South Carolina Agent & Broker, Winter 2017 by Blue Water Publishers, LLC

WINTER 2017

Agent & Broker

Fingerprinting requirements for SC producers start January 2017 Innovations in LTC Funding with Life Insurance 118th Annual Convention recap Full 2017 Education Calendar

JSA writes hands fre e floating devices and other fun risks.

Winter 2017 â&#x20AC;˘ South Carolina Agent & Broker

WINTER 2017

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

Contents

Message from the Chairman of the Board

Message from the National Director

Bi “I” South Carolina Spring Conference, March 15-16, 2017

Fingerprinting Requirements For Producers Start in 2017

Innovations In Long-Term Care Funding With Life Insurance

IIABSC 118th Annual Convention Recap

Palmetto Partners

IIABSC Upcoming Events: Save The Date

IIABSC Top Member Benefits

IIABSC Education & Events Calendar

AIAM 2017 Course Calendar

New E&O Classroom Loss Control Seminar

Member News

2017 Board of Directors and Executive Committee

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 Tracy Guyette Administrative Assisstant/ RLI Contact ext. 9641 of 803.731.9461 tguyette@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

South Carolina Agent & Broker • Winter 2017

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Patriot National

Berkshire Hathaway GUARD Ins

Phenix Mutual

Berkley Southeast

Preferred Specialty

Builders Mutual Insurance

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Southern Insurance Underwriters

Centauri Specialty Insurance

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Contractor Connection

The Iroquois Group

Genesee General

The National Security Group

ISU Agency Network

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About cover: [Photo credit: ©Sean Pavone Photo | Adobe Stock Photo] Main Street entrance to the South Carolina State House looms large as preparations are made for the first session of the 122nd South Carolina General Assembly convening on Jan. 10, 2017 along with Gov. Nikki Haley’s federal appointment with the United Nations under the Trump Administration.

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IIABSC Chairman of the Board

ach of us had our reasons for joining the Big “I” and every new year renews the opportunity to get even more from your membership with IIABSC. There is not any other group or association that successfully does what the Independent Insurance Agents & Brokers of America does for their agents. I can’t imagine what the independent agency system would look like if it weren’t for our folks at the state and national associations. They do a great job for us promoting our industry. Expertise. Our staff is experienced, knowledgeable and here for you! We keep you connected with the rest of the South Carolina insurance industry through the relationships we maintain with leadership at the Department of Insurance, General Assembly and major carriers as well as other industry organizations. Even more, we tap into the strategies of Best Practices agencies—the most successful agencies throughout the country in six different revenue categories—to create resources to help you build a better agency. Add to that, our award-winning publications with content specifically targeted for agency principals and production staff and you’ve got what you need to stay on top of industry trends and coverage issues. Protection. We offer protection for your agency with the industry’s superior E&O coverage backed by an expert claims team. We also offer additional products critical for agency management such as agency umbrella, cyberliability and employee benefits. Big “I” Markets has no access fees, no volume commitment and offers competitive commissions. Use only what your clients need with a suite of top tier products including affluent homeowners, bonds, commercial packages and non-standard homeowners. You do not need to register to view the full list of products available. If you aren’t already using Big “I” Markets, it would be worth your time to go to their website (www.bigimarkets.com), sign in with your IIABSC website login and see if there’s anything that could help your customers. Professional Development. As the premier provider of insurance education in South Carolina, our focus is on quality and relevancy. We offer classroom, webcast (with NO TEST required) and selfstudy courses as well as several lively industry events. We also take special interest in the development of our young insurance professionals. Details on our various education and professional development programs can found throughout this edition, along with a full

South Carolina Agent & Broker • Winter 2017

Scott Moseley

calendar of webcasts, classroom courses and events. Our education department is really excited about the debut of our New Employee Training courses, which are online, on-demand, cost efficient and measurable. Advocacy. Our advocacy efforts are a major part of our activities on your behalf. Industry leaders know the importance of the independent agency system and reach out to us for our viewpoint on important issues. Combine our expertise with the voice of independent agents plus a million-dollar PAC and we’ve got the power to protect your independence year-round. Last year President Frank Sheppard and the rest of our state government affairs team worked with lawmakers to shape bills H4660 and H4817, which changed the requirements of who needs a brokers license and requires producers to submit fingerprints and SLED background check. The new legislative session convenes Jan. 10 and promises to at least be interesting with the various leadership changes resulting from Gov. Haley’s appointment under the new Trump administration. Last year our federal governmental affairs team scored major achievements in the reauthorization of the federal Terrorism Risk Insurance Program and the creation of the National Association of Registered Agents & Brokers. This new year promises plenty of action on the Affordable Care Act, the continuation of a major lawsuit to block the new Dept. of Labor’s Overtime Rule (supposed to go into effect Dec. 1 but delayed until the lawsuit’s resolution) as well as the renewal of the National Flood Insurance Program (expires Sept. 30). Branding & Marketing Assistance. Not likely to be the reason agencies join, but certainly a great reason to renew, Trusted Choice® is a members-only national brand for independent agents, intended to complement your agency’s existing brand identity. Our national association has invested significant resources into its Freedom Campaign with the message that independent insurance agents are free to do what’s right for consumers and therefore can offer the most options as well as the consumer website TrustedChoice.com, full of useful insurance information and tools to find and get online quotes from a local Trusted Choice® agency. Over the past several years the state association has invested in local search engine optimization of independent agents to connect consumers throughout the state looking for both personal and commercial lines insurance information with local Trusted Choice® agencies.

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Winter 2017 • South Carolina Agent & Broker

National Director Jules Anderson, AAI

appy New Year from the IIABSC Board and staff! By renewing your membership with each year you are investing in a prosperous new year. On the previous page Chairman of the Board Scott Moseley talked about the major benefits of the state association, and there are also plenty of programs and resources available to member agencies on a national level. Below are just a few examples of programs available exclusively with your membership with the SC independent insurance agents.

Big “I” Retirement/Employee Benefits (iiaba.net/retirement) Having trouble deciding which retirement plan is right for you or your agency? Big “I” Retirement Services is here to help you choose which plan best meets your circumstances. We offer quality investments, state-of-the-art administration and the support of your association as an advocate for your agency. Look to us also for Group Long-Term Disability, Group Short-Term Disability and Group Term Life Insurance.

Big “I” Professional Liability (iiabsc.com/eo) As a member of IIABSC you have access to the Big “I” Professional Liability program, the most respected and comprehensive program in the business offering a variety of insurance agent’s Errors & Omissions products that are hand-selected for their superior reputation and exceptional performance. With comprehensive rates and a long-term market, the Big “I” Professional Liability program is properly positioned to meet your professional needs, protecting the future of your agency.

Personal Umbrella Market/ In Home Business RLI’s Personal Umbrella Policy stands atop your client’s existing homeowner and auto insurance to provide an extra layer of personal liability protection. With RLI’s PUP, auto or home coverage can be maintained with any insurance company provided the mandatory minimum underlying coverage limits are met. RLI’s In Home Business policy responds to the needs of over 100 eligible business classes on an ISO BOP form. Premiums starting at $150, competitive commissions and easy underwriting and a self-rating application make this product an easy sell.

Big “I” Markets (bigimarkets.com) Exclusively available to Big “I” members, IIABA’s online market access program features specialty/niche coverages, program business and hard-to-find markets. Unlike similar programs, there are no registration fees, no volume commitments and competitive commissions.

Business Resources (iiaba.net/advantage) Enjoy member discounts for a variety of services to assist in managing your agency. Caliper (behavioral testing/ human resource consulting); UPS (express delivery); Mines Press (printing); Artizan Internet Services (Service 911/ CSR 24) and more.

Big “I” Flood (iiaba.net/flood) Big I Advantage® operates as a managing general agency and agents participate as subproducers for the Big “I” Flood Program. Selective Insurance Company is our provider for this NFIP WriteYour-Own program and they make writing flood insurance easy and profitable, leaving the method of quoting up to the agent. Excess Flood is also available. Wells Fargo Special Risk is our broker offering Excess over any NFIP primary policy, NonParticipating Community Properties or Coastal Barrier Resource Act properties. Coverage placed in various Lloyds Syndicates.

InsurBanc (insurbanc.com) InsurBanc is an FDIC insured bank founded by agents exclusively for agents. You can rely on InsurBanc for custom products designed to underwrite your success such as acquisition and perpetuation financing and cash management services perfectly suited to the way you do business.

South Carolina Agent & Broker • Winter 2017

“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.”

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Big “I” SC

Spring Conference March 15 – 16, 2017 Embassy Suites, Columbia, SC Exhibit Hall open all day Weds.

IIABSC Spring Conference offers valuable opportunities for insurance professionals to multiply their visibility, increase their knowledge, enhance industry resources, and engage with exhibitors, new contacts and colleagues. Exhibit hall opens Wednesday morning and closes at 6:30 pm, with more than 60 carriers and vendors. View interactive booth layout map on our website.

Wednesday

CE Sessions & SCDOI update

Ethics Early Bird CE

Every Spring Conference includes up to four CE sessions on relevant topics for all your agency’s employees, including young agents, producers, CISRs and principals.

Door prizes & drawings

Agent drawing cash prize drawn during the exhibitor reception and regular door prizes drawn in the exhibit hall and every CE session. Most exhibitors will also be giving away prizes of their own.

8:00 am

Continental Breakfast 8:00 am–11:00 am 11:00 am–6:30 pm

Exhibit Hall open 11:30 am–1:00 pm

Lunch with Exhibitors 1:15–3:00 pm

Opening Session 3:30–5:15 pm

Legislative Issues Session 5:15–6:30 pm

Exhibitor Appreciation Reception

Thursday 8:00 am

Continental Breakfast 9:00 am–Noon

Closing Session 9:00 am–4:00 pm

Bonus Session: Agency Perpetuation & Future Agency Ownership Seminar

Up-to-date schedule and attendee/exhibitor/sponsorship registration available at

www.iiabsc.com 10

South Carolina Agent & Broker • Winter 2017

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(800) 613-2600 www.AIU-USA.com Winter 2017 • South Carolina Agent & Broker

FINGERPRINTING

Requirements For Producers Start In 2017

eginning in January 2017, all producers are required to submit fingerprints as part of their license renewal process. It will also be required on all NEW producer license applications. Fingerprinting allows the DOI to complete a statewide criminal background check with SLED and a national criminal background check with the FBI. Additionally, once fingerprint records are on file, new criminal charges for licensed insurance producers will automatically be reported to the DOI. See below for an excerpt from our FAQs page available online at, iiabsc.com/fingerprints, with links to SCDOI Bulletin 2016-10 and the SCDOI’s fingerprinting/background check FAQs page. Where do I go to be fingerprinted? Producers must be fingerprinted at an IdentoGO location. For a list of locations and hours of operation, go to www.IdentoGO.com. What is the cost per producer for fingerprinting? The fingerprinting fee is $50.50 per agent. Can I use another provider to get my fingerprints? No. IdentoGO is the only acceptable provider for the state of South Carolina. Can I use prior fingerprint records done for another agency/ reason (other state DOI’s, TSA, securities license, CWP, etc.)? No. You must submit a new set of electronic fingerprints to renew your South Carolina producer license. Do non-resident producers have to be fingerprinted? No, not unless it is required in their state. Non-resident producers must comply with the renewal requirements in their particular state. Can I submit them early? Yes. Producers can submit fingerprints at any time prior to their renewal date. In fact, producers are urged not to delay in getting their fingerprints done as appointments fill up fast. How do I schedule an appointment to process my fingerprints? Producers may schedule fingerprint appointments online using the following steps: 1. Go to www.IdentoGO.com. 12

South Carolina Agent & Broker • Winter 2017

See our FAQs page for information on meeting the new licensing requirements 2. Under “Search for services by state” select “South Carolina” from dropdown menu then click Go button. 3. Click on State Fingerprinting button 4. Under “For New Appointments” section click on Schedule a New Appointment button. 5. In the drop down box, select “SC920124Z - DOI SC Producer Licensing/Renewal,” then Go button. 6. Enter your Zip Code and click Go button. 7. Choose the location and date you want from the table, click “Click to Schedule” link and choose the time of your appointment. 8. On the remaining screens, complete the fields as requested to schedule and submit payment.. Learn more iiabsc.com/fingerprints A&Mat Assoc Ad SC PRINT.pdf 1

10/20/15

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Winter 2017 â&#x20AC;˘ South Carolina Agent & Broker

Innovations in

LONG-TERM CARE FUNDING with Life Insurance

By Jerry Rhinehart, CIC, CLU, ChFC, RHU – Panama City, FL

s most of us are aware a prolonged nursing home stay can easily deplete a person’s savings, liquidate their assets and possibly erode their retirement money. Modern medicine, which is keeping us alive longer, is only making this possibility a bit more likely. If Long-Term Care (LTC) is needed, most people would like to remain in their home, rather than residing in a Skilled Nursing Facility (SNF). They probably also think the cost will be substantially less at their home than the expense at a SNF, which is possible if the individual has a friend or relative to provide the hands-on care. But if no such person is available, consider this: A certified in-home care-giver runs a minimum of $20 per hour in most parts of the country. Three eight-hour shifts would be approaching $500 per day! That may be twice the cost of a SNF in the same area. According to the 2016 study by Genworth Insurance the national average cost for care is staggering: • Assisted Living Facility - $3,628 monthly / $43,536 annually • Skilled Nursing Facility (Semi-Private) - $6,844 monthly / $82,128 annually • Skilled Nursing Facility (Private) - $7,698 monthly / $92,376 annually Genworth’s website has a tool (genworth.com/about-us/industryexpertise/cost-of-care.html) that makes it easy to search for your state’s averages as well as most major cities in your state. 14

South Carolina Agent & Broker • Winter 2017

So, what are the LTC funding options should the need arise? There are really only three options: 1) Be Rich, 2) Be Poor, or 3) Be Insured. The first option (Be Rich) eliminates the vast majority of people. As for the second option (Be Poor … meaning Medicaid), what usually happens is the person needing care uses their money and assets until they become destitute and meet Medicaid eligibility rules. Every state has specific rules regarding Medicaid qualification. The applicant must spend down their assets to a mandated amount, generally $2,000, and their income can’t exceed a certain level ($2,199 per month in Florida in 2016, as an example). The third option (Be Insured) usually meets with resistance due to the perceived high cost of the premium of Long Term Care insurance (LTCI), and many people simply do not think this issue will affect them. No question about it, a traditional LTCI contract is pricey, and there is rarely any benefit payable should the person die before using the coverage. What is the “trigger” for a covered claim with a LTCI? Typically, it means they can’t perform any two of six Activities of Daily Living (ADLs). ADLs are defined as eating, dressing, bathing, toileting, transferring or continence. The second “claimstrigger” is the insured must have a medical diagnoses of Severe Cognitive Impairment. A person with a dementia impairment (maybe Alzheimer’s disease) might be able to perform all six

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ADLs, but obviously should not be left without someone to look after them. So, how is a claim approved? The insured individual meets either of the two defined claims-triggers (cannot perform two of six ADLs or Severe Cognitive Impairment). Once an individual’s claims qualification is met, benefits are payable until they recover, or the “insurance bucket of money” is empty. What is meant by the term “… until they recover”? Well, most think of this coverage as being for older people with severe (and irreversible) medical situations, but a person of any age could have a serious medical event (heart, cancer, accident, etc.) and be in need of care for several months and recover. The benefit would be payable for that period of time if the claims-trigger and elimination period are met. We have discussed the dilemma, various options and the traditional LTCI approaches. As for recent innovations and trends, we’ve started seeing some life insurance carriers include a novel approach regarding the LTC benefit. Many refer to it as a Living Benefit (LB). Some call it an Accelerated Benefit. For those carriers that include it, some make it a rider (with a published additional cost) and most make it a policy provision or contract feature, thus no published additional cost. Additionally, the LB contract language and pay-out provisions vary greatly with the companies that participating. It is even available in varying degrees with some annuity contracts. How does the LB provision generally work? First, the life

insurance contract obviously has the death benefit. But as part of the death benefit, the contract will generally provide three “buckets” of money that can be accessed by the owner if the insured has a qualifying event or meets a “claims-trigger” provision. Note that just because a company’s life policy is approved in a particular state, this rider may not. Always check with your company. - The first coverage “bucket” is generally referred to as “Critical Illness.” Here the claimant can file for up to some maximum amount against the contract – meaning, the life insurance death benefit amount – should they have a defined medical procedure. A physician’s certification is required. One company’s language defines it as: “open heart surgery, angioplasty or myocardial infarction, life threatening cancer, stroke, major transplant or end-stage renal failure.” The limit may be a flat maximum amount (such as $25,000) or some maximum percent of the death benefit (such as 25 percent), but not to exceed some specified dollar amount (one company’s maximum is $125,000). Example: John (who is self-employed) has a $500,000 life insurance policy containing the LB provision. He becomes ill and ultimately receives a kidney transplant. He is responsible for a sizable medical insurance deductible and can’t work for four months – so he sustains a significant loss of income. He decides to take an advance against his policy of $100,000. He still has $400,000 of death benefit coverage, since this is considered a lien against the contract. Most companies will charge an administrative fee with the claim. A one-time fee of $150 is common. - The second “bucket” is generally defined as “Chronic Illness.” Here the claimant will be required to provide a physician’s certification that shows the individual is unable to perform any two of six ADLs or has been diagnosed as having Severe Cognitive Impairment (the exact language discussed with a traditional LTCI contract). Carriers may require the “coverage-trigger” to be for a minimum and continuous timeframe – perhaps 90 days. As with Critical Illness, there will be some maximum limit. With many life insurance companies, it will generally be up to 50 percent of the death benefit, with some overall maximum total. One company’s maximum benefit payout is $1 million. One company’s language states: “The sum of all accelerated benefits may not exceed either 50 percent of the specified amount (the death benefit) at the time of the first acceleration, or $1 million.” Additionally, the company may limit how benefits are paid under this provision. Some may pay

South Carolina Agent & Broker • Winter 2017

annual installments not to exceed the maximum LTC benefit as defined under HIPAA. Some may pay a maximum monthly benefit (such as 2 percent installments over 50 months). Example: Sharon is 45 years old and has a $400,000 life policy that contains the LB provision. She has developed a degenerative muscle disorder and is no longer able to care for herself. She and her husband take an advance of $200,000 from her policy to modify their home and help pay for a home health aide. She will still have $200,000 death benefit protection. - The final “bucket” is defined as “Terminal Illness.” Most contract’s LB language states the owner can access this benefit if the insured individual’s life expectancy is 12 months or less. Generally, the maximum benefit will be 50 to 75 percent of the death benefit, not to exceed some specified amount, perhaps $1million. Example: Patrick has a $300,000 life policy that contains the LB provision. He has an inoperable tumor and his physician has given him five months to live. He requests a $50,000 advance against his contract so he, his wife and adult kids can take a cruise they have discussed for years. Upon Patrick’s death, his wife receives the remaining $250,000 death benefit. Note that a number of life insurance carriers have the LB provision as part of their Whole Life, Universal Life and even Variable Life contracts. A few carriers even have this part of selected Term Life contracts. An important point: when the LB benefit is received, it is considered a lien against the life insurance policy. The company will have some fee associated with each transaction ($150 as an example), plus they will charge interest against the lien as specified in the contract. The company will always state the maximum interest – such as 8 percent. With a lien, the interest is charged against the ultimate remaining death benefit payout. By doing this, the amount received from the LB should be free of taxation. Always recommend your clients check with their tax specialist for their advice and interpretation. As mentioned, variation of this benefit is available with some annuity carriers. One such enhancement is the Waiver of Surrender Charge Provisions with many carriers. This provision has been around with most carriers for a number of years. How does this work? Should the annuitant have a terminal illness, or be confined to a nursing home (many define confinement as 12 months or longer), the individual can access the annuity account value without a surrender charge. Another variation is the ADL trigger provision (or rider). How does this work? Should the annuitant meet the LTC “claimstrigger” (unable to perform two of six ADLs, or Severe Cognitive Impairment), they can access a greater percentage of their annuity account value on an annual basis without a surrender charge. A 10 percent annual withdrawal with no surrender charge is common without this provision. This LB provision increases this percentage

to a higher amount, perhaps 20 percent annually, without a surrender charge. Currently, very few annuity carriers have this last provision available. Either of these annuity variations are a benefit to a person or family that has the long term care funding need, but neither will be as attractive as the life insurance with LB unless the annuity is very sizable. What are the major advantages of an insured LTC funding program? With either a good quality LTC insurance contract or a somewhat sizable life insurance policy with the LB, the unpleasant thought of running out of money, having to liquidate their assets, or trying to qualify for Medicaid can be eliminated or greatly postponed. Most of us work 30 or 40 years to amass a sizable amount of money in our qualified plans (401-k, IRA, SEP, ROTH, etc.) so our retirement years can be financially low-stress. As stated previously, to qualify for Medicaid, you must spend down your assets to a certain threshold. It also requires you to spend down your qualified money (401-k, IRA, SEP, ROTH, etc.) in addition to all other assets. Think of a quality insured LTC funding program as a FIREWALL around all your qualified money! Numerous questions might arise concerning this innovative LB provision. Others may come up about LTC funding options with an annuity. The questions may include: What are the tax rules, limitations on the use of the funds, coverage territory issues and waiver of premium concerns? The comparison table found with this article should address most of the issues and questions that might come up for agents and their prospects. Since coverage language and benefit options vary greatly with life and annuity contracts that offer one or more of these funding choices, it is highly recommended that agents thoroughly research what is available with their carriers. Another alternative is to discuss these contracts and options with a knowledgeable life insurance brokerage agency with good relationships with numerous quality life insurance companies. About the author: Jerry Rhinehart, CIC, CLU, ChFC, RHU is a life, health and financial services expert operating independent agency in Florida. You may have seen him at any of IIABSC’s CIC Institutes or Education Awards Recognition Luncheons as he serves on the National Faculty of the Society of Certified Insurance Counselors. In thirty years Jerry has conducted more than 1,200 programs on topics ranging from Estate Planning, Long Term Care, Life Insurance, Annuities, Business Perpetuation and Health Insurance. He frequently writes articles for various insurance trade magazines, and serves as an expert witness in legal proceedings regarding life and health insurance matters.

Want to learn more? Find upcoming broadcasts webcasts on the topic (Long Term Care Insurance and Innovations in LTC Funding with Life Insurance), taught by Jerry Rhinehart himself on our ABEN channel (iiabsc.aben.tv/calendar). Winter 2017 • South Carolina Agent & Broker

Key Questions And Concerns Regarding The Living Benefit Provision With Life Insurance And Annuities As It Compares To The Traditional Long Term Care Insurance Contact

South Carolina Agent & Broker â&#x20AC;˘ Winter 2017

Disclaimer: This chart and its comparisons are general statements only. Additionally, this chart is not intended to provide legal or tax advice. Language and benefits found in the life insurance contracts or annuity contracts that provide the Living Benefit Provision (or Rider) vary greatly. Consult the specific insurance contract for exact wording. Always consult a qualified attorney or accountant for information or advice regarding those topics. (rev. 09-18-2016) Winter 2017 â&#x20AC;˘ South Carolina Agent & Broker

118th Annual Convention

Beyond all Limits Oct. 30 - Nov. 1

IIABSC’s 2017 Board of Directors were installed at the 118th Annual Convention held Oct. 30-Nov. 1 at The Grove Park Inn in Asheville, NC. Scott Moseley of Irmo Insurance in Irmo was re-elected Chairman of the Board by the general membership during the annual meeting. Thomas M. “Tom” Bates, Jr. of Herlong Bates Burnett in Greenville was re-elected Chairman-Elect and Treasurer of the Board of Directors, and Jules Anderson, AAI of Anderson Insurance Associates in Charleston, SC, was re-elected National Director. Two new directors and one returning director were elected to three-year terms on the Board of Directors beginning Jan. 1, 2017. Benjamin C. Myers of Russell Massey & Co. Inc. in Columbia, SC, and Matthew B. Wiseman, CIC, CISR, of Peoples Underwriters in Conway, SC, are the two new directors. Rob W. Hammett, AIP of CWS Insurance in Spartanburg was re-elected to the board after filling the remaining year of Board Secretary Jay Taylor’s term. Retiring directors Angus M. “Gus” Brabham, IV, CIC of Regions Insurance in Columbia, SC and James

Clockwise from top left: 1. Ashley Brady receives his Agent of the Year award at the Board of Directors meeting, pictured with Gary Cornell of AFCO Premium Prime Rate Finance. 2. Andrew Muller of Mappus Insurance named Young Agent of the Year. Pictured with IIABSC Chairman Scott Moseley. 3. Incoming Board of Directors and Officers elected by the membership take office. (L to R: Matt Wiseman, Ben Myers, Jules Anderson, Tom Bates, Scott Moseley). 20

South Carolina Agent & Broker • Winter 2017

Grove Park Inn, Asheville, NC

B. “Ben” Galloway, CPCU, CIC, CRM, AAI of Peoples First Insurance in Rock Hill were recognized for their service and dedication to the association. John T. “Tommy” Cook, CIC of John T. Cook & Associates in Myrtle Beach delivered the oath of office.

Agent of the Year

W. Ashley Brady, CIC of First Charter Company Inc in Marion, SC was named the Hayne P. Glover, Jr. Agent of the Year in recognition for outstanding community service and contributing to the betterment of the insurance industry. Ashley has been active in the association for many years, including serving on the Board of Directors and as Past Chairman from 2012-13. He has been chair of the Young Agents, InsurPac and Annual Convention committees and served three years on the National IIABA Young Agents Committee. He was previously recognized with the AAMGA Achievement Award in 2002 and

2004 for his work with the Young Agents Committee and was named SC Young Agent of the Year in 2003. Locally he is a community leader as well, where he is active in his church and the Boy Scout Troop. He is also on the economic development board for Marion County. After Hurricane Matthew’s impact he has really proven what independent agents are all about in service to their communities. In fact he regretfully missed his own party because the needs of his clients, his community and the agency had to come first, preventing him from accepting his award in person. The Agent of the Year is named for Hayne P. Glover, Jr. to honor his many years of dedicated service to the Big “I” state and national associations. Glover was from Greenville and is the only South Carolinian so far to serve as the national association president. Glover was an outstanding example of service to his community as well as the industry, which are the criteria used to evaluate nominees for this award. The award has been sponsored by AFCO/Prime Rate Premium Finance in Florence for the past twenty years.

Young Agent of the Year

Andrew E. Muller, CIC, AAI, CWCC, PRIS of Mappus Insurance Agency, Inc in Mount Pleasant, SC has been named the IIABSC Young Agent of the Year. Andrew is the new President of Mappus Insurance Agency in Mount Pleasant. A native of Louisville, Ky., with a B.S. in Business Administration from the Collage of Charleston, he has had positions in claims for a national company and sales positions in both national and regional brokerage firms. Andrew is currently serving on the IIABSC Board of Directors and helps chair the Young Agents Committee. He is developing himself as a media resource by frequently appearing in local TV and radio to discuss insurance issues. Locally, he is the co-chair of the American Red Cross Heroes Program Charleston Chapter as well as a Board member for the Charleston World Heritage coalition. He is also active with the Mount Pleasant Presby[Continued on page 22

Winter 2017 â&#x20AC;˘ South Carolina Agent & Broker

118th Annual Convention recap, continued terian Church and the College of Charleston Alumni Association. The Young Agent of the Year is given to an independent insurance agent age 40 or younger for outstanding service to his or her community outside the field of insurance and has contributed to the betterment of the industry. It has been sponsored by AFCO/ Prime Rate Premium Finance in Florence for the past twenty years.

Industry Person of the Year

Gary D. Cornell of AFCO/Prime Rate Premium Finance in Lexington, SC was named the IIABSC Industry Person of the Year. The award recognizes industry representatives other than independent insurance agents who have contributed greatly to the insurance industry in South Carolina. Gary’s entire nearly 40-year insurance career has been on the premium finance side of the industry, 30 years of which have been as the company representative of Prime Rate Premium Finance in Florence (now co-branded with AFCO). He has always put independent insurance agents first and has built a long and dedicated career of helping agents be better at serving their customers. He was recognized with a Chairman’s Citation for service to the association in 2013.

Outstanding CSR of the Year

Karen D. Fenters, CISR, of Strovis Insurance Agency in Georgetown, SC was recognized as the SC Outstanding CSR of the Year. The award recognizes those who demonstrate exceptional customer service on a daily basis. Nominations are submitted to use early in the year, an nominees are then asked to submit materials to show their commitment to the industry through education, involvement and peer recommendations in addition to writing an essay in response to a relevant issue for our industry. A supervisor said this about her: “Karen quickly became someone that our customers wanted to work with when they walked in the door of our agency. They felt safe with her, and she assured them that their policy, no matter how big or how small, truly mattered. Karen is consistently making sure all agents and CSRs are up to date on industry changes, keeps her eyes open for continued education and training that will equip the other CSRs in the agency to have the tools

South Carolina Agent & Broker • Winter 2017

they need to perform to the best of their ability. That’s exactly what customer service, and being an independent agent, is all about.

InsurPac fundraisers

There were two separate InsurPac fundraisers going on at convention. The first of which was a drawing for a drone. Those who contributed $100 or more leading up or onsite at the convention were eligible. The drawing was held at the Monday evening awards banquet. Winners were Tonya Thomason and Nathan Riedel. Since Nathan Riedel is the InsurPac Treasurer, he submitted the prize back up for auction, accumulating another $600 to the total raised. The other fundraiser was the return of our Dancing with the Stars spoof during the Sunday night opening reception, where four agents were paired with local professional dancers from Asheville Ballroom & Dance Center and performed a simple choreographed routine for attendees at the reception. Attendees voted for their favorites by making a contribution to InsurPac. Agent participants were Cooper Carter of Pinkney-Carter Company in Charleston, Carrie Johnson of Carrie Johnson Insurance in Murrell’s Inlet, Ben Galloway of People’s First Insurance in Rock Hill and Cary Pardue of Upchurch & Jowers Insurance Agency in Camden. The votes were tallied, and Cooper Carter was named the reigning star.

Henry G. Turner Golf tournament The Henry G. Turner Golf tournament was held at the Grove Park Inn Course. Cash prizes were awarded to the winners, who were as follows: Champions: Ryan Brown, Harold Herlong, Jeff Horton, Gary Morin Second-place team: Tom Bates, Lee Ellis, Jeff Prendergast, Stephen Wickliffe Third-place team: Anna Catherine Belk, Dawn Korzen, Henry Korzen, Christopher Wentzell Long-drive winner: Anna Catherine Belk Closest-to-the-pin: Jay Lannin

[Continued on page 24]

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118th Annual Convention recap, continued

Best exhibit booth award

SC Wind & Hail Underwriters Association won “Elly Packy Derm” the Golden Elephant, awarded to our exhibitor named “Best Booth” overall by a panel of judges during our trade show.

Event Committee Committe Chairman Ken Finch, CPCU, CIC, CRM, AAI Adams Eaddy & Associates Bay Amrhein Johnson & Johnson Angela Douda Heritage Insurance Brian Eanes Anderson Insurance Associates Alex Fournil Vista Insurance Group Kelly Frontroth, API, AAI, CPIW Hutson-Etherredge Cos. Ben Galloway Peoples First Ins. Laura Graham, CPCU, CIC Jackson Sumner & Assoc. Lynn Hudson, CIC, CISR, ACSR Turner Agency Carrie Johnson Carrie Johnson Insurance Rhett Orr, CIC UPC Insurance Susan Rush Builders Mutual Tonya S. Thomason, CIC David A Crotts & Associates Matt Wiseman Peoples Underwriters

South Carolina Agent & Broker • Winter 2017

[Continued on page 26]

118th Annual Convention recap, continued

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January 17

Agent Friendly Endorsements for CGL and BAC Forms,

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

2 hrs. P&C

Estate Planning Techniques, Options & Opportunities,

Commercial Property Endorsements That Can Make You

2 hrs. L&H

Money, 2 hrs. P&C

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

BAP Symbols and Endorsements, 1 hr. P&C

Ethical Issues Personal & Organizational, 3 hrs. Ethics

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

E&O Roadmap to Policy Analysis, Columbia, 6 hrs. P&C

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

Drones – Problems, Solutions & Insurance, 3 hrs. P&C

20 20

Hot Topics in Personal Lines, 2 hrs. P&C National Flood Insurance Program Basic Course-2016,

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

2 hrs. P&C

National Flood Insurance Program Basic Course-2016,

Commercial Lines Myths – Part I, 1 hr. P&C

2 hrs. P&C

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

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

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

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

E&O Risk Management, Meeting the Challenge of Change

BAP Symbols and Endorsements, 1 hr. P&C

Part I, 3 hrs. P&C

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

E&O Risk Management, Meeting the Challenge of Change

CISR Personal Auto, Florence, 7 hrs. P&C

Part II, 3 hrs. Ethics

Agent Friendly Endorsements for CGL and BAC Forms,

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

2 hrs. P&C

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

E&O Risk Management, Meeting the Challenge of Change

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

AIAM Day 1 Consumer Needs/Customer Service,

Charleston, 7 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part II, 3 hrs. Ethics

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

February 01

Liability Issues to Worry About: Indemnity Agreements,

Addl Insureds, 2 hrs. P&C

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

Top 10 Workers Comp Risks Employers Unknowingly

Assume, 2 hrs. P&C

Insurance & BBQ: The Hidden Connection, 3 hrs. P&C

Directors & Officers Liability Insurance, 2 hrs. P&C

Data Privacy Insurance, 2 hrs. P&C

Garage Basics, 2 hrs. P&C

Guy in the Bar is Back, 3 hrs. P&C

CISR Personal Auto, Hilton Head, 7 hrs. P&C

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

Personal Lines Myths – Part I, 1 hr. P&C

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part II, 3 hrs. Ethics

Insuring Condominiums, 2 hrs. P&C

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

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

Innovations in Long Term Care Funding, 3 hrs. L&H

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

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part II, 3 hrs. Ethics

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

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

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

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

Commercial Lines Myths – Part I, 1 hr. P&C

Home Based Business Exposures, 2 hrs. P&C

March 1-3

CIC Personal Lines Institute, Greenville, 20 hrs. P&C

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

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

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South Carolina Agent & Broker • Winter 2017

Top 10 Workers Comp Risks Employers Unknowingly

Assume, 2 hrs. P&C

Insurance & BBQ: The Hidden Connection, 3 hrs. P&C

Garage Basics, 2 hrs. P&C

Guy in the Bar is Back, 3 hrs. P&C

Directors & Officers Liability Insurance, 2 hrs. P&C

Data Privacy Insurance, 2 hrs. P&C

Personal Lines Myths – Part I, 1 hr. P&C

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

CISR William T Hold, Greenville, 3 hrs Ethics & 4 hrs P&C

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

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

COPE Property Underwriting & Effective Loss Control,

2 hrs. P&C

Drones – Problems, Solutions & Insurance, 3 hrs. P&C

Innovations in Long Term Care Funding, 3 hrs. L&H

15-16

IIABSC Spring Conference, Columbia

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

Commercial Property Endorsements That Can Make You

Money, 2 hrs. P&C

BAP Symbols and Endorsements, 1 hr. P&C

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

National Flood Insurance Program Basic Course-2016,

2 hrs. P&C

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

Long Term Care Insurance, 2 hrs. L&H

Agent Friendly Endorsements for CGL and BAC Forms,

2 hrs. P&C

CISR Personal Residential Property, Myrtle Beach,

7 hrs. P&C

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

E&O Roadmap to Policy Analysis, Charleston, 6 hrs. P&C

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

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

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

AIAM Day 4 Watch Your Mouth/Write Stuff, 4 hrs. Ethics

& 2 hrs. P&C

Commercial Lines Myths – Part I, 1 hr. P&C

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

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part II, 3 hrs. Ethics

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part II, 3 hrs. Ethics

April 03

Garage Basics, 2 hrs. P&C

Guy in the Bar is Back, 3 hrs. P&C

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

National Flood Insurance Program Basic Course-2016,

2 hrs. P&C

CISR Life & Health Essentials, Myrtle Beach, 7 hrs. L&H

Liability Issues to Worry About: Indemnity Agreements,

Addl Insureds, 2 hrs. P&C

5-6

CIC Ruble Graduate Seminars, Myrtle Beach, 16 hours

Insuring Condominiums, 2 hrs. P&C

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

Top 10 Workers Comp Risks Employers Unknowingly

Assume, 2 hrs. P&C

Insurance & BBQ: The Hidden Connection, 3 hrs. P&C

Drones – Problems, Solutions & Insurance, 3 hrs. P&C

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

Ethical Issues Personal & Organizational, 3 hrs. Ethics

Personal Lines Myths – Part I, 1 hr. P&C

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

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

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

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

Agent Friendly Endorsements for CGL and BAC Forms,

2 hrs. P&C

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

CISR Personal Auto, Greenville, 7 hrs. P&C

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

Innovations in Long Term Care Funding, 3 hrs. L&H

E&O Roadmap to Policy Analysis, Greenville, 6 hrs. P&C

Directors & Officers Liability Insurance, 2 hrs. P&C

Data Privacy Insurance, 2 hrs. P&C

BAP Symbols and Endorsements, 1 hr. P&C

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

Estate Planning Techniques, Options & Opportunities,

2 hrs. L&H

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

Home Based Business Exposures, 2 hrs. P&C

Commercial Lines Myths – Part I, 1 hr. P&C

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part II, 3 hrs. Ethics

CISR Personal Lines Misc., Charleston, 7 hrs. P&C

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

AIAM Day 2 Time Management/Workflow, Hilton Head,

6 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part II, 3 hrs. Ethics

May

1 in 4

underwriters at J.M. Wilson previously worked for a retail agency

GENERATIONS OF LEADERSHIP

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1947 the year our longest-standing carrier relationship began

55% OF OUR AGENTS HAVE WRITTEN BUSINESS WITH US FOR 10 YEARS OR MORE

BROKERAGE / PROFESSIONAL PERSONAL LINES PROPERTY & CASUALTY TRANSPORTATION

Garage Basics, 2 hrs. P&C

Guy in the Bar is Back, 3 hrs. P&C

CISR Commercial Casualty I, Hilton Head, 7 hrs. P&C

Directors & Officers Liability Insurance, 2 hrs. P&C

Data Privacy Insurance, 2 hrs. P&C

MGA and E&S Broker since 1920

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

Top 10 Workers Comp Risks Employers Unknowingly

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Assume, 2 hrs. P&C

Insurance & BBQ: The Hidden Connection, 3 hrs. P&C

SURETY

Winter 2017 • South Carolina Agent & Broker

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

E&O Risk Management, Meeting the Challenge of Change

Drones – Problems, Solutions & Insurance, 3 hrs. P&C

Part I, 3 hrs. P&C

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

E&O Risk Management, Meeting the Challenge of Change

CISR Agency Operations, Charleston, 6 hrs. P&C

Part II, 3 hrs. Ethics

COPE Property Underwriting & Effective Loss Control,

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

2 hrs. P&C

Innovations in Long Term Care Funding, 3 hrs. L&H

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

E&O Risk Management, Meeting the Challenge of Change

Personal Lines Myths – Part I, 1 hr. P&C

Part I, 3 hrs. P&C

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

E&O Risk Management, Meeting the Challenge of Change

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

Part II, 3 hrs. Ethics

Agent Friendly Endorsements for CGL and BAC Forms,

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

2 hrs. P&C

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

AIAM Day 5 Regulation& Politics/Leadership, Columbia,

6 hrs. P&C

June

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

Top 10 Workers Comp Risks Employers Unknowingly

Long Term Care Insurance, 2 hrs. L&H

Assume, 2 hrs. P&C

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

Insurance & BBQ: The Hidden Connection, 3 hrs. P&C

National Flood Insurance Program Basic Course-2016,

Garage Basics, 2 hrs. P&C

2 hrs. P&C

Guy in the Bar is Back, 3 hrs. P&C

BAP Symbols and Endorsements, 1 hr. P&C

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

AIAM Day 2 Time Management/Workflow, Greenville,

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

6 hrs. P&C

Liability Issues to Worry About: Indemnity Agreements,

Commercial Property Endorsements That Can Make You

Addl Insureds, 2 hrs. P&C

Money, 2 hrs. P&C

Insuring Condominiums, 2 hrs. P&C

Commercial Lines Myths – Part I, 1 hr. P&C

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

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

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

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

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

Drones – Problems, Solutions & Insurance, 3 hrs. P&C

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South Carolina Agent & Broker • Winter 2017

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

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

Estate Planning Techniques, Options & Opportunities,

E&O Risk Management, Meeting the Challenge of Change

2 hrs. L&H

Part I, 3 hrs. P&C

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

E&O Risk Management, Meeting the Challenge of Change

Personal Lines Myths – Part I, 1 hr. P&C

Part II, 3 hrs. Ethics

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

CISR Commercial Property, Myrtle Beach, 7 P&C

July

BAP Symbols and Endorsements, 1 hr. P&C

Garage Basics, 2 hrs. P&C

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

Guy in the Bar is Back, 3 hrs. P&C

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

COPE Property Underwriting & Effective Loss Control,

National Flood Insurance Program Basic Course-2016,

2 hrs. P&C

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

Ethical Issues Personal & Organizational, 3 hrs. Ethics

Long Term Care Insurance, 2 hrs. L&H

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

Top 10 Workers Comp Risks Employers Unknowingly

Agent Friendly Endorsements for CGL and BAC Forms,

Assume, 2 hrs. P&C

2 hrs. P&C

Insurance & BBQ: The Hidden Connection, 3 hrs. P&C

Innovations in Long Term Care Funding, 3 hrs. L&H

Directors & Officers Liability Insurance, 2 hrs. P&C

21-23

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

Data Privacy Insurance, 2 hrs. P&C

Directors & Officers Liability Insurance, 2 hrs. P&C

Drones – Problems, Solutions & Insurance, 3 hrs. P&C

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

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

Data Privacy Insurance, 2 hrs. P&C

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

Home Based Business Exposures, 2 hrs. P&C

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

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

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

Commercial Lines Myths – Part I, 1 hr. P&C

Personal Lines Myths – Part I, 1 hr. P&C

E&O Risk Management, Meeting the Challenge of Change

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

Part I, 3 hrs. P&C

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

E&O Risk Management, Meeting the Challenge of Change

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

Part II, 3 hrs. Ethics

Winter 2017 • South Carolina Agent & Broker

Commercial Property Endorsements That Can Make You

Directors & Officers Liability Insurance, 2 hrs. P&C

Money, 2 hrs. P&C

Data Privacy Insurance, 2 hrs. P&C

Agent Friendly Endorsements for CGL and BAC Forms,

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

2 hrs. P&C

Commercial Lines Myths – Part I, 1 hr. P&C

Innovations in Long Term Care Funding, 3 hrs. L&H

E&O Risk Management, Meeting the Challenge of Change

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

Part I, 3 hrs. P&C

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

E&O Risk Management, Meeting the Challenge of Change

CISR Agency Operations, Greenville, 7 hrs. P&C

Part II, 3 hrs. Ethics

BAP Symbols and Endorsements, 1 hr. P&C

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

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

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

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

AIAM Day 6 Ethics/Changing Attitudes, Charleston,

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

2 hrs. P&C and 3 hrs. Ethics

National Flood Insurance Program Basic Course-2016,

Home Based Business Exposures, 2 hrs. P&C

2 hrs. P&C

E&O Roadmap to Policy Analysis, Hilton Head, 6 hrs. P&C

Commercial Lines Myths – Part I, 1 hr. P&C

E&O Risk Management, Meeting the Challenge of Change

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

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

Part II, 3 hrs. Ethics

E&O Risk Management, Meeting the Challenge of Change

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

Part II, 3 hrs. Ethics

Estate Planning Techniques, Options & Opportunities,

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

2 hrs. L&H

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

September

E&O Risk Management, Meeting the Challenge of Change

Directors & Officers Liability Insurance, 2 hrs. P&C

Part II, 3 hrs. Ethics

Data Privacy Insurance, 2 hrs. P&C

Garage Basics, 2 hrs. P&C

Guy in the Bar is Back, 3 hrs. P&C

August

Guy in the Bar is Back, 3 hrs. P&C

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

Liability Issues to Worry About: Indemnity Agreements,

COPE Property Underwriting & Effective Loss Control,

Addl Insureds, 2 hrs. P&C

2 hrs. P&C

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

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

Top 10 Workers Comp Risks Employers Unknowingly

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

Assume, 2 hrs. P&C

Top 10 Workers Comp Risks Employers Unknowingly

Insurance & BBQ: The Hidden Connection, 3 hrs. P&C

Assume, 2 hrs. P&C

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

Insurance & BBQ: The Hidden Connection, 3 hrs. P&C

National Flood Insurance Program Basic Course-2016,

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

2 hrs. P&C

Drones – Problems, Solutions & Insurance, 3 hrs. P&C

Garage Basics, 2 hrs. P&C

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

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

CISR Personal Auto, Columbia, 7 hrs. P&C

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

Personal Lines Myths – Part I, 1 hr. P&C

Drones – Problems, Solutions & Insurance, 3 hrs. P&C

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

Ethical Issues Personal & Organizational, 3 hrs. Ethics

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

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

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

Personal Lines Myths – Part I, 1 hr. P&C

Agent Friendly Endorsements for CGL and BAC Forms,

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

2 hrs. P&C

10-13

IIABSC Young Agents Conference, Hilton Head

Innovations in Long Term Care Funding, 3 hrs. L&H

Agent Friendly Endorsements for CGL and BAC Forms,

CISR Personal Lines Misc., Hilton Head, 7 hrs. P&C

2 hrs. P&C

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

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

Long Term Care Insurance, 2 hrs. L&H

Insuring Condominiums, 2 hrs. P&C

Commercial Property Endorsements That Can Make You

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

Money, 2 hrs. P&C

16-18

CIC Commercial Multiline Institute, Charleston,

BAP Symbols and Endorsements, 1 hr. P&C

20 hrs. P&C

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

BAP Symbols and Endorsements, 1 hr. P&C

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

Innovations in Long Term Care Funding, 3 hrs. L&H

National Flood Insurance Program Basic Course-2016,

2 hrs. P&C

South Carolina Agent & Broker • Winter 2017

27-29

CIC Commercial Property, Myrtle Beach, 20 hrs. P&C

Commercial Lines Myths – Part I, 1 hr. P&C

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

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part II, 3 hrs. Ethics

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

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part II, 3 hrs. Ethics

October 02

Garage Basics, 2 hrs. P&C

Guy in the Bar is Back, 3 hrs. P&C

Directors & Officers Liability Insurance, 2 hrs. P&C

Data Privacy Insurance, 2 hrs. P&C

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

Liability Issues to Worry About: Indemnity Agreements,

Addl Insureds, 2 hrs. P&C

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

Top 10 Workers Comp Risks Employers Unknowingly

Assume, 2 hrs. P&C

Insurance & BBQ: The Hidden Connection, 3 hrs. P&C

Drones – Problems, Solutions & Insurance, 3 hrs. P&C

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

AIAM Day 5 Regulations & Politics/Leadership, Greenville,

6 hrs. P&C

AIAM Day 6 Ethics/Changing Attitudes, Hilton Head,

2 hrs. P&C and 3 hrs. Ethics

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

Personal Lines Myths – Part I, 1 hr. P&C

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

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

Estate Planning Techniques, Options & Opportunities,

2 hrs. L&H

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

Innovations in Long Term Care Funding, 3 hrs. L&H

15-17

IIABSC Annual Convention, Myrtle Beach

Agent Friendly Endorsements for CGL and BAC Forms,

2 hrs. P&C

Insuring Condominiums, 2 hrs. P&C

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

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

BAP Symbols and Endorsements, 1 hr. P&C

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

National Flood Insurance Program Basic Course-2016,

2 hrs. P&C

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

Home Based Business Exposures, 2 hrs. P&C

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

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

Ethical Issues Personal & Organizational, 3 hrs. Ethics

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

Winter 2017 • South Carolina Agent & Broker

Commercial Lines Myths – Part I, 1 hr. P&C

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

E&O Risk Management, Meeting the Challenge of Change

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

Part I, 3 hrs. P&C

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

E&O Risk Management, Meeting the Challenge of Change

COPE Property Underwriting & Effective Loss Control,

Part II, 3 hrs. Ethics

2 hrs. P&C

E&O Roadmap to Policy Analysis, Columbia, 6 hrs. P&C

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

E&O Risk Management, Meeting the Challenge of Change

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

Part I, 3 hrs. P&C

Drones – Problems, Solutions & Insurance, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Innovations in Long Term Care Funding, 3 hrs. L&H

Part II, 3 hrs. Ethics

Directors & Officers Liability Insurance, 2 hrs. P&C

Data Privacy Insurance, 2 hrs. P&C

November

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

1-3

CIC Agency Management, Hilton Head, 16 hrs. P&C or L&H

AIAM Day 3 Negotiating Conflict/Professional

and 4 hrs. Ethics

Relationships, Columbia, 6 hrs. P&C

Top 10 Workers Comp Risks Employers Unknowingly

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

Assume, 2 hrs. P&C

BAP Symbols and Endorsements, 1 hr. P&C

Insurance & BBQ: The Hidden Connection, 3 hrs. P&C

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

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

Agent Friendly Endorsements for CGL and BAC Forms,

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

2 hrs. P&C

Garage Basics, 2 hrs. P&C

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

Guy in the Bar is Back, 3 hrs. P&C

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

Commercial Property Endorsements That Can Make You

Long Term Care Insurance, 2 hrs. L&H

Money, 2 hrs. P&C

Commercial Lines Myths – Part I, 1 hr. P&C

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

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

National Flood Insurance Program Basic Course-2016,

E&O Risk Management, Meeting the Challenge of Change

2 hrs. P&C

Part I, 3 hrs. P&C

CISR Personal Lines Misc., Rock Hill, 7 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Personal Lines Myths – Part I, 1 hr. P&C

Part II, 3 hrs. Ethics

FIND ALL YOUR INSURANCE NEEDS IN ONE PLACE

South Carolina Agent & Broker • Winter 2017

E&O Risk Management, Meeting the Challenge of Change

Personal Lines Myths – Part I, 1 hr. P&C

Part I, 3 hrs. P&C

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

E&O Risk Management, Meeting the Challenge of Change

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

Part II, 3 hrs. Ethics

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

December 01

Top 10 Workers Comp Risks Employers Unknowingly

Assume, 2 hrs. P&C

Insurance & BBQ: The Hidden Connection, 3 hrs. P&C

Garage Basics, 2 hrs. P&C

Guy in the Bar is Back, 3 hrs. P&C

Innovations in Long Term Care Funding, 3 hrs. L&H

E&O Roadmap to Policy Analysis, Charleston, 6 hrs. P&C

Ethical Issues Personal & Organizational, 3 hrs. Ethics

Insuring Condominiums, 2 hrs. P&C

AIAM Day 4 How Not to Get in Trouble with Your Mouth,

Greenville, 2 hrs. P&C and 4 hrs. Ethics

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

Professional Ethics in the Insurance Industry, 3 hrs. Ethics

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

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

Drones – Problems, Solutions & Insurance, 3 hrs. P&C

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

Liability Issues to Worry About: Indemnity Agreements,

Addl Insureds, 2 hrs. P&C

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

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

Come Grow with Us!

Directors & Officers Liability Insurance, 2 hrs. P&C

Data Privacy Insurance, 2 hrs. P&C

Agent Friendly Endorsements for CGL and BAC Forms,

2 hrs. P&C

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

Estate Planning Techniques, Options & Opportunities,

2 hrs. L&H

Home Based Business Exposures, 2 hrs. P&C

BAP Symbols and Endorsements, 1 hr. P&C

Commercial Lines Myths – Part I, 1 hr. P&C

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

National Flood Insurance Program Basic Course-2016,

2 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part II, 3 hrs. Ethics

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

E&O Risk Management, Meeting the Challenge of Change

Part I, 3 hrs. P&C

E&O Risk Management, Meeting the Challenge of Change

Part II, 3 hrs. Ethics

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Winter 2017 • South Carolina Agent & Broker

“Excellence through Education”

A designation program for non-technical skills important in providing excellent customer service

2017 Course Calendar DAY 1 (7 hrs. P&C )

DAY 4 (2 hrs. P&C, 4 hrs. Ethics)

Examine how personalities affect the office, how to recognize your co-workers’ and customers’ personality and communications styles so that you can increase effectiveness in service provided.

Learn how to reduce the chance of an E&O claim by analyzing the causes of loss and implementing changes to prevent loss.

Charleston, Jan. 26 Understanding Insurance Consumer Needs

Best Practices in Customer Service

Why service matters, and why it is never enough. Participants will learn how to build and maintain efficient and effective levels of service.

DAY 2 (6 hrs. P&C )

Hilton Head, April 27; Greenville, May 23 Mastering Time

Most of us need better control of our time. It is our most precious resource, but one that is often wasted. Participants will complete an in-depth time management profile and learn how to take better control of their time in order to be more productive both professionally and personally.

Organizational Workflow

Organized and efficient workflow is essential to an agency’s survival. Good workflows will protect against E&O claims, provide better customer service to insureds, and streamline processes.

DAY 3 (6 hrs. P&C ) Columbia, Nov. 16 Negotiating Conflict

Charleston, March 28; Greenville, Dec. 7 How Not to Get In Trouble With Your Mouth

The Write Stuff

Proper grammar and style in all written forms reflects the overall professionalism of the agency, and one wrong or misplaced comma may give an entirely different meaning than the author intended.

DAY 5

(6 hours P&C ) Columbia, May 17; Greenville, Oct. 10 Regulation, Politics and Polish

Our industry is one of the most regulated around, and many agents are not familiar with the laws that affect their very livelihood. Learn why involvement in political action is important and some of the important business etiquette skills that are crucial for today’s professionals.

Leadership is Everyone’s Job

Everyone needs to have basic leadership skills. Learn how the Best Practices materials go beyond supervision to show you how leadership can make a difference every day.

DAY 6 (2 hrs. P&C, 3 hrs. Ethics ) Charleston, Aug. 23; Hilton Head, Oct. 11 Ethics, Yesterday, Today and Tomorrow

Learn how to negotiate well with clients and co-workers. Determine how to prevent conflict before it starts, work well with others, and understand both sides of the story.

This course will discuss where the study of ethics originated along with ethical situations that affect us today as insurance professionals. Also looks at state and federal laws affecting our industry’s ethical behavior, the costs of unethical behavior and various approaches to ethical behavior.

Professional Relationships in the Agency

Changing Attitudes/Creating Opportunities

As an insurance professional, you make a difference to your clients, underwriters and co-workers. Learn how to develop relationships and how they improve the effectiveness and success of the agency.

This course will examine the various approaches to stress and how to determine which approach to use in each situation to reduce overall conflict.

New E&O classroom loss control seminar:

E&O Roadmap to Policy Analysis Many of us receive little or no training prior to entering the insurance industry. Most designation programs do a great job of training on technical insurance coverage, but little to help seasoned professionals be more adept at policy analysis and comparison. As a result coverage denials, missed opportunities, damage to professional reputations, lost clients, bad faith and E&O claims happen that could have been avoided.

Our new E&O loss control seminar is designed to guide experienced professionals step-by-step through the process of reading policy language, applying basic analysis to nd possible gaps in coverage and spot advanced coverage issues.

Specic course topics include: •

understanding important contract features in general as well as those specic to insurance policies and how they may or may not affect coverage;

•

knowing the general sections of a policy, their purpose/importance, how they can be modied;

•

understanding how policy sections interact and work together to determine coverage;

•

explaining the importance of each special interest area and how they affect coverage;

•

understanding and explaining how a program of insurance should be coordinated and why it is important; and

•

understanding how all the above impact E&O loss control, new sales, and retention.

It explains what to look for in terms of wording, punctuation and formatting, including the negative and positive implications of specic wording. It addresses E&O loss control issues and ways to obtain and retain business. This course qualies agents for their 10% Loss Control credit on their E&O policies.

The new course is the rst in a series of new E&O courses IIABA plans to roll out focusing on “knowledge-based” E&O issues. The next two topics include Commercial General Liability E&O Exposures (coming late 2017) and Homeowners E&O Exposures (coming early 2018).

Columbia

Greenville

Charleston

Hilton Head

Feb. 14, Oct. 25 March 23, Dec. 6

www.iiabsc.com

April 20 Aug. 24

Member News

SCSBA NAMES UPCHURCH & JOWERS INSURANCE AGENCY CHAMPION FOR PUBLIC EDUCATION The South Carolina School Boards Association (SCSBA) recently honored IIABSC member agency Upchurch & Jowers Insurance Agency in Camden, SC, with a Champions for Public Education Award. The Kershaw County School District Board nominated the agency for the award, which is presented to community residents, organizations or local businesses whose support and contributions have significantly benefited a school district or public schools statewide. The Upchurch & Jowers agency supports district reading initiatives by volunteering, publicly supports the school board’s bond referendum and participates in the district’s annual Special Olympics activities. The agency has also sponsored the district’s All-County Academic Team of graduating seniors for the past 21 years, and quietly funded the SAT/ACT registration fees of several high achieving students who could not otherwise afford them.

South Carolina Agent & Broker • Winter 2017

The Upchurch & Jowers Insurance Agency staff members are honored as SC School Boards Association’s latest Champion for Public Education.

Winter 2017 â&#x20AC;˘ South Carolina Agent & Broker

2017 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

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

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

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

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

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

Matthew B. Wiseman, CIC CISR (Matt) People Underwriters Inc. Myrtle Beach, SC mattw@peoplesunderwriters.com

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

Benjamin C. Myers, AIP (Ben) Russell Massey & Co. Inc. Columbia, SC ben@russellmassey.com

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South Carolina Agent & Broker • Winter 2017

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WHY GO IT ALONE? Joining the ISU network gives independent insurance agencies the intellectual resources and market clout of a national organization of the highest reputation while they retain ownership and complete independence. It’s the best of both worlds.

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If your agency is well established and highly successful with revenue of at least $1,000,000, call us for an exploratory discussion and learn how the ISU Unique Competitive Advantage will benefit you. See what others say about our reputation at joinisu.com. JACK O’CONNELL | Charlotte, NC | 704.771.9597 | joconnell@isugroup.com