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Think hard-to-place. Think Burns & Wilcox.
. . . . . Condominiums Oceanfront Homeowners Excess Windstorm Excess Flood Umbrellas Liability
. . . . . Burns & Wilcox — the largest insurance MGA/wholesaler in North America.
800.498.1600 Get Personal: Commercial:
Kasey Vaughn X 2221 Jamie Canady X 2214 Angela McNally X 2205 Melissa Hawgood X 2219
FALL 2010
......... Independent Insurance Agents & Brokers of South Carolina PO Box 210008, Columbia, SC 29221 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. 23, fsheppard@iiabsc.com Rebecca H. McCormack, CPCU, CIC, AAI, CPIW Vice President ext. 14, bmccormack@iiabsc.com
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Contents
Charlene Bernotas, CISR, ACSR Agency Administrator ext. 22, cbernotas@iiabsc.com Elaine Mikell Meeting Coordinator ext. 16, emikell@iiabsc.com
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Message from the National Director
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ACT: Don’t Get Caught in The Web - Mitigate Web Site E&O Exposures 10 A Business Income Consideration 18
Anita J. Trevino Director of Communications ext. 29, atrevino@iiabsc.com Beth Chastie Director of Administration & Finance ext. 17, bchastie@iiabsc.com
Message from the Chairman of the Board
Palmetto Partners Program 22 2010 Young Agents Conference 26 Outstanding CSR of the Year: Denise Perkins, CISR 30
Trusted Choice® Big “I” National Championship 34 CE Compliance Next Phase 38 ACT: The Best Web Marketing You’ve Never Heard 40 2010 Board of Directors and Executive Committee 45 IIABSC Calendar / Member News 46
Mary A. Ellis Education Coordinator ext. 12, mellis@iiabsc.com Jeanette Bloss Education Coordinator ext. 11, jbloss@iiabsc.com Pat Fetner Receptionist ext. 10, pfetner@iiabsc.com Lee Ruef Director of State Government Relations lruef@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 and is not responsible for the opinions expressed by contributing authors. For more information on advertising, Contact Jim Aitkins Blue Water Publishers 22727 - 161st Avenue SE Monroe, WA 98272 360-805-6474 fax: 360-805-6475 jima@bluewaterpublishers.com
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South Carolina Agent & Broker • Fall 2010
Advertiser Index AequiCap Program Administrators 27 AmTrust North America 29 Bankers Insurance Group 16 Builders Mutual Insurance 33 Burns & Wilcox 3, 5, 48 Capstone Underwriters 20 Edwin M. Rollins Company 7 FastSnap 19 GUARD Insurance Group 35 Hanover Excess & Surplus 11 Installment Discount Corp. 39 Insurance House 13 InsurBanc 45 J. M. Wilson 20 Jackson Sumner & Associates 17
Johnson & Johnson 24, 25 Maritime Central 19 Montgomery Insurance 19 NetComp 31 Preferred Specialty 47 Prime Rate Premium Finance 35 ProVision Underwriters 33 South Carolina Agent Network 39 Southern Insurance Underwriters 2 Southern Cross Underwriters 23 Summit Marketing Services 37 TAPCO Underwriters 9 The National Security Group 37 The Seibels Bruce Group 21 Universal North America 15
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Think hard-to-place. Think Burns & Wilcox.
. . . . . Condominiums Oceanfront Homeowners Excess Windstorm Excess Flood Umbrellas Liability
. . . . . Burns & Wilcox — the largest insurance MGA/wholesaler in North America.
800.498.1600 Get Personal: Commercial:
Kasey Vaughn X 2221 Jamie Canady X 2214 Angela McNally X 2205 Melissa Hawgood X 2219
IIABSC Chairman of the Board Kathy D. McKay, CIC, CPIW
F
all is the season of traditions. College football, Grandma’s mac and cheese, college football, the annual IIABSC convention, college football and newly elected association leadership eager to serve the membership. Did I mention college football? Before we fall forward let’s take a few minutes to reflect on recent accomplishments of the association.
band Stone Echo, and attendees rocked the night away. Photos on pages 26 and 28.
SUMMER SUCCESSES Association President Frank Sheppard was married to Tina Labrozzi on August 14th. Congratulations and best wishes to the happy couple.
FALL FORWARD The final quarter of the year is the best time for agencies to set goals for the upcoming year, and I encourage you to incorporate participation in IIABSC as a part of your strategic plan. Healthy participation from our agents is vital to the continued success of the association. What’s your passion? Amazing things are accomplished when the job ignites energy in the individual. Emotional connections are the key. The association has many committees to choose from, and we need your input to match the member to the task. Education, Insurpac/ Government Affairs, Trusted Choice®, Technology and Young Agents are a few of the committees within the association. Match your passion to the task and volunteer to serve. Jay Taylor and his committee are already busy coordinating agent participation in the 2011 American Cancer Society’s Relay for Life. Strong event presence is key to the success of the project and provides a platform for agents to advise and educate the public while showcasing Trusted Choice®. I look forward to seeing you at the 112th Annual Conference. The committee has put together a wonderful program and promises to keep your MINDS IN MOTION.
SC qualifier of the Trusted Choice® Big “I” National Championship: Chairman Lee Ellis. Held June 28–29 at the newly renovated Orangeburg Country Club in Orangeburg, the champions were Taylor Zoller of North Charleston, 17, and Maureen Dunnagan of Lexington, 18. Second place for the boys was Hayden Letien of Sumter, 18. These three advanced to the national championship July 27–30 at the Old York Country Club in Chesterfield, N.J., where Zoller finished 11th overall in the boys’ division and Dunnagan finished 19th overall in the girls’ division. Photos on pages 34 and 36. National Committee appointments: Jules Anderson— Council for Best Practices John Brady— Trusted Choice® Board of Directors Jon Jensen— Insurpac, Government Affairs committees Frank Sheppard— State Partnership Task Force Young Agents Conference: Chairman Charles Paul Midgley. Congratulations to Charles Paul and his committee on a job well done. The educational topics (including increasing agents’ selling power, ethics and social media) were both interesting and beneficial to the participants. Families enjoyed a trip to Myrtle Waves and a competitive beach day. Saturday night featured the 6
Fall Forward
South Carolina Agent & Broker • Fall 2010
These are just a few examples of the summer successes. To fully appreciate the opportunities open to members, please volunteer to serve on a committee.
Congratulations to Gamecock fans on their National Baseball Championship! They were outstanding. Now, can we please talk about football?
Call 800.432.7715 Or visit us at: www.RPSins.com/Rollins
National Director John R. Braddy, CIC, AAI
I
am writing this article as I fly home from San Francisco and the fall meeting of the Big “I” national board. This was my last meeting after three years of proudly representing South Carolina. It has been a true privilege and somewhat inspiring to sit at the table with representatives of each of the 49 other states and the District of Columbia. It is a very diverse group with each state bringing a different perspective and opinion to the table, but also with the understanding that we are there collectively to be advocates on behalf of our more than 300,000 fellow agent members from around the country. When we take our oath of office we are reminded that it is our duty to vote on what would be in the best interest of our member agents as a whole, not necessarily what would be in the best interest of our own states or agencies. This task has many times led to spirited discussions and deliberations that have extended over a period of several meetings, but I truly believe that in the end we made decisions that will benefit independent agents for years to come. During the past year we spent much of our time discussing Trusted Choice® and how to advance the brand that describes so well who we are and what we do as independent agents. I am proud to say that South Carolina was an early leader in the adoption of this branding initiative and has set a great example for other states. This year we have taken the brand to a whole new level by making every member agent in every state a Trusted Choice® agent. This move will amplify by many times the initiative to spread the message of the brand. I am also proud to have helped lead the effort to unify the Big “I” and Trusted Choice® logos, and that I actually made the historic motion to make one of the most significant changes to the Big “I” logo in the 119-year history of the association.
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South Carolina Agent & Broker • Fall 2010
Jon Jensen, a past chairman of our state association, will very ably follow me as our next SC national board representative. Jon is already very well known on the national level serving as Chair of the national InsurPac committee, where he advanced our national PAC to the $1 million level for the first time. He also serves on our prestigious national government affairs committee. The end of this year will mark the first time in almost 15 years that I will not be filling some type of role in the volunteer leadership of IIABSC. I’ve spent much of my traveling time this week reflecting on what those years have meant to me. I have been asked many times why I have been willing to give so much of my time to our association, and every time my response is that I have gotten far more out of the experience than I have been able to contribute! I have become friends with many of you that I would have never had the opportunity to meet otherwise, as well as made friends from all over this great country. I have been able to give input in decisions that hopefully have made all our lives easier and better as agents. I’ve also helped shape legislation at the state and national levels by calling on our representatives in Washington and Columbia to tell the story of how independent agents are working on behalf of consumers throughout the land and how each piece of legislation would have an impact on their constituents back home. The one message that I would really like to leave you with is that if you have not gotten involved with IIABSC, please consider serving in some volunteer capacity. There are many opportunities for you to be able to serve whether you serve on a committee, work the Big “I” junior golf tournament or just come to one of our events and get to know your fellow agents. I promise that like me, you also will get more out of the experience than you put into it.
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Don’t Get Caught in The Be aware of and mitigate E&O exposures from your web site
Web!
Agency web sites have become a core component of the marketing strategy for many independent agencies, but they also may present errors and omissions exposures that must be managed. This article explores some of the major E&O exposures that may arise and provides several E&O tips for mitigating those risks, as well as sample web site disclaimers. By Sabrena Sally, CPCU Big “I” Agency Professional Liability Program Manager
M
ore than 40 percent of agencies insured through the IIABA/Swiss Re E&O program now have their own web sites, a number that has grown from only 19 percent in 2006. Having a good web site with robust functionality has become a core tool for agencies with a modern marketing strategy. Agencies are moving to more complex web sites to respond to consumers and clients who increasingly want to shop online and be able to handle basic service needs when convenient for them. Virtually all agency web sites provide basic advertising for the agency, showing the agency name, logo, phone number, address and email link. Over the past eighteen months, however, applications for E&O show a clear trend toward agency web sites expanding beyond standard advertising information, as might be expected from expanding consumer online behavior and the services being offered by competitors and other industries.
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South Carolina Agent & Broker • Fall 2010
Advertising Exposure Let’s first examine what errors and omissions exposures an agency can face from the more traditional type of web site. Many of the exposures on these sites are the same that exist in the “paper” world. Advertising liability can arise out of the use or misuse of a trademark or copyrighted material of others, and statements regarding the services available through the agency may be subject to regulatory requirements. At least one state (New York) makes this clear in Circular Letter No. 5 (2001), “Advertisements, Referrals and Solicitations on the Internet,” where it states that “Advertisements that appear on the Internet are subject to all applicable existing statutory and regulatory guidelines and restrictions applicable to advertisements in any other medium.” E&O Tip: The same level of care in creating “paper” advertising is appropriate for the agency advertising contained on the web site. If in doubt, a quick consultation with your qualified legal counsel is well worth the cost.
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Fall 2010 • South Carolina Agent & Broker
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Web sites commonly provide a button allowing a site visitor to contact the agency via email. One could certainly expect questions about what services the agency provides, hours open for business or even driving directions. Keep in mind, however, that there is no way to control what a visitor might choose to include in the content of their email. The visitor might decide to include confidential personal information (such as a name coupled with a social security, drivers license or credit card number) in the unprotected email, creating an exposure to breach of data privacy. E&O Tip: To help mitigate the liability exposure from this common web site feature, posting an appropriate disclaimer is a best practice. A sample disclaimer is provided at the end of this article for agents to use as a starting point and to customize to their agency’s situation. Posting Web site Content As a simplified case study, let’s view the stages a hypothetical agency might follow in expanding its web site over time and how these changes can affect the agency’s E&O exposure. After constructing a basic web site, the next step an agency often takes is to add articles that would be of interest to site visitors. They range widely in subject matter and may be available for viewing only or as a download. “What is an umbrella policy?”; “How to implement an employee wellness plan” and “Where to find information on OSHA requirements” are examples of topics seen on agency web sites. Content can be general in nature or become more technical and specific to certain types of exposures. The options are practically endless. Posting informative articles on the agency web site can draw visitors, generate stickiness with existing customers and lead people to contact the agency for additional information. In addition to these positive benefits, there are risks that accompany posting information. E&O Tip: If the content is original material created by the agency, practicing due diligence to ensure accuracy of the information is a key preventative measure. The more specific the information provided, the higher the risk of generating allegations against the agency for misrepresentation or providing inaccurate advice. There is one significant difference between content posted on a web site and content published in more traditional forms: posting content online makes the information available to anyone regardless of their physical location. This instantaneous 12
South Carolina Agent & Broker • Fall 2010
world-wide availability raises the issue of jurisdiction. It is not yet clear how legal jurisdiction might be applied to content published on a web site. Including an appropriate legal disclaimer as part of posted information is for now the most effective tool in mitigating jurisdictional risk. E&O Tips: If the content is obtained from another source, the first step in risk management is to verify the expertise of the information’s source. This step helps minimize exposure to allegations of misrepresentation or inaccurate advice. The information is also most likely copyrighted, creating exposure to allegations of copyright infringement. Obtaining written permission from the owner or licensor of the material prior to posting and giving appropriate credit of authorship can help mitigate the copyright exposure. If the content is obtained under a licensing agreement, explore what options may exist to protect the agency via contractual indemnification. As with information authored by the agency, it is recommended that appropriate legal disclaimers be clearly posted with information obtained from other sources. Web site Referrals As agencies often receive requests from customers for referrals to other service vendors, it is a natural next step for the agency web site to include links to these types of service vendors. Windshield repair services, CPAs for tax preparation and disaster recovery solutions firms are just a few examples of service vendor links seen on agency web sites. Linking to vendors can create the same exposure to negligent referral that exists when the referral takes place verbally, through email or regular mail. Regardless of how a referral is provided, the best practice is to provide at least two referrals, leaving it to your customer to choose which vendor to use. If the agency site links directly to a vendor, there also may be exposure to allegations of trademark infringement or unfair use of cybermarks from the vendor. E&O Tips: The best practices to follow to mitigate allegations of negligent referral for vendor referrals, which includes linking to other service vendors, are to: 1. Obtain written permission from the vendor or site to which the link leads 2. Always provide more than one selection for each type of service 3. Ensure there are appropriate disclaimers regarding the services being provided by these vendors.
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Interactive and Web-based Transactions Agencies are increasingly adding interactive features to their web sites in order to increase the effectiveness and efficiency of the agency. Unfortunately when they do, more unique E&O exposures can quickly develop. The most rapidly growing exposure we have seen is from the number of agency web sites that are accepting application information. As part of the underwriting process on a recent renewal, we reviewed an agency web site. The site opened to a very professionally designed home page. The site had clearly written text, eye-pleasing graphics and was well-organized and quick-loading. At the bottom of the first page a link to the agency privacy statement was prominently posted. Following the various tabs, one could easily find informative articles, which clearly showed authorship and contained appropriate disclaimer language. So far, so good. However, the trouble appeared when we clicked on a button labeled “Personal Lines” and moved on through the Auto Insurance section to “Submit Application.” That function led to a page where a full spectrum of personally identifiable information could be submitted, including: name, address, date of birth, social security number, drivers license number – basically all the information needed to carry out identity theft! There was no indication of security being enabled by an “https” displayed before the URL (evidence of creation of an SSL connection), and nothing contained within the web page itself referred to there being a secure transmission of this data. An agency has the duty to protect personally identifiable information and a myriad of both state and federal laws apply. Violations of these laws carry significant financial penalties, not to mention the extreme damage that can be done to the agency’s reputation. One state, for example, specifically requires “encryption of all transmitted records and files containing personal information that will travel across public networks, and encryption of all data containing personal information transmitted wirelessly.” At the most recent count, 46 states have some type of law or regulation addressing the protection of personal information. E&O Tips: Agencies that collect personally identifiable information (whether on their web sites or not) should take the necessary steps to be knowledgeable about state and federal laws and regulations that protect such personal information and provide the level of data security required by them.
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South Carolina Agent & Broker • Fall 2010
A best practice is that agency web sites create an SSL connection with the visitor’s browser before the visitor is asked to enter an id or password or any personal information, such as that included on insurance applications, so that this information cannot be read by unintended parties over the Internet. Key activities for mitigating E&O exposures generated by a web presence It’s an exciting time as agencies become more creative in using the opportunities that web sites can provide. Be creative, but not naive. Keep in mind that with every opportunity, there is risk. Consider the following quick tips to help mitigate your agency’s exposure to errors and omissions that may arise from your agency’s web site: 1. Review web site advertising with the same level of legal scrutiny toward copyright and trademark issues as the agency’s more traditional advertising 2. Post an appropriate Privacy Statement prominently on the web site 3. Review original content posted on the web site for accuracy and post appropriate disclaimers 4. Obtain written permission for content obtained from other parties, be confident they are a knowledgeable source, credit their authorship, obtain the author’s indemnification (if feasible) and post appropriate disclaimers 5. If you decide to refer to other service providers, provide more than one provider name, obtain written permission to link to them and post appropriate disclaimers regarding the services provided by the vendors 6. If the web site has interactive features that collect personally identifiable information, comply with all state and federal privacy and data breach notification laws and regulations and create an SSL connection with the visitor’s browser before the visitor is asked to enter an id or password or any personal information. Sample Web Site Disclaimers Agents should consult with their local counsel to customize these sample disclaimers so that they fit their web site, are positioned at the appropriate places on the site and comply with all of the federal and state laws and regulations that apply to them. These disclaimers are in addition to the Privacy Statement that the agency should include at the bottom of its web site setting out its privacy policies.
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“This information is not an offer to sell insurance. Insurance coverage cannot be bound or changed via submission of this online form/application, e-mail, voice mail or facsimile. No binder, insurance policy, change, addition, and/or deletion to insurance coverage goes into effect unless and until confirmed directly with a licensed agent. Note any proposal of insurance we may present to you will be based upon the values developed and exposures to loss disclosed to us on this online form/application and/or in communications with us. All coverages are subject to the terms, conditions and exclusions of the actual policy issued. Not all policies or coverages are available in every state.” “Please contact our office at 555.555.5555 to discuss specific coverage details and your insurance needs. In order to protect your privacy, please do not send us your confidential personal information by unprotected email. Instead, discuss that personal information with us by phone or send by fax.” “Statements on this web site as to policies and coverages and other content provide general information only and we provide no warranty as to their accuracy. Clients should consult with their licensed agent as to how these coverages pertain to their individual situation. Any hypertext links to other sites or vendors are provided as a convenience only. We have no control over those sites or vendors and cannot, therefore, endorse nor guarantee the accuracy of any information provided by those sites or the services provided by those vendors.” “Information provided on this web site does not constitute professional advice. If you have legal, tax or financial planning questions, you need to contact a qualified professional.” Beyond Web sites Many agencies are now expanding their online presence to include social media as a part of their advertising and customer interaction. ACT has an article and webinar on the E&O exposures arising from the use of social media, which can be found at www.iiaba.net/act at the “Website & Social Media” link.
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South Carolina Agent & Broker • Fall 2010
This article is intended only for educational or illustrative purposes and should not be construed to communicate legal or professional advice. You should consult legal or other professionals with respect to any specific questions you may have. Further, the statements and/or opinions contained are those only of the author and do not constitute and should not be construed to constitute any statement, opinion or position of Swiss Re, IIABA or ACT. Sabrena Sally, CPCU is Senior Insurance Corporation, a Swiss the Big “I” Agency Professional endorsed by IIABA and IIABSC. sabrena_sally@swissre.com.
Vice President of Westport Re company, and manages Liability Program, which is Sabrena can be reached at
For more information about the IIABA Agents Council for Technology, visit www.iiaba.net/act or contact Jeff Yates, ACT Executive Director at jeff.yates@iiaba.net. This article reflects the views of the author and should not be construed as an official statement by ACT or IIABA.
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A BUSINESS INCOME CONSIDERATON
By Terry Tadlock, CIC, CPCU, CRIS Florida Insurance Educators
T
he older I get the more I find myself needing the aid of a checklist to help remember things. When I was younger I could remember just about anything… if I wanted to. I not only resent this a great deal, but I also have learned that it requires a bit more planning to accomplish the tasks I need to get done, which leads me to the question I want to ask you. When you write Business Income coverage for your clients are you asking them if they have a license, lease or contract that if in the event of a direct physical loss resulting in a necessary suspension of operations they might lose? If they lost the license, lease or contract would this result in a financial loss much longer than the time it takes for the business to return? I will pause here a moment as I wait for your answer … that’s what I thought. This issue is often overlooked when writing Business Income coverage. Let’s look at the problem first and then we will review the solution. When most of us write Business Income Coverage, we do so with a Special Causes of Loss form attached. If asked, it is because it provides the broadest coverage for our clients. However, in the Special Causes of Loss Form there are specific exclusions listed that applies only to Business Income and Extra Expense coverage. Many of these exclusions will affect our clients. The most common of these exclusions is for the “time to reproduce finished stock.” I think we have a handle on that one, but have we considered the lost income due to the cancellation of a license, lease or contract. Assume you have an insured that has a contractual obligation to provide a good, product or service to an existing client. Following a fire (or better yet wind) loss that would take six months to repair, your insured approaches his client to explain that they will not be able to supply the good, product or service until they can make necessary repairs to their physical location. Is the client going to be accommodating and simply
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South Carolina Agent & Broker • Fall 2010
UUU
wait for your client to repair or rebuild? Or do you think they will have the contract voided for failure to comply with its terms? I agree the latter is more likely. Now to the really bad news: your insureds’ client approaches another vendor (your client’s strongest competitor) to satisfy their need. The competitor agrees to a fair price, but insists on a two-year contract. Your insureds’ client has no choice but to sign the contract. Now your insured has not only lost income for the six months it would take originally to repair their facility, but now they would have lost income for an additional 18 months. Depending on the number and size of the contract(s), this situation could be life threatening to the business. Let’s look at one more example. You insure an apartment building in a college town. The apartments suffer a loss and it will take eight months to repair. All the tenant leases are cancelled and they would miss the revenue not just from this semester, but the following semester as well. Are you starting to get a picture of this exposure? Here is the exclusion that takes this coverage away and also provides a little comfort as well. The following provisions apply only to the specified Coverage Forms. a. Business Income (And Extra Expense) Coverage Form, Business Income (Without Extra Expense) Coverage Form, Or Extra Expense Coverage Form We will not pay for: (4) Any increase of loss caused by or resulting from: (a) Delay in rebuilding, repairing or replacing the property or resuming “operations,” due to interference at the location of the rebuilding, repair or replacement by strikers or other persons; or
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5x4.9_AlliedMedical_IIA
(b) Suspension, lapse or cancellation of any license, lease or contract. But if the suspension, lapse or cancellation is directly caused by the “suspension” of “operations,” we will cover such loss that affects your Business Income during the “period of restoration” and any extension of the “period of restoration” in accordance with the terms of the Extended Business Income Additional Coverage and the Extended Period Of Indemnity Optional Coverage or any variation of these. (5) Any Extra Expense caused by or resulting from suspension, lapse or cancellation of any license, lease or contract beyond the “period of restoration.” This exclusion is very clear. There is no coverage for the loss of income sustained by an insured due to the cancellation of a license, lease or contract. But, there is a give back for the lost income during the “Period of Restoration.” This period of time starts 72 hours after the direct physical loss and continues until repairs should be made or the insured relocates to another permanent location. It also gives back coverage for a period of time called “Extended Business Income.” For all practical purposes, this is the period of time that starts after the “Period of Restoration” has ended and continues for 30 days or until income is back up to its pre-loss level. (See policy language below). More importantly, I want you to see the last phrase of section (4)(b)
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South Carolina Agent & Broker • Fall 2010
• Ambulance • Airport Transportation • Luxury Sedan Service • Non-emergency Transport
• Stretch Limousine • Charter Bus • Taxi
• Athlete/Entertainers Bus • Church Transportation • Sightseeing Bus
Southern Region Office P.O. Box 32065, Charleston, SC 29417 | (800) 595-0063 | jmwilson.com
that states “…and the Extended Period Of Indemnity Optional Coverage or any variation of these.” Extended Period Of Indemnity is an Optional Coverage in the Business Income Coverage Form that allows the insured to extend the 30 days allowed in the Extended Business Income up to 730 days. This giveback would have allowed the above examples to continue to receive the loss of income they might have had due to the cancellation of a license, lease or contract even if the loss of income exceeded the “Period of Restoration” up to the number of days they select. One word of caution! If you use this Optional Coverage you need to make sure you adjust your limit of insurance to accommodate the loss of income for the increased time. To add the additional days only to run out of limit might be a bit embarrassing.
c. Extended Business Income (1) Business Income Other Than “Rental Value” If the necessary “suspension” of your “operations” produces a Business Income loss payable under this policy, we will pay for the actual loss of Business Income you incur during the period that: (a) Begins on the date property (except “finished stock”) is actually repaired, rebuilt or replaced and “operations” are resumed; and
(b) Ends on the earlier of: (i) The date you could restore your “operations,” with reasonable speed, to the level which would generate the business income amount that would have existed if no direct physical loss or damage had occurred; or (ii) 30 consecutive days after the date determined in (1)(a) above. However, Extended Business Income does not apply to loss of Business Income incurred as a result of unfavorable business conditions caused by the impact of the Covered Cause of Loss in the area where the described premises are located. Loss of Business Income must be caused by direct physical loss or damage at the described premises caused by or resulting from any Covered Cause of Loss. E. Optional Coverages If shown as applicable in the Declarations, the following Optional Coverages apply separately to each item. 4. Extended Period Of Indemnity Under Paragraph A.5.c., Extended Business Income, the number “30” in Subparagraphs (1)(b) and (2)(b) is replaced by the number shown in the Declarations for this Optional Coverage. I bring this issue up only because I see a lot of Commercial Property Declarations and very few times do I see this Optional Coverage added. I’m not sure if it is because we were not aware that is available or maybe you are a lot like me, and you need that checklist I referred to earlier to remind you. Terry is the education consultant for the CIC programs in South and North Carolina. He is also a member of the CIC National Faculty. He is currently the President of Florida Insurance Educators, Inc., and insurance education and consulting firm that provides a variety of education courses and consulting services. In addition, Terry has spoken at state conventions and has written several articles for state and national Big “I” associations.
Fall 2010 • South Carolina Agent & Broker
21
Palmetto Partners Program IIABSC is now accepting pledges for the 2011 year. Contribute once and be recognized throughout the year with high-profile exposure to our agency members while simplfying your budget. Partners also get priority picks of event sponsorships over nonparticipants.
The program was created as a simplified way for companies, brokers and vendors to support the Independent Agents & Brokers of SC and all our major conferences and events on an ongoing basis. The best part is you will not be solicited for additional sponsorships or support for the rest of the year.
Program Levels: Diamond: Platinum: Gold: Silver: Bronze:
$12,000 annually $10,000 annually $8,000 annually $5,000 annually $3,000 annually
Download forms and detailed program benefits at:
www.iiabsc.com
2010 Partners Diamond Level
IIABSC Agency Johnson & Johnson, Inc. Montgomery Insurance a member of Liberty Mutual Group
/ Safeco Insurance
a member of Liberty Mutual Group
Platinum Level Bankers Insurance
Gold Level
Progressive Insurance St. Johns Insurance Company Travelers 22
South Carolina Agent & Broker • Fall 2010
Silver Level
Frontline Homeowners Insurance
Bronze Level
AFCO/ Prime Rate Premium Finance Corp. AmTrust North America Berkley Mid-Atlantic Group, LLC General Casualty Hanover Excess & Surplus, Inc. The Hartford Jackson Sumner & Associates Main Street America Group Preferred Specialty, LLC RPS - Continental Special Risks Southern Insurance Underwriters, Inc., CMGA Tapco Underwriters, Inc. Universal Insurance Co./ Seibels Bruce Group, Inc. Zurich Small Business/ Foremost/ Farmers
• • • • • • • •
• • • • • • • • •
• • • • • » »
Fall 2010 • South Carolina Agent & Broker
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Competitive Rates for Standard Commercial with J&J and QBE! J&J writes multiple lines of standard business in South Carolina through QBE. We are the only MGA in the state that can offer these products.
Who is QBE? One of 25 top insurers and reinsurers worldwide Operates out of 45 countries Americas Division is headquartered in New York
Through our partnership with QBE, we have over 90 years of combined underwriting experience, offering quick turnaround on quotes and direct bill with installment options. J&J offers convenient website capabilities, such as: online policy retrieval, policy renewals, applications and appetite guides – all available for you 24/7.
Johnson & Johnson Preferred Financing is fully licensed and can finance with any company that accepts outside financing. Chat with us online at www.jjpf.com!
800.868.5573
www.jjins.com
800.487.7565
Serving I nd ep
n ie s mpa Co
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&
tA den gents n e
Sin ce 1930
Competitive Package Classes Not Limited To: ● Apartments
● Distributors
● Artisan Contractors
● Hotels
● Auto Repair
● Motels
● Building LRO
● Offices
● Churches
● Rental Dwellings
● Condo Associations
● Restaurants
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● Retail
Johnson & Johnson Chase Warrington, Marketing Rep.
Willie Dodds, Marketing Rep.
843.469.1320 or dcw@jjins.com
843.442.1017 or wgd@jjins.com
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South Carolina Agent & Broker • Fall 2010
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South Carolina Agent & Broker • Fall 2010
There’s no business like small business… Visit us at IIABSC Annual Convetion October 24 - 26
And we know small business. AmTrust North America provides your clients the excellent workers’ compensation coverage they need for their small business—it’s our primary focus. We offer:
• “A” (Excellent), Financial Size IX rating from A.M. Best • A fast, convenient online system for submitting business • Personal attention from experienced underwriters • In-house, paperless claims processing
For more information about how you can write business with AmTrust, please call 877.528.7878 or visit www.amtrustnorthamerica.com. We’re (sm)all business.SM
2010 Outstanding Customer Service Representative of the Year Award Denise Perkins, CISR C.T. Lowndes & Company
D
enise Perkins, CISR, of C.T. Lowndes & Company in Summerville has been named the 2010 SC Outstanding Customer Service Representative of the Year. This award is the highest honor for insurance Customer Service Reps who have distinguished themselves through contributions to their industry and profession. Like any good agent, Denise is active in her community, participating in Habitat for Humanity and the American Cancer Society’s Relay for Life as well as serving as a den leader for her local Tiger Cubs (Boy Scouts) pack. One nominated, Denise was required to complete an essay from the following prompt: Many people come to the insurance business by chance and stay by choice. Briefly describe how you were first employed in the insurance business, then given the changes you have observed and anticipate in the future, explain what would be the best title for the CSR of tomorrow and why.
Winning Essay: I am one of the many people who came to the insurance business by chance and have stayed by choice. My high school’s coop program provided an opportunity for me to work as a receptionist for a small agency in North Carolina, where I soon became a Personal Lines Customer Service Representative. I later moved to Charleston, SC, and began working for Unisun Insurance Company, which became Colorado Casualty and then Montgomery Insurance. I began as a commercial lines policy typist, became a commercial lines rater for North and South Carolina, and then an Underwriter Assistant for Alabama. After 30
South Carolina Agent & Broker • Fall 2010
learning our location was being consolidated with the home office and closed, I enrolled in the College of Charleston and graduated with a Bachelor’s degree in Corporate Communications. During this time I was rehired by Montgomery Insurance as an Accounting Specialist and Underwriter for the North Carolina Designated Agency business. After graduating, I applied for several jobs in the area. As fate would have it, I was offered a position as a Commercial Lines CSR with C. T. Lowndes & Company where I have enjoyed working for almost eight
“
Today’s economic situation, politics, geographic location, consumer expectations and technology are a few of the driving forces that have caused businesses and consumers to change their priorities and views of what is important to them.”
years. What started as a part-time, co-op position in high school eventually turned into the beginning of my insurance career. Like many businesses today, the insurance industry has found itself in the midst of constant change. Today’s economic situation, politics, geographic location, consumer expectations and technology are a few of the driving forces that have caused
Fall 2010 • South Carolina Agent & Broker
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businesses and consumers to change their priorities and views of what is important to them. Keeping up with the ever-changing desires of consumers has caused the insurance industry to change how it operates as well. When I first started in the business, insurance policies were manually typed each year. Rating risks involved an individual sitting down with paper, pencil and a rating wheel. Fax machines and email were rarely used and most correspondence between companies and clients were done using the US Postal Service. Paper files were the norm when storing client information and files. The time element in getting and obtaining quotes was much slower than today. Technology has had a tremendous effect on how agencies and businesses operate today. Computers have taken the place of rating wheels and typewriters. Companies now use the internet and agency management systems to rate risks; generate quotes, applications and client policies; and store client information for renewals. It has also allowed companies to go paperless with files being scanned and available at the push of a button. The postal service and fax machine have given way to email for communication between companies and clients. The use of technology has helped solve some of the time issues involved in our industry, but has also made it less personal. With today’s economical situation, I have noticed many clients shifting their priorities to simply the premiums they have to pay. When I first started in the industry, clients appeared to place more value on the service they received and the relationships they had with their insurance agent. Clients bought insurance through an agency because they trusted the agent they had developed a relationship with, someone they depended on for help, advice, guidance and commitment to follow through on the “promise” they purchased from them if they ever had a claim, question or concern regarding their insurance. Today, a majority of clients are placing less value on these relationships and are more concerned about the cost of their policy. Clients are price shopping their insurance more, leading to switching agencies based on the price of a product and less concerned about the quality of coverage provided by the product. It’s the agent’s job to explain why they need the extra coverage. In order to maintain their client base, they must also search out the best price for every client. If you, the agent, are not shopping for your client, it is likely that someone else will. The industry is shifting to education also. Companies and agencies are spending more time and money educating their staff. It is imperative that Customer Service Representatives understand the products they sell. If the Customer Service Rep is confident and knowledgeable about their products, the client will be confident in the product too. More time and emphasis are also
spent on educating the client on the various coverage options available and why they may benefit from “extra” coverage. While selling additional coverage helps establish relationships and customer loyalty, it also helps the agency prevent Errors & Omissions claims. It also provides the client with a well-rounded insurance portfolio that will keep them protected in the event of a claim. The more a client values the relationship with your agency, the more likely they will remain a customer. Time is precious to our customers. The industry focus has shifted from the client wanting to do business face to face, to the client wanting to do business at their convenience. With online shopping and 24-hour call centers, the CSR must make their agency stand out by giving the customer a reason to do business with them. As I watch the changes in the insurance business, I believe that customer priorities will come full circle. The focus will come back to personal customer service. Therefore, I do not think that
“
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South Carolina Agent & Broker • Fall 2010
Clients expect you to put them first and give them quality service they deserve. Anything less could cost you the client. A friend once said that CSRs are like duct tape: they are the ones that hold everything together when things start to fall apart.”
the title of Customer Service Representative should be changed. I believe agents are here to support their clients and help them make wise decisions when it comes to insuring their possessions. It starts with building a trusting relationship with the client. The title of Customer Service Representative puts the customer first, and that is what this business should be all about. It includes the service you give them and how you represent them. Clients expect you to put them first and give them quality service they deserve. Anything less could cost you the client. A friend once said that CSRs are like duct tape: they are the ones that hold everything together when things start to fall apart. The CSR of the future is going to have to be educated and dependable in order to survive the ever-changing insurance world.
coverage to bring you
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we interrupt our regular
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Fall 2010 • South Carolina Agent & Broker
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South Carolina Agent & Broker • Fall 2010
One-Stop Insurance Shopping GUARD now features a comprehensive insurance solution that offers the multiple lines of coverage typically needed by small- to mid-sized businesses. For employees
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For more information please contact Gary Cornell at 866-669-0937 ext 25404, or at gcornell@primeratepfc.com
Fall 2010 • South Carolina Agent & Broker
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South Carolina Agent & Broker • Fall 2010
ies.
m entucky, nnessee.
S E C U R I T Y
T
he National Security Group has always been committed to helping others feel secure in times of need, and we’ve been doing just that for over sixty years. Our relationship with our policyholders is only equaled by our relationship with our agents, providing them with a partnership profit sharing program and an award-winning web site that enables 24/7 realtime policy info, fast online quotes, and endorsement and policy dec page printing to name a few. Talk with us today and discover why thousands of policyholders depend on us to insure their world. Call 1-800-239-2358 or visit us on the web at www.nationalsecuritygroup.com. Dwelling Fire • Limited Homeowners • Mobile Homeowners • Vacant Dwelling Life and Health • Partnership Profit Sharing
NOW E! L A AV ILABnt Vaca g Dwellin
Fall 2010 • South Carolina Agent & Broker
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South Carolina Agent & Broker • Fall 2010
Fall 2010 • South Carolina Agent & Broker
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How to get the most out of
local search
The Best Web Marketing Strategy You’ve Never Heard The author provides independent agencies with a fast and easy strategy to increase their Internet leads and search engine positioning. Even better, it’s free and makes use of free local search tools provided by the major search engines and online directories. The article then provides agents with the simple steps on how to implement the strategy.
By Matthew Marko Marketing Process Manager, Progressive Insurance
B
y now, you’ve probably heard how creating a web site or using social media can help increase visibility and generate leads for your agency. The ACT web site (www.iiaba.net/act) is filled with resources highlighting how to use these tools effectively. But there’s one tool you may not have heard about even though it’s a fast, easy way to reach thousands of people in your local area who are shopping for insurance right now. And, it’s free. It sounds too good to be true, but “local search” can give your agency excellent visibility at the same moment consumers are looking for a local agent. What is local search? Quite simply, local search is the name used to describe search engine results that show local business listings when a consumer searches for products or services
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South Carolina Agent & Broker • Fall 2010
in his or her area. For example, if a consumer enters “insurance + Charleston, SC” the results page will include a map and a list of the top-ranking local agencies. Think of it as the new online alternative to a yellow pages directory. Because local search sifts through business data, not web sites, your agency doesn’t need a web site to be included in local search (however, web sites are still recommended to help consumers find information about your agency). And since local search listings are often positioned higher on the results page, your agency may show up above the top-ranked insurance web site – a position many spend thousands of dollars in search engine optimization to achieve. By claiming your agency’s free local listing, you’ll open the door for additional exposure and new business leads.
I
BIG MARKETS
Market your agency with the new Member Marketing Activity Center www.iiaba.net/MMAC
South Carolina Product Availability: Commercial Lines:
Personal Lines:
ACEC Business Insurance Bonds Bid Contractor Performance Surety Other Claims Adjusters Commercial Auto Commercial Builders’ Risk Commercial Media Umbrella Commercial Property Umbrella Commercial Package Policy (150 subclasses) Community Banks Business Insurance Program Contractors’ Equipment Contractors’ Liability Employers‘ Practices Liability Environmental Impairment-Pollution Coverage Event Liability Executive Liability (Wrap+) Farm & Ranch Financial Advisors’ E&O Flood Insurance Flood Insurance - Excess Habitational Markets Apartments Condo and Homeowner Associations Vacant Property Program Vacation Income Property Hospitality/Restaurant Program 24-hour Restaurant Bar/Tavern Program Counter Service Restaurant Family Style Restaurant Fine Dining Restaurant Nightclub Program Fast Casual Miscellaneous Professional Liability Non-Profit D&O Liability Office Pac (Travelers) Outdoor Markets Guides & Outfitters Rod & Gun Clubs Fishing and Hunting Lodges & Plantations Real Estate E&O Proliability Program Recreational Vehicles Stand Alone Valuable Articles Technology Consultants Professional Liability Workers’ Compensation
Affluent 3:1 Package (Three Carriers) ACE Chubb Fireman's Fund At-Home Business Event Liability Flood Insurance Flood Insurance Excess NPC CBRA Gap Insurance Marine Insurance Non-standard Homeowners Affluent Non-standard Homeowners Coastal Homeowners Corporate/LLC Owned Homeowners Non-standard Condos Non-standard Homeowners Non-standard Rental Dwellings Non-standard Renters Personal Builders’ Risk Seasonal Homeowners Unprotected Homeowners Unsupported Secondary Homeowners Vacant Dwelling Personal Builders’ Risk Personal Excess Policy Personal Umbrella Policy Recreational Vehicles Stand Alone Valuable Articles Vacant Property Program (Admitted)
www.bigimarkets.com
Big “I” Markets (BIM) is the IIABA member’s online market access program with no fees, no volume commitments and competitive commissions.
Online Registration We’ve made it easier than ever to Plug into the Power of Big “I” Markets! Register online today and discover a fresh new way to do business. All products are only accessible online and coverage is subject to licensing compliance and underwriting approval. To register online you will need your login ID and password, your agency tax ID number, your agency E&O policy, and your state agency/agent license information (where applicable). Log on to www.bigimarkets.com today to begin the registration process and be quoting in minutes! Product availability varies by state.
Why local search works: • 97 percent of consumers use the internet to shop locally.1 • 90 percent of online searches start with a search engine, not a company web site.2 • Americans conducted 16.4 billion searches in June 2010,3 and 20 percent of Google searches are local in nature.4 This suggests that more than three billion local searches are conducted in the U.S. every month. • Of the more than 20 million businesses in the U.S.,5 only 2 million (10 percent) have claimed a Google local listing.6 We all know the internet has changed the way consumers look for information about products and services. But according to a Progressive survey, three out of four independent agencies still haven’t taken advantage of local search. Now is the perfect time for you to take the lead in your market by developing a local search strategy. How to get started The easiest way to claim your local listing is by visiting GetListed.org, a free service that checks your current listings and helps you claim them with major search engines including Google, Yahoo, and Bing. Just type in your agency name and zip code, and GetListed.org will score you on how well your agency is represented in local search. If you haven’t claimed your listings, the site will also link you to the claiming page of each search engine. The rest is simple. For each search engine, just register for a free account then provide information about your agency. Be sure your listing includes the following essential details: • Business address; • Local phone number; • Web site (if applicable); • Business hours; • Insurance products; and, • Special services. Here are a few more tips for setting up your local listing: • Be consistent: Make sure your agency information appears exactly the same everywhere online. When search engines locate information about your agency, they look for exact matches. By providing consistent information, you can start pushing your agency toward a higher local search rank. • Get verified: As part of the claiming process, you’ll need to verify that you are who you say you are. This verification is different for each search engine, but is typically done by sending a confirmation code via phone or postcard. • List multiple locations: If your agency has multiple locations, claim a listing for each office. However, avoid creating duplicate local listings for the same location. Search engines will likely penalize you for doing so. 42
South Carolina Agent & Broker • Fall 2010
Making the most of local search After you claim your listing, adding more relevant information will likely help your agency move up on the list of local results. Here are some ways to enhance your local listing: • Include keywords: Update your business description and categories to reflect your offerings (ex: auto insurance, home insurance, business insurance). If you represent carriers with recognizable brands include carrier-approved keywords (ex: “Authorized Progressive Agent” is preapproved for Progressive agent use and other carriers have similar programs). • Get reviewed: Encourage customers to post reviews of your agency. • Increase exposure: Add your agency to other free online directories, like SuperPages.com, MerchantCircle.com, Localeze.com and your local Chamber of Commerce web site. Also consider submitting your agency information to Universal Business Listing (www.ubl.org), which distributes your agency information to online directories for only $30 a year. • Add content: Post additional content like agent photos and instructional videos to your listing. • Learn from others: Study the listings of high-ranking agencies in your area and adopt their best practices. • Monitor your listings: Assign one person in your agency to monitor listings on a monthly basis. The local search environment is constantly changing. By acting before your competition, you’ll get the greatest impact and value from your listing. You have nothing to lose. It’s easy. It’s fast. It’s free. Matthew Marko is a Marketing Process Manager for Progressive Insurance. He works to provide local marketing strategies and tools to help independent agencies grow their business, and has developed several online marketing webinars for Progressive agents on ForAgentsOnly.com. E-mail him at matthew_marko@ progressive.com. For more information about ACT, contact Jeff Yates, ACT Executive Director at jeff.yates@iiaba.net. This article reflects the views of the author and should not be construed as an official statement by ACT. (Endnotes) 1. http://www.kelseygroup.com/press/pr100310.asp 2. http://www.kelseygroup.com/press/pr100310.asp 3. http://www.comscore.com/Press_Events/Press_Releases/2010/7/comScore_ Releases_June_2010_U.S._Search_Engine_Rankings 4. http://sites.google.com/a/pressatgoogle.com/googleplaces/metrics 5. http://www.census.gov/epcd/www/smallbus.html#Nonemployers 6. http://sites.google.com/a/pressatgoogle.com/googleplaces/metrics
It takes 21 days to form a habit.
Is your agency ready? Form a habit you won't want to break! Take the 21 Day Challenge and implement Real Time at your agency. Some experts claim it takes 21 days to form a habit—and break old habits. With our 21 Day Challenge, your agency staff has an opportunity to adopt new workflows to leverage real-time technology tools for sales and customer service. It's free—and it's fun! Real Time means you click on a button from a client file in the agency management system or comparative rater for immediate access to carrier information on that client. This approach provides one workflow for service or quotes. Experience the power of Real Time and the 21 Day Challenge. Start at getrealtime.org/21DC.
Fall 2010 • South Carolina Agent & Broker
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v1
2010 Board of Directors Executive Committee
Directors
Chairman Kathy D. McKay, CIC, CPIW McKay Stelling & Assocs Mt. Pleasant, SC kmckay6681@aol.com
National Director John R. Braddy, CIC, AAI Braddy Insurance, Inc. Dillon, SC jbraddy@braddyinsurance.com
Thomas M. Bates, Jr. (Tom) Herlong Bates Burnett Insurance Greenville, SC tom@herlongbatesburnett.com
R. Scott Moseley Irmo Insurance Agency Irmo, SC scotirmo@bellsouth.net
Chairman Elect/ Treasurer W. Ashley Brady, CIC First Charter Co., Inc Marion, SC abrady@firstcharterins.com
Immediate Past Chairman Julius J “Jules” Anderson, Jr., AAI Anderson Ins Assoc Charleston, SC janderson@aiasc.com
Faye R. Bradham, LUTCF Bradham Ins Agency Conway, SC fbrayins@aol.com
Edward S. Spivey, CIC, AAI (Spider) Howard B. Smith Agency Mullins, SC espivey@hbsmithagency.com
David A. Cyphers, CIC, AAI Sifford-Stine Insurance Clover, SC dcyphers@sifford-stine.com
James G. “Jay” Taylor, Jr., CIC Kinghorn Insurance Agency of Beaufort Beaufort, SC jtaylor@insurancebeaufort.com
Larry G. Joyner, CIC, AAI CWS Ins Agency Spartanburg, SC larry@cwsinsurance.com
Christopher “Chris” T. Tidwell, CPCU, CIC Tidwell Agency Lexington, SC chris@tidwellagencyinc.com
Secretary Kenneth A. “Ken” Finch, CPCU, CIC, CRM, AAI 2/25/10 1:42 PM Page 1 Countybanc Insurance Greenwood, SC kfinch@ecountybanc.com
Charles Paul Midgley, Jr. Midgley Agency Bennettsville, SC cpmidgley@mecsc.net
InsurBanc: Get To Know Us Because We Know Your Business. InsurBanc, founded by the Independent Insurance Agents and Brokers of America, is dedicated to serving the financial needs of independent insurance agents. So your financial concerns are our only concern. • Agency Acquisition & Perpetuation Loans • Equipment Leasing • Lines of Credit
You can rely on InsurBanc for financial products and services custom designed to underwrite your success. Our agency financing and cash management solutions are as unique as your business. • Cash Management • Online Banking • Remote Deposit (866) 467-2262 agencyfinancing@InsurBanc.com www.InsurBanc.com
Fall 2010 • South Carolina Agent & Broker
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Calendar For course descriptions and full calendar, see our Education & Event calendars at www.iiabsc.com
October 1
March 2011
CIC Agency Management (day 3), Myrtle Beach, 16 hrs P&C or L&H, 4 hrs Ethics
CIC Commercial Casualty, Greenville, 20 hrs P&C
8
CISR Commercial Property, Greenville, 7 hrs P&C
6
AAI – 82A, Columbia, 7 hrs. P&C
15
CISR Commercial Property, Rock Hill, 7 hrs P&C
7
CISR William T Hold Personal Lines, Columbia, 8 hrs P&C
16–17
Spring Conference, Columbia
13
CISR Agency Operations, Greenville, 6 hrs P&C or L&H, 1 hr Ethics
23
CISR Personal Residential, Columbia, 7 hrs. P&C
14
CISR Commercial Casualty, Rock Hill, 7 hrs P&C
24
CISR Dynamics of Service, Charleston, 7 hrs. CE
21
CRIS Contractual Risk Transfers, Columbia, 6 hrs. P&C
24–26
Annual Convention, HHI
November 3
Surplus Lines Markets & Practices, Columbia, 6 hrs. P&C
4
CISR Personal Residential, Charleston, 7 hrs P&C
9
E&O Risk Management, HHI, 8 hrs. P&C or L&H
9
CISR William T Hold Commercial Lines, Greenville, 8 hrs P&C
10–12
CIC Personal Lines, HHI, 20 hrs P&C
16
AAI – 82B, Columbia, 5 hrs. P&C, 2 hrs. L&H
17
CISR Personal Auto, Columbia, 7 hrs P&C
18
CISR Personal Auto, Myrtle Beach, 7 hrs P&C
18
CRIS Workers Compensation for Contractors, Columbia, 6 hrs. P&C
December 2
Ethics: Yesterday, Today & Tomorrow, Greenville, 3 hrs. Ethics
3
Ethics: Yesterday, Today & Tomorrow, Columbia, 3 hrs. Ethics
7
E&O Risk Management, Columbia, 8 hrs P&C or L&H
8
CISR Commercial Casualty, Columbia, 7 hrs P&C
9
CISR Agency Operations, Charleston, 6 hrs P&C or L&H, 1 hr Ethics
16
AAI 82C, Columbia, 7 hrs. P&C
January 2011 13
CISR Dynamics of Service, Greenville, 7 hrs CE
18
CISR Commercial Property, Columbia, 7 hrs P&C
20
CISR Commercial Casualty, Myrtle Beach, 7 hrs P&C
February 2011
46
2–4
2
CISR Agency Operations, Bluffton/HHI, 6 hrs P&C or L&H, 1 hr Ethics
17
CISR Commercial Casualty, Charleston, 7 hrs P&C
24
William T. Hold Seminar, Columbia, 8 hrs CE
South Carolina Agent & Broker • Fall 2010
April 2011 5
CISR Commercial Casualty, Florence, 7 hrs P&C
20–22
CIC Ruble Graduate Seminar, Myrtle Beach, 20 hrs. CE
Member News IIABSC will designate a section of each issue of this publicaton for member news. Promotions, mergers, staff additions, agency anniversaries, community/ industry awards, send it all to us (with pictures) by emailing President Frank Sheppard (fsheppard@iiabsc. com), or mailing it to our office: PO Box 210008; Columbia, SC, 29221. Please be sure to indicate it is a magazine submission.
Jesse T. Reese Celebrates 100th Anniversary Congratulations to Jesse T. Reese, Inc., a fourth-generation, family-owned independent insurance agency in Columbia, which is celebrating their 100th anniversary in 2010.
Independent Insurance Agents & Brokers of SC 800 Gracern Road Columbia, SC 29210
PRSRT STD U.S. Postage
PAID
Permit No. 1467 Fort Worth, Texas
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. . . . . Burns & Wilcox — the largest insurance MGA/wholesaler in North America.
800.498.1600 Get Personal:
Kasey Vaughn X 2221 Jamie Canady X 2214
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