SC Agents & Broker magazine - Fall 2009

Page 1

GLOBAL SOLUTIONS MEET LOCAL SUPPORT.

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Alan Jay Kaufman Chairman, President & CEO

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Morehead City, North Carolina

252.726.8992 fax 252.726.9484 moreheadcity.burnsandwilcox.com

Insure Wisely

™

FALL 2009

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 Anita J. Trevino Director of Communications ext. 29, atrevino@iiabsc.com Beth Chastie Director of Administration & Finance ext. 17, bchastie@iiabsc.com Charlene Bernotas, CISR, ACSR Agency Administrator ext. 22, cbernotas@iiabsc.com Elaine Mikell Meeting Coordinator ext. 16, emikell@iiabsc.com 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 ofďŹ cial 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

3OUTH #AROLINA !GENT "ROKER s &ALL

Contents

Message from the Chairman of the Board Message from the National Director Protect Your Clients With Secure Email Using TLS 2009 Outstanding CSR of the Year Award: Danielle White, CISR, CLCS Spotlight on Young Agents: W. Paul Eaddy, Jr. What Agents Say vs. What Customers Hear Education Spotlight: Kathy Owens Moore, CIC, CISR 2009 Young Agents Conference 2009 InsurPac Contributors Trusted Choice Big “I� Junior Golf National Championship What Is A Great Relationship? IIABSC Calendar 2009 Board of Directors and Executive Committee

6 8 10 14 18 22 28 32 36 38 42 48 50

Advertiser Index Accident Fund 29 AequiCap Program Administrators 23 AmTrust North America 51 Auto Owners Insurance Company 45 Bankers Insurance Group 24 Builders Mutual Insurance 11 Burns & Wilcox 3, 5, 52 Capstone Underwriters 30 Custom Assurance 49 Edwin M. Rollins Company 7 FastSnap 47 General Casualty Insurance 2 GUARD Insurance Group 35 Hagerty 43 Hanover Excess & Surplus 17 Hull & Company 12 Installment Discount Corp. 49

Insurance House Jackson Sumner & Associates Johnson & Johnson Market Finders Insurance Corp. Montgomery Insurance Preferred Specialty Prime Rate Premium Finance ProVision Underwriters Sagamore Insurance Company South Carolina Agent Network Southern Insurance Underwriters Southern Cross Underwriters Summit Marketing Services TAPCO Underwriters The National Security Group The Seibels Bruce Group Universal North America

21 19 26, 27 47 45 43 37 13 24 31 9 37 39 33 39 16 15

Cover: (Dreamstime: Iofoto) The Arthur Ravenel Jr. Bridge, a.k.a. the Cooper River Bridge, in Charleston, SC, is North America’s longest cable stay span bridge connecting the City of Charleston and the Town of Mount Pleasant along Hwy 17. Opened in 2005, it was a monumental project that took four years in construcWLRQ DORQH DQG EURXJKW WRJHWKHU PDQ\ GHVLJQ EXLOG FRQVWUXFWLRQ DQG HQJLQHHULQJ LQVSHFWLRQ ÂżUPV DURXQG WKH nation. Whatever the size of the project, the SC Big “Iâ€? has several product and services available for our PHPEHUV VHUYLQJ FRQVWUXFWLRQ ÂżUPV² ZKHWKHU LW EH ELG DQG VXUHW\ ERQGV RU EXLOGHUV ULVN LQVXUDQFH RQ %LJ Âł,´ 0DUNHWV DQ DUWLFOH DERXW EHVW SUDFWLFHV LQ LVVXLQJ FHUWLÂżFDWHV RI LQVXUDQFH RQ WKH 9LUWXDO 8QLYHUVLW\ RU HGXFDWLRQ FODVVHV IRU RXU QHZHVW GHVLJQDWLRQ FHUWLÂżFDWLRQ WKH &RQVWUXFWLRQ 5LVN ,QVXUDQFH 6SHFLDOLVW

Course of Construction Defects

Contractors Insurance

Who can hammer out a solution for any remodeling Contractors Policy?

Window & Roof Leaks

Job Site Hazards Theft of Tools & Equipment Employee Negligence Alan Jay Kaufman Chairman, President & CEO

At Burns & Wilcox, we have you covered — from course of construction defects to employee mishaps and job site hazards. Our national network of experienced underwriters and brokers has strong relationships with specialty markets, making sure your client gets the quickest turnaround and most competitive rates possible. Plus, a Contractors Coverage policy from Burns & Wilcox carries broad protection and flexible solutions uniquely tailored to each risk. So if you’re looking for an insurance company with the speed, intelligence and agility to take care of your client’s contracting job, look no further than the professionals at North America’s largest specialty insurance wholesaler.

Morehead City, North Carolina

252.726.8992 fax 252.726.9484 moreheadcity.burnsandwilcox.com &ALL s 3OUTH #AROLINA !GENT "ROKER

“

I pay those dues year after year and all I get is another note from the latest Chairman of the Association touting the value of being a member of the Big ‘I.’ Big deal! They don’t have a clue what goes on in my agency in my town! Where’s the value?â€? Or you might say, “You know if it wasn’t for the health insurance and the E&O coverage I wouldn’t get anything out of it.â€? And â€œâ€Ś.by the way, the health insurance is too bleeping expensive and it didn’t pay for the one claim my “girl“ had last year, and so then she came and asked for another bleeping raise. They have these big staffs in Columbia and in Washington ‌so what the heck do they do for me anyway? Where’s the value?â€? I hear you, really. But let me go ahead and tell you what that Association does for you. First and foremost it is your voice in both Columbia and Washington. Your VWDII DQG RIÂżFHUV DUH ZRUNLQJ FRXQWOHVV KRXUV GHDOLQJ ZLWK issues that affect the way we do business every day, no matter where your agency is located. Here’s value! Some examples over the years: Auto Reform- has changed the landscape of auto insurance sales and the number of companies willing to do business in SC. I remember as a marketing rep. for a major insurance carrier in the late ‘70s having discussions about the number of auto policies sent the month before (5 to 10) and if it continued it would put their contract in jeopardy. Boy, have things changed! Now they are doing anything they can to get us to send them auto business. Here’s value! Wind and Hail – Wind has been a major issue over the years, and on your behalf your Association has worked to increase the aggregate amount of coverage available. An example of coverage enhancements include replacement cost vs. actual cash value for primary homes as well as no waiting period for a closing when a new mortgage is

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involved. I remember the start of this effort in the early ‘80s and working with the SC Wind & Hail Underwriting Association board and staff to encourage the many changes WKDW KDYH EHQHÂżWHG RXU FOLHQWV +HUHÂśV YDOXH Legislative - Behind the scenes your Association has worked to target legislation that would affect the way we do business on both the state and federal levels. These issues LQFOXGHG FURS LQVXUDQFH Ă€RRG LQVXUDQFH WRUW UHIRUP WD[ issues, terrorism coverage, licensing issues and currently health insurance. Your Association is on top of that issue. The Big “Iâ€? is known and respected with legislators for the trusted counsel that we provide on all the issues mentioned. Isn’t that worth supporting? Here’s value! Education – Your Association provides at least ten sessions of ongoing educational opportunities each month around the state including CE courses and sales and customer service seminars. Just ten years ago, that average was closer to half. That average continues to grow, as we have just added another course of designation classes for construction industry specialists called CRIS. National provides other opportunities through the Web site to take online courses, “Ask the Expertsâ€? and look up topics of interest through the Virtual University. Here’s Value! Thanks to all those who make our Association what it is today, what it has been and what it will continue being in the future. You can be assured that your board and staff work on your behalf to protect your interests and to be good stewards of your Association at much greater the value than those of your membership dollars. I am proud to be a member of an organization that not only stands on principle for its members but more LPSRUWDQWO\ SXWV WKH LQWHUHVW RI RXU FOLHQWV ÂżUVW , WUXVW WKDW you are too! Here’s the value!

%CNN Or visit us at: www.RPSins.com/Rollins

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opefully you saw the announcement earlier in the fall about a new web-based agency resource called the Big “I� Virtual Risk Consultant (VRC) powered by Rough Notes to help members better serve their customers, generate increased sales and lower their exposure to E&O claims. VRC is just another of the many tools and resources that are available to Big “I� members to help with your agency and customer loss control efforts. Here is a brief snapshot of a few of them, starting with the VRC:

Virtual Risk Consultant - The VRC offers a comprehensive suite of tools to help agency staff better understand customer operations DQG WR LGHQWLI\ ULVN H[SRVXUH ZLWK EXVLQHVV VSHFL¿F TXHVWLRQQDLUHV DQG FKHFNOLVWV WKDW DOVR SURYLGH VROLG FXVWRPHU ¿OH GRFXPHQWDWLRQ should a claim arise. This powerful product allows members to create more professional customer proposals and effectively explain complex insurance coverage. The VRC also provides invaluable content to assist the agency in successfully promoting its services in the way of pre-written business letters and hundreds of articles for use in customer communications and marketing. Members can learn more and purchase the VRC directly att www. LLDED QHW 95& Agency Shield Program™ (ASP™) - Swiss Re’s Commercial Insurance (underwritten by Westport Insurance) has developed an insurance agency E&O claims prevention consulting program exclusively for Swiss Re clients. It’s called the Agency Shield Program™ (ASP™), and it was designed with all the tools you need to reduce E&O exposure, improve client service and build VXVWDLQDEOH SUR¿WDEOH SURFHVVHV ,Q DGGLWLRQ XSRQ FRPSOHWLRQ your agency is eligible for a 10% credit at your next insurance agency E&O renewal. The program starts with an easy, yet comprehensive, online survey about your agency’s processes and current risk exposures. After completion, Swiss Re’s ASP™ Coordinators will assess \RXU VXUYH\ DQG GHYHORS D GHWDLOHG DFWLRQ SODQ WKDW LGHQWL¿HV areas of improvement in your current policies and procedures. 3OUTH #AROLINA !GENT "ROKER s &ALL

Big “I� Offers Great Resources for Loss Control

The action plan includes a series of easy to implement steps and recommendations for reducing E&O exposure, strategies to ensure high-quality client service, and counsel on ensuring compliance. The goal of the ASP™ is to help your agency establish a standardized process that makes your E&O procedures focused DQG HIÂżFLHQW WKURXJKRXW \RXU DJHQF\ XOWLPDWHO\ OHDGLQJ WR EHWWHU SURGXFWLYLW\ DQG LQFUHDVHG SURÂżWV )RU PRUH LQIRUPDWLRQ RQ WKH EHQHÂżWV RI WKLV H[FOXVLYH EHQHÂżW LQFOXGLQJ WKH FRVW WR \RXU agency, please contact Charlene Bernotas at cbernotas@iiabsc. com or 803-731-9460. Risk Management Web site - Big “Iâ€? members whose agency E&O insurance is written by Swiss Re through the Big “Iâ€? Professional Liability Program have access to an exclusive risk management web site. Log on (same username and password as IIABSC web site*) for E&O claims frequency data, real-life case studies and analysis, sample client letters, sample agency procedures, agency E&O self assessments, podcasts on important E&O topics and much more. www.iiaba.net/EOHappens Virtual University - The Big “Iâ€? Virtual University is the leading technical insurance and agency management information source in the industry-developed for agents, by agents. The resources at the VU are available to all IIABSC agency members. Log on with your IIABSC username and password* and then check out the QuickLinks to the some of these topics: Coverages, Sample ISO Forms, Business Practices, Special Features, Checklists, Charts and White Papers. The VU provides access to hundreds of insurance, business and technology articles written by volunteer faculty and other contributors. Technical insurance articles often include links to IXOO VDPSOH ,62 IRUPV <RXÂśOO DOVR ÂżQG ZKLWH SDSHUV DQG DUWLFOHV on many issues affecting today’s insurance marketplace. www. iiaba.net/vu *Find out your member username and password by clicking the black “Forgot username or passwordâ€? link under the member log-in area and inputting your email address.

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with TLS The Hartford

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While using Real Time is the best option for moving sensitive client data between agents and carriers, independent agencies and carriers still must use email in certain circumstances and are in need of workflow friendly secure email solutions. Proprietary email solutions create inefficient agency workflows, require the retention of additional passwords, and require agents to go to the carrier Web site to retrieve email. Agencies and carriers are encouraged to implement a much more efficient and cost effective approach to secure email by enabling their email servers for TLS (Transport Layer Security) email encryption. This article explains how TLS works.

mail is now entrenched within business workflows and is how a significant amount of business is transacted between agents and carriers. The words shared between the parties are often critical to the business relationship and contain information of a sensitive nature that if lost or stolen could be harmful to either party. Why secure email is important The use of Real Time rather than email is the best option for moving sensitive client data between the agent and carrier when available, because Real Time is highly efficient and transports the data directly between the agency and carrier systems in an encrypted form. However, when email must be used to send communications with sensitive client information (such as that contained on some commercial lines applications), it is important for agents and carriers to use secure email. If the email is not secured, the contents of the email and any attachments can be intercepted and read as they travel across the Internet in the same way an open postcard can be read when sent through the mail. If an unsecured email is intercepted, the agency would face a security breach creating a significant risk to the agency’s reputation and potential E&O exposure. 3OUTH #AROLINA !GENT "ROKER s &ALL

The inefficiency of traditional secure email applications The traditional approaches to protecting email have included using tools to encrypt the document attachments, or services such as ZIX or Tumbleweed. Encryption of the document attachments suffers from difficulty in using the tools (which need to be purchased and learned) and remembering decryption passwords. Services such as ZIX or Tumbleweed insert themselves into the actual transmission process changing where the email is sent and how the recipient reads it, as well as adding additional costs due to usage or licensing fees. There is no shortage of email protection products. Each vendor offers its own benefit package in what is typically a proprietary solution. While there are market leaders, customers looking for the best solution don’t always follow this metric. As a result, Company A often cannot share encrypted email with Company B since they have implemented different proprietary solutions. This lack of convergence is troubling and can be expensive since multiple products and services must be implemented and used by one company to simply protect its email to other companies. In a browser analogy, imagine if you needed to use a different browser for each of the web sites you visit. The web site owner would sell you the site browser and instruct you to use it whenever you visit. In this scenario you would have to

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maintain a list of the browsers to use with each site you like to visit. Now consider having to go to each carrier’s Web site to retrieve secure email, learning the different workflows and functionality of each carrier’s email application, and remembering a whole new layer of passwords for each carrier’s email. Sounds pretty ugly, doesn’t it? Enter TLS: a better alternative built upon an open standard Enter into the world of standard designs, mechanisms and solutions. We see the benefits of standards all around us. Width of road surfaces, train tracks, and the vehicles that travel on them are good examples of where standards are crucial. It would severely impact travel if one road or track could not “connect” to another. The proprietary email encryption solutions mentioned above are good examples of a world without standards. One company’s email safeguard may not be able to communicate with another’s unless a solution such as TLS is used. TLS (Transport Layer Security) provides an IETF-defined (Internet Engineering Task Force) industry standard protocol to protect emails sent over the Internet. It is built into most email gateways used today (MS Exchange/IBM Lotus Notes) and is simply “turned on” via a click of the mouse. TLS requires no

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changes to the end user (sender or receiver)—they simply benefit from the encryption it provides during transmission. How TLS works Under the covers, TLS operates independently of the email user. When an email is sent from one domain (Agent or Carrier) to another (Agent or Carrier), the servers that control transmission negotiate to determine if TLS is enabled. If it is, then the servers transmit the email within an impervious TLS tunnel that protects all message content including attachments. Carrier and agency email administrators can set the TLS option to send using TLS when sender and receiver are capable (opportunistic mode), send only if both parties are TLS capable (required mode), and send without protection if TLS is not supported by both. It is highly important that the agency use an IT professional to set up TLS on its email servers for incoming and outgoing emails. Your IT professional can also tell pretty easily which of your carriers are enabled for TLS. It is also necessary for the agency’s third-party spam/anti-virus service to be configured to send and receive TLS encrypted email. Many third-party hosted email applications do not appear to have incorporated TLS, but agents should inquire of their vendors.

TLS provides protection between the agency and carrier email servers. The agency’s IT professional also must take care to employ the proper security safeguards to protect agency information, as well as emails, while within the agency’s systems. TLS also provides a practical way for an agency to provide a secure email pathway for communications to and from commercial clients that have the capability to TLS enable their email servers. This added measure of security will be appreciated by clients and will provide them with the capability to provide for more secure communications with their other trading partners that can enable TLS. TLS is a security manager’s dream solution—one that requires no work on the part of the end user yet protects email content. It uses an industry standard protocol that is freely available and implemented on most email platforms. For the agency, it is more cost effective than proprietary vendor email solutions and is already included on most email servers. The added cost for the agent involves the fee for the agency’s IT professional to properly enable its email server for TLS and the cost of an email certiďŹ cate (between $70 and $400 annually depending upon the email server’s conďŹ guration). And for individual agency staff, does not require set up, training or having to remember and use

a password to retrieve every email. In this day and age of focus on security, all email gateways and servers should be conďŹ gured to use TLS if it is available. Encourage your carriers to provide you the TLS option for secure email and explain to them how TLS is a far preferable alternative for agents than having to learn and then use each carrier’s unique proprietary secure email system. For more information on TLS, please see the Agents Council for Technology web site, www.independentagent.com/act, under the “Security and Privacyâ€? quicklink. Jim Rogers (Jim.Rogers2@thehartford.com) is Director at The Hartford and responsible for Distribution Technology Strategy. Jim also chairs the ACT TLS Email Encryption Work Group and produced this article for ACT (www.independentagent.com/act). This article reects the views of the author and should not be construed as an ofďŹ cial statement by ACT.

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JACKSON SUMNER & ASSOCIATES Excess & Specialty Lines Broker

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What Agents Say vs. What Customers Hear

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by Matthew Davis, JD AVP Claims and Liability Management, Swiss Re

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well known “Far Sideâ€? cartoon by creator Gary Larson answers an ancient question in two simple panels: one entitled “What we say to dogsâ€? and the other “What they KHDU ´ ,Q WKH ÂżUVW D EHVSHFWDFOHG SHW RZQHU VWHUQO\ UHEXNHV KLV dog, Ginger, for getting into the garbage and demands that she refrain from doing so in the future, concluding with that most subtle and mysterious of threats: “or else!â€? All the while, Ginger just sits before him, eyes closed, listening in Zen-like calm. Why not? As the second panel makes clear, all she hears is “blah blah blah Ginger blah blah blah‌â€? The soothing sound of her owner’s voice speaking her name is all she needs to hear. This cartoon became immensely popular because Larson’s pen and wit perfectly captured a communications disconnect WKDW SUREDEO\ GDWHV EDFN WR WKH ÂżUVW FRQYHUVDWLRQ Âł, VSHDN DQG I believe that you hear and understand, while you listen and believe that you comprehend—and both of us are dead wrong.â€? Regrettably, insurance professionals and their customers fall prey to this misunderstanding all too often. For example, take an agent discussing the insurance needs of a new commercial customer, let’s call it Ginger Industries, rattling off several types of protection that Mr. Ginger might be interested in, including business interruption coverage attached to a package policy. Skip to panel two, where the customer hears: “blah blah blah lost income blah blah blah‌â€? The look on his face tells you, unmistakably, that he understands the intricacies of business interruption coverage. Fast forward to the process server appearing at your home RU RIÂżFH ODZVXLW LQ KDQG 7KH FRPSODLQW EHIRUH \RX WHOOV D

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familiar tale: Ginger Industries’ business has been interrupted several times over the past year by all manner of calamities that cost him a lot of money, so he turned in a claim on each occasion, expecting the “hole� in his bank account to be made “whole.� It turns out that what the customer took from your brief conversation was this: “If my business is ever interrupted, for any reason, this policy will replace all of my lost income.� Unfortunately, the coverage is not nearly so broad. On the contrary, the carrier denied claims based on the absence of

“YADDA YADDA YADDA� NO MORE Once a customer expresses understanding and accepts business interruption protection, you should begin a long and detailed conversation. Among the questions agents need to ask: What is the nature of your business? Where are your facilities? Where is your equipment used? Stored? Who and where are your customers? Who and where are your critical suppliers? How much coverage is needed and over what period of time? Once you understand and make your recommendations, there is still the all-important panel two to consider: Does the customer comprehend your recommendations? Does he understand what is covered and, most important, what is not? —M.D.

ROAD TESTED, STEERING TO SOLUTIONS

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As one of the most trusted names in the industry, AequiCap Program Administrators, Inc. will meet your underwriting needs. AequiCap has experienced professionals and a proven track record of 24 years. We offer Online Quoting for both Worker’s Compensation and Commercial Auto risks and are committed to customer service. This is what you should expect from one of the most trusted names in the industry. In today’s market, it is good to know you have a stable and reliable managing general underwriter by your side. Underwritten by AequiCap Program Administrators, Inc: * Commercial Automobile - Truck Coverages . * Public Livery - Taxicab - Limousine . * Property & Casualty - Truckers’ GL - Physical Damage - Cargo

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“dependent property coverageâ€? where, granted, Ginger Industries’ facility was unscathed, but its largest customer was VKXW GRZQ E\ D ÂżUH IRU VL[ PRQWKV resulting in a huge loss of orders. The term “civil authorityâ€? was used in connection with a tsunami that forced many of its clients and employees to Ă€HH LQODQG IRU DQRWKHU WKUHH PRQWKV More orders lost and production halted, further reducing income. Something about an “exclusionâ€? for “off-premises power failureâ€? was bandied about, as well. And the one claim that was actually paid was subject to a $10,000 sublimit. The carrier gets dismissed from the case because all of its policy interpretations are correct. Your agency is left holding the proverbial bag. Your client is simply telling the court what he remembers. You’ll tell the court that you remember things very differently. Then, it will be for the jury to decide who they believe. You can avoid this situation! Use lay terms, not business jargon, to make sure your customer clearly understands the full picture. (See sidebar, p.22) It is likely that the customer will reject a number of your suggestions as too expensive or the risks of loss too remote to warrant paying for the coverage. That’s OK! Simply memorialize in a short letter the offer of recommended coverages and the customer’s declination, and the documents will speak for themselves. At least this way there will not be any unpleasant surprises for either of you resulting from miscommunications that are entirely avoidable. Keep that look of Zen-like contentment on your customers’ faces, and save “blah blah blahâ€? for the dog.

BANKERS INSURANCE GROUP

Making your

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Rated A+ by A.M. Best

Advantages: z Point-of-Sale Technology z Direct Bill

Contact: Kristin Cummings Territory Sales Manager P: (800) 317-9402 ext.848 kcummings@sagamoreinsurance.com

z Outstanding Claim Service z Annual Policies z High Commission

3OUTH #AROLINA !GENT "ROKER s &ALL

Marketing Administration P: (800) 317-9402 *Option 8 personalauto@sagamoreinsurance.com

MMAC

Member Marketing Activity Center

BIG MARKETS

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The IIABA Member’s Soft Market Solution Prospect

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This new prospecting tool enables you to identify both personal lines and commercial prospects. This tool offers thousands of criteria combinations and gives you the ability to get very specific results. The commercial search allows you to use SIC codes to pinpoint the business sectors you would like to market to. When it comes to campaign marketing, ProspectNOW will save you time and money. Read on how you can use DirectMailNOW to send marketing materials to the prospects you find!

Let’s face it. DoNot-Call lists, expensive yellow page and newspaper ads and costly telemarketing makes it harder to market personal lines of insurance. With dozens of companies selling insurance leads, how can you tell which one is a good fit for you? With the help of LeadsNOW, you can now buy leads with confidence! The best leads available at an IIABA member discounted price! Be one of the first 1,000 to register for MMAC and receive $100 in free leads...no strings attached!

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It’s no secret that cross-selling is the easiest way to grow your business. It is easier and less costly to sell another line of business to an existing customer than it is to find and sell a new one. Plus the more lines of insurance a customer has with you the more likely you are to keep their business. CrossSellNOW can help you have a higher retention rate, and with that, comes more revenue to your agency!

Everyone knows that improving an agencies retention ratio is the least expensive way to grow policy count and premium. The cost of retaining customers is less than the cost of finding and acquiring a new one. With the RetainNOW service, improving your retention has never been easier! MMAC newsletters are written and reviewed by insurance professionals and ready for you to download and send!

We are offering access to MMAC at an INTRODUCTORY ANNUAL FEE OF $18.96! Why $18.96? The Independent Insurance Agents & Brokers of America association was founded at the turn of the 20th century, (1896 to be exact) and we are celebrating how far we have come together by offering this great new service to our members at an incredible discount!

Managing an insurance agency is not easy. It’s hard enough attracting and retaining clients. Staying on top of agency management issues can be a daunting task. With the ManageNOW service, you can tap into a comprehensive online archive of webinars and audio/video presentations with top consultants and agents sharing their knowledge on “hot topics” designed to help you better manage your agency!

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Don’t miss out on this introductory offer! The first 1,000 MMAC registrants receive $100 towards hot Insurance Leads! The sign-up process is simple. You can pay for MMAC by credit card and begin taking advantage of the many agency marketing tools within minutes. To Register, visit www.bigimarkets.com and click the MMAC logo. However, you must first be registered for Big “I” Markets. Register for Big "I" Markets for FREE in minutes at www.bigimarkets.com.

For more information on this exciting new member marketing service, please contact brett.sutch@iiaba.net or 800-221-7917 Ext. 5464. &ALL s 3OUTH #AROLINA !GENT "ROKER

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Quote more classes on an HO3 .... FAST with J&J! Getting the right coverage at the right price is essential, and J&J knows that finding it quickly is more important than ever before in today’s marketplace. At J&J, we continually strive to streamline our processes while adding markets for our valued South Carolina Agents, and that’s why we are so excited about our New Homeowners Program, with the ability to quote and bind online! Need to write an HO3 on a vacant home … inside the wind pool … with wind coverage? Not a problem ! In fact, you can quote and bind tenant, primary, and secondary/seasonal occupancies on an HO3 form in a flash! Dwelling values up to $1 million can be quoted on our website at your convenience, 24/7. For values over $1 million, just give us a call or email a completed application to our quote team at plquotes@jjins.com. Submit your request by 2 PM and we will respond by 5 PM the same business day. That’s our service standard, and that’s our promise to you. Contact J&J today and discover for yourself just how easy it is to obtain an HO3 quote in record time!

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Johnson & Johnson 800.487.7565 www.jjins.com

Education Spotlight:

Kathy A. Moore, CIC, CISR Turbeville Insurance Agency

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ÂżUVW HQWHUHG WKH LQVXUDQFH DUHQD LQ $VKODQG .\ LQ For anyone who wasn’t in the property-casualty side of the 1975 at age 19. It wasn’t to make insurance my profession, but business in personal lines prior to 1985, let me give you some to help feed my family. I worked for two brothers who shared perspective. It was before advanced copy machines and agency DQ RIÂżFH RQH ZDV LQ UHDO HVWDWH DQG WKH RWKHU LQVXUDQFH $IWHU management systems (the few in existence were for accounting). two months I knew that I really liked my job, not because I was I spent my days pounding away on a Royal typewriter, creating WKHLU ÂłJLUO )ULGD\ ´ EXW EHFDXVH P\ FXULRXV QDWXUH KDG ÂżQDOO\ GZHOOLQJ ÂżUH DSSOLFDWLRQV WR VHQG GLUHFWO\ WR ,62 IRU FULWLTXH ,I found a place where I didn’t easily know all the answers. Many you got them back without red marks indicating errors, then you of the terms were just words in black and white, and yet there FRXOG DFWXDOO\ ÂżQLVK WKH DSSOLFDWLRQ DQG W\SH RXW WKH LQYRLFH were many “grayâ€? areas that required education and experience Then when claims came in; wow, what a hot seat that was! to understand. I learned so much by seeing what was covered and what wasn’t It was strange once the bits and pieces started to come and why. How could I ever explain anything in a way that would together and make sense. I had started with being a consumer, make sense? Then in 1986 after the agency was sold I moved and then became consumed to Midland Insurance Agency with making sure I knew in Ashland, Ky., owned by Mr. “In recent months, our slowing how to explain coverages Greg Willis. to people, which meant I Greg has a structured economy has actually given us a had to understand them approach to his business, which chance to shine as we must justify the myself! So there I started my is why he’s still in business. I value of our policy and the services we education‌ was encouraged to put a personal can provide. We educate them. Every After eight months I stamp on my work and begin my realized there was more to formal insurance education. The single time we make contact we should what I was doing, but the CISR designation series had just be thinking of ourselves as educators.â€? brothers just wanted someone been introduced in Kentucky, to take notes and messages for DQG LQ , UHFHLYHG P\ ÂżUVW WKHP 7KDW ZDV ÂżQH IRU WKHP RIÂżFLDO GHVLJQDWLRQ &,65 7KDQN but I wanted to know more. So in 1976 I began my pursuit of goodness I had obtained a little formal knowledge, because soon knowledge and greater understanding of the insurance industry came the very limited “computerâ€? to connect to companies and through education at another agency in Kentucky. streamline our work, supposedly giving us HOURS of extra time 3OUTH #AROLINA !GENT "ROKER s &ALL

Thank You, Agent Partners! In A.M. Best’s recently released market share report, Accident Fund is now ranked the 10th largest writer of workers compensation in the country — just five years after ranking 20th! Since we began our national expansion in 2000, our goal has never been to become the biggest workers compensation insurer. However, we take pride in this ranking because we’ve achieved it by remaining true to our business model — delivering franchise value and partnering with you to provide superior service and value for our policyholders.

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just for quoting and making more money. (Whew, we really had it going for us, didn’t we?) “My next major step in formal insurance In December 1991 after moving to Columbia, I went to work for Charles Dorton at Russell-Massey & Company. It was education was the CIC program, which a wonderful new type of educational experience ‌COASTAL gave me the comfort of knowledge, 3523(57< 7KRVH \HDUV ZHUH DOVR ÂżOOHG ZLWK WKH FKDOOHQJHV because I learned the limitations of my of confusion over new technology, each company’s new and knowledge and how to gain more.â€? varying ways of doing things and changing “CISR is an excellent from agency billing to direct billing. Agents educational foundation for UDPLÂżFDWLRQV WKDW DIIHFW OLYHV :LWK WKH RFFXUUHQFHV everywhere were feeling any person in the insurance of Rita and Katrina, we not only need to be aware as if we were losing a business who wants to of the companies’ underwriting rules and restrictions, grasp on our business. but also the limitations of coverages. In recent Then came download, understand the components months, our slowing economy has actually allowed comparative rating and of insurance policies, us to focus on more intensive customer service and company web sites, deďŹ nitions and coverages.â€? given us a chance to shine as we must justify the and we just knew Big value of our policy and the services we can provide. Brother was watching! We educate them. Every single time we make contact After becoming we should be thinking of ourselves as educators. President of the AMS Users Group for two years, working with So from rural Kentucky, to metro Columbia to coastal SC, I HYHU\RQH DFURVV WKH VWDWH DQG ÂżQGLQJ PXOWLSOH FRPPRQ QHHGV RXU have not only had formal insurance education but also one of the users group introduced its own educational seminars and became best educations that life could provide: the evolution of working very active in being a resource for new download agencies and as an independent agent. companies we represented. I think we did our part to ease that building tension over technology and in turn helped strengthen the independent APSTONE LLIED EDICAL agency system in SC. Professional Liability, GL, In November 1998, I went to work for Bill Turbeville of Turbeville Insurance Physical/Sexual Abuse, $JHQF\ LQ WKH /H[LQJWRQ RIÂżFH , ZDV Umbrella and other ZRUNLQJ DW D EUDQFK RIÂżFH ZKLFK PHDQW important coverages a whole new way of looking at a bigger now available for: picture. But I was still always encouraged T "EVMU EBZ DBSF DFOUFST to reach higher. I became a part-time T "EVMU MJWJOH GBDJMJUJFT instructor of the mini-series of insurance, T "SUJGJDJBM MJNC GJUUJOH the CISR program. CISR is an excellent T %FOUBM MBCT EFOUVSJTUT educational foundation for any person T %JFU XFJHIU MPTT DMJOJDT in the insurance business who wants to T %SVH BMDPIPM NFOUBM understand the components of insurance IFBMUI DPVOTFMJOH SROLFLHV GHÂżQLWLRQV DQG FRYHUDJHV 0\ T %SVH BMDPIPM EFUPY next major step in formal insurance T &NFSHFODZ DBSF TFSWJDFT education was the CIC program, which T &YFSDJTF IFBMUI GBDJMJUJFT gave me the comfort of knowledge, T (SPVQ IPNFT because I learned the limitations of my T )BMGXBZ IPVTFT knowledge and how to gain more. T )PNF IFBMUI DBSF BHFODJFT In 2005, we opened our fourth T /VSTF SFHJTUSJFT % MM t /FX 0SMFBOT %BMMBT %BMMBT / /FX 0 0SMFBOT M t "UMBOUB "UMBOUB "M T 4IFMUFSFE XPSLTIPQT location, in Beaufort. So now, when we 1 800 582 4544 1-800-582-4544 T 4DIPPMT consider education, especially about www.capstoneunderwriters.com T 4PDJBM TFSWJDF PSHBOJ[BUJPOT coastal risks, it is clear that insurance Member: b AAMGA AAMGA, NAPSLO NAPSLO, O LSLA LSLA, PIA T 5FNQPSBSZ TIFMUFST and insurance knowledge have important

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Proven Success.

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* Coastal territory now accepting a limited number of agents.

, s e d u t i t a L n i s “Change Attitudes” n i s e g n a Ch

Conference

Jully 30 - Aug 2 M Myrt rtle Be h, SC

Sponsors: A&I Fire and Water Restoration AFCO/ Prime Rate Premium Finance Allstate/ Encompass Auto-Owners Insurance Group Bankers Insurance Group Builders Mutual Insurance Central Insurance Companies Continental Special Risks Employers The Hartford Hull & Company IIABSC Agency Jackson, Sumner & Associates Johnson & Johnson, Inc., Mgrs., CMGA The Kimbrell Company Montgomery/ Liberty Agency Underwriters National Risk Solutions NCCI Ocean Potion Premium Assignment Corp. Progressive SAFECO Insurance Selective Insurance Southern Cross Underwriters St. Johns Insurance Company TAPCO Underwriters Travelers Universal Company/ Seibels Bruce Group Universal Property & Casualty Zurich Small Business 3OUTH #AROLINA !GENT "ROKER s &ALL

What’s as

reliable

as a solid foundation? General and Artisan Contractors coverage in a five-minute phone call Call. Quote. Bind. 1à }Ê/ * "½ÃÊV ÕÀÌi ÕÃÊ> `Ê«À «ÌÊV> ÊVi ÌiÀ]Ê i iÀ> Ê> `Ê ÀÌ Ã> Ê ÌÀ>VÌ Àà V ÛiÀ>}iÊV> ÊLiÊµÕ Ìi`]ÊL Õ `Ê> `Ê`i ÛiÀi`ÊÌ ÊÞ ÕÀÊi > Ê L ÝÊµÕ V ÞÊ> `Ê>VVÕÀ>Ìi Þ `ÕÀ }Ê iÊv Ûi ÕÌiÊ« iÊV> °

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Go to www.iiabsc.com for more photos of the 2009 Young Agents Conference

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One-Stop Insurance Shopping Secure, Competitively Priced Protection For employees

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To request an agency appointment, visit www.guard.com/apply OR call 800-673-2465, ext 4567. A- (”EXCELLENT”) A.M. Best Rating

&ALL s 3OUTH #AROLINA !GENT "ROKER

Millennium Club Jon Jensen

Correll Insurance Group

Centennial Club Julius Anderson Anderson Insurance Assocs John Braddy Braddy Insurance, Inc Ashley Brady First Charter Company John Cook John T. Cook & Associates Ken Finch Countybanc Insurance, Inc. Kathy McKay McKay Stelling & Assocs R Scott Moseley Irmo Insurance Agency Inc Chris Tidwell Tidwell Agency Andrew Theodore Theodore & Associates

Gold Club Faye Bradham Bradham Insurance Agency Peter Burrous Johnson & Johnson, Mgrs. Wayne Gosnell Gosnell Insurance & Assoc. Dana Groome Peoples Underwriters, Inc Charles Paul Midgley Midgley Agency Russell Parker Riley & Associates Jack Puckett Capstone Insurance Srvcs James Rowe Kinghorn Insurance Services Frank Sheppard IIABSC James Taylor Kinghorn Ins. Agcy/Beauf. Charles Webb Kinghorn Ins. Agcy/ Beauf.

Pioneer Club Ruth Brady First Charter Company Beth Chastie IIABSC David Cyphers Sifford Stine Ins. Agency Scott Derrick Derrick Insurance Agency Charles Dorton Russell Massey & Co. Lee Ellis Ellis Realty & Ins. Agency Larry Joyner CWS Insurance Agency Theodore Mappus Mappus Ins Agcy Inc Becky McCormack IIABSC John Paul Anderson Ins. Associates Gloria Spivey Howard B. Smith Agency John Vann BB&T Carswell Ins Services Richard Walker Cormell Streett & Patterson Cary Wilson Smart Choice Agents Program

Founders Club Anna Bailey Bradham Insurance Agency Bryant Bair Anderson Insurance Associates Leighton Besse C.T. Lowndes & Company William Braddy Braddy Insurance, Inc Barbie Bradham Bradham Insurance Agency Timothy Briles The Briles Company W. Cooper Carter Pinckney-Carter Company Jeffrey Cook CWS Insurance Agency Mark Felk Brown & Brown of SC Rod Fountain Endeavor Employer Services Alex Fournil Vista Insurance Group Kimberly Gore Associated Insurors/ First SE Ins Rob Hammett CWS Insurance Agency Wade Hardin CWS Insurance Agency Melody Herring Russell Massey & Co. Felix McLellan Dillon Insurance Agency Tommy Suggs Keenan & Suggs Nate Toms CWS Insurance Agency Rae Whisenant CWS Insurance Agency Stephen Williams CWS Insurance Agency Matthew Wiseman Peoples Underwriters Arthur Yex CWS Insurance Agency

InsurPAC 412 First Street CE, Ste. 300 Washington, DC 2003

General Contributors Linda Barnes Countybanc Insurance Marshall Benson Benson Insurance Agency Charlene Bernotas IIABSC James Berry Safeco Insurance Jeanette Bloss IIABSC Tammy Blount-Wright John T. Cook & Assoc. Chad Boozer Russell Massey & Co. William Boswell Capstone Insurance Services William Bowers Russell Massey & Co. Tammy Brookshire Countybanc Insurance David Brown Countybanc Insurance Connie Bullard Braddy Insurance Dennis Catoe Builders Mutual Insurance Co. Barbara Causey Braddy Insurance Mildred Chavis Countybanc Insurance Paul Clark Adams Eaddy & Associates Sarah Clemens Kinghorn Ins Services Gary Cornell Prime Rate Premium Finance Laura Cornell Universal Ins Co./ Seibels Bruce Carrie Cox John T. Cook & Assoc. Levi Crawford Anderson Insurance Associates Melanie Darley Countybanc Insurance Jennifer Davis Braddy Insurance Michael DiMaina Assoc. Insurors/ First SE Ins. William Dodds Johnson & Johnson Brian Eanes Anderson Insurance Associates Susan Edenfield Anderson Insurance Associates Haley Everett Jackson, Sumner and Associates Pat Fetner IIABSC Mark Frye Anderson Insurance Associates Bill Fuge Kinghorn Insurance Services Wayne Godfrey Lang & Gore Risk Management Helen Graham Bradham Insurance Agency Teresa Graham Bradham Insurance Agency George Hagood Hagood Insurance Agency Angelee Harris Bryan Hatfield Palmetto Pride Insurance Paul Hicks Johnson & Johnson William Hixon Hixon Insurance Agency Eric Holcombe Irmo Insurance Agency Inc Brad Hottel McKay Stelling & Assoc. Shannon Huffman Irene Huggins Braddy Insurance Carrie Johnson Carrie Johnson Agency, Inc. Francis Johnson Johnson & Johnson, Inc. Mgrs. Marshall Keys Palmetto Ins Associates Michele Kimbrell First Charter Company Sharon Koches American Institute for CPCU Christina Lambert Braddy Insurance Tenna Lang Lang & Gore Risk Management Barbara Jo Leopard Countybanc Insurance Brandi Lightner Travelers Gregg London AmTrust Mary Mahoney Irmo Insurance Agency Inc Larry McLean Debbie Miller Irmo Insurance Agency Inc Jennifer Miller Carrie Johnson Agency Mary Monroe Charles R. Moseley Irmo Insurance Agency Benjamin Myers Russell-Massey & Co. Robbie Nalley Creech RoddeyWatson Julie Nelson John T. Cook & Assoc. Eleanor Oswald Anderson Insurance Assocs Lynn Owens Aiken & Company Chris Oxford Pinckney-Cater Company Adam Renken Anderson Insurance Assocs Robert Sanders Preferred Specialty Cliff Shealy Midlands Insurance Center Brenda Snyder Countybanc Insurance Edward Spivey Howard B. Smith Agency Kay Summerlin Braddy Insurance William Thomason Citizens Insurance Agency Marjorie Toms Adams Eaddy & Associates Lisa Vliet Zurich NA Small Business Joye Wall Anderson Insurance Assocs. E. Welch Kingstree Ins R E & Loan R. Garrett Wreden Kinghorn Ins Agency of Beaufort

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>8C@ LDv3 2009 InsurPAC Contributors (as of Aug. 30)

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Southern Cross Underwriters ([SHULHQFH 5HODWLRQVKLSV ([SHUWLVH

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Ellis Realty & Insurance Agency General Casualty The Hartford Small Commercial Kinghorn Insurance Agency of Beaufort

Birdie Sponsor

Friends of the Tournament

Eagle Sponsors

Jackson Sumner & Associates Main Street America Group Progressive Insurance SAFECO

On Par Sponsor Accident Fund Insurance Co. of America Core Advisors, Ltd.

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Adams Eaddy & Associates Allstate/ Encompass Insurance American Modern Ins. Group Citizens Insurance Agency The Colonial Group John T. Cook & Associates Correll Insurance Group, Inc. CWS Insurance Agency First Charter Company

Doug Gore Hartford Flood Irmo Insurance Agency Kemper, a Unitrin Company Penn National Peoples First Robert Bryant & Son, Inc. Rosenfeld Einstein Russell Massey & Co. Siord-Stine The Steadman Agency Universal Insurance Company/ Seibels Bruce Universal P&C Insurance Vista Insurance Group

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BIG “I” ADVANTAGE

VIRTUAL RISK CONSULTANT HAVE IN COMMON?

explain complex coverage

Checklists and Questionnaries

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THEY BOTH MAKE YOU LOOK A LOT SMARTER TO YOUR CUSTOMERS. The Big I Advantage® Virtual Risk Consultant powered by Rough Notes (”VRC”) is an online sales and service resource designed to help your agency better serve your customers. Using this tool will lead to increased sales by improving your staff’s knowledge of a prospect’s operation enabling them to better identify and cover customer exposures. The VRC will help your staff better understand the product they sell. It will also assist agency staff with preparing proposals, explaining complicated insurance terms, and most importantly documenting client files. It is truly a tool that will increase the professionalism of staff and help your agency grow while limiting your exposure to E&O claims. Big “I” members have exclusive access to Big I Advantage® Virtual Risk Consultant. The VRC is an incredible value and is extremely affordable compared to similar products. Visit www.iiaba.net/VRC to learn more and purchase.

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1200 Woodruff Rd. Unit G-14 Greenville, SC 29607 (800) 444-4129 (864) 675-0170 fax (864) 444-4129

Roger Boggs rboggs@mfic.com Underwriter

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Calendar For course descriptions and full calendar, see our Education & Event calendars at www.iiabsc.com

October 13 15 21 21 28 29

CISR Commercial Casualty, Columbia, 7 hrs P&C CISR Personal Residential Property, Charleston, 7 hrs P&C CISR Agency Operations, Bluffton/HHI, 6 hrs P&C or L&H, 1 hr Ethics E&O Risk Management, Columbia, 8 hrs P&C or L&H AAI 83C, Columbia, 7 hrs P&C or L&H CRIS Workers Compensation for Contractors, Columbia, filed for 6 hrs P&C

November 4 5 5 11 11-13 17 19

Ethical & Legal Consideration for Agents, Columbia, 3 hrs Ethics Surplus Lines Markets & Practices in SC, Columbia, 6 hrs P&C CISR Commercial Casualty, Myrtle Beach, 7 hrs P&C CISR Commercial Property, Columbia, 7 hrs P&C CIC Life & Health, Hilton Head, 20 hrs L&H CISR Personal Auto, Greenville, 7 hrs P&C CRIS Contractual Risk Transfer in Construction, Columbia, filed for 6 hrs P&C

December 8 9 10 11 15 16

Commercial Property Lessons from Losses, HHI/ Bluffton, filed for 6 hrs P&C Insurance and the Property Lease, Charleston, filed for 6 hrs P&C Commercial Property Lessons from Losses, Columbia, filed for 6 hrs P&C Insurance and the Property Lease, Greenville , filed for 6 hrs P&C CISR Agency Operations, Charleston, 6 hrs P&C or L&H, 1 hr Ethics CISR Personal Residential Property, Columbia, 7 hrs P&C

16 17 23 24 25 26

CISR Commercial Casualty, Florence, 6 hrs P&C CISR Agency Operations, Rock Hill, 6 hrs P&C or L&H, 1 hr Ethics Roadshow, Myrtle Beach, filed for 6 hrs. P&C Roadshow, Charleston, filed for 6 hrs. P&C Roadshow, Columbia, filed for 6 hrs. P&C Roadshow, Greenville, filed for 6 hrs. P&C

March 2 2 3-5 9 10 10 11 17-18 24 25 30 31

Coverages & Court Cases, Greenville, filed for 6 hrs. P&C CISR Commercial Casualty, Bluffton/HHI, 7 hrs P&C CIC Life & Health, Greenville, 20 hrs L&H CISR William T Hold Commercial Lines, Columbia, filed for 8 hrs CE CISR Commercial Casualty, Charleston, 7 hrs P&C Ethical & Legal Consideration for Agents, Rock Hill, 3 hrs Ethics Ethical & Legal Consideration for Agents, Hilton Head, 3 hrs Ethics IIABSC Spring Conference, Columbia, TBD E&O Risk Management, Charleston, 8 hrs P&C or L&H CISR William T Hold Personal Lines, Greenville, filed for 8 hrs CE Coverages & Court Cases, Myrtle Beach, filed for 6 hrs. P&C Ethical & Legal Consideration for Agents, Myrtle Beach, 3 hrs Ethics

April 7-9 13 14 15 20 21 22

Ruble Graduate Seminar (CIC), Myrtle Beach, 20 hrs CE Ethical & Legal Consideration for Agents, Columbia, 3 hrs. Ethics CISR Commercial Casualty, Columbia, 7 hrs P&C CISR Agency Operations, Myrtle Beach, 6 hrs P&C or L&H, 1 hr Ethics Roadshow, Charleston, filed for 6 hrs. P&C Roadshow, Columbia, filed for 6 hrs. P&C Roadshow, Greenville, filed for 6 hrs. P&C

January 2010 13 13 14 19 20 21 26 27 27

William T Hold Personal Lines, Charleston, filed for 8 hrs CE Ethical & Legal Consideration for Agents, Columbia, 3 hrs Ethics CISR Agency Operations, Columbia, 6 hrs P&C or L&H, 1 hr Ethics E&O Risk Management, Rock Hill, 8 hrs P&C or L&H Business Income, Hilton Head, filed for 6 hrs. P&C Business Income, Columbia, filed for 6 hrs. P&C CISR Commercial Property, Myrtle Beach, 7 hrs P&C Ethical & Legal Consideration for Agents, Anderson, 3 hrs Ethics Ethical & Legal Consideration for Agents, N. Charleston, 3 hrs Ethics

February 2 3-5 10 10 11

Workers Comp, Charleston, 6 hrs. P&C CIC Commercial Property, Columbia, 20 hrs P&C CISR Personal Auto, Columbia, 7 hrs P&C Ethical & Legal Consideration for Agents, Greenville, 3 hrs Ethics CISR Commercial Property, Greenville, 7 hrs P&C

3OUTH #AROLINA !GENT "ROKER s &ALL

Check www.iiabsc.com for complete 2010 Education Calendar

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2009 Board of Directors

Executive Committee Chairman Julius J Anderson, Jr, AAI (Jules) Anderson Ins Assocs LLC Charleston, SC janderson@aiasc.com

Secretary W. Ashley Brady, CIC First Charter Co., Inc. Marion, SC DEUDG\#多UVWFKDUWHULQV FRP

Chairman Elect/Treasurer 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

Immediate Past Chairman Jon A Jensen, AAI AIP Correll Ins Group Spartanburg, SC jjensen@correllinsurance.com

Directors Faye R. Bradham, LUTCF Bradham Insurance Agency Conway, SC fbrayins@aol.com

R. Scott Moseley Irmo Insurance Agency Irmo, SC scotirmo@bellsouth.net

W. Paul Eaddy, Jr Adams Eaddy & Associates Columbia, SC peaddy@adamseaddy.com

Jasper D. Puckett, CPCU CRM CIC ARM AAI (Jack) Capstone Insurance Services LLC Greenville, SC jdp@capstoneinsurance.com

Kenneth A. Finch, CPCU CIC CRM AAI (Ken) Countybanc Insurance Inc Greenwood, SC N多QFK#HFRXQW\EDQF FRP

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

Larry G. Joyner, CIC, AAI CWS Insurance Agency Spartanburg, SC larry@cwsinsurance.com

Christopher T. Tidwell, CPCU, CIC (Chris) Tidwell Agency, Inc. Lexington, SC chris@tidwellagencyinc.com

Charles Paul Midgley, Jr. Midgley Agency, Inc. Bennettsville, SC cpmidgley@mecsc.net 3OUTH #AROLINA !GENT "ROKER s &ALL

more than

AmTrust North America An AmTrust Financial Company

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Independent Insurance Agents & Brokers of SC 800 Gracern Road Columbia, SC 29210

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