South Carolina Agent & Broker, Winter 2016 by Blue Water Publishers, LLC

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Winter 2016 â&#x20AC;˘ South Carolina Agent & Broker

WINTER 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

Contents

Message from the Chairman of the Board

Message from the National Director

IIABSC 117th Annual Convention Wrap-Up

Confessions of A CSR Who Could Sell

2016 Big “I” South Carolina Spring Conference

Save the Date: IIABSC Upcoming Events

Did Your Client Get A Drone for Christmas?

IIABSC Foundation Information

IIABSC Top Five Member Benefits

Palmetto Partners

IIABSC Education & Events Calendar

Member News

2016 Board of Directors and Executive Committee

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

South Carolina Agent & Broker • Winter 2016

Advertiser Index

Access Home Insurance 11 Allstar Underwriters 27 American Strategic Insurance 33 Amerisafe 21 Anderson and Murison 35 Assure Alliance 45 Berkshire Hathaway GUARD Ins 33 Builders Mutual Insurance 13 Burns & Wilcox 5 Centauri Specialty Insurance 23 FCCI Insurance Group 27 Genesee General 21 Hilb Group 15 ISU Agency Network 48 JM Wilson 31

Jackson Sumner & Associates 2 Johnson & Johnson 24, 25 Lighthouse Property Insurance 29 M. J. Kelly of South Carolina 35 Phenix Mutual 19 Preferred Specialty 47 Risk Placement Services 3 Risk Innovations 31 SCHBSIF 9 Southern Insurance Underwriters 17 Summit 35 The Iroquois Group 7 The National Security Group 46 UPC Insurance 45

About cover: [Photo credit: © Goce Risteski | Dreamstime] While it was “hoverboards” getting all the attention this past holiday season, the Federal Aviation Administration estimated that more than 1 million drones were also purchased. In fact, starting Dec. 22 the agency now requires even recreational operators to register their aircraft. It’s clear that if you aren’t already, you need to be asking both personal and commercial lines clients about their drone use and go over the list of coverages that may be affected. Start with our “Did Your Client Get a Drone for Christmas?” on page 28, look for the commercial lines version in the Spring edition and in the meantime head over to the SCDOI website (doi.sc.gov) and download their consumer guide to drone insurance for more information about the FAA registration requirements.

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IIABSC Chairman of the Board

Scott Moseley

cott Moseley was born for the insurance business. Ok, not literally born for the business—but he was still a young boy when his mother, Robin and then his father, Bob got into what is now the family business, a family-owned insurance agency started from scratch in the town of Irmo, a Columbia suburb that has grown significantly since Irmo Insurance Agency was founded in 1976. In typical South Carolina fashion, it was other independent agents who helped Robin get that start. Prior to that, Robin’s biggest insurance connection was her mother, who worked in an independent insurance agency in another part of the state. The owners of that agency (Big “I” members) made calls to insurance companies to introduce them to Robin. Just like that, Irmo Insurance Agency was off and running. Scott didn’t understand at the time but has since learned about the loyalty, professionalism and generosity of independent insurance agents. It is something he has experienced time after time during his career. Sure, the relationships and friendships are with competitors, but more importantly they are personal friends—business colleagues who have shared, encouraged and mentored Scott Moseley from the very beginning of his insurance career. Those early experiences rubbed off on Scott. He quickly saw the value of the Big “I” association and looked for ways to get involved. He first got connected with the local independent agents association in Columbia, meeting other agents and building his interest and awareness of association activities. He became an active young agent, promoting and supporting their activities throughout the state. He was named the SC Young Agent of the Year in 2000. The following year Scott attended his first Big “I” state convention, where he met Lee Ellis and was invited to join the junior golf committee—a committee on which he continues to serve on today. It was just the beginning. Scott used his interest and connections in local politics to get involved with the state government affairs committee and state

South Carolina Agent & Broker • Winter 2016

IIABSC Chairman of the Board Scott Moseley with his wife, Melinda, and their children, Alex and Kate, during the 117th annual convention awards banquet where he was installed as chairman.

political action committee—another committee he continues to serve on. Soon he was nominated to serve on the state Board of Directors, serving two full terms as a Director before becoming an officer in the association and moving up the chairs. Along the way, Scott quickly recognized the importance and value of InsurPac, the Big “I” federal PAC. South Carolina was already a leader in InsurPac support, inspired by the leadership of Jon Jensen. Scott has been an active member of the state InsurPac committee since 2006 and was recognized with a leadership award in 2009 for his efforts with InsurPac. Scott is so passionate about supporting InsurPac that he has become better known as “Bubba the fisherman” and “Bubba the duck hunter” from the InsurPac promotional videos. As Scott takes the reins as Chairman of the Board for IIABSC, rest assured that he has served or participated in anything he will ask you to support. He understands the infectious nature of serving and participating in the association and knows that we are stronger together as agents. Also, don’t be surprised if he asks you to help!

Scott Moseley is the second generation of his Midlands-area familyowned agency, Irmo Insurance, founded almost 40 years ago by his parents, Robin and Bob Moseley (right, pictured with IIABSC Vice President of Administration & Finance Beth Chastie).

To learn more about how Iroquois could further strengthen your agency, contact Josh Jolley at 704-340-3768 or jjolley@iroquoisgroup.com and visit our website at www.iroquoisgroup.com

Scott has been very actively involved with the state InsurPac committee, even playing the part of “Bubba” to Gus Brabham’s “Junior” in our promotional videos. Winter 2016 • South Carolina Agent & Broker

National Director Jules Anderson, AAI

appy New Year from the IIABSC Board and staff! Membership with our association is an investment for a happy and prosperous new year. Flip over to page 34, and you’ll find a list of the Top 5 member benefits of the state association. You should also know that there are also several programs and resources available to member agencies on a national level. Below are just a few examples of programs that offer more from your membership with the SC independent insurance agents. Best Practices The Big “I” Best Practices study provides a chance for all members to learn from the top agencies across the United States. The comprehensive product line delivered via research, resource guides and webinars provides key strategies to help improve overall agency performance and increase agency value. Stay on top of the latest financial and benchmarking information with the 2015 update, now available. iiaba.net > Resources > Agency Management >Best Practices Agents Council for Technology (ACT) ACT is always looking for ways to help agents work smarter, save time and market their services. With workgroups made up of agency, carrier and vendor representatives tackling issues such as mobile strategies or real time, ACT offers agents guidance on everything from social media and carrier interface to securing client data. iiaba.net/act Diversity The Big “I” Diversity Task Force is charged with fostering and creating a profitable independent agency

South Carolina Agent & Broker • Winter 2016

system that reflects, represents and capitalizes on the opportunities of the diverse national population. Find free ABEN webinars and implementation guides to help agencies create a roadmap for marketing to today’s consumers. iiaba.net > Resources > Staff Development > Diversity Virtual University The Big “I” VU links agents to insurance research, coverage analysis, sample forms, court cases and white papers. With more than 2,000 searchable articles your employees have a wealth of knowledge at their fingertips. Have a tough question? The Ask an Expert service is like adding 50 insurance experts to your staff at no charge. iiaba.net/vu Young Agents The Big “I” national Young Agents program encourages industry involvement, including opportunities to speak with legislators as well as sales, leadership and technology training. The Young Agents Leadership Institute, held each fall, is the annual gathering of the nation’s best and brightest. Perpetuation opportunites are of course a major issue with this group. iiaba.net > Resources > Staff Development > Young Agents Invest Good employees are always a major issue for agencies. InVEST is an insurance education program in high school and colleges that promotes insurance as a career opportunity connecting agents, brokers and carriers with potential employees as well as creating insurancesavvy consumers. iiaba.net > Resources > Staff Development > InVEST

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Winter 2016 • South Carolina Agent & Broker

117th Annual Convention

Oct. 18–20

Sonesta Resort, Hilton Head Island

Making Waves & Breaking Barriers IIABSC 2016 Board of Directors were installed at the 117th Annual Convention held Oct. 18–20 at The Sonesta Resort on Hilton Head Island, SC. Scott Moseley of Irmo Insurance in Irmo was elected Chairman of the Board by the general membership during the annual meeting. Tom M. Bates Jr. of Herlong Bates Burnett in Greenville was elected Chairman-Elect and Treasurer and James G. Taylor, Jr., CIC of Kinghorn Insurance Agency of Beaufort was elected Secretary of the Board of Directors. Ken Finch, CPCU, CIC, CRM, AAI of Adams Eaddy & Associates in Columbia moved to the position of Immediate Past Chairman. Three new directors were elected to three-year terms on the Board of Directors beginning Jan. 1, 2016: William C. Carter,

CIC of Pinckney-Carter Company in Charleston, Carrie Johnson, ChFC, CLU, AAI of Carrie Johnson Insurance in Murrells Inlet and Robert E. Nalley of Creech Roddey Watson Insurance in Sumter. Rob W. Hammett, AIP, of CWS Insurance in Spartanburg was elected to a one-year term on the Board of Directors to ll the remaining portion of Jay Taylor’s term as he moves to Secretary of the Board. Retiring directors Steve B. Cannon, PhD, CPCU of Law Insurance Agency in Spartanburg, Harrison Cline, CIC, AIP of The Furman Co. Insurance Agency in Greenville, Dana Groome, CIC, CPCU, CISR, ACSR of Peoples Underwriters in Conway and James G. Taylor, CIC of Kinghorn Insurance Agency of Beaufort were recognized for their service and dedication to the association. IIABSC Past President Charles S. Dorton delivered the oath of oﬃce.

Agent of the Year Kathy D. McKay, CIC, CPIW, CRM of McKay Insurance in Mount Pleasant has been named the 2015 Hayne P. Glover, Jr. Agent of the Year in recognition for outstanding community service and contributing to the betterment of the insurance industry. Kathy started in the insurance business at an early age, and more than twenty years ago she purchased the agency she was working in. Throughout her career, Kathy stayed active in the industry, serving on boards and participating in organizations including: • • • • •

Clockwise from top left: 1. Kathy McKay of McKay Insurance named Agent of the Year, pictured with Chairman of the Board Ken Finch. 2. Michael Herlong of Herlong Bates Burnett named Young Agent of the Year. Pictured with award sponsor representative Gary Cornell of AFCO/ Prime Rate Premium Finance. 3. Incoming Board of Directors and Oﬃcers (elected by the membership) take oﬃce. L to R: Robbie Nally, Cooper Carter, Carrie Johnson, Jay Taylor, Tom Bates, Rob Hammett and Scott Moseley.

South Carolina Agent & Broker • Winter 2016

•

IIABSC, Director, Secretary and Chairman of the Board SC Association of Insurance Women, state director Professional Insurance Agents of SC, Board of Directors IIAB of Charleston, Board member and President South Carolina Continuing Education Advisory Board, Secretary National Alliance of Insurance Education Board of Governors

Kathy instructs classes as a certied instructor for the National Alliance of Insurance Education. She also appears on several local TV and radio stations and in the Charleston newspaper when called upon to educate the community on insurance. She also supports community groups in the Lowcountry including the American Cancer Society Relay for Life, The Charleston Museum, My Sisters House, The American Red Cross, MUSC Children’s Hospital and The Charleston Preservation Society. The Agent of the Year is named for Hayne P. Glover, Jr. in honor of his dedicated service to the Big “I.” From Greenville, he is the only South Carolinian (so far) to serve as our national association president. He was an outstanding example of service to his community as well as the industry, which are criteria used to evaluate nominees for this award. The award is sponsored by AFCO/ Prime Rate Premium Finance in Florence.

continued on page 12

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Young Agent of the Year Upstate insurance executive Henry M. “Michael” Herlong, III, CIC of Herlong Bates Burnett Insurance in Greenville has been named the 2015 Young Agent of the Year. Michael is the Founder and President of Herlong Bates Burnett Insurance in Greenville, which is an IIABA Best Practices agency. He served on the IIABSC Young Agents Committee from 2012-2015 and earned his CIC designation in 2011. As for community involvement, Michael is a Founding Board member to Big Brothers Big Sisters of the Upstate and was SC Big Brother of the Year in 2011. He is of course still a current big brother today. He is a former board member of the Rotary Club of Greenville, where he has held numerous leadership and volunteer positions. He is active with the Greenville Chamber of Commerce, where he is a Leadership Greenville graduate and is involved or leading several chamber events and committees. He is also active in his church, the Buncombe Street United Methodist Church, as a teacher and volunteer. The Young Agent of the Year award is given to an independent insurance agent age 40 or younger for outstanding service to his or her community outside the eld of insurance and has contributed to the betterment of the industry. It is sponsored by AFCO/ Prime Rate Premium Finance in Florence.

Industry Person of the Year

Clockwise from top left: 1. Robert Sanders Jr. named the Industry Person of the Year. 2. Harrison Cline named AAMGA Outstanding Committee Chairperson of the Year. 3. Retiring Board members were recognized for their service. 4. Bubba and Junior made appearances at the awards banquet to thank attendees for their onsite InsurPac contributions and award prizes. 5. Past President Charlie Dorton installs new Board leadership. 6. IIABSC President Frank Sheppard was the convention Master of Ceremony.

South Carolina Agent & Broker • Winter 2016

Robert H. Sanders, Jr., CPCU, ASLI of Preferred Specialty in Columbia was named the 2015 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. Robert started his career as a reinsurance broker in 1999, and had the vision and opportunity to start up an MGA in 2003. Robert formed and is currently the President of Preferred Specialty MGA in Columbia. He is active with the two national associations that support and promote the surplus lines industry, AAMGA and NAPSLO, especially with their young professionals groups. He serves as Vice President on the UFO (Under Forty Organization) Board of the AAMGA and as the Education Chair of NAPSLO’s Next Generation. Of course he is also active with IIABSC’s Young Agents program, serving on the South Carolina IIABSC Young Agents Committee and co-chairing the SC Young Agents Scholarship Golf Tournament the past four years. Robert is passionate about the insurance business, enjoys meeting with people, promoting surplus lines insurance and giving back to the industry.

AAMGA Outstanding Committee Chairperson Harrison G. Cline, CIC, AIP of The Furman Co Insurance Agency in Greenville was named the 2015 Outstanding Committee Chairperson for his service to the IIABSC Young Agents Committee. This award recognizes those who have established themselves as leaders in the profession, exemplifying the qualities of our industry. The award is sponsored by the American Association of Managing General Agents, who regularly support the Big “I” and the independent agency system.

Chairman’s Citations Ashley Brady, CIC, Jon Jensen, AAI, AIP and Scott Moseley were recognized for their service to IIABSC with Chairman’s Citations from Ken Finch.

InsurPAC fundraisers

As always, there was an InsurPAC fundraiser going on at convention. Those who made onsite contributions were entered in a drawing to win a collegiate Yeti cooler, one chance for every $100 contributed. There was an Early-Bird drawing of a set of Yeti tumblers to those who pledged on or before Oct. 15. Overall, InsurPac raised more than $17,000 leading up to and during annual convention. The winner of the Clemson Yeti cooler was Kathy McKay of McKay Insurance in Charleston. Winner of the USC Carolina Yeti cooler was Lynn R. Owens, CIC of Aiken & Company in Florence. Ross Turner of the Turner Agency in Greenville and Victor Jowers of Upchurch & Jowers Insurance Agency each won a set of Yeti tumblers.

Golf tournament The Henry G. Turner Golf Tournament was held at the Shipyard Golf Course. Cash prizes were awarded to the winners, which are as follows: Champions: Ken Dunnett, Richard Matthews, Cary Wilson, Phillip Wright Second Place: Jeﬀ Althoﬀ, Harrison Cline, Chad Laughner, David Murphy Third Place: Chris Craven, Henry Korzen, Thomas Pullan Long-drive winner: Ken Dunnett Closest-to-the-pin: Cary Wilson

Tennis Champion Angie Douda

continued on page 14

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Winter 2016 â&#x20AC;˘ South Carolina Agent & Broker

Cornhole Champions Robert Sanders, Jr., Jay Taylor, Jr.

Exhibitor awards 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. Best Booth: SC Wind & Hail Best Costume: Jerry DuBose, National Security Fire & Casualty Co.

Event Committee Committee Chairman Ashley Brady, CIC First Charter Insurance Faye Bradham, LUTCF Bradham Insurance Agency Cooper Carter, CIC Pinckney-Carter Company Angela Douda, CIC Adams Eaddy & Associates Brian Eanes Anderson Insurance Associates Stewart Farris Jackson Sumner & Assoc. Alex Fournil Vista Insurance Group Ben Galloway Peoples First Insurance Gale Golightly Preferred Specialty LLC Carrie Johnson Carrie Johnson Insurance Grayson King, CPCU Johnson & Johnson Debbie Martinez J.M. Wilson Tonya Thomason, CIC David A Crotts & Associates Teresa C. Yount, CPCU, CIC, CRM, AINS, CPIW Correll Ins Group Matt Wiseman, CIC, CISR Peoples Underwriters

South Carolina Agent & Broker • Winter 2016

continued on page 16

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Confessions of a CSR Who Could Sell: Five Secrets to Help Your CSRs Succeed By Tracy Cotton, Morrow Insurance Agency

Originally posted to:

wenty years ago, I started in insurance as a personal lines customer service representative because I knew I didn’t want to sell. I’m not a salesperson. I like customer service, however, because I like people. So I was really happy to just be an agent who serviced personal insurance clients. And then one day, the personal lines producer I worked with was on vacation when a new prospect called in. Instead of taking a message as I normally did I started talking to the person, and after some quoting and more talking, I had sold an account. I’d like to say that I instantly became a competitive salesperson by handling that one prospect. But after all these years later, I still am not a salesperson. However, I am a CSR who can sell. Could Your CSRs Succeed in Sales? I am not a unicorn. The problem is that most CSRs are afraid to sell because they think that means they have to be a salesperson. They also are probably unaware that if they want to give the best service to their clients or potential clients, it requires selling some coverage. To get CSRs to sell, there are barriers that have to be removed and ways to help them that differ from what you do to manage producers. From my own experiences and what I’ve observed in the 35+ agencies across the country I’ve visited as a consultant, there are five basic needs that must be met to help a CSR succeed with sales.

South Carolina Agent & Broker • Winter 2016

Winter 2016 â&#x20AC;˘ South Carolina Agent & Broker

1) They need time to build relationships. CSRs are great with people, but they prefer a slower pace and aren’t comfortable rushing the prospect/client through a barrage of questions. To a CSR, that equates to high-pressure sales. However, CSRs are busy servicing, and to create that extra time it is very important to provide them with the most efficient technology for their servicing duties. If a CSR is overwhelmed with processing paperwork or outdated technology, they are much less likely to feel they have time to sell. I am still amazed at the number of agencies not utilizing dual monitors or agency management system upgrades like single entry and download or still using the worst CSR time culprit of all–paper files. Give them the time they need to build trust and rapport, which will lead to sales. 2) They need more knowledge. A basic understanding of the sales process is great, but that’s not the key. They need more knowledge of coverage and of your markets. Often, CSRs get left out of meetings when company market reps come in to discuss their company’s offerings. Include them! Some agencies only send producers to advanced continuing education, like designation programs. Instead, send everyone you can. Start the CSRs out with CISR or ACSR, and then encourage them along to CIC and CPCU. The more they know, the better they can sell because for CSRs, it’s all about offering choices and educating clients/ prospects. “Helping a customer understand their choices and make an informed decision” sounds better than “selling something.” Fundamentally, it’s the same thing, right? To a CSR with the knowledge to advise a client on what is available and how it can benefit them, it is more like customer service, which they already enjoy doing. 3) They need more guidance. It’s a big jump to go from order-taker to adviser. Order-takers are never wrong as long as they take in the correct information. Advisers? They can flub stuff, maybe say the wrong thing. CSRs don’t like being wrong — it goes against all that conscientiousness you hired them to exhibit. Coaching a CSR on how to talk to their clients so that it results in more sales can make a huge difference. Please don’t call it a script, because the connotation is that this is an act. CSRs want to be genuine, so instead call it optimal wording or talking points or something that helps them understand they are going to be serving their client better. In addition to coaching and scripts that aren’t called scripts, they also can use extra direction. If you set up a schedule where each week they should focus on discussing a different coverage, then they don’t have to think it up themselves. Or, if they are supposed to be doing renewal reviews that hopefully generate cross-selling or up-selling, make sure to give them a worksheet 20

South Carolina Agent & Broker • Winter 2016

to follow. CSRs will be more effective at selling if they don’t have to decide what to sell when, but can follow a flow chart or procedure. 4) They need to get used to the word NO. This one is probably the toughest. Once you get a CSR to start selling, they will eventually and repeatedly be turned down just like a regular salesperson. Except a producer isn’t daunted by the word “no” and either figures a way around it or moves on without a second thought. A CSR takes rejection a lot harder. The word “NO” is a wall they will avoid hitting at almost all costs. Training a CSR to keep asking questions even after a “NO” is helpful. It’s important to the sale process for the CSR to understand when price is really the issue or when value is the issue. Obviously, if it is value then they still have an opening to provide more detail on the coverage. It’s easy to accept “I can’t afford it” as a “NO” and more challenging to ask additional questions to determine if “NO” means no. The more they hear “NO,” the better they will become at questioning why. 5) They need incentive to sell, and it may not be commission. The good news is a CSR may not be motivated by money, because they are already getting paid to be a warm body taking care of changes and answering billing questions. Why is that good news? You probably already have a producer getting commission for sales who most certainly is motivated by that money. Your budget may not be ready to start paying out commission to CSRs for smaller policies or up-selling additional endorsements. How do you offer an incentive then, for a CSR that sells? Instead, create a point system where once they meet a goal or achieve a certain number of additions to policies, they can “cash” their points in for a day off or maybe a gift certificate. You may be able to negotiate gift certificates from one of your commercial clients at a reduced rate – especially from restaurants or beauty/barber shops who normally offer discounts in their regular marketing. Another idea is to mark off a prime parking spot near the entrance for “CSR of the Month” and use your social media to spotlight the winner of that month’s award. Competition amongst CSRs can be motivating and keeping a dry-erase board in an area of high visibility for employees where tallies or points are recorded can keep everyone engaged. Small prizes like coffee mugs, tote bags and recognition pins are just a few things that could also serve as incentives. When in doubt, ask the CSRs what they’d like to see as incentives, and be prepared to offer more than one option depending on the number of employees involved. Today, I am a commercial account executive. Those are fancy words to indicate I’m a CSR who sells. Consider changing titles and job descriptions if you are expecting your CSRs to

sell, as it may help them to readily embrace their role. TAKING YOUR AGENCY TO THE NEXT LEVEL The reality in insurance agencies today is that everyone in the agency, from receptionist to CSR to producer, should be selling customers and prospects on why to stay with or buy from them. Not everyone is a salesperson, however CSRs already have the jump on selling by virtue of wanting to help people. Insurance is meant to help people and businesses through the unfortunate circumstances in life. Once they understand how they can help people by selling them what they need, the seeds are planted. You can grow your CSRs into selling roles by helping them with their needs, which differ greatly from that of a producer. If you can meet those five needs, you’ll have CSRs who could start selling successfully. Tracy L. Cotton is a twenty-year industry veteran now working with small businesses for Morrow Insurance Agency in Marion, NC. Passionate about using social media and marketing for good – including consulting and teaching others what she’s learned. Her blog is insurancewisetracy.com, where she shares plain talk about insurance and social media for small businesses. This article was originally posted to AgencyNation.com, the website powered by TrustedChoice.com to help insurance professionals (and especially independent agents) improve their insurance marketing, both digitally and otherwise.

Winter 2016 • South Carolina Agent & Broker

2016 Big “I” SC

Spring Conference March 16 – 17 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.

CE Sessions & SCDOI update

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.

Wednesday 8:00 am

Continental Breakfast 8:00 am–11:00 am

Ethics Early Bird CE 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

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

www.iiabsc.com 22

South Carolina Agent & Broker • Winter 2016

Winter 2016 â&#x20AC;˘ South Carolina Agent & Broker

South Carolina Agent & Broker â&#x20AC;˘ Winter 2016

Winter 2016 â&#x20AC;˘ South Carolina Agent & Broker

Save the date

for these upcoming events: Spring Conference

March 16-17 Embassy Suites, Columbia, SC

Young Agents Conference

Aug. 5-7 Myrtle Beach, SC

Annual Convention

Oct. 30-Nov. 1 Grove Park Inn, Asheville, NC

South Carolina Agent & Broker â&#x20AC;˘ Winter 2016

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. © 2015 FCCI

Winter 2016 • South Carolina Agent & Broker

Did Your Client Get A Drone For Christmas? y Dave Sanborn, CPCU B IIABA, Virtual University Faculty

gave a class in November in Connecticut and at the end of class an attendee came up and asked me about “drones.” Apparently, one of her large commercial clients has started to use drones for a variety of commercial reasons and wondered about the “aircraft exclusion” under the ISO CGL (they are not concerned with the property coverage). We chatted about it, and I decided this would make a great article. Also, to make this even more interesting, ISO has announced new optional exclusion endorsements and coverage endorsements for the CGL and other commercial liability policies on this very topic. The edition date of these various endorsements is 6/1/15. I will get into the commercial side with another article [Editor’s Note: For referenced commerical lines article on drones, consult the Virtual University at iiaba.net/vu] but decided to start on the personal side. Some history: I will put this in the “you are probably too young to remember…” category but there was a famous HO case back in the ‘70s. The HO carrier was INA (as I said, you are probably too young to remember, but INA was the first company to come out with an HO policy back in the ‘50s). An INA insured person was flying a radio controlled model airplane. He lost control and it hit a woman at a swim meet. She suffered bodily injury and sued him. He turned it into his HO carrier (INA) and they denied it under the aircraft exclusion. Everyone laughed — this isn’t an aircraft, it is a toy and/or a hobby. Aircraft have motors and pilots and carry people. While the HO policy had an aircraft exclusion, the term aircraft was not defined (it is not defined under the CGL either). The “norm” in insurance is when terms are not defined you go to Webster and ‘common usage.’ Webster said (in part) then (and now): “something that is heavier than air and is capable of flight thru the air.” Nowhere did it say that the item had to have a pilot or an engine. So, INA took it to court, and they won! The court agreed that it fit the definition of an aircraft and was therefore not covered.

South Carolina Agent & Broker • Winter 2016

Most everyone agreed that this went too far so an exception was put in the policy for “model or hobby aircraft.” While the HO policy still does not put aircraft in quotes, here is the current b-1 exception relating to “Aircraft Liability”— b. For the purpose of this definition: (1) Aircraft [still not in quotes] means any contrivance used or designed for flight except model or hobby aircraft not used or designed to carry people or cargo. So does your ISO HO policy give you coverage for drone liability? Yes—for BI and PD. Over the years there have been many model aircraft incidents, and I do not know of any major coverage issues. Until it is changed you have BI/PD liability coverage for your drone. Question #2: Most drones have cameras. This is a big part of the fun. So what if you (or your 15 year-old-son) is using the camera to take photos everywhere and of everyone. The drone will probably be on another’s property on a pretty regular basis. It is hard to imagine that various types of personal-injury lawsuits will not be happening. Invasion of privacy seems the most likely. So HO wise— •

•

Do you have personal injury protection? Standard HO policy is BI/PD although it seems like just about everyone has an HO endorsement that includes ‘personal injury’ protection. So, you need coverage for this. Standard PI coverage does include ‘invasion of private occupancy’ of a room, dwelling or premises. This definition is narrower than a CGL and fits what an HO policy covers but the word ‘premises’ is broad and I say the coverage is there.

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However (there is always a however) standard (again many of your carriers may be different) has an exclusion for “criminal acts,” and (this is the biggie) NO insurance policy gives you coverage for an intentional act that is really intentional! That just goes against basic insurance principles. So, if your son (again, 15-year-old boys do some strange things) deliberately “spies” on someone, isn’t that an intentional act? Let’s say that you (the parent) are held vicariously liable for the acts of your son. While it might have been an intentional act by him, it was not by you. Many exclusions include this kind of language. It may also apply to any insured held vicariously liable for the acts of a minor. However, no such language is found under Personal Injury and the principle of “separation of insureds” is HUGE under any liability policy. So it seems like the BI/PD is no problem with a drone. Personal Injury might present some issues, but coverage is probably there—at least for now. It would not hurt to talk to your carriers. David Sanborn, CPCU is a member of the IIABA VU faculty and the president and owner of Risk & Insurance Education, Inc. He has been in the insurance and risk management industry for more than 30 years. In December 2015 the SCDOI also released “Up, Up and away: a bird’s eye view of drone insurance,” which covers drone safety, insurance for private use, privacy concerns, and the mandatory registration of recreational drones with the FAA. Download the two-page document from their website, doi.sc.gov.

South Carolina Agent & Broker • Winter 2016

HOBBY DRONES:

Not all homeowners policies are created equal By Bill Wilson, IIABA Virtual University An agent has some questions after reading an article on the Big “I” Virtual University about exclusions for personal drone use. Q: [In the previous article] “Were you referring to an ISO endorsement that included coverage for model or hobby aircraft? I don’t find this coverage in the HO policies of [four insurers]. And wouldn’t the business exclusion remove coverage for an insured real estate agent who uses a drone to take pictures of homes?” A: The aircraft liability exclusion in all ISO HO policies defines “aircraft” as follows: “Aircraft means any contrivance used or designed for flight except model or hobby aircraft not used or designed to carry people or cargo” [emphasis mine]. A lot of carriers don’t make this “model or hobby aircraft” exception. That’s why we say personal lines insurance is not a commodity—significant differences often exist between policy forms. And as evidenced by one of the very upscale carriers you mention, inferior coverage doesn’t necessarily result from cheaper product. Consider the following: Several years ago, a claim involved $25,000 water damage in a condo unit due to a water leak in the unit above. The downstairs condo had coverage under a “deluxe” condo policy that was superior to the ISO HO-6 in many ways, but water damage wasn’t one of them. The claim would have been covered under the plain vanilla ISO HO-6, but the insured was out $25,000 under the more expensive and overall better form. This coverage gap forced the downstairs condo owner to go after the upstairs unit owner, whose condo insurer at least initially denied the liability claim. Another example is the exclusion for “repeated seepage or leakage for weeks, months or years” water damage in many homeowners policies. ISO got rid of this exclusion around 1991—as long as the water damage is hidden and reported promptly the ISO HO-3 covers the damage. Considering this is a major source of claims, a purchasing decision between several HO policies should reflect the value of an ISO form if there is a greater risk of this happening. P.S.: The business exclusion in the ISO HO policies would likely remove liability coverage for BI or PD arising from any excluded business activity. Not every business activity is excluded, some exceptions apply, but an adult who makes their living selling real estate would likely be unable to secure coverage under the HO policy for using a drone in that business activity. Bill Wilson is director of the Big “I” Virtual University, iiaba.net/vu. This question was originally submitted by an agent through the VU’s Ask an Expert Service. Answers to other coverage questions are available to members on the VU website, including articles on drones and the ISO CGL policy. If you need help accessing the website, email logon@iiaba.net to request login information.

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Winter 2016 • South Carolina Agent & Broker

Independent Insurance Agents & Brokers of South Carolina

Foundation

Why we help... Our Purpose

Our Success

Since 1984, the Independent Insurance Agents & Brokers of South Carolina Foundation has provided support for charitable, educational, public safety and scientific endeavors that serve both the public and the insurance industry.

The Foundation has contributed more than a half-million dollars to programs that improve safety, deter crime, provide insurance education or support charitable initiatives that meet our purpose.

Who we help...

Since its inception, the IIABSC Foundation has supported dozens of educational, public safety and charitable endeavors. Some of the current recipients include:

Scholarships and Internships •

University of South Carolina Moore School of Business—Risk and Insurance Program

•

Clemson University Business School (Frank A. Thompson Scholarship and IIABSC Endowment)

•

College of Charleston (Robert C. Heffron Scholarship)

•

Appalachian State University

•

UNC Charlotte

Anyone can contribute to the IIABSC Foundation—personal and corporate donations are accepted. All contributions are tax-deductible.

Sponsors insurance education programs for agents professional and personal growth.

Certified Insurance Counselor

Supports scholarships to the CIC Institute for agents pursuing the CIC designation.

IIABSC Young Agents

Supports Young Agent participation in IIABA leadership events.

Mail contributions to:

Memorials

A memorial contribution is a great way to honor, remember and/or pay tribute to an industry colleague or loved one.

All contributions to the IIABSC Foundation are tax-deductible. 32

South Carolina Agent & Broker • Winter 2016

The IIABSC Foundation has benefited from the generous contributions of individual agents and company executives, agencies, local associations, insurance companies, company foundations and individuals that support our purpose.

IIABSC Education Programs

How you can help... General Contributions

Our Support

IIABSC Foundation, Inc. 800 Gracern Rd Columbia, SC 29210 or contribute online:

iiabsc.com/foundation

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Winter 2016 • South Carolina Agent & Broker

Top 5 Member Benefits We provide the knowledge, tools and protection needed to build a successful agency

1. 2. 3.

Staff & Industry Info

Our staff is experienced, knowledgeable and here for you! Additionally, our member communications offer regular legislative updates, industry briefs, important SC-specific reminders/procedures as well as in-depth industry information.

Professional Development & Industry Events

Advocacy

Agency Products IIABSC membership offers several products important for agency management including professional liability, agency umbrella, cyberliability and employee benefits as well as insurance products (PUP/ In Home Business) to offer clients.

Branding Marketing Assistance &M arketing A ssistance Branding is your identity and relationship with the consumer. Our national association has created the Trusted Choice® brand to highlight the strengths of independent insurance agents. It is meant to exist alongside your agency’s unique identity while offering tools like the consumer website (trustedchoice .com), access to national advertising campaign and annual marketing reimbursement program.

As the premier provider of insurance education in SC, our focus is on quality and relevancy. We offer classroom, online (with NO TEST required) and self-study courses as well as several lively industry events. We also take interest in our young agents, offering registration discounts special events for their development.

IIABSC is the leading advocate for independent insurance agents in SC. There are always issues being discussed among regulators that could have a serious impact on your business. Our leaders work on both the state and federal levels to address those issues so you can focus on your business.

We keep you connected

South Carolina Agent & Broker • Winter 2016

Learn more about member benefits on our website, www.iiabsc.com

There can be no doubt that all our knowledge begins with experience. – Immanuel Kant

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Winter 2016 • South Carolina Agent & Broker

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Palmetto Partners The Palmetto Partners program is a simplified way for companies, brokers and vendors to support us and all our big events on an ongoing basis.

Diamond Level

Cornerstone National Insurance Co. Johnson & Johnson Progressive Insurance Safeco Insurance IIABSC Agency

Platinum Level

Heritage Insurance Company Liberty Mutual Insurance Lighthouse Property Ins. Companies

Gold Level

Jackson Sumner & Associates Phenix Mutual Fire Insurance Co. St. Johns Insurance Company UPC Insurance

Bronze Level

Silver Level

AFCO/Prime Rate Premium Finance Amerisafe ASI Builders Insurance Group Centauri Insurance Coastal Select & Geovera Specialty Ins. Cos. Frontline Insurance Imperial PFS The Main Street America Group Markel The National Security Group Preferred Specialty, LLC Prime Insurance Co. Risk Placement Services SCU Southern Insurance Underwriters Travelers Wright Flood

Access General Accident Fund Ins. Allstate Insurance Co. Auto-Owners Ins. Co. Berkley Southeast Ins. Group Berkshire Hathaway GUARD Ins. Capitol Preferred Ins. Co. & Southern Fidelity Central Insurance Companies Frankenmuth Insurance Central Insurance Co. Genesee General

South Carolina Agent & Broker â&#x20AC;˘ Winter 2016

Hanover Excess & Surplus The Hartford Hull & Co. Insurance House J.M. Wilson Mid-Continent Group Penn National Insurance Risk Innovations State Auto Insurance Co. Tapco Underwriters, Inc. Universal North America

IIABSC and the Agents & Brokers Education Network

Top ABEN Webcasts Affordable Care Act 2015 and Beyond, 3 hrs. L&H

CE credit on a variety of topics with NO TEST or proctor required!

The Affordable Care Act is in another calendar year, but questions and concerns remain. This course covers penalties, compliance requirements, self-funded plans and many other areas of the ACA relevant to individuals, employers and health insurance providers.

Agency Management Based E&O and Ethics, 3 hrs. Ethics Rather than focusing on what you’re doing wrong, this course deals with structuring your agency in a way that will reduce the likelihood of having an E&O claim while rmly establishing proper ethical standards.

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

More Americans are starting businesses based in their homes. This course explains the exposures of home businesses and coverage gaps in the Homeowners policy and shows you how to ll them.

NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C This course covers the basics of the ood insurance market and reviews the main policy forms used, ood zones, and general rules and claims as well as recent legislative changes. This course is compliant with FEMA’s CE requirements for agents selling standard policies through the NFIP.

Shake Rattle & Roll: Earthquake Basics, 1 hr. P&C Earthquakes are a real possibility in South Carolina and much of the rest of the United States. Make sure you understand this endorsement enough to be able to talk to your insureds about it. This course can help.

Surplus Lines License Review, 3 hrs. P&C This course reviews the major topics covered on the SC Surplus Lines License exam and includes a detailed outline and printable study manual to prepare for the state surplus lines exam.

Those Kids and Their Cars, 2 hrs. P&C One of the most pressing issues for personal lines agents is answering “What should I do with my kids?” This course covers topics such as whether to put kids on their own policy, legal liability and steps to take when your kids are going away to college.

www.iiabsc.com

Calendar

m m

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

January 06 07 07 08 11 11 12 12 12 12 12 14 14 18 18 19 20 21 21 21 21 21 25 26 26 26 27

Data Privacy Insurance, 2 hrs. P&C Top 5 Life Insurance Uses, 2 hrs. L&H Professional Ethics in the Insurance Industry, 3 hrs. Ethics Affordable Care Act, Update 2015 and Beyond, 3 hrs. L&H Surplus Lines License Review Course, 3 hrs. P&C Employment Law & the Insurance Agent, 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 NFIP Basic Course w/ 2016 Update, 3 hrs. P&C Personal Lines Claims that Cause Problems, 2 hrs. P&C Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C Agency Management Based E&O and Ethics, 3 hrs. Ethics D&O Liability Insurance, 2 hrs. P&C Rental Cars: More than Meets the Eye, 2 hrs. P&C Dueling Additional Insured Endorsements, 1 hr. P&C Insurance & BBQ, the Hidden Connection, 3 hrs. P&C CISR Commercial Casualty II, Charleston, 7 hrs. P&C CISR Commercial Casualty I, Myrtle Beach, 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 Estate Planning Techniques, Options & Opportunities, 2 hrs. L&H Hot Topics in Personal Lines, 2 hrs. P&C Business Auto Claims that Cause Problems, 2 hrs. P&C Building Codes are Bad for Your Insureds, 2 hrs. P&C COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C CISR Personal Lines Miscellaneous, Columbia, 7 hrs. P&C Insurance in the Headlines, filed for 3 hrs. P&C

February 02 03 03 03 04 04 04 08 09 09 09

Commercial Property Endorsements that Can Make You Money, 2 hrs. P&C AIAM Day 3, Hilton Head Island, 6 hrs. P&C Insurance and the Property Lease, 2 hrs. P&C Retirement Planning & Annuities Update, 2 hrs. L&H CISR Personal Auto, Charleston, 7 hrs. P&C Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C NFIP Basic Course w/ 2016 Update, 3 hrs. P&C Surplus Lines License Review Course, 3 hrs. P&C E&O Risk Management, Meeting the Challenge of Change Part I, 3 hrs. P&C The E-World for Insurance Professionals, 3 hrs. P&C E&O Risk Management, Meeting the Challenge of Change Part II, 3 hrs. Ethics

South Carolina Agent & Broker â&#x20AC;˘ Winter 2016

10 10 10 11 11 11 11 16 16 16 16 16 16 17-19 17 18 18 18 19 24 24 25 25 25 25 26

March 03 03 03 03 08 08 08 08 09 10 10 11

CISR Elements of Risk Management, Greenville, 7 hrs. P&C Professional Ethics in the Insurance Industry, 3 hrs. Ethics Those Kids and their Cars, 2 hrs. P&C CISR Commercial Casualty I, Columbia, 7 hrs. P&C Employment Law & the Insurance Agent, 2 hrs. P&C Commercial Lines Claims that Cause Problems, 2 hrs. P&C Long Term Care Insurance, 2 hrs. L&H Agency Management Based E&O and Ethics, 3 hrs. Ethics Insurance & BBQ, the Hidden Connection, 3 hrs. P&C E&O Mock Trial, 2 hrs. P&C Rental Cars: More than Meets the Eye, 2 hrs. P&C Liability Issues to Worry About: Indemnity Agreements, Addl Insureds, 2 hrs. P&C Dueling Additional Insured Endorsements, 1 hr. P&C CIC Life & Health Institute, Greenville, 20 hrs. L&H Hot Topics in Personal Lines, 2 hrs. P&C Data Privacy Insurance, 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 D&O Liability Insurance, 2 hrs. P&C CISR Life & Health Essentials, Hilton Head, 7 hrs. L&H Home-based Business Exposures, 2 hrs. P&C Certificates of Insurance-Emerging Issues and Other Stuff that Will Scare You; 3 hrs. P&C E&O Risk Management, Meeting the Challenge of Change, Columbia, 3 hrs. P&C/ 3 hrs. Ethics Workers Compensation Beyond the Basics, 3 hrs. P&C Business Income Beyond the Basics, 3 hrs. P&C AIAM Day 5, Columbia, 6 hrs. P&C

AIAM Day 4, Columbia, 2 hrs. P&C/ 4 hrs. Ethics Professional Ethics in the Insurance Industry, 3 hrs. Ethics Agency Management Based E&O and Ethics, 3 hrs. Ethics Estate Planning Techniques, Options & Opportunities, 2 hrs. L&H E&O Risk Management, Meeting the Challenge of Change Part I, 3 hrs. P&C The E-World for Insurance Professionals, 3 hrs. P&C E&O Risk Management, Meeting the Challenge of Change Part II, 3 hrs. Ethics Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C CISR Agency Operations, Rock Hill, 7 hrs. P&C Affordable Care Act, Update 2015 and Beyond, 3 hrs. L&H Personal Lines Claims that Cause Problems, 2 hrs. P&C Employment Law & the Insurance Agent, 2 hrs. P&C

14 15 15 16 16 17 17 17 18 22 22 22 22 22 23 23 29 29

April 05 05 07 08 08 11 12 12 12 13 13 14 14 19 19 19 19 19 20 20 20-21 21 21 21 21 21 21 21 26 26 27 28 28

Surplus Lines License Review Course, 3 hrs. P&C Data Privacy Insurance, 2 hrs. P&C Insurance & BBQ, the Hidden Connection, 3 hrs. P&C Business Auto Claims that Cause Problems, 2 hrs. P&C Rental Cars: More than Meets the Eye, 2 hrs. P&C Top 5 Life Insurance Uses, 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 Hot Topics in Personal Lines, 2 hrs. P&C CISR William T. Hold Seminar, Greenville, 7 hrs. P&C D&O Liability Insurance, 2 hrs. P&C Commercial Property Endorsements that Can Make You Money, 2 hrs. P&C NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C Certificates of Insurance-Emerging Issues and Other Stuff that Will Scare You; 3 hrs. P&C AIAM Day 1, Greenville, 7 hrs. P&C Dueling Additional Insured Endorsements, 1 hr. P&C Building Codes are Bad for Your Insureds, 2 hrs. P&C COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C

Professional Ethics in the Insurance Industry, 3 hrs. Ethics The E-World for Insurance Professionals, 3 hrs. P&C CISR Personal Lines Miscellaneous, Florence, 7 hrs. P&C Certificates of Insurance-Emerging Issues and Other Stuff that Will Scare You; 3 hrs. P&C Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C Surplus Lines License Review Course, 3 hrs. P&C Employment Law & the Insurance Agent, 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 CISR Dynamics of Service, Charleston, 7 hrs. P&C or L&H Agency Management Based E&O and Ethics, 3 hrs. Ethics CISR William T. Hold Seminar, Columbia, 7 hrs. P&C Data Privacy Insurance, 2 hrs. P&C D&O Liability Insurance, 2 hrs. P&C Insurance & BBQ, the Hidden Connection, 3 hrs. P&C Hot Topics in Personal Lines, 2 hrs. P&C Retirement Planning & Annuities Update, 2 hrs. L&H Long Term Care Insurance, 2 hrs. L&H Workers Compensation Beyond the Basics, 3 hrs. P&C Business Income Beyond the Basics, 3 hrs. P&C CIC James K. Ruble Graduate Seminar, Myrtle Beach, 20 hrs. CE E&O Risk Management, Meeting the Challenge of Change Part I, 3 hrs. P&C Dueling Additional Insured Endorsements, 1 hr. P&C E&O Risk Management, Meeting the Challenge of Change Part II, 3 hrs. Ethics Insurance and the Property Lease, 2 hrs. P&C Rental Cars: More than Meets the Eye, 2 hrs. P&C Those Kids and their Cars, 2 hrs. P&C CISR Dynamics of Service, Charleston, 7 hrs. P&C or L&H E&O Mock Trial, 2 hrs. P&C Liability Issues to Worry About: Indemnity Agreements, Addl Insureds, 2 hrs. P&C Commercial Lines Claims that Cause Problems, 2 hrs. P&C Home-based Business Exposures, 2 hrs. P&C NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C

May 03 05 05 06 09 10 10 10 10 10 10 11 11 12 12 17 17 19 19 19 19 19 20 20 20 23 24 25 25

June 02 02 07 08 09 09 10 10 13 13 14 14 14 14 14 15-17 15 15 16 16 20 20 21

Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C Business Auto Claims that Cause Problems, 2 hrs. P&C The E-World for Insurance Professionals, 3 hrs. P&C Personal Lines Claims that Cause Problems, 2 hrs. P&C Surplus Lines License Review Course, 3 hrs. P&C Professional Ethics in the Insurance Industry, 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 Estate Planning Techniques, Options & Opportunities, 2 hrs. L&H Building Codes are Bad for Your Insureds, 2 hrs. P&C COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C CISR Personal Residential Property, Greenville, 7 hrs. P&C Employment Law & the Insurance Agent, 2 hrs. P&C Affordable Care Act, Update 2015 and Beyond, 3 hrs. L&H NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C AIAM Day 3, Columbia, 6 hrs. P&C Insurance & BBQ, the Hidden Connection, 3 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 D&O Liability Insurance, 2 hrs. P&C Hot Topics in Personal Lines, 2 hrs. P&C Commercial Property Endorsements that Can Make You Money, 2 hrs. P&C Data Privacy Insurance, 2 hrs. P&C Rental Cars: More than Meets the Eye, 2 hrs. P&C Dueling Additional Insured Endorsements, 1 hr. P&C Agency Management Based E&O and Ethics, 3 hrs. Ethics AIAM Day 6, Greenville, 2 hrs. P&C/ 3 hrs. Ethics Top 5 Life Insurance Uses, 2 hrs. L&H Certificates of Insurance-Emerging Issues and Other Stuff that Will Scare You; 3 hrs. P&C

Professional Ethics in the Insurance Industry, 3 hrs. Ethics The E-World for Insurance Professionals, 3 hrs. P&C Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C CISR Agency Operations, Hilton Head, 7 hrs. P&C Agency Management Based E&O and Ethics, 3 hrs. Ethics Long Term Care Insurance, 2 hrs. L&H Insurance and the Property Lease, 2 hrs. P&C Those Kids and their Cars, 2 hrs. P&C Surplus Lines License Review Course, 3 hrs. P&C Rental Cars: More than Meets the Eye, 2 hrs. P&C CISR Agency Operations, Columbia, 7 hrs. P&C Data Privacy Insurance, 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 & Annuities Update, 2 hrs. L&H CIC Commercial Casualty, Charleston, 20 hrs. P&C Workers Compensation Beyond the Basics, 3 hrs. P&C Business Income Beyond the Basics, 3 hrs. P&C Employment Law & the Insurance Agent, 2 hrs. P&C Commercial Lines Claims that Cause Problems, 2 hrs. P&C Certificates of Insurance-Emerging Issues and Other Stuff that Will Scare You; 3 hrs. P&C Dueling Additional Insured Endorsements, 1 hr. P&C Insurance & BBQ, the Hidden Connection, 3 hrs. P&C

Winter 2016 â&#x20AC;˘ South Carolina Agent & Broker

“Excellence through Education”

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

2016 Course Calendar DAY 1

DAY 4

Understanding Insurance Consumer Needs

How Not to Get In Trouble With Your Mouth

March 23, Greenville; July 19, Columbia 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. 3 hours P&C

Learn how to reduce the chance of an E&O claim by analyzing the causes of loss and implementing changes to prevent loss. 4 hrs. Ethics

Best Practices in Customer Service

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. 2 hrs. P&C

Why service matters, and why it is never enough. Participants will learn how to build and maintain efficient and effective levels of service. 4 hrs. P&C

DAY 2

Sept. 14, Columbia

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. 4 hrs. P&C

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. 2 hrs. P&C

DAY 3

Feb. 3, Hilton Head; May 17, Columbia; Oct. 19, Charleston

Negotiating Conflict

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. 3 hrs. P&C

Professional Relationships in the Agency

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. 3 hrs. P&C

March 3, Columbia

South Carolina Agent & Broker • Winter 2016

The Write Stuff

DAY 5

Feb. 26, Columbia; Sept. 28, Hilton Head

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. 4 hrs. P&C

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. 2 hrs. P&C

DAY 6

May 24, Greenville; Dec. 1, Columbia

Ethics, Yesterday, Today and Tomorrow

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. 3 hrs. Ethics

Changing Attitudes/Creating Opportunities

This course will examine the various approaches to stress and how to determine which approach to use in each situation to reduce overall conflict. 2 hrs. P&C

21 21 21 21 22 23 23 23 23 23

July 05 05 08 11 12 12 14 15 15 18 19 19 19 19 19 19 19 20 21 21 21 21 21 26 26 26 28 28 28

August 02 04 04 04 08 09 09 09

Hot Topics in Personal Lines, 2 hrs. P&C E&O Mock Trial, 2 hrs. P&C Liability Issues to Worry About: Indemnity Agreements, Addl Insureds, 2 hrs. P&C CISR Life & Health Essentials, Charleston, 7 hrs. L&H E&O Risk Management, Meeting the Challenge of Change, Greenville, 3 hrs. P&C/ 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 D&O Liability Insurance, 2 hrs. P&C Home-based Business Exposures, 2 hrs. P&C NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C

Professional Ethics in the Insurance Industry, 3 hrs. Ethics Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C The E-World for Insurance Professionals, 3 hrs. P&C Surplus Lines License Review Course, 3 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 Top 5 Life Insurance Uses, 2 hrs. L&H Agency Management Based E&O and Ethics, 3 hrs. Ethics Certificates of Insurance-Emerging Issues and Other Stuff that Will Scare You; 3 hrs. P&C Employment Law & the Insurance Agent, 2 hrs. P&C AIAM Day 1, Columbia, 7 hrs. P&C Dueling Additional Insured Endorsements, 1 hr. P&C Affordable Care Act, Update 2015 and Beyond, 3 hrs. L&H Insurance & BBQ, the Hidden Connection, 3 hrs. P&C Business Auto Claims that Cause Problems, 2 hrs. P&C Rental Cars: More than Meets the Eye, 2 hrs. P&C NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C Data Privacy Insurance, 2 hrs. P&C CISR Commercial Casualty I, 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 Personal Lines Claims that Cause Problems, 2 hrs. P&C Commercial Property Endorsements that Can Make You Money, 2 hrs. P&C D&O Liability Insurance, 2 hrs. P&C Building Codes are Bad for Your Insureds, 2 hrs. P&C COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C Estate Planning Techniques, Options & Opportunities, 2 hrs. L&H Hot Topics in Personal Lines, 2 hrs. P&C Estate Planning Techniques, Options & Opportunities, 2 hrs. L&H

Professional Ethics in the Insurance Industry, 3 hrs. Ethics Commercial Lines Claims that Cause Problems, 2 hrs. P&C NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C The E-World for Insurance Professionals, 3 hrs. P&C Surplus Lines License Review Course, 3 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 Agency Management Based E&O and Ethics, 3 hrs. Ethics

10 10 10 11 11 11 11 12 16 16 16 16 17-19 17 17 17 18 18 18 23 23 24 26 30 30

CISR Commercial Casualty II, Greenville, 7 hrs. P&C Workers Compensation Beyond the Basics, 3 hrs. P&C Business Income Beyond the Basics, 3 hrs. P&C Employment Law & the Insurance Agent, 2 hrs. P&C Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C Retirement Planning & Annuities Update, 2 hrs. L&H CISR Commercial Property, Columbia, 7 hrs. P&C Long Term Care Insurance, 2 hrs. L&H D&O Liability Insurance, 2 hrs. P&C Insurance & BBQ, the Hidden Connection, 3 hrs. P&C E&O Mock Trial, 2 hrs. P&C Liability Issues to Worry About: Indemnity Agreements, Addl Insureds, 2 hrs. P&C CIC Agency Management, Columbia, 16 hrs. P&C or L&H/ 4 hrs. Ethics Dueling Additional Insured Endorsements, 1 hr. P&C Those Kids and their Cars, 2 hrs. P&C Rental Cars: More than Meets the Eye, 2 hrs. P&C Data Privacy Insurance, 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 CISR Personal Lines Miscellaneous, Myrtle Beach, 7 hrs. P&C Home-based Business Exposures, 2 hrs. P&C E&O Risk Management, Meeting the Challenge of Change, Charleston, 3 hrs. P&C/ 3 hrs. Ethics Hot Topics in Personal Lines, 2 hrs. P&C Insurance and the Property Lease, 2 hrs. P&C Certificates of Insurance-Emerging Issues and Other Stuff that Will Scare You; 3 hrs. P&C

September 07 08 08 09 12 13 13 14 14 14 14 15 15 19 20 20 20 21-23 21 22 22 22 22 22 22

Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C Top 5 Life Insurance Uses, 2 hrs. L&H Professional Ethics in the Insurance Industry, 3 hrs. Ethics The E-World for Insurance Professionals, 3 hrs. P&C Surplus Lines License Review Course, 3 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 AIAM Day 2, Columbia, 6 hrs. P&C Certificates of Insurance-Emerging Issues and Other Stuff that Will Scare You; 3 hrs. P&C Building Codes are Bad for Your Insureds, 2 hrs. P&C COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C CISR Residential Property, Rock Hill, 7 hrs. P&C Estate Planning Techniques, Options & Opportunities, 2 hrs. L&H Personal Lines Claims that Cause Problems, 2 hrs. P&C CISR Commercial Casualty I, Florence, 7 hrs. P&C Affordable Care Act, Update 2015 and Beyond, 3 hrs. L&H Insurance & BBQ, the Hidden Connection, 3 hrs. P&C CIC Personal Lines Institute, Myrtle Beach, 20 hrs. P&C Agency Management Based E&O and Ethics, 3 hrs. Ethics Employment Law & the Insurance Agent, 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 D&O Liability Insurance, 2 hrs. P&C Commercial Property Endorsements that Can Make You Money, 2 hrs. P&C Rental Cars: More than Meets the Eye, 2 hrs. P&C

Winter 2016 â&#x20AC;˘ South Carolina Agent & Broker

Earn the CISR designation by successfully completing ve of these nine courses within three years. Complete the remaining four in another three years and become CISR ELITE. Agency Operations This course helps make you an indispensable team player in any insurance agency. Gain an understanding of how agencies operate—essential training for both insurance agency and company personnel. • • • • • • •

Legal and Ethical Requirements The Insurance Agency The Insurance Industry and Marketplace Communication Agency Workow Account Management Errors & Omissions

Elements of Risk Management Insurance professionals need training in the risk management process for two reasons. First, insurance is an integral part of your clients’ overall risk management program. Second, services provided by carriers, agencies, and brokerages are often signicant items in the organization’s cost of risk. Learn about each of the ve powerful steps in this process, which protect not only the organization’s assets, but also its mission and brand. Commercial Casualty I Improve your understanding of legal liability and what creates liability exposures. Central focus on the Commercial General Liability Coverage Form. • • • • •

Essentials of Legal Liability CGL Introduction Commercial General Liability Coverage Parts CGL—Other Provisions Additional Insureds

Commercial Casualty II More liability exposures and coverage, including: • Business Auto Exposures and Coverages • Workers Compensation Policy and Employers Liability Insurance Policies • Commercial Umbrella and Excess Liability Policies Insuring Commercial Property Improve your cross-selling abilities with up-to-date knowledge of commercial general property coverage: • • • • •

Fundamentals of Commercial Property Insurance Building and Personal Property Coverage Form Causes of Loss Forms Basics of Time Element Insurance Basics of Commercial Inland Marine Insurance

South Carolina Agent & Broker • Winter 2016

Insuring Personal Auto Exposures Advise your clients throughout the processes of analyzing, obtaining and modifying their personal automobile policies: • • • • • •

Introduction to the Personal Auto Policy Liability Coverage Medical Payments/Personal Injury Protection Uninsured/Underinsured Motorists Coverage Coverage for Damage to Your Auto Coverage for a Rented Vehicle

Insuring Personal Residential Property Guide your customers through the often complex and confusing process of purchasing homeowners insurance: • • • •

Introduction to the Homeowners Policy Homeowners Policy Section I Homeowners Policy Section II Tenants, Unit-Owners, and the Dwelling Policy

Personal Lines Miscellaneous Addresses the exposures created by watercraft, recreational vehicles and business activities often encountered with personal lines clients and limitations of ISO Homeowners and ISO Personal Auto Policies. This course will also analyze coverage offered through personal umbrella or excess liability policies. Please note that it is recommended that students take the CISR Personal Residential Course before attending this course. Life & Health Essentials Enhance your ability to answer questions and analyze life insurance needs, as well as provide advice about a diverse assortment of health insurance products. • • • • •

Introduction to Life Insurance Term Insurance Permanent Life Insurance Health Insurance Concepts Regulation and Consumer-Driven Plans

View upcoming dates and locations on our website’s education calendar, www.iiabsc.com

22 22 27 27 28 28 29

NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C Dueling Additional Insured Endorsements, 1 hr. P&C Data Privacy Insurance, 2 hrs. P&C Hot Topics in Personal Lines, 2 hrs. P&C Business Auto Claims that Cause Problems, 2 hrs. P&C AIAM Day 5, Hilton Head, 6 hrs. P&C CISR Elements of Risk Management, Charleston, 7 hrs. P&C

October 04 05 06 06 06 06 10 11 11 11 11 11 12 13 13 18 18 19 20 20 20 20 20 21 21 21 24 25 26 27 27 27

The E-World for Insurance Professionals, 3 hrs. P&C CISR Personal Lines Miscellaneous, Greenville, 7 hrs. P&C Professional Ethics in the Insurance Industry, 3 hrs. Ethics Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C Workers Compensation Beyond the Basics, 3 hrs. P&C Business Income Beyond the Basics, 3 hrs. P&C Surplus Lines License Review Course, 3 hrs. P&C Employment Law & the Insurance Agent, 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 Mock Trial, 2 hrs. P&C Liability Issues to Worry About: Indemnity Agreements, Addl Insureds, 2 hrs. P&C E&O Risk Management, Meeting the Challenge of Change, Columbia, 3 hrs. P&C/ 3 hrs. Ethics Insurance and the Property Lease, 2 hrs. P&C NFIP Basic Course w/ 2016 Update, 3 hrs. P&C Agency Management Based E&O and Ethics, 3 hrs. Ethics Insurance & BBQ, the Hidden Connection, 3 hrs. P&C AIAM Day 3, Charleston, 6 hrs. P&C CISR Elements of Risk Management, Hilton Head, 7 hrs. P&C E&O Risk Management, Meeting the Challenge of Change Part I, hrs. P&C E&O Risk Management, Meeting the Challenge of Change Part II, 3 hrs. Ethics Hot Topics in Personal Lines, 2 hrs. P&C Commercial Lines Claims that Cause Problems, 2 hrs. P&C Dueling Additional Insured Endorsements, 1 hr. P&C Certificates of Insurance-Emerging Issues and Other Stuff that Will Scare You; 3 hrs. P&C Rental Cars: More than Meets the Eye, 2 hrs. P&C Those Kids and their Cars, 2 hrs. P&C Data Privacy Insurance, 2 hrs. P&C D&O Liability Insurance, 2 hrs. P&C Retirement Planning & Annuities Update, 2 hrs. L&H Long Term Care Insurance, 2 hrs. L&H Home-based Business Exposures, 2 hrs. P&C

November 2-4 03 03 04 07 08 08 08 08 08 08

CIC Commercial Property Institute, Hilton Head, 20 hrs. P&C The E-World for Insurance Professionals, 3 hrs. P&C Agency Management Based E&O and Ethics, 3 hrs. Ethics Professional Ethics in the Insurance Industry, 3 hrs. Ethics Estate Planning Techniques, Options & Opportunities, 2 hrs. L&H CISR Commercial Casualty II, Myrtle Beach, 7 hrs. P&C Affordable Care Act, Update 2015 and Beyond, 3 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 Personal Lines Claims that Cause Problems, 2 hrs. P&C Commercial Property Endorsements that Can Make You Money, 2 hrs. P&C

08 09 10 10 10 11 14 14 15 15 16 16 16 16 17 17 17 18 21

Certificates of Insurance-Emerging Issues and Other Stuff that Will Scare You; 3 hrs. P&C CISR Dynamics of Service, Columbia, 7 hrs. P&C or L&H Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C Business Auto Claims that Cause Problems, 2 hrs. P&C NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C Employment Law & the Insurance Agent, 2 hrs. P&C Dueling Additional Insured Endorsements, 1 hr. P&C Surplus Lines License Review Course, 3 hrs. P&C CISR William T Hold Seminar, Charleston, 7 hrs. P&C Insurance & BBQ, the Hidden Connection, 3 hrs. P&C D&O Liability Insurance, 2 hrs. P&C Hot Topics in Personal Lines, 2 hrs. P&C Building Codes are Bad for Your Insureds, 2 hrs. P&C COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C Top 5 Life Insurance Uses, 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 Data Privacy Insurance, 2 hrs. P&C Rental Cars: More than Meets the Eye, 2 hrs. P&C

December 01 06 06 06 06 07 07 08 08 08 12 12 13 13 13 13 13 13 14 14 14 14 15 15 16 19 20 20 20 22 22

AIAM Day 6, Columbia, 2 hrs. P&C/ 3 hrs. Ethics Professional Ethics in the Insurance Industry, 3 hrs. Ethics E&O Mock Trial, 2 hrs. P&C The E-World for Insurance Professionals, 3 hrs. P&C Liability Issues to Worry About: Indemnity Agreements, Addl Insureds, 2 hrs. P&C CISR Dynamics of Service, Greenville, 7 hrs. P&C or L&H Shake, Rattle & Roll with it: Earthquake Basics, 1 hr. P&C Insurance and the Property Lease, 2 hrs. P&C Workers Compensation Beyond the Basics, 3 hrs. P&C Business Income Beyond the Basics, 3 hrs. P&C Surplus Lines License Review Course, 3 hrs. P&C Long Term Care Insurance, 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 D&O Liability Insurance, 2 hrs. P&C Those Kids and their Cars, 2 hrs. P&C Home-based Business Exposures, 2 hrs. P&C NFIP Basic Course w/ 2016 Updates, 3 hrs. P&C CISR Residential Property, Charleston, 7 hrs. P&C Data Privacy Insurance, 2 hrs. P&C Employment Law & the Insurance Agent, 2 hrs. P&C Commercial Lines Claims that Cause Problems, 2 hrs. P&C Hot Topics in Personal Lines, 2 hrs. P&C Retirement Planning & Annuities Update, 2 hrs. L&H Agency Management Based E&O and Ethics, 3 hrs. Ethics Certificates of Insurance-Emerging Issues and Other Stuff that Will Scare You; 3 hrs. P&C Dueling Additional Insured Endorsements, 1 hr. P&C Insurance & BBQ, the Hidden Connection, 3 hrs. P&C Rental Cars: More than Meets the Eye, 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

Winter 2016 â&#x20AC;˘ South Carolina Agent & Broker

Member News

RISK INNOVATIONS JOINS TRUSTED CHOICE® I IABSC bronze-level Palmetto Partner Risk Innovations is the newest member of the Trusted Choice® consumer branding program for independent insurance agents and brokers. They join 69 other leading insurance companies nationwide as a Trusted Choice® company partner. Founded in 2002, Risk Innovations LLC operates as a wholesale-insurance brokerage, working with retail agents throughout the country. With offices in Atlanta and Kansas City, they are specialists in workers’ compensation, high-value homeowners, and E&S personal lines products. Their website is riskinnovationsllc.com. Other IIABSC Partners/ Corporate Associates that support Trusted Choice include: • Allstate Insurance Company (under Allstate Independent Agents) • Berkley Southeast Insurance Group • Burns & Wilcox • Central Insurance Companies

• • • • • • • • • • • • • •

Frontline Insurance Grange Insurance The Hartford Liberty Mutual Insurance The Main Street America Group Markel Specialty (under Markel Corporation) National Security Group Phenix Mutual Fire Insurance Company (under The Motorists Insurance Group) Progressive Safeco Insurance Selective Insurance Company of America State Auto Insurance Travelers UPC Insurance

EXECUTIVE LEADERSHIP CLASS OF 2015

Congratulations to the newest graduates from our first series Executive Leadership course, which combines leadership development with practicing problem-solving techniques for management-related issues.

(L to R:) Gema Rains, CISR; Amanda Lanford, CIC, CISR, AAI; Christina Barker, ACSR; Melissa Sills, API, AIAM; Danielle Lambert, CIC, CISR. 44

South Carolina Agent & Broker • Winter 2016

Winter 2016 â&#x20AC;˘ South Carolina Agent & 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.

South Carolina Agent & Broker • Winter 2016

Elba, Alabama

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