your clients by talking to them outside the typical conversation on their X date.

Originally published in Proceedings Magazine (US Naval Institute), May 2009. Reprinted with permission.

PROSPECT CLOCK What about prospecting? Many producers will make a few calls with a prospect and give up after the second or third contact. They aren’t persistent and their focus isn’t on building relationships—only on trying to get a quick sale.

You already know how important it is to identify exactly what a prospect values most, right? So with each contact, be sure to find out. Ask probing questions that lead to the answers about value.

Building relationships is tough because it takes time. Prospective customers already view your product as a commodity to some degree, so how do you differentiate yours? Focus on a unique feature or advantage and tie it to what your prospect values most. Many producers just don’t have the patience or a system that keeps them focused on developing relationships so they get the sale.

It’s all about building trust between you and the prospect, and that takes time, perseverance and planning. When you establish a high-trust relationship, you have the inside track and your client may not even give your competitors an opportunity to quote when it’s renewal time.

STATISTICS SHOW: • 48% of salespeople never follow up with a prospect.

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25% of salespeople make a second contact with a prospect

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12% of salespeople make three contacts with a prospect

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10% of salespeople make more than three contacts with a prospect

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2% of sales come from the 2nd contact

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5% of sales come from the 3rd contact

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10% of sales come from the 4th contact

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80% of sales come from the 5th–11th contact

Armed with these statistics, it only makes sense that a good selling strategy involves multiple, systematic contacts over time—which equals building a hightrust relationship. —B.H. Spring 2016 • South Carolina Agent & Broker

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2016 Young Agents Conference Speaker

Ryan Hanley Agency Nation & TrustedChoice.com

Don’t pass off the work:

I’m looking at you, Young Agents

Young agents are the future of the independent insurance industry. In the past six years I’ve spoken with hundreds, if not thousands of young agents throughout the country. There is always this infectious enthusiasm to the way young agents approach insurance business.

Young agent enthusiasm is particularly apparent for the sales, marketing and customer experience strategies shared in my Stand Out presentation. It’s logical to assume that this enthusiasm follows young agents back to their agency. It doesn’t, at least not always.

When we drill into the young agent mindset, their enthusiasm is often followed by a “but:” • “We know we need a new website, but…”

• “I’d love to start blogging, but…”

• “We used to have a newsletter, but…”

DON’T PASS OFF THE WORK.

Neither option is wrong. There is nothing shameful in being happy with what you have today. We must fight the pressure applied by the “Failure Culture” buzzwords and philosophies spreading through the business marketplace.

If you’ve achieved your goals, then congratulations. Be happy.

However, it’s easy to claim you want to build a world-class agency and then settle into comfortable life the insurance industry provides, using “but” as the foundation for complacency. We default to what comes easy, says digital media entrepreneur Gary Vaynerchuk.

Gary is right, Young Agents. YOU are the only obstacle. Here a little reality every young agent must come to grips with: • Your agency principle isn’t holding you back.

• Insurance company technology isn’t holding you back.

• Direct and captive competition isn’t holding you back.

• The modern insurance consumer isn’t holding you back.

• Reduced commissions aren’t holding you back.

Listen. We have two options: • We can be happy with what we have or, • We can push ourselves to grow.

Young agents are the future of the independent insurance industry. We all must do everything we can to create an environment in which young agents can succeed. That

Every young agent faces a “but.” Each is their own personal rationalization for NOT doing the work necessary to stand out online. It’s their excuse. And each “but” has its own level of legitimacy as an obstacle to growth and success. Regardless of legitimacy, make no mistake, they are still excuses and no one has ever been honored for their ability to recognize excuses.

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South Carolina Agent & Broker • Spring 2016

being said, young agents it’s time to take the training wheels off and own your future success.

Here are a couple examples of young agents crushing common obstacles: The Insurance Alliance (www.theinsurancealliance.com) Jason Cass lives in a town of less than 25,000. He started The Insurance Alliance (called JDC Insurance at the time) in his basement with no budget.

He now has two producers, a physical office in town and uses WAHVE to handle customer service needs. There are a hundred excuses he could use to explain struggling growth in these difficult times. Instead, Jason took ownership of his future and is growing his business.

I80 Insurance (i80insurance.com) Founded by Shane Eastman and Nicholas Ayers, I80 Insurance has never underestimated the power of branding in growing their young agency. Shane and Nick have consistently taken calculated risks to reach their target market. One such project is The Insurance Chef, a niche marketing campaign playing off the culinary expertise of Nicholas Ayers.

Effective Coverage (www.effectivecoverage.com) Eric Narcisco, the founder of Effective Coverage, left a budding career at Chubb to start a national renters insurance agency (at the time, by all measures, a crazy decision). So he built his own agency management system, website and established carrier appointments with whoever would take him.

Policy by policy, year by year, Eric built his business from stealing coffee shop wi-fi to more than 10,000 policies in force.

Here’s the rub: Young agents come in all shapes and sizes and every young agent faces their own unique set of obstacles. What we learn from the young agents who’ve taken ownership of their success is simple: Obstacles are only obstacles until they’re not.

Jason Cass, Shane Eastman, Nicholas Ayers and Eric Narcisco have overcome many obstacles, and there are no doubt many more to come. What they all have in common is they don’t pass on the work.

They do the work. Will you?

(Previously ran on AgencyNation.com in Dec. 2015)

63

DECADES

of combined underwriting experience

40%

of J.M. Wilson underwriters play a musical instrument

KNOWLEDGE MORE THAN JUST A PRETTY FACE

1 in 2

J.M. Wilson associates have earned an insurance designation

SURETY TRANSPORTATION PROPERTY & CASUALTY PERSONAL LINES BROKERAGE / PROFESSIONAL

MGA and E&S Broker since 1920

(800) 666-5692 | JMWILSON.COM Spring 2016 • South Carolina Agent & Broker

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2015

InsurPac contributors

InsurPAC is the political action committee of our national association. Funds are raised through voluntary personal contributions from independent agents and brokers across the country. With these funds, InsurPAC helps elect candidates and re-elect members of Congress who share our business philosophy. It is also the simplest way for agents to take action and participate in the legislative process.

Our federal governmental affairs program had two wins in early 2015 with the passage of the Terrorism Risk Insurance Program

Millennium Club

Reauthorization of 2015, which both extended the federal terrorism insurance program and established the National Association of Registered Agents & Brokers to streamline nonresident licensing. We sincerely thank everyone listed below for contributing at a level at which they were comfortable, and encourage members to do the same in 2016 in for the upcoming elections. For more info, please contact our state InsurPac Chairman Gus Brabham at gus.brabham@ regions.com or 803-351-3743.

Paul Durban, Durban Laird’s Inc Kent Edwards, Correll Insurance Group, Inc. Jon Jensen, Correll Insurance Group James Gill, Gill Insurance Agency Paul Grich, CSP Insurance Services Centennial Club Richard Hutson Jr., William Means Co Insurance Julius Anderson Jr., Anderson Ins Assocs LLC James Jordan, CSP Insurance Services Tom Bates Jr., Herlong Bates Burnett Insurance, Inc. L Victor Jowers Jr., Upchurch & Jowers Ins. Agency Ashley Brady, First Charter Co Inc Larry Joyner, CWS Ins. Agency Inc Peter Burrous, Johnson & Johnson, Inc. Mgrs. CMGA Rebecca McCormack, IIABSC Gary Cornell, AFCO/Prime Rate Premium Finance John Paul, Anderson Ins. Assocs LLC Kenneth Finch, Adams Eaddy & Associates Ryland Shaw, III, Atlantic Shield Ins. Group, LLC James Galloway Jr., Peoples First Insurance Vance Stine, III, Sifford-Stine Ins. Agency Kathy McKay, McKay Insurance Inc Christopher Tidwell, Tidwell Agency, Inc. R. Scott Moseley, Irmo Insurance Agency Inc Richard Walker, CSP Insurance Services James Rowe, Kinghorn Insurance Agency LLC Matthew Wiseman, Peoples Underwriters, Inc. G Frank Sheppard, IIABSC Paul Steadman, The Steadman Agency Inc Founders Club James Taylor Jr., Kinghorn Ins Agency of Beaufort Andrew Theodore, Theodore & Associates Insurance Faye Bradham, Bradham Ins Agency Jeffrey Brice, Tilghman Ins. of Myrtle Beach, LLC C Ross Turner III, The Turner Agency, Inc. C. Fletcher Carter IV, Pinckney-Carter Company William Carter, Pinckney-Carter Company Gold Club Jeffry Colet Jr., Russell Massey & Co Inc. Angus Brabham IV, Regions Insurance Laura Cornell, IIABSC John Braddy, Braddy Insurance Inc Pamela Day, Correll Insurance Group, Inc. Harrison Cline, The Furman Co Ins Agency Angela Douda, Adams Eaddy & Associates John Cook, John T Cook & Assocs Brian Eanes, Anderson Ins Assocs LLC Felicia Cox, Centauri Specialty Insurance Company Susan Edenfield, Anderson Ins Assocs LLC Lee Ellis, Ellis Realty & Insurance Agency, Inc. James Elliott, Correll Insurance Group Dana Groome, Peoples Underwriters Inc Charles Fender, Wannamaker Agency Harry Lovelace, Correll Insurance Group Jane Greene, Lowcountry Insurance Services Inc Andrew Muller, Mappus Ins Agcy Inc Ryan Hamm, Sadler & Hamm Inc Robert Nalley, Creech Roddey Watson Ins Robert Hammett, CWS Ins Agency Inc Terry Tadlock, Coastal Plains Insurance, LLC Wade Hardin, CWS Ins Agency Inc Tonya Thomason, David A Crotts & Associates Melody Herring, Russell Massey & Co Inc. Richard Walker, CSP Insurance Services Evander Jeffords Jr., Kinghorn Ins. Agency LLC Phillip Wright, Smart Choice Agents of SC Harry Lovelace, Correll Insurance Group Teresa Yount, Correll Insurance Group, Inc. Felix McLellan Jr., Dillon Ins Agency Inc C. Robert Moseley, Irmo Insurance Agency Inc Robin Newton, Smoak Insurance Agency Inc Pioneer Club William O’Shields, Correll Insurance Group, Inc. Cheryl Baker, Systems Search Lynn Owens, Aiken & Company William Bowers, Russell Massey & Co Inc. Joseph Powell, First Charter Co Inc Edward Bynum, Bynum Insurance Susan Rush, Builders Mutual Ins Co Jay Campbell, CSP Insurance Services Richard Smoak, Smoak Insurance Agency Inc Stephen Cannon, Law Insurance Agency, Inc. Gloria Spivey, Howard B. Smith Agency Diane Cannup, Adams Eaddy & Associates Virginia Taylor, Anderson Ins Assoc of Pawleys Is Michael Carriker, Waccamaw Ins. Services, Inc. Nate Toms III, CWS Ins Agency Inc Beth Chastie, IIABSC Mary Ann Watson, Ellis Realty & Ins. Agency, Inc. David Cyphers, Sifford-Stine Ins. Agency Rae Whisenant, CWS Ins Agency Inc Charles Dorton, Russell Massey & Co Inc. Stephen Williams, CWS Ins Agency Inc

16

South Carolina Agent & Broker • Spring 2016

Arthur Yex, CWS Ins Agency Inc

General Contributors

Jeffrey Althoff, III, Lowcountry Ins. Services Inc. Mary Ambos, Irmo Insurance Agency Inc Tara Anderson, Chandler Insurance LLC Chris Bagwell, Carolina Insurance Group of SC Inc Christine Baker, Adams Eaddy & Associates Carol Ballenger, Correll Insurance Group, Inc. Maria Barrantes, Correll Insurance Group, Inc. Freddia Bartless, David A Crotts & Associates Suzann Bartley, Preferred Specialty, LLC Zach Bartness, Shared Alliance Insurance Stephanie Barton, Chandler Insurance LLC Parker Bennett, Hutchison Group, Inc. Marshall Benson, Benson Insurance Agency Ruth Ann Betham, Citizens Insurance Agency, Inc. Gina Bloomer, Correll Insurance Group Ad Boyle, Keenan Suggs Barbie Bradham, Bradham Ins Agency Ruth Brady, First Charter Co Inc Ann Bridges, Correll Insurance Group, Inc. J.D. Brock, Universal North America Kymberley Brown, Coastal Plains Insurance, LLC Patricia Brown, Howard B. Smith Agency John Broyles, Standard Premium Finance James Robert Bryant Jr., Robert Bryant & Son Inc Tammy Bryant, Chandler Insurance LLC Jolene Buchanan, Coastal Plains Insurance, LLC Connie Bullard, Braddy Insurance Inc Mark Burdette, Chandler Insurance LLC Christina Burnett, Coastal Plains Insurance, LLC Lynne Burnett, Correll Insurance Group Dena Byrd, David A Crotts & Associates Angele Byrne-Barker, Coastal Plains Insurance, LLC Candy Campbell, Correll Insurance Group Jimmy Cannizzaro, Johnson & Johnson, Inc. Mgrs.

William Carpenter Kelley Cash, Correll Insurance Group, Inc. Barbara Causey, Braddy Insurance Inc Derrik Chandler, Chandler Insurance LLC Thomas Chandler, RV Chandler & Assocs Inc Heather Clark, Braddy Insurance Inc Paul Clark, Adams Eaddy & Associates Jackie Clayton, Correll Insurance Group Kevin Clegg, Coastal Plains Insurance, LLC James Coleman, The United Agency Benjamin Correll, Correll Insurance Group, Inc. Carrie Cox, John T Cook & Assocs Ryan Creamer, Chandler Insurance LLC Continued on page 18

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Spring 2016 • South Carolina Agent & Broker

17

2015 InsurPac Contributors – continued David Crotts, David A Crotts & Associates Judy Crotts, David A Crotts & Associates Drew Cyphers, Outlier Studios Ashleigh Damico, Coastal Plains Insurance, LLC Jennifer Davis, Braddy Insurance Inc Connie Dolan, Coastal Plains Insurance, LLC Ginger Douglas, Adams Eaddy & Associates Kenneth Dunnett, Risk Innovations, LLC Beverly Duvall, Herlong Bates Burnett Ins., Inc. Kristie Dye, Coastal Plains Insurance, LLC William Eaddy, Adams Eaddy & Associates William Paul Eaddy Jr., Adams Eaddy & Associates Ryan Eaddy, Adams Eaddy & Associates John Ehlers, HUB International Southeast Deanna Ermson, Correll Insurance Group, Inc. Jennifer Eskew, John T Cook & Assocs Haley Everett, Jackson Sumner and Associates McGee Faircloth, John T Cook & Associates Timothy Faulhaber Sr., Correll Ins. Group, Inc. David Finley Jr., Russell Massey & Co Inc. Susan Finley, Herlong Bates Burnett Insurance, Inc. Alex Fournil, Vista Insurance Group William Fowles, Adams Eaddy & Associates Stephanie Freeman, Herlong Bates Burnett Ins. William Fuge, II, Kinghorn Insurance Agency LLC Janet Garrett, The United Agency Francis Garrison, Sr., Capitol Preferred Ins. Co. Adam Geiss, Hull & Company, Inc. Ann George, Correll Insurance Group Debra Gist, Correll Insurance Group, Inc. Thomas Glaz, Adams Eaddy & Associates Shannon Graham, First Charter Co Inc Mike Greenhall, Amerisafe Pat Gregersen, Adams Eaddy & Associates Kelly Hall, Correll Insurance Group, Inc. Lynn Hall, David A Crotts & Associates Meghan Haller, Herlong Bates Burnett Ins., Inc. Jeff Halseth, Coastal Plains Insurance, LLC Alice Hamm, Auto-Owners Insurance David Hanor, Advisors Insurance Agency Edmund Hardy, Adams Eaddy & Associates Wendy Harvey, Coastal Plains Insurance, LLC Bryan Hatfield, Jr., Palmetto Pride Insurance LLC Katrina Hayes, Correll Insurance Group Brook Heider, Field Insurance Agency, Inc. Kristie Hendrick, Peoples Underwriters Inc Michael Herlong, Herlong Bates Burnett Ins., Inc. Cheryl Hiers, John T Cook & Assocs II Robert Hiers, John T Cook & Assocs Elizabeth Hinen, Adams Eaddy & Associates Christy Hobson, Herlong Bates Burnett Ins., Inc. Thomas Holcombe, Irmo Insurance Agency Inc Darrell Hood, Correll Insurance Group Angela Horton, Correll Insurance Group, Inc. Carmen Horton, Correll Insurance Group James Hudson, Coastal Plains Insurance, LLC Melissa Hurst, Herlong Bates Burnett Ins., Inc. Pat Hurst, Correll Insurance Group, Inc. Joyce Hyder, Landrum Insurance Agency, Inc. Marla Jackson, Adams Eaddy & Associates Erica James, Coastal Plains Insurance, LLC Phillip Jerome, Correll Insurance Group Carrie Johnson, Carrie Johnson Agency, Inc. Chris Johnson, David A Crotts & Associates

18

South Carolina Agent & Broker • Spring 2016

Galaxy Johnson, John T Cook & Assocs Judith Johnson, Adams Eaddy & Associates Mark Johnson, Carrie Johnson Agency, Inc. Colan Johnson, Palmetto Ins & Financial Svcs, LLC James Julian, Coastal Plains Insurance Susan Kampe, Adams Eaddy & Associates John Katsaras, Pinckney-Carter Company Sara Kent, Adams Eaddy & Associates Marshall Keys, Palmetto Insurance Amy Kinasch, Coastal Plains Insurance, LLC Christina Lambert, Braddy Insurance Inc Kaye Larrimore, Howard B. Smith Agency Chad Laughner, St. Johns Insurance Company Tammy Lawhorn, Chandler Insurance LLC Edward Lee, Turbeville Ins Agency Inc David Levinson, The Stover Company Inc. April Lewis, Howard B. Smith Agency Tammy Lindey, Correll Insurance Group Meredith Little, Adams Eaddy & Associates Stephanie Lockwood, Correll Ins. Group, Inc. Gregg London, HICI Melyssa Mappus, Coastal Plains Insurance, LLC Grady Marsh, Carolina Pottery Charles Marshall, Mappus Ins Agcy Inc Mike Massey, Davis & Massey Insurance Agency Inc Gabrielle Mattison, Chandler Insurance LLC Robert Mattucci, Standard Premium Fin Leroy Maxwell, Turbeville Insurance Agency Erin McAllister, David A Crotts & Associates Amy McCabe, John T Cook & Assocs John McClintock, The United Agency Myra McClure, Correll Insurance Group Claire McCormack, Coastal Plains Insurance, LLC Nataniel McDuffie, Braddy Insurance Inc Emily McFadden, John T Cook & Assocs Cindy McGuire, Coastal Plains Insurance, LLC Joseph McKain, South Risk Management, LLC David McLellan, Safeco Insurance Company William McLellan, Penn National Lisa Meares, Howard B. Smith Agency Ruth Mickler-Williams, Chandler Insurance LLC Debbie Miller, Irmo Insurance Agency Inc Lonnetta Morelock, Correll Insurance Group Tina Murphey, Correll Insurance Group, Inc. Brock Murphy, Turbeville Ins Agency Inc Randall Murphy, David A Crotts & Associates Benjamin Myers, Russell Massey & Co Inc. Andrew Nason, Adams Eaddy & Associates Kiley Neal, Herlong Bates Burnett Insurance Julie Nelson, John T Cook & Assocs Teri Newmark, Correll Insurance Group, Inc. Kym Newton, David A Crotts & Associates Margaret Nowlin, Coastal Plains Insurance, LLC Stanley Ochocinsky, Adams Eaddy & Associates Eleanor Oswald, Anderson Ins Assocs LLC Christopher Oxford, Pinckney-Carter Company Lori Painter, Landrum Insurance Agency, Inc. Rudolph Painter, Countybanc Insurance, Inc Telfair Parker, Anderson Ins Assocs LLC Brian Payne, Field Insurance Heather Peek Dennesia Peterson, Correll Insurance Group, Inc. Adam Phelps, Russell Massey & Co Inc Tish Pollard, Correll Insurance Group, Inc.

Leys Poore, David A Crotts & Associates Preston Poore, David A Crotts & Associates Brenton Poston, Performance Ins. Agency, LLC Lisa Powell, David A Crotts & Associates Michele Poyner, Irmo Insurance Agency Inc Ann Price, Landrum Insurance Bonita Rabon, Adams Eaddy & Associates Kristin Rainey, Coastal Plains Insurance, LLC Maria Rains, Correll Insurance Group, Inc. Mitzi Randall, David A Crotts & Associates Patrick Rawlins, Herlong Bates Burnett Insurance Bill Rector, All Risks Ltd David Rembert, Pinckney-Carter Company Phil Richardson, Field Insurance Agency, Inc. Renado Robinson, Crosswinds Ins. Agency LLC Robert Sanders Jr., Preferred Specialty, LLC Shelley Schommer, First Charter Co Inc George Schwab, Correll Insurance Group Nicole Seaford, Correll Insurance Group Raymond Sessions Jr., Tilghman Insurance Agency Brandolyn Shealy, SC Home Builders SIF Clifford Shealy, Midlands Insurance Center, Inc. Lisa Skinner, Preferred Specialty, LLC Brittany Smith, Correll Insurance Group, Inc. Karen Smith, Correll Insurance Group, Inc. Tammie Smith, Correll Insurance Group, Inc. Victoria Solorza, SECU Linda Sorrow, Correll Insurance Group Debra Souther, Law Insurance Agency, Inc. John Spence, Anderson Ins Assocs LLC Eileen Spielmeyer, Coastal Plains Insurance, LLC Randy Stec, Countybanc Insurance, Inc Jennifer Stepp, Adams Eaddy & Associates Paul Stewart, Adams Eaddy & Associates Alisa Stokes, Adams Eaddy & Associates Joseph Stringer, Anderson Ins Assocs LLC Matthew Summerell, Liberty Mutual Business Ins. Amanda Surface, Correll Insurance Group, Inc. Lacy Sutton, RH Smith Wendell Sutton, HUB International Southeast Curtis Taylor, Herlong Bates Burnett Insurance, Inc. Robbie Templeton, Countybanc Insurance, Inc William Thomason Jr., Citizens Ins. Agency, Inc. John Thomason, Citizens Insurance Agency, Inc. Meredith Thomason, Citizens Ins. Agency, Inc. Marjorie Toms, Adams Eaddy & Associates Steven Tripi, Sifford-Stine Ins Agency Lynn Trowbridge, Berkley Southeast Ins.Group Peter Vaska, Atlantic Shield Insurance Group, LLC Robert Walker, Landrum Ins Agency Inc Joye Wall, Anderson Ins Assocs LLC Cameron Ward, Coastal Plains Insurance, LLC David Weber, Preferred Specialty, LLC Maxie Welch, Enterprise Insurance Agency Donna West, John T. Cook & Associates Justin Wetzel, John T Cook & Assocs Connie White, Law Insurance Agency, Inc. Karen White, The United Agency James Wieczorek, Adams Eaddy & Associates Becky Williams, Adams Eaddy & Associates Kassie Williams, South East Coastal Underwriters Derrick Wrigley, Adams Eaddy & Associates Courtney Young, Adams Eaddy & Associates Joseph Young, Liberty Mutual Business Ins.

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Stay connected. buildersmutual.com Spring 2016 • South Carolina Agent & Broker

19

[

In the Winter 2016 edition of SC Agent & Broker we ran an article about drones and personal-lines insurance with the promise to run the companion article on the ISO CGL by the author. However when we looked it up on the Virtual University, there was notice that a more in-depth and up-todate article was available, which appears below. It was originally published April 22, 2015.

[

TECHNICAL ADVISORY ON NEW ISO CGL FILING ON DRONES

By Mike Edwards, CPCU, AAI, IIABA Big “I” Virtual University Faculty In December 2014, the Insurance Services Office (ISO) introduced a countrywide filing related to drones for Commercial General Liability (CGL) and Commercial Liability Umbrella programs. The proposed adoption date is June 2015.

MAIN POINTS:

2.

Drones are currently used by many diverse types of businesses, both large and small. Some businesses own drones, while others rent or borrow them, or hire third parties to perform specific tasks.

3.

At present, there is no ISO filing for drones in the Businessowners Program.

4.

Insurers and insurance producers should be alert to possible drone use by their commercial insureds.

Important issues. There are several important issues to consider about drones and commercial liability insurance: 1.

Drones are probably in more widespread use than is commonly known, despite the fact that the FAA (Federal Aviation Administration) is not expected to issue its final rules on drone usage until sometime in 2016.

Drones and the FAA. Drones, also known as “unmanned aircraft,” have shown enormous potential commercial value in myriad industries and businesses. The FAA is currently working on rules and regulations for drones – which at present are generally illegal to operate. Some businesses have been granted special FAA exemptions – mostly for testing and research – while others operate without authority. At present, the FAA has granted 69 exemptions. A review of the list will show the types of businesses currently operating drones with permission. News reports, however, clearly reveal that many drones are currently operating without FAA exemptions. Link: FAA Drone Exemptions (https://www. faa.gov/uas/legislative_programs/section_333/) A recent Wall Street Journal article on drone usage had a very revealing title: “Drone Ban? Corporations Skirt Rules.” The article interviewed employees in businesses that currently use drones, including construction, agriculture, industrial maintenance, real estate, car dealerships shooting promotional videos, data analytics firms, and so forth.

When asked about the FAA ban, one supervisor commented, “Officially, the FAA’s stance is, ‘You can’t do that.’ But they say you can’t drive 70 miles per hour on a 50-mile-per-hour freeway.”

Another factor in the use of drones by many businesses without FAA authority was illustrated in another recent Wall Street Journal article, in which it was reported that Amazon had just received FAA approval for a drone that was already outdated, given the rapid pace of drone technology.

The present FAA approval procedure is said to follow the same regimen that is used to approve new designs or changes to commercial aircraft.

The CGL and drones. The unendorsed ISO CGL excludes certain liability exposures related to “aircraft.” While the CGL does not define the term “aircraft,” by any reasonable interpretation, it would include drones. Excerpt: 20

South Carolina Agent & Broker • Spring 2016

CG 00 01 04 13 Commercial General Liability Coverage Form Section I – Coverages Coverage A – Bodily Injury and Property Damage Liability 2. Exclusions This insurance does not apply to: g. Aircraft, Auto Or Watercraft “Bodily injury” or “property damage” arising out of the ownership, maintenance, use or entrustment to others of any aircraft, “auto” or watercraft owned or operated by or rented or loaned to any insured.

Use includes operation and “loading or unloading.”

This exclusion applies even if the claims against any insured allege negligence or other wrongdoing in the supervision, hiring, employment, training or monitoring of others by that insured, if the “occurrence” which caused the “bodily injury” or “property damage” involved the ownership, maintenance, use or entrustment to others of any aircraft, “auto” or watercraft that is owned or operated by or rented or loaned to any insured.

This exclusion does not apply to: (1) A watercraft while ashore on premises you own or rent; (2) A watercraft you do not own that is: (a) Less than 26 feet long; and (b) Not being used to carry persons or property for a charge; (3) Parking an “auto” on, or on the ways next to, premises you own or rent, provided the “auto” is not owned by or rented or loaned to you or the insured; (4) Liability assumed under any “insured contract” for the ownership, maintenance or use of aircraft or watercraft; or (5) “Bodily injury” or “property damage” arising out of:

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21

(a) The operation of machinery or equipment that is attached to, or part of, a land vehicle that would qualify under the definition of “mobile equipment” if it were not subject to a compulsory or financial responsibility law or other motor vehicle insurance law where it is licensed or principally garaged; or (b) The operation of any of the machinery or equipment listed in Paragraph f.(2) or f.(3) of the definition of “mobile equipment.”

Comments: 1. The unendorsed CGL excludes under Coverage A, any BI or PD arising out of the ownership, maintenance, use or entrustment to others of any aircraft...owned or operated by or rented or loaned to any insured. While absent a definition in the CGL, common definitions of “aircraft” include “any contrivance used or designed for flight,” and “a vehicle for traveling through the air.”

2. The exclusion only applies to aircraft which are owned, operated, rented or loaned to any insured. Therefore, the insured still has coverage for vicarious liability, such as arising from aircraft owned or used by sub-contractors or independent contractors, etc.

3. There is also an exception to the aircraft exclusion for certain contractual liability arising from aircraft [2.g.(4)].

4. The aircraft exclusion only applies to Coverage A – Bodily Injury and Property Damage.

THE ISO DRONE FILING The ISO filing will introduce seven new endorsements to the CGL, seven new endorsements to Commercial Umbrella/Excess forms, with revisions to two current CGL endorsements, and revisions to two current Commercial Umbrella/Excess endorsements. All will have an edition date of “06 15.”

In the Explanation of Change portion of the filing, ISO describes the purpose and scope of the filing as follows: “We are introducing several optional endorsements to enhance the underwriting flexibility in addressing drone-related liability exposures under ISO’s Commercial General Liability Coverage Part, Owners and Contractors Protective Liability Coverage Part, Commercial Liability Umbrella Coverage Part, and Commercial Excess Liability Coverage Part.”

Summary of New Endorsements Note: A definition of “unmanned aircraft” is included in the filing.

CG 21 09 Exclusion – Unmanned Aircraft (1) Excludes unmanned aircraft for Coverage A – Bodily Injury and Property Damage.

(2) Excludes unmanned aircraft for Coverage B – Personal and Advertising Injury.

CG 21 10 Exclusion – Unmanned Aircraft (Coverage A Only) (1) Excludes unmanned aircraft for Coverage A – Bodily Injury and Property Damage.

CG 21 11 Exclusion – Unmanned Aircraft (Coverage B Only) (1) Excludes unmanned aircraft for Coverage B – Personal and Advertising Injury.

CG 24 50 Limited Coverage For Designated Unmanned Aircraft 22

South Carolina Agent & Broker • Spring 2016

(1) Provides coverage for specific unmanned aircraft, and specific operations or projects, described in the Schedule.

(2) Applies to Coverage A – Bodily Injury and Property Damage and Coverage B – Personal and Advertising Injury.

CG 24 51 Limited Coverage For Designated Unmanned Aircraft (Coverage A Only) (1) Provides coverage for specific unmanned aircraft, and specific operations or projects, described in the Schedule.

(2) Applies to Coverage A – Bodily Injury and Property Damage only.

CG 24 52 Limited Coverage For Designated Unmanned Aircraft (Coverage B Only) (1) Provides coverage for specific unmanned aircraft, and specific operations or projects, described in the Schedule.

(2) Applies to Coverage B – Personal and Advertising Injury only.

CG 29 60 Exclusion – Unmanned Aircraft (1) Used only with the Owners and Contractors Protective (OCP) Coverage Form (2) Excludes coverage for unmanned aircraft.

CU 21 71 Exclusion – Unmanned Aircraft (1) Used with Commercial Umbrella.

(2) Tracks CG 21 09.

CU 21 72 Exclusion – Unmanned Aircraft (Coverage A Only) (1) Used with Commercial Umbrella.

(2) Tracks CG 21 10.

CU 21 73 Exclusion – Unmanned Aircraft (Coverage B Only) (1) Used with Commercial Umbrella.

(2) Tracks CG 21 11.

CU 24 50 Limited Coverage For Designated Unmanned Aircraft (1) Used with Commercial Umbrella.

(2) Tracks CG 24 50.

CU 24 51 Limited Coverage for Designated Unmanned Aircraft (Coverage A Only) (1) Used with Commercial Umbrella.

(2) Tracks CG 24 51.

CU 24 52 Limited Coverage for Designated Unmanned Aircraft (Coverage B Only) (1) Used with Commercial Umbrella.

(2) Tracks CG 24 52.

CX 21 71 Exclusion – Unmanned Aircraft (1) Used with Commercial Excess Liability.

(2) Excludes coverage for unmanned aircraft.

NEW ENDORSEMENT – CG 21 09 06 15 (Note: This endorsement has three sections (A., B., and C.). Each section is discussed separately below.)

Spring 2016 • South Carolina Agent & Broker

23

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South Carolina Agent & Broker • Spring 2016

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(Here is section A. of the CG 21 09 06 15): CG 21 09 06 15 Exclusion – Unmanned Aircraft This endorsement modifies insurance provided under the following: COMMERCIAL GENERAL LIABILITY COVERAGE PART A. Exclusion 2.g. Aircraft, Auto Or Watercraft under Section I - Coverage A - Bodily Injury And Property Damage Liability is replaced by the following: 2. Exclusions This insurance does not apply to: g. Aircraft, Auto Or Watercraft (1) Unmanned Aircraft “Bodily injury” or “property damage” arising out of the ownership, maintenance, use or entrustment to others of any aircraft that is an “unmanned aircraft”. Use includes operation and “loading or unloading.”

This Paragraph g.(1) applies even if the claims against any insured allege negligence or other wrongdoing in the supervision, hiring, employment, training or monitoring of others by that insured, if the “occurrence” which caused the “bodily injury” or “property damage” involved the ownership, maintenance, use or entrustment to others of any aircraft that is an “unmanned aircraft.”

(2) Aircraft (Other Than Unmanned Aircraft), Auto Or Watercraft “Bodily injury” or “property damage” arising out of the ownership, maintenance, use or entrustment to others of any aircraft (other than “unmanned aircraft”), “auto” or watercraft owned or operated by or rented or loaned to any insured. Use includes operation and “loading or unloading.”

This Paragraph g.(2) applies even if the claims against any insured allege negligence or other wrongdoing in the supervision, hiring, employment, training or monitoring of others by that insured, if the “occurrence” which caused the “bodily injury” or “property damage” involved the ownership, maintenance, use or entrustment to others of any aircraft (other than “unmanned aircraft”), “auto” or watercraft that is owned or operated by or rented or loaned to any insured.

This Paragraph g.(2) does not apply to: (a) A watercraft while ashore on premises you own or rent; (b) A watercraft you do not own that is: (i) Less than 26 feet long; and (ii) Not being used to carry persons or property for a charge; (c) Parking an “auto” on, or on the ways next to, premises you own or rent, provided the “auto” is not owned by or rented or loaned to you or the insured; (d) Liability assumed under any “insured contract” for the ownership, maintenance or use of aircraft or watercraft; or (e) “Bodily injury” or “property damage” arising out of: (i) The operation of machinery or equipment that is attached to, or part of, a land vehicle that would qualify 26

South Carolina Agent & Broker • Spring 2016

under the definition of “mobile equipment” if it were not subject to a compulsory or financial responsibility law or other motor vehicle insurance law where it is licensed or principally garaged; or (ii) The operation of any of the machinery or equipment listed in Paragraph f.(2) or f.(3) of the definition of “mobile equipment.”

Comments: 1. Exclusion 2.g.(1) Unmanned Aircraft, is new. The current exclusion for aircraft is redesignated as 2.g.(2) – see excerpt above and comments below.

2. This is the so-called “drone exclusion,” since “unmanned aircraft” is the ISO term for drones. Drones are defined in section C. below.

3. The unmanned aircraft exclusion strengthens (expands) the aircraft exclusion in the unendorsed CGL (see 2.g. in excerpt of CG 00 01 04 13 above) in two ways. First, it applies to “any aircraft that is an ‘unmanned aircraft’.” In contrast, the aircraft exclusion in the unendorsed CGL only applies to aircraft that are “owned, operated, rented or loaned to any insured.” Thus, the new exclusion applies even for drones of subcontractors, independent contractors, etc., for which the insured is vicariously liable.

4. The second strengthening (expansion) of the aircraft exclusion is the deletion of the exception for contractual liability. See 2.g.(4) in the unendorsed CGL CG 00 01 04 13 excerpt above.

5. Exclusion 2.g.(2) Aircraft (Other Than Unmanned Aircraft), Auto Or Watercraft is essentially Exclusion 2.g. in the unendorsed CGL. (See CG 00 01 04 13 excerpt above.) The only change is the addition of a reference to “unmanned aircraft.”

(Here is the section B. of the CG 21 09 06 15): B. The following exclusion is added to Paragraph 2. Exclusions of Coverage B - Personal And Advertising Injury Liability: 2. Exclusions This insurance does not apply to: Unmanned Aircraft “Personal and advertising injury” arising out of the ownership, maintenance, use or entrustment to others of any aircraft that is an “unmanned aircraft”. Use includes operation and “loading or unloading.”

This exclusion applies even if the claims against any insured allege negligence or other wrongdoing in the supervision, hiring, employment, training or monitoring of others by that insured, if the offense which caused the “personal and advertising injury” involved the ownership, maintenance, use or entrustment to others of any aircraft that is an “unmanned aircraft.”

This exclusion does not apply to: a. The use of another’s advertising idea in your “advertisement” or b. Infringing upon another’s copyright, trade dress or slogan in your “advertisement.”

Comments: 1. The exclusion for unmanned aircraft now applies to Coverage

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2.

B – Personal and Advertising Injury Liability. In the unendorsed CGL (CG 00 01 04 13), the aircraft exclusion (2.g.) only applied to Coverage A – Bodily Injury and Property Damage Liability.

Some industry experts suggest that this might be the sleeper in the entire filing. Given the frequent news reports of video footage taken by drone cameras of unsuspecting members of the public, personal injury claims from drones are likely to only increase. All sorts of egregious violations of privacy by drone cameras are easy to foresee.

(Here is the section C. of the CG 21 09 06 15): C. The following definition is added to the Definitions section: “Unmanned aircraft” means an aircraft that is not: 1. Designed; 2. Manufactured; or 3. Modified after manufacture; to be controlled directly by a person from within or on the aircraft.

Comments: 1. This definition is used throughout the ISO filing.

OTHER NEW ENDORSEMENTS CG 21 10 Exclusion – Unmanned Aircraft (Coverage A Only) Comments: 1. This endorsement can be used in lieu of CG 21 09 – discussed above.

2. The exclusionary provisions of CG 21 10 only apply to Coverage A – Bodily Injury and Property Damage Liability in the CGL. 3. As discussed above, the exclusionary provisions of the CG 21 09 apply to both Coverage A – Bodily Injury and Property Damage Liability and Coverage B – Personal and Advertising Liability in the CGL. CG 21 11 Exclusion – Unmanned Aircraft (Coverage B Only) Comments: 1. This endorsement can be used in lieu of CG 21 09 – discussed above.

2. The exclusionary provisions of CG 21 11 only apply to Coverage B – Personal and Advertising Liability in the CGL. 3. As discussed above, the provisions of the CG 21 09 apply to both Coverage A – Bodily Injury and Property Damage Liability and Coverage B – Personal and Advertising Liability in the CGL. CG 24 50 Limited Coverage for Designated Unmanned Aircraft Comments: 1. This endorsement can be used in lieu of CG 21 09 – discussed above.

2. This endorsement incorporates the provisions of the CG 21 09, but provides an exception for specific unmanned aircraft, and specific operations or projects, described in the Schedule.

3. Coverage afforded by this endorsement applies to both Coverage A – Bodily Injury and Property Damage Liability and Coverage B – Personal and Advertising Liability in the CGL. 4. The Schedule also is used to display an Aggregate Limit for unmanned aircraft.

28

South Carolina Agent & Broker • Spring 2016

CG 24 51 Limited Coverage for Designated Unmanned Aircraft (Coverage A Only) Comments: 1. This endorsement can be used in lieu of CG 21 09 (discussed above).

2. It incorporates most of the provisions of CG 24 50 (above), except that it provides the limited coverage only under Coverage A – Bodily Injury and Property Damage Liability, for specific unmanned aircraft, and specific operations or projects, described in the Schedule.

3. The Schedule also is used to display an Aggregate Limit for unmanned aircraft.

4. Neither the CG 21 09 or CG 21 10 is attached where the CG 24 51 is used.

CG 24 52 Limited Coverage for Designated Unmanned Aircraft (Coverage B Only) Comments: 1. This endorsement can be used in lieu of CG 21 09 (discussed above).

2. It incorporates most of the provisions of CG 24 50 (above), except that it provides the limited coverage only under Coverage B – Personal and Advertising Liability, for specific unmanned aircraft, and specific operations or projects, described in the Schedule.

3. The Schedule also is used to display an Aggregate Limit for unmanned aircraft.

CG 29 60 Exclusion – Unmanned Aircraft Comments: 1. This endorsement can be used with the Owners and Contractors Protective (OCP) coverage form (CG 00 09 04 13).

2. The unendorsed OCP does not have an exclusion for aircraft.

Attachment of this endorsement would exclude coverage for unmanned aircraft.

CU 21 71 Exclusion – Unmanned Aircraft Comments: 1. This endorsement can be attached to the CU 00 01 04 13 Commercial Liability Umbrella Coverage Part.

2. The endorsement excludes coverage for unmanned aircraft under Coverage A – Bodily Injury and Property Damage Liability and Coverage B – Personal and Advertising Liability in the Commercial Umbrella.

3. Coverage tracks the CG 21 09 (discussed above).

CU 21 72 Exclusion – Unmanned Aircraft (Coverage A Only) Comments: 1. This endorsement can be attached to the CU 00 01 04 13 Commercial Liability Umbrella Coverage Part.

2. The endorsement excludes coverage for unmanned aircraft under Coverage A – Bodily Injury and Property Damage Liability in the Commercial Umbrella.

3. Coverage tracks the CG 21 10 (discussed above).

CU 21 73 Exclusion – Unmanned Aircraft (Coverage B Only) Comments: 1. This endorsement can be attached to the CU 00 01 04 13 Commercial

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Liability Umbrella Coverage Part.

The endorsement excludes coverage for unmanned aircraft under Coverage B – Personal and Advertising Liability in the Commercial Liability Umbrella.

Coverage tracks the CG 21 11 (discussed above).

CG 21 66 Exclusion – Volunteer Workers Comments: 1. Endorsement is revised to reflect changes necessitated if certain specified unmanned aircraft endorsements (CG 21 09, CG 21 10, CG 24 50, or CG 24 51) are attached.

CU 24 50 Limited Coverage for Designated Unmanned Aircraft Comments: 1. Coverage afforded by this endorsement applies to both Coverage A – Bodily Injury and Property Damage Liability and Coverage B – Personal and Advertising Liability in the Commercial Liability Umbrella.

2. The limited coverage applies to specific unmanned aircraft, and specific operations or projects, described in the Schedule.

3. Coverage tracks the CG 24 50.

CU 21 05 Exclusion – Employees and Volunteer Workers As Insureds Comments: 1. Endorsement is revised to reflect changes necessitated if certain specified unmanned aircraft endorsements (CU 21 71, CU 21 72, CU 24 50, or CU 24 51) are attached.

2. Tracks the CG 21 37.

3. This endorsement was formerly titled Exclusion – Employee As Insureds.

2.

3.

CU24 51 Limited Coverage for Designated Unmanned Aircraft (Coverage A Only) Comments: 1. It incorporates most of the provisions of CU 24 50 (above), except that it provides the limited coverage only under Coverage A – Bodily Injury and Property Damage Liability, for specific unmanned aircraft, and specific operations or projects, described in the Schedule.

2. Coverage tracks the CG 24 51.

CU 24 52 Limited Coverage for Designated Unmanned Aircraft (Coverage B Only) Comments: 1. It incorporates most of the provisions of CU 24 50 (above), except that it provides the limited coverage only under Coverage B – Personal and Advertising Liability, for specific unmanned aircraft, and specific operations or projects, described in the Schedule.

2. Coverage tracks the CG 24 52.

CX 21 71 Exclusion – Unmanned Aircraft Comments: 1. This endorsement can be attached to the CU 00 01 04 13 Commercial Excess Liability Coverage Part.

2. Coverage is excluded for unmanned aircraft.

REVISED ENDORSEMENTS CG 21 37 Exclusion – Employees and Volunteer Workers As Insureds Comments: 1. Endorsement is revised to reflect changes necessitated if certain specified unmanned aircraft endorsements (CG 21 09, CG 21 10, CG 24 50, or CG 24 51) are attached.

30

South Carolina Agent & Broker • Spring 2016

CU 21 24 Exclusion – Non-Owned Aircraft Comments: 1. Endorsement is revised to reflect changes necessitated if certain specified unmanned aircraft endorsements (CU 21 71, CU 21 72, CU 24 50, or CU 24 51) are attached.

Please note that this Technical Advisory is intended to be educational and is not legal advice upon which you should rely. Please seek any legal opinion you may need from a qualified attorney.

Copyright © 2015 Independent Insurance Agents & Brokers of America, Inc. All rights reserved. Reprinted with permission.

Spring 2016 • South Carolina Agent & Broker

31

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Spring 2016 • South Carolina Agent & Broker

35

Calendar

View up-to-date calendar, course descriptions and register using our online Education & Event Calendar at www.iiabsc.com/education CLASSROOM COURSES WEBCAST/WEBINAR - no test required for CE Credit

m m

April 05

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

05

Ethical Issues - Personal & Organizational, 3 hrs. Ethics

05

The E-world for Insurance Professionals, 3 hrs. P&C

06

Personal Lines Claims that Cause Problems, 2 hrs. P&C

07

CISR Personal Lines Miscellaneous, Florence, 7 hrs. P&C

09

Surplus Lines License Review Course, 3 hrs. P&C

08

Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C

10

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

08

Certificates of Insurance Emerging Issues, 3 hrs. P&C

10

E&O Risk Management, Meeting the Challenge of Change Part I,

11

Surplus Lines License Review Course, 3 hrs. P&C

3 hrs. P&C

12

Employment Law & the Insurance Agent, 2 hrs. P&C

10

E&O Risk Management, Meeting the Challenge of Change Part II,

12

E&O Risk Management, Meeting the Challenge of Change Part I,

3 hrs. Ethics

3 hrs. P&C

10

Estate Planning Techniques, Options & Opportunities, 2 hrs. L&H

12

E&O Risk Management, Meeting the Challenge of Change Part II,

10

Building Codes are Bad for Your Insureds, 2 hrs. P&C

3 hrs. Ethics

10

COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C

13

CISR Dynamics of Service, Charleston, 7 hrs. P&C or L&H

10

Ultimate Account Manager - Module 2, Charleston, 6 hrs. P&C

13

Agency Management Based E&O and Ethics, 3 hrs. Ethics

11

Ultimate Account Manager - Module 1, Columbia, 6 hrs. P&C

14

CISR William T. Hold Seminar, Columbia, 3 hrs. P&C, 4 hrs. Ethics

11

Employment Law & the Insurance Agent, 2 hrs. P&C

14

Data Privacy Insurance, 2 hrs. P&C

12

Ultimate Account Manager - Module 2, Columbia, 6 hrs. P&C

19

D&O Liability Insurance, 2 hrs. P&C

12

Affordable Care Act, Update 2015 and Beyond, 3 hrs. L&H

19

Insurance & BBQ, the Hidden Connection, 3 hrs. P&C

12

NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C

19

Hot Topics in Personal Lines, 2 hrs. P&C

13

Ultimate Account Manager - Module 1, Greenville, 6 hrs. P&C

19

Retirement Planning & Annuities Update, 2 hrs. L&H

17

CISR Personal Residential Property, Greenville, 7 hrs. P&C

19

Long Term Care Insurance, 2 hrs. L&H

17

Insurance & BBQ, the Hidden Connection, 3 hrs. P&C

20

Workers Compensation Beyond the Basics, 3 hrs. P&C

18

Insuring Condominium, 2 hrs. P&C

20

Business Income Beyond the Basics, 3 hrs. P&C

19

E&O Risk Management, Meeting the Challenge of Change Part I,

20-21

CIC James K. Ruble Graduate Seminar, Myrtle Beach, 20 hrs. CE

3 hrs. P&C

21

E&O Risk Management, Meeting the Challenge of Change Part I,

19

E&O Risk Management, Meeting the Challenge of Change Part II,

3 hrs. P&C

3 hrs. Ethics

21

E&O Risk Management, Meeting the Challenge of Change Part II,

19

D&O Liability Insurance, 2 hrs. P&C

3 hrs. Ethics

19

Hot Topics in Personal Lines, 2 hrs. P&C

21

Dueling Additional Insured Endorsements, 1 hr. P&C

19

Commercial Property Endorsements that Can Make You Money,

21

Insurance and the Property Lease, 2 hrs. P&C

2 hrs. P&C

21

Rental Cars: More than Meets the Eye, 2 hrs. P&C

20

Data Privacy Insurance, 2 hrs. P&C

21

Those Kids and their Cars, 2 hrs. P&C

20

Rental Cars: More than Meets the Eye, 2 hrs. P&C

26

E&O Mock Trial, 2 hrs. P&C

20

Dueling Additional Insured Endorsements, 1 hr. P&C

26

Liability Issues to Worry About: Indemnity Agreements, Addl Insureds,

23

Agency Management Based E&O and Ethics, 3 hrs. Ethics

2 hrs. P&C

24

AIAM Day 6, Greenville, 2 hrs. P&C/ 3 hrs. Ethics

27

Commercial Lines Claims that Cause Problems, 2 hrs. P&C

25

Top 5 Life Insurance Uses, 2 hrs. L&H

28

Home-based Business Exposures, 2 hrs. P&C

25

Certificates of Insurance Emerging Issues, 3 hrs. P&C

28

NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C

26

AIAM Day 3, Columbia, 6 hrs. P&C

May

36

June

03

Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C

02

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

05

Business Auto Claims that Cause Problems, 2 hrs. P&C

02

The E-world for Insurance Professionals, 3 hrs. P&C

05

The E-world for Insurance Professionals, 3 hrs. P&C

07

Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C

South Carolina Agent & Broker • Spring 2016

Elevate Expectations

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riskinnovationsllc.com/iiabsc Spring 2016 • South Carolina Agent & Broker

37

09

Agency Management Based E&O and Ethics, 3 hrs. Ethics

19

Rental Cars: More than Meets the Eye, 2 hrs. P&C

09

Long Term Care Insurance, 2 hrs. L&H

19

NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C

10

Insurance and the Property Lease, 2 hrs. P&C

19

Dueling Additional Insured Endorsements, 1 hr. P&C

10

Those Kids and their Cars, 2 hrs. P&C

19

Ethical Issues - Personal & Organizational, 3 hrs. Ethics

13

Surplus Lines License Review Course, 3 hrs. P&C

20

Data Privacy Insurance, 2 hrs. P&C

13

Rental Cars: More than Meets the Eye, 2 hrs. P&C

21

CISR Commercial Casualty I, Charleston, 7 hrs. P&C

14

CISR Agency Operations, Columbia, 6 hrs. P&C or L&H, 1 hr. Ethics

21

E&O Risk Management, Meeting the Challenge of Change Part I,

14

Data Privacy Insurance, 2 hrs. P&C

3 hrs. P&C

14

E&O Risk Management, Meeting the Challenge of Change Part I,

21

E&O Risk Management, Meeting the Challenge of Change Part II,

3 hrs. P&C

3 hrs. Ethics

14

E&O Risk Management, Meeting the Challenge of Change Part II,

21

Personal Lines Claims that Cause Problems, 2 hrs. P&C

3 hrs. Ethics

21

Commercial Property Endorsements that Can Make You Money, 2 hrs. P&C

14

Retirement Planning & Annuities Update, 2 hrs. L&H

26

D&O Liability Insurance, 2 hrs. P&C

15-17

CIC Commercial Casualty, Charleston, 20 hrs. P&C

26

Building Codes are Bad for Your Insureds, 2 hrs. P&C

15

Workers Compensation Beyond the Basics, 3 hrs. P&C

26

COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C

15

Business Income Beyond the Basics, 3 hrs. P&C

28

Estate Planning Techniques, Options & Opportunities, 2 hrs. L&H

16

Employment Law & the Insurance Agent, 2 hrs. P&C

28

Hot Topics in Personal Lines, 2 hrs. P&C

16

Commercial Lines Claims that Cause Problems, 2 hrs. P&C

August

20

Certificates of Insurance Emerging Issues, 3 hrs. P&C

20

Dueling Additional Insured Endorsements, 1 hr. P&C

02

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

21

CISR Life & Health Essentials, Charleston, 7 hrs. L&H

04

Commercial Lines Claims that Cause Problems, 2 hrs. P&C

21

Insurance & BBQ, the Hidden Connection, 3 hrs. P&C

04

NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C

21

Hot Topics in Personal Lines, 2 hrs. P&C

04

The E-world for Insurance Professionals, 3 hrs. P&C

21

E&O Mock Trial, 2 hrs. P&C

08

Surplus Lines License Review Course, 3 hrs. P&C

21

Liability Issues to Worry About: Indemnity Agreements, Addl Insureds,

09

E&O Risk Management, Meeting the Challenge of Change Part I,

2 hrs. P&C

3 hrs. P&C

21

Ethical Issues - Personal & Organizational, 3 hrs. Ethics

09

E&O Risk Management, Meeting the Challenge of Change Part II,

22

E&O Risk Management, Meeting the Challenge of Change, Greenville,

3 hrs. Ethics

3 hrs. P&C/ 3 hrs. Ethics

09

Agency Management Based E&O and Ethics, 3 hrs. Ethics

23

CISR Agency Operations, Hilton Head, 6 hrs. P&C or L&H, 1 hr. Ethics

10

CISR Commercial Casualty II, Greenville, 7 hrs. P&C

23

E&O Risk Management, Meeting the Challenge of Change Part I,

10

Workers Compensation Beyond the Basics, 3 hrs. P&C

3 hrs. P&C

10

Business Income Beyond the Basics, 3 hrs. P&C

23

E&O Risk Management, Meeting the Challenge of Change Part II,

11

Employment Law & the Insurance Agent, 2 hrs. P&C

3 hrs. Ethics

11

Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C

23

D&O Liability Insurance, 2 hrs. P&C

11

Retirement Planning & Annuities Update, 2 hrs. L&H

23

Home-based Business Exposures, 2 hrs. P&C

11

CISR Commercial Property, Columbia, 7 hrs. P&C

23

NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C

12

Long Term Care Insurance, 2 hrs. L&H

16

D&O Liability Insurance, 2 hrs. P&C

July

16

Insurance & BBQ, the Hidden Connection, 3 hrs. P&C

05

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

16

E&O Mock Trial, 2 hrs. P&C

05

Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C

16

Liability Issues to Worry About: Indemnity Agreements, Addl Insureds,

08

The E-world for Insurance Professionals, 3 hrs. P&C

2 hrs. P&C

11

Surplus Lines License Review Course, 3 hrs. P&C

17-19

CIC Agency Management, Columbia, 16 hrs. P&C or L&H/ 4 hrs. Ethics

12

E&O Risk Management, Meeting the Challenge of Change Part I,

17

Those Kids and their Cars, 2 hrs. P&C

3 hrs. P&C

17

Rental Cars: More than Meets the Eye, 2 hrs. P&C

12

E&O Risk Management, Meeting the Challenge of Change Part II,

17

Dueling Additional Insured Endorsements, 1 hr. P&C

3 hrs. Ethics

18

Data Privacy Insurance, 2 hrs. P&C

14

Top 5 Life Insurance Uses, 2 hrs. L&H

18

E&O Risk Management, Meeting the Challenge of Change Part I,

14

Insuring Condominium, 2 hrs. P&C

3 hrs. P&C

15

Agency Management Based E&O and Ethics, 3 hrs. Ethics

18

E&O Risk Management, Meeting the Challenge of Change Part II,

15

Certificates of Insurance Emerging Issues, 3 hrs. P&C

3 hrs. Ethics

18

Employment Law & the Insurance Agent, 2 hrs. P&C

23

CISR Personal Lines Miscellaneous, Myrtle Beach, 7 hrs. P&C

19

AIAM Day 1, Columbia, 7 hrs. P&C

23

Home-based Business Exposures, 2 hrs. P&C

19

Affordable Care Act, Update 2015 and Beyond, 3 hrs. L&H

23

Ethical Issues - Personal & Organizational, 3 hrs. Ethics

19

Insurance & BBQ, the Hidden Connection, 3 hrs. P&C

24

E&O Risk Management, Meeting the Challenge of Change, Charleston,

19

Business Auto Claims that Cause Problems, 2 hrs. P&C

3 hrs. P&C/ 3 hrs. Ethics

38

South Carolina Agent & Broker • Spring 2016

26

Hot Topics in Personal Lines, 2 hrs. P&C

30

Insurance and the Property Lease, 2 hrs. P&C

30

Certificates of Insurance Emerging Issues, 3 hrs. P&C

September 07

Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C

07

Insuring Condominium, 2 hrs. P&C

08

Top 5 Life Insurance Uses, 2 hrs. L&H

08

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

09

The E-world for Insurance Professionals, 3 hrs. P&C

12

Surplus Lines License Review Course, 3 hrs. P&C

13

E&O Risk Management, Meeting the Challenge of Change Part I,

3 hrs. P&C

13

E&O Risk Management, Meeting the Challenge of Change Part II,

3 hrs. Ethics

13

Ethical Issues - Personal & Organizational, 3 hrs. Ethics

14

AIAM Day 2, Columbia, 6 hrs. P&C

14

Building Codes are Bad for Your Insureds, 2 hrs. P&C

14

COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C

14

Certificates of Insurance Emerging Issues, 3 hrs. P&C

15

CISR Residential Property, Rock Hill, 7 hrs. P&C

15

Estate Planning Techniques, Options & Opportunities, 2 hrs. L&H

19

Personal Lines Claims that Cause Problems, 2 hrs. P&C

20

CISR Commercial Casualty I, Florence, 7 hrs. P&C

20

Affordable Care Act, Update 2015 and Beyond, 3 hrs. L&H

20

Insurance & BBQ, the Hidden Connection, 3 hrs. P&C

21-23

CIC Personal Lines Institute, Myrtle Beach, 20 hrs. P&C

21

Agency Management Based E&O and Ethics, 3 hrs. Ethics

22

Employment Law & the Insurance Agent, 2 hrs. P&C

22

E&O Risk Management, Meeting the Challenge of Change Part I,

3 hrs. P&C

22

E&O Risk Management, Meeting the Challenge of Change Part II,

3 hrs. Ethics

22

D&O Liability Insurance, 2 hrs. P&C

22

Dueling Additional Insured Endorsements, 1 hr. P&C

22

Commercial Property Endorsements that Can Make You Money,

2 hrs. P&C

22

Rental Cars: More than Meets the Eye, 2 hrs. P&C

22

NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C

27

Data Privacy Insurance, 2 hrs. P&C

27

Hot Topics in Personal Lines, 2 hrs. P&C

28

Business Auto Claims that Cause Problems, 2 hrs. P&C

28

AIAM Day 5, Hilton Head, 6 hrs. P&C

29

CISR Elements of Risk Management, Charleston, 7 hrs. P&C

October 04

The E-world for Insurance Professionals, 3 hrs. P&C

06

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

06

Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C

06

Workers Compensation Beyond the Basics, 3 hrs. P&C

06

Business Income Beyond the Basics, 3 hrs. P&C

10

Surplus Lines License Review Course, 3 hrs. P&C

11

Employment Law & the Insurance Agent, 2 hrs. P&C

11

E&O Risk Management, Meeting the Challenge of Change Part I,

3 hrs. P&C

Spring 2016 • South Carolina Agent & Broker

39

40

11

E&O Risk Management, Meeting the Challenge of Change Part II,

15

Insurance & BBQ, the Hidden Connection, 3 hrs. P&C

3 hrs. Ethics

16

D&O Liability Insurance, 2 hrs. P&C

11

E&O Mock Trial, 2 hrs. P&C

16

Hot Topics in Personal Lines, 2 hrs. P&C

11

Liability Issues to Worry About: Indemnity Agreements, Addl Insureds,

16

Building Codes are Bad for Your Insureds, 2 hrs. P&C

2 hrs. P&C

16

COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C

12

Ethical Issues - Personal & Organizational, 3 hrs. Ethics

17

Top 5 Life Insurance Uses, 2 hrs. L&H

12

CISR Personal Lines Miscellaneous, Greenville, 7 hrs. P&C

17

E&O Risk Management, Meeting the Challenge of Change Part I,

12

E&O Risk Management, Meeting the Challenge of Change, Columbia,

3 hrs. P&C

3 hrs. P&C/ 3 hrs. Ethics

17

E&O Risk Management, Meeting the Challenge of Change Part II,

13

Insurance and the Property Lease, 2 hrs. P&C

3 hrs. Ethics

13

NFIP Basic Course w/ 2016 Update, 3 hrs. P&C

18

Data Privacy Insurance, 2 hrs. P&C

18

Agency Management Based E&O and Ethics, 3 hrs. Ethics

21

Rental Cars: More than Meets the Eye, 2 hrs. P&C

18

Insurance & BBQ, the Hidden Connection, 3 hrs. P&C

22

Ethical Issues - Personal & Organizational, 3 hrs. Ethics

19

AIAM Day 3, Charleston, 6 hrs. P&C

20

CISR Elements of Risk Management, Hilton Head, 7 hrs. P&C

20

E&O Risk Management, Meeting the Challenge of Change Part I,

01

AIAM Day 6, Greenville, 2 hrs. P&C/ 3 hrs. Ethics

3 hrs. P&C

06

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

20

E&O Risk Management, Meeting the Challenge of Change Part II,

06

E&O Mock Trial, 2 hrs. P&C

3 hrs. Ethics

06

Liability Issues to Worry About: Indemnity Agreements, Addl Insureds,

20

Hot Topics in Personal Lines, 2 hrs. P&C

2 hrs. P&C

20

Commercial Lines Claims that Cause Problems, 2 hrs. P&C

06

The E-world for Insurance Professionals, 3 hrs. P&C

21

Rental Cars: More than Meets the Eye, 2 hrs. P&C

07

CISR Dynamics of Service, Greenville, 7 hrs. P&C or L&H

21

Certificates of Insurance Emerging Issues, 3 hrs. P&C

07

Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C

21

Dueling Additional Insured Endorsements, 1 hr. P&C

08

Insurance and the Property Lease, 2 hrs. P&C

24

Those Kids and their Cars, 2 hrs. P&C

08

Workers Compensation Beyond the Basics, 3 hrs. P&C

25

Data Privacy Insurance, 2 hrs. P&C

08

Business Income Beyond the Basics, 3 hrs. P&C

26

D&O Liability Insurance, 2 hrs. P&C

12

Surplus Lines License Review Course, 3 hrs. P&C

27

Retirement Planning & Annuities Update, 2 hrs. L&H

12

Long Term Care Insurance, 2 hrs. L&H

27

Long Term Care Insurance, 2 hrs. L&H

13

E&O Risk Management, Meeting the Challenge of Change Part I,

27

Home-based Business Exposures, 2 hrs. P&C

3 hrs. P&C

13

E&O Risk Management, Meeting the Challenge of Change Part II,

November

3 hrs. Ethics

2-4

CIC Commercial Property Institute, Hilton Head, 20 hrs. P&C

13

D&O Liability Insurance, 2 hrs. P&C

03

The E-world for Insurance Professionals, 3 hrs. P&C

13

Those Kids and their Cars, 2 hrs. P&C

03

Agency Management Based E&O and Ethics, 3 hrs. Ethics

13

Home-based Business Exposures, 2 hrs. P&C

04

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

13

NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C

07

Estate Planning Techniques, Options & Opportunities, 2 hrs. L&H

14

CISR Residential Property, Charleston, 7 hrs. P&C

08

Affordable Care Act, Update 2015 and Beyond, 3 hrs. L&H

14

Data Privacy Insurance, 2 hrs. P&C

08

Certificates of Insurance Emerging Issues, 3 hrs. P&C

14

Employment Law & the Insurance Agent, 2 hrs. P&C

08

E&O Risk Management, Meeting the Challenge of Change Part I,

14

Commercial Lines Claims that Cause Problems, 2 hrs. P&C

3 hrs. P&C

15

Hot Topics in Personal Lines, 2 hrs. P&C

08

E&O Risk Management, Meeting the Challenge of Change Part II,

15

Retirement Planning & Annuities Update, 2 hrs. L&H

3 hrs. Ethics

16

Agency Management Based E&O and Ethics, 3 hrs. Ethics

08

Personal Lines Claims that Cause Problems, 2 hrs. P&C

19

Certificates of Insurance Emerging Issues, 3 hrs. P&C

08

Commercial Property Endorsements that Can Make You Money,

20

Ethical Issues - Personal & Organizational, 3 hrs. Ethics

2 hrs. P&C

20

Insurance & BBQ, the Hidden Connection, 3 hrs. P&C

09

CISR Dynamics of Service, Columbia, 7 hrs. P&C or L&H

20

Rental Cars: More than Meets the Eye, 2 hrs. P&C

10

CISR Commercial Casualty II, Myrtle Beach, 7 hrs. P&C

20

Dueling Additional Insured Endorsements, 1 hr. P&C

10

Insuring Condominium, 2 hrs. P&C

22

E&O Risk Management, Meeting the Challenge of Change Part I,

10

Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C

3 hrs. P&C

10

Business Auto Claims that Cause Problems, 2 hrs. P&C

22

E&O Risk Management, Meeting the Challenge of Change Part II,

10

NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C

3 hrs. Ethics

11

Employment Law & the Insurance Agent, 2 hrs. P&C

14

Surplus Lines License Review Course, 3 hrs. P&C

14

Dueling Additional Insured Endorsements, 1 hr. P&C

15

CISR William T Hold Seminar, Charleston, 3 hrs. P&C, 4 hrs. Ethics

South Carolina Agent & Broker • Spring 2016

December

䘀椀渀搀 琀栀攀 爀椀最栀琀 昀椀琀

䄀氀氀猀琀愀爀䘀䜀⸀挀漀洀

圀椀琀栀 琀愀椀氀漀爀攀搀 椀渀猀甀爀愀渀挀攀 猀漀氀甀琀椀漀渀猀 昀爀漀洀 䄀氀氀猀琀愀爀 䘀椀渀愀渀挀椀愀氀 䜀爀漀甀瀀

伀甀爀 渀攀琀眀漀爀欀 漀昀 攀砀瀀攀爀椀攀渀挀攀搀 甀渀搀攀爀眀爀椀琀攀爀猀 猀瀀攀挀椀愀氀椀稀攀 椀渀 匀瀀攀挀椀愀氀琀礀 䈀爀漀欀攀爀愀最攀Ⰰ 匀甀爀攀琀礀Ⰰ 匀甀爀攀琀礀 ⴀ 㠀㠀㠀ⴀ㜀 㠀ⴀ㘀 㜀㄀ 吀爀愀渀猀瀀漀爀琀愀琀椀漀渀 愀渀搀 匀洀愀氀氀 䈀甀猀椀渀攀猀猀 匀漀氀甀琀椀漀渀猀 椀渀 琀栀攀 嘀椀爀最椀渀椀愀 洀愀爀欀攀琀瀀氀愀挀攀⸀ 䰀攀琀 䄀氀氀猀琀愀爀 戀攀 礀漀甀爀 漀渀攀 吀爀愀渀猀瀀漀爀琀愀琀椀漀渀 ⴀ 㜀 㐀ⴀ㠀㐀㜀ⴀ㤀㔀㈀㜀 猀琀漀瀀 甀渀搀攀爀眀爀椀琀椀渀最 猀栀漀瀀Ⰰ 挀漀渀琀愀挀琀 甀猀 琀漀搀愀礀 琀漀 氀攀愀爀渀 洀漀爀攀⸀ 䤀渀猀甀爀愀渀挀攀 ⴀ 㘀㜀㠀ⴀ㠀㌀㈀ⴀ㈀㄀ 㠀

Chris Dunlap Local Sales Representative 440-910-3422

Christina Glass Local Sales Representative 864-293-0939

Spring 2016 • South Carolina Agent & Broker

41

2016 MARKETING REIMBURSEMENT PROGRAM

There has never been a better time to co-brand and promote your agency with Trusted Choice.

Our three tiers of reimbursement can help offset your advertising costs. You have the freedom to apply for any or all of the reimbursement options.

Receive up to $500 for using the Freedom Campaign advertising materials.

TIER

1

**New members and first time users may receive up to an additional $250 for using the Trusted Choice logo.

Receive 50% of the invoice amount, up to $500 or $750 (new members or first time users only).

Receive up to $500 for a digital update using a web developer/vendor.

TIER

2

**Must have website and social media review by Trusted Choice staff.

Receive 50% of the invoice amount, up to $500 total.

TIER

3

Receive up to $500 for advertising locally online.

POTENTIAL OF

$1,500 For Full Details on Tiers 1 & 2, Contact:

Jo Buckley

(703)706-5412 | joanne.buckley@iiaba.net For Full Details on Tier 3, Contact:

Kiescha Cherry

(703)706-5443 | kiescha.cherry@iiaba.net 42

South Carolina Agent & Broker • Spring 2016

An agency that takes advantage of all 3 tiers can be reimbursed a maximum of $1,500 in 2016 per agency location. *Potential of $1,750 for new members and first time users

VISIT IIABSC.COM/EO TODAY.

Spring 2016 • South Carolina Agent & Broker

43

Member News WELCOME NEW AGENCY MEMBERS

CHARTERED PROPERTY CASUALTY UNDERWRITER SOCIETY OF SOUTH CAROLINA CELEBRATES 50 YEARS

Maritime Insurance International, Inc., Charleston, SC Anchora Insurance Services, LLC, Greenville, SC Addison Brevard Agency, Orangeburg, SC Harry Morse Insurance Agency of SC, LLC, North Charleston, SC AK-1 Insurance Agency, LLC, North Charleston

WELCOME NEW ASSOCIATE MEMBERS Allstar Financial Group, Columbia, SC Coastal Select & Geovera Specialty**, Charleston, SC Heritage Insurance Company**, Clearwater, Fl. A&M Assoc Ad SC **Palmetto Partners

44

PRINT.pdf

1

10/20/15

South Carolina Agent & Broker • Spring 2016

12:38 PM

Chartered Property Casualty Underwriter (CPCU) Society of South Carolina recently celebrated 50 years of promoting excellence in the insurance industry on Jan. 27 in Columbia, S.C. The South Carolina chapter was founded in 1966 by Fred Carlton, Charlie Koon and Lanville Mengedoht.

They elected the following officers to serve from 1966 to 1967: President Carlos Jerden, Vice President Fred Donham and Secretary and Treasurer Frank Dana.

Today, the South Carolina chapter has more than 170 members who hold the prestigious CPCU designation and is one of 130 chapters in the world. The CPCU designation is conferred by The Institutes and requires passing eight rigorous undergraduate-level and graduate-level examinations, meeting an experience requirement and agreeing to be bound by a strict code of professional ethics.

800-226-3224 www.fcci-group.com

INDUSTRY EXPERTISE. PERSONAL SERVICE.

“I have a sincere passion for helping FCCI policyholders manage risk and prevent loss.

The best phone call I’ve gotten started with the words, ‘Brad, you saved my life.’ ” Brad Ross, ARM, AIS Loss Control Manager FCCI Southeast Region Duluth, Georgia Now, let’s talk about your business.

General liability • Auto • Property • Crime Workers’ compensation • Umbrella Inland marine • Agribusiness • Surety Coverage available in 18 states. © 2016 FCCI

IASC16_Ross_7.675x4.9.indd 1

10:39 AM45 Spring 2016 • South Carolina Agent2/16/16 & Broker

2016 Board of Directors Executive Committee

Directors

Chairman R. Scott Moseley Irmo Insurance Agency Irmo, SC scott@irmoins.com

National Director Jules Anderson, AAI Anderson Insurance Associates Charleston, SC janderson@aiasc.com

Angus M. Brabham, IV, CIC (Gus) Regions Insurance Columbia, SC gus.brabham@regions.com

Andrew E. Muller, CIC, AAI, CWCC, PRIS Mappus Insurance Agency Inc. Charleston, SC andrew@mappusinsurance.com

Chairman Elect/ Treasurer Tom Bates, Jr. Herlong Bates Burnett Greenville, SC tom@hbbins.com

Immediate Past Chairman Kenneth A. “Ken” Finch, CPCU, CIC, CRM, AAI Adams Eaddy & Associates kfinch@adamseaddy.com

William C. Carter, CIC (Cooper) Pinckney-Carter Company Charleston, SC cooper@pinckneycarter.com

Robert E. Nalley (Robbie) Creech Roddey Watson Ins Sumter, SC rnalley@crwins.com

James B. Galloway (Ben) Peoples First Insurance Rock Hill, SC bengalloway@peoplesfirstinsurance.com

Tonya S. Thomason, CIC David A. Crotts & Associates Greenwood, SC tonya.thomason@dcrotts.com

Robert W. Hammett, AIP (Rob) CWS Insurance Agency Inc. Spartanburg, SC rob@cwsinsurance.com

Teresa C. Yount, CPCU, CIC, CRM, AINS, CPIW Correll Insurance Group Spartanburg, SC tyount@correllinsurance.com

Secretary James G. Taylor, Jr., CIC (Jay) Kinghorn Ins Agency of Beaufort Beaufort, SC jtaylor@insurancebeaufort.com

Carrie Johnson, ChFC, CLU, AAI Carrie Johnson Insurance Murrells Inlet, SC cj_ins@sccoast.net

For Comprehensive Mobile Homeowners Insurance, put your trust in a company that has been insuring homes for over 50 years.

National Security Can Provide You With: • • • • • • • •

$100,000 Maximum Policy Limits AAIS Special Form 3 Policy 15% New & Renewal Commission Partnership Profit Sharing Fast Online Policy Issuance Direct Contract with National Security Replacement Cost Option Discounts for New Home and 50+ Age of Insured • Easy Payment Options National Security has provided competitive, affordable insurance to policyholders for over 50 years, but we also provide a lot for our agents, with competitive commissions, excellent customer service and experienced company adjusters. As an admitted Southeastern based regional company, National Security prides itself on fast, efficient service from a friendly small town company, and online access for all agents, providing fast quotes, online policy issuance, online dec page printing, and real-time policy information.

Find out more by calling Sharon at 1-800-239-2358 x213 or visit nationalsecuritygroup.com.

46

South Carolina Agent & Broker • Spring 2016

Elba, Alabama

47

In the movies, it’s thrilling when the little guy finds a way to win big.

In the ISU Network…it happens every day.

Okay, as a member of the ISU Insurance Agency Network, you aren’t exactly a little guy. You don’t have a downtown skyscraper, but you can compete with those that do. 

You maintain complete independence, yet are part of an organization of 160 established and successful independent agencies with combined premiums over $2 billion.



You have access to over 350 carriers, meaning broader coverages for existing clients and multiple avenues for new business development.



You are part of a coast-to-coast community that shares proven ideas and provides solutions to difficult challenges.

And to make victory even sweeter, you receive performance incentive income that averaged $57,400 last year and is trending upward by about 25% annually.

INSURANCE AGENCY NETWORK Helping Independent Agents Stay Independent for Over 35 Years

Let’s talk about ISU member victories, competing locally, regionally and nationally. www.JoinISU.com

In 2016, ISU will add new carriers and new qualified agents in the Carolinas. For an exploratory discussion of the ISU model...

Call Jack O’Connell Regional Vice President (704) 771-9597