.........
..................
2
South Carolina Agent & Broker • Summer 2010
.........................
.............
..............................
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
SUMMER 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
Contents
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
Minds in Motion—Catch the Wave: 112th Annual Convention Schedule 18 Creating High-Energy Web Sites and Promotional Materials 19 By Jerry Teplitz, J.D., PH D., Convention Keynote Speaker
Beth Chastie Director of Administration & Finance ext. 17, bchastie@iiabsc.com Charlene Bernotas, CISR, ACSR Agency Administrator ext. 22, cbernotas@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 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
4
South Carolina Agent & Broker • Summer 2010
..................
From the Mountains to the Sea 17 By Jon A. Jensen, AAI, AIP, Convention Committee Chairman
Anita J. Trevino Director of Communications ext. 29, atrevino@iiabsc.com
Elaine Mikell Meeting Coordinator ext. 16, emikell@iiabsc.com
Message from the Chairman of the Board 6 Message from the National Director 8 ACT: A Balanced Approach to Agency Marketing 10
2010 Big “I” SC Spring Conference SC Agents Technology Conference ® Trusted Choice 10 Easy-to-Avoid Advertising No-Nos The Need for Personal Umbrella Coverage Report From IIABA National Legislative Conference IIABSC Foundation Palmetto Partners Program Young Agents Scholarship Golf Tournament 2010 Board of Directors and Executive Committee IIABSC Member News IIABSC Calendar
22 28 30 32 36 38 40 42 44 44 46
Advertiser Index AequiCap Program Administrators 31 AmTrust North America 33 Bankers Insurance Group 13 Builders Mutual Insurance 43 Burns & Wilcox 3, 5, 48 Capstone Underwriters 13 Edwin M. Rollins Company 7 FastSnap 20 Genesee General 34 GUARD Insurance Group 39 Hanover Excess & Surplus 9 Installment Discount Corp. 43 Insurance House 11 InsurBanc 15 J. M. Wilson 12 Jackson Sumner & Associates 27
Johnson & Johnson 24, 25 Montgomery Insurance 46 NetComp 45 Preferred Specialty 47 Prime Rate Premium Finance 37 ProVision Underwriters 39 South Carolina Agent Network 37 Southern Insurance Underwriters 2 Southern Cross Underwriters 29 Summit Marketing Services 41 TAPCO Underwriters 21 The National Security Group 41 The Seibels Bruce Group 12 Universal North America 23 Western Marine 14
.........................
.............
..............................
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
I
n my opinion, Customer Care is everyone’s business, and should be part of everyone’s job description. But in every organization there are those people, the customer-facing people, whose primary responsibility it is to take care of the customer. It’s to them I am speaking with this article, so be sure to make pass this article on when you are finished with it. It’s especially critical in these challenging times to take EXQUISITE care of the customers we have, so here are seven things that I think every customerservice person needs to know. 1.
2.
6
Find joy in doing your job well. You chose this job, or it chose you. Either way, it’s in your best interest and the best interest of the customer for you to show up and be fully present each day. Set an intention every day to be the best you can be at your craft. Make it a point to do a little learning about how to get better at it every day. Recognize and acknowledge yourself for all the “wins” during your day. (Especially if your boss doesn’t notice often enough.) Be proud of what you do. You play an important role in the company’s success. I’m here to remind you that the experiences you provide for the customer could make or break their relationship with the company. Even if parts of the process are broken; even if the wait times are long; even if the customer is upset about some aspect of the company, a great experience with a customer-facing person can make up for a whole lot. You have the opportunity to make deposits in the customer’s emotional bank account and keep those customers happy.
3.
You have emotional genius. Being good at customer service requires a great deal of emotional intelligence. In fact, in your job “EQ” is as important, and often more important, than IQ. Here’s the neat thing— being in a people-oriented position gives you the unique opportunity to practice and even perfect those EQ skills. That’s going to help you in every relationship you have in your life. As you get better at your job, you get better at your life. What a bonus!
4.
The customer is not always right. I know you might have a little card that came from the corporate office that tells you they are, but I’m telling you what you already know to be true. They are not always right. Sometimes they are wrong; sometimes they are mean; sometimes they lie; sometimes they drive you crazy. But being right or wrong is not the point. Your job is to be so skillful that even if they are wrong, angry, nasty or just having a bad day, you have the ability to turn a bad
South Carolina Agent & Broker • Summer 2010
Seven Things Every CSR Needs to Know situation into a better one. A highly skilled customer-facing person is a magician, able to transform and diffuse difficult situations into good ones. 5.
You work in the performing arts. Service is not like a manufactured good. It can’t be made ahead of time and put on the shelf. It happens in the moment, as needed, and it’s all about performance. That makes you the performer. Just like an actor (or a public speaker or trainer for that matter) there will be days when you just don’t feel up to it and you will have to act as if you were. Here’s where your good training comes in. Rehearsal and visualization work to help you prepare for a great performance every time. Think of yourself as an improv artist. Ta-da!
6.
You have a stressful job, but the amount of stress you take home every day is up to you. How you view your job is just as important as how you do your job. If you allow yourself to overdramatize, “catastroph-ize,” get defensive and take everything personally, you’re in for a tough time. Your body reacts to the perception of danger with primal instincts to fight or flee—both involving a cascade of stress chemicals that can damage your body. You have the power to change how you view any situation—including your job. Find a frame that makes it less stressful and more enjoyable.
7.
You have the opportunity to make the world a better place every day. Whether you deal with 10 customers or 200 a day, you have the power to create positive experiences for all of them. When you make your best effort to add sincere care and appreciation to every interaction, you are infusing it with positivity. When the customer leaves an interaction with you feeling good, they are likely to spread that positivity. Emotions are contagious. You have the power to spread positivity and make the world a better place. We all know how important that contribution is these days. Take it seriously and you can make a serious difference in the lives of your customers and everyone they touch. Allow yourself to see the ripples of good will and well-being you are sending out into the world. Spread happiness and appreciation and you will feel energized.
So there you have it—a short story every customer-facing, customer-caring person should see. Spread the word around and start a lively dialog in your organization by discussing each of the points, and perhaps by adding a few of your own.
Call 800.432.7715 Or visit us at: www.RPSins.com/Rollins
National Director John R. Braddy, CIC, AAI
Banc On Us
W
A Conversation With David Tralka, InsurBanc President and CEO
hat exactly is the relationship between InsurBanc and the Big I? In 2000, IIABA recognized the need for a financial institution that was able to understand and accommodate the unique banking and credit needs of the independent insurance agent. The discussions that followed led to the establishment of InsurBanc, specifically to serve independent insurance agents and brokers. We are the only bank with a full-time focus on this industry group. What are the top three reasons why an Independent Insurance Agency owner would want to do business with InsurBanc? Simply put, this is all we do. Since our inception we have made it our only mission to completely understand the workings of the independent insurance agency. 1. Unlike traditional banks, we understand the value of your agency and take a different view of loan requests. We recognize that an agency’s total book of business is the real reflection of its size and strength. Its renewal rates, overall agency account history, relative stability of cash flow, strength of client relationships as well as the ongoing potential of its book of business are all assets considered when reviewing a loan application. 2. Our experience with independent agents also tells us that they have unique cash management needs by virtue of their large premium volume. “Takeone” deposit products from a local bank won’t work for their unique needs. We take a comprehensive
8
South Carolina Agent & Broker • Summer 2010
approach to cash management that can help an agency enhance revenues, reduce expenses and improve efficiencies. 3. We have put together a team of professionals dedicated to providing assistance to any client request, from agency loans to cash management services, while providing complete client satisfaction. When you call InsurBanc, you will receive individualized customer service. With so much bad news about banks in general, why should an independent agency owner have confidence in the financial soundness of InsurBanc? At InsurBanc, we have consistently maintained a very strong capital position, and unlike some institutions, did not have a need to participate in the TARP program and have no plans to do so in the future. InsurBanc currently has more than twice the minimum core capital needed to be considered “well capitalized” by our regulators. In order to maintain our strong financial condition, we are committed to continuing a conservative and disciplined approach to our lending practices and investment philosophy. While many traditional banks are unwilling or unable to handle the unique banking needs of the independent insurance agent, InsurBanc will continue to provide business financing and a safe harbor for their investments. To learn more, call 1-866-467-2262 or visit www .insurbanc.com.
Looking for solutions for hard to place risks? Hanover Excess and Surplus is the right choice. When it comes to placing specialty lines for independent agents, nobody does it better than Hanover. Hanover offers the widest range of Personal, Commercial, Transportation and Professional lines products, as well as the service to back it up. We have a full range of admitted and non-admitted carriers to cover almost any type of risk. So, if you’re looking for standard, non-standard, brokerage or anything in between, make the right choice. Choose Hanover. Serving the Carolinas and Virginia since 1970.
Summer 2010 • South Carolina Agent & Broker
9
A Balanced Approach to Agency Marketing Generating a profitable, high-margin book of business requires a balanced approach to marketing and sales—built on processes that are sustained over the long haul. Steve lays out how an agency can achieve such a successful marketing and sales process that is both high-touch and high-tech By Steve Anderson, Steve Anderson Consulting
I
nsurance agency marketing and sales are being transformed right before our eyes. Daniel Burrus, a technology forecaster, said in his January 2009 Technotrends newsletter: We are now at the dawn of a profound technologydriven transformation that will make the changes we have experienced over the past 25 years seems small and slow. We are about to transform how we sell, market, communicate, collaborate, innovate, watch TV, learn and, as you might guess, much more.
The implications of this “technology-driven transformation” for insurance agencies are significant. The marketing activities that agencies have relied on for many years to retain existing clients and generate new business are not going to continue working as well as they have in the past. The new consumer is using the Internet for researching all types of purchases, including insurance policies. New mobile computing platforms, including iPads, iPhones, and other mobile devices are redefining what it means to stay in touch. Yet, even with all the new “stuff” that people are using in their daily lives, people still want to buy from people. And this is why independent agencies should not be afraid of this transformation. Agencies can take advantage of this transformation and grow their agencies, if they are willing to think differently about marketing and sales. 10
South Carolina Agent & Broker • Summer 2010
Six Key Elements of a Successful Strategy The keys to building a profitable book of business are: • A balanced approach to marketing and sales • Fixing an agency’s follow-up failure • Create high-touch activities using high-tech tools • Creating processes and systems • Commit to the long haul • Constant attention Let me “introduce” Ross Dik, who owns Knight Dik Insurance located in Worcester, MA. This independent agency focuses on personal lines and small commercial accounts. They have 12 employees and are located on the ninth floor of a downtown office building (with a security guard), which means they don’t get a lot of walk-in traffic. Dik realized five years ago that in order to continue to grow the agency he needed to create processes that would generate profitable business. He started working on creating processes five years ago. Understanding that technology was a key component of creating these processes, we began working together four years ago and combined our skills to “crack the code” of creating a high-margin, profitable book of personal lines and small commercial business.
Some things never change.
haels, 1964 George Mic
Stable, reliable, consistent for 45 years. Times change, challenges change, but our purpose remains steadfast: to be the people who make the insurance experience better.
“ Working with George has been great. He has helped our agency on many occasions with some really tough problems.” – R. Wayne Bray, Harry E. Bray Insurance Founded in 1964, Insurance House is a managing general agency for personal, commercial and E & S business. Insurance House proudly serves independently owned retail agencies with underwriting expertise and access to carriers rated A- or better by AM Best.
www.insurancehouse.com
Delaware | (301) 439-4700
D. C . (301) 439-4700
| Georgia | Maryland (770) 952-0080
(301) 439-4700
You can count on me.
George Michaels, 2009 Vice President, Insurance House North Carolina Branch Manager 919.383.9439, Ext. 1113 gmichaels@insurancehouse.com
| N o r t h C a r o l i n a | S o u t h C a r o l i n a | Te n n e s s e e | V i r g i n i a (919) 383-9439
(919) 383-9439
(770) 952-0080
(919) 383-9439
Yes_puppy_soCar_5x4.9.pdf
5/10/10
1:46:54 PM
A Balanced Approach Most agencies focus their time and resources on obtaining new business. As we began to work, we realized that a balanced approach is the key to creating a profitable book of business. A balanced approach includes these four pillars of profitability:
Just say
Don’t be afraid to accept more risk. J.M. Wilson has built a reputation on saying yes to risks that are hard to place. Our experienced underwriters will work with A rated markets to find a solution for you. We’ll respond to your submissions within 24 hours and process policies within 21 days. Ask us about:
• Property/Casualty • Personal Lines
• Professional Liability • Commercial Transportation
• Surety • Premium Finance
Southern Region Office P.O. Box 32065, Charleston, SC 29417 | (800) 595-0063 | jmwilson.com
12
South Carolina Agent & Broker • Summer 2010
1. Keep: This is simply retention. Being able to “keep” the accounts you already have. Agents have heard for years that it is easier and more profitable to retain an existing client than it is to generate a new one. Yet many agencies don’t have processes in place to actively retain these important clients. The renewal process should start immediately after the first policy is sold. This is very different from the renewal event, which takes place six or twelve months later. A renewal process actively builds an ongoing relationship with that new client from the very beginning of the relationship. 2. Upgrade: Every agency has additional revenue sitting in their existing book of business that is just waiting to be extracted. A simple example of upgrades would be identifying those individuals who have automobile liability limits below the agency’s recommended level. Dik created a process where individuals with lower limits would receive in the mail prior to their renewal a copy of their auto Dec Page with a big red stamp on it stating: “Your policy has coverage limits less than we suggest.” Every endorsement to raise limits represents additional profit for the agency with very little effort. It also significantly enhances the agency’s E&O protection. There are many opportunities to upgrade existing business. 3. Round Out: It’s common knowledge that the more policies written
per account, the longer that account will stay with you. By creating a process that identifies opportunities for additional business, this important marketing activity is not left to the whim of a CSR remembering to ask to quote a policy the agency does not yet write. 4. Get More: Generating new business is important in order to have a healthy agency. Yet, new business is specifically listed last on purpose. While most agencies focus on generating new business, it is actually more profitable to focus on the three other pillars of profitability first—Keep, Upgrade and Round Out. Creating a “get more” process helps generate a constant flow of new business into the agency. Once that new business is put on the books, the other processes will help make that new business as profitable as possible. 5x4.9_Habitational_IIA
Benefits There are many benefits to building a balanced approach like the one described above. It creates more revenue for the agency and builds a higher-margin book of business. Actively pursuing upgrades and rounding out accounts helps build a much better book profile, which generally translates into better loss ratios that help increase agency contingency payments. All of this makes for happier insurance companies who are then more willing to invest in and provide additional resources to the agency so that they can continue to grow.
1/22/09
10:31 AM
Page 1
H A B I TAT I O N A L ? S E N S AT I O N A L ! At Capstone, we can handle your larger property risks...with competitive rates, “A” rated carriers, and that great Capstone service. ▲ Apartments ▲ Condominiums ▲ Town Houses
The Long Haul We said above that one of the keys to profitability is being willing to commit to the long haul. This is not a quick fix process. It takes time and discipline to implement and make sure it continues running. Those agencies, however, that are willing to commit to the process will see results over time.
▲ Hotels/Motels ▲ Large Dwellings Call your underwriter for a quote. Get the benefit of our outstanding experience in this field!
Dallas • New Orleans • Atlanta
1-800-582-4544
www.capstoneunderwriters.com Member: AAMGA, NAPSLO, LSLA, PIA
Summer 2010 • South Carolina Agent & Broker
13
5 x 5 Process We believe a reasonable goal is what we call the “5 x 5 process.” When you grow the following five areas by 5% over five years, you will then experience balanced growth. The five areas are: 1. Average policy premium: An active Upgrade process will help you increase your average policy premium. 2. Average policies per account: An active Round Out process can’t help but increase your average policy per account. 3. Retention (.5 each year): We understand that it is really hard to affect retention, so we cheated here little bit. If you can grow your retention rate by half a percent per year, you are doing well. 4. New clients: An active marketing program will help you generate new business so that you can create 5% new clients each year. 5. Overrides and bonuses: Finally, you should have at least 5% of your revenue being generated from overrides and bonuses received from your insurance companies. An Example To illustrate these points, let’s turn to Knight-Dik Insurance again. The agency began experimenting with generating new business by purchasing Internet leads. They started by purchasing 100 leads per month. They determined that they needed an 8% close ratio to break even. Ross was skeptical at first about the quality of these leads: “They are just looking for a cheap price; they won’t convert; they won’t stay.” But even with these reservations, Dik committed to working on creating a system for several months. The marketing process Dik created was managed by individual CSRs within the agency. When a lead was received, it was immediately entered into the marketing system and an e-mail was generated automatically to tell the prospect that the agency was working on a quote. When the quote was completed, they sent an e-mail with the quote to the prospect. They then created several follow-up steps to contact that prospect by e-mail and phone. One of those follow-up steps included an e-mail with a video of the producer talking to the prospect. They continued to track results and refine the initial contact and follow-up process. After some experimentation, they added an additional step to the follow-up process which ended up doubling the response. They printed out a form letter and mailed it with an agency brochure to the prospect. This simple step increased the number of people who responded 14
South Carolina Agent & Broker • Summer 2010
v1
to their follow-up requests. This is an example of how to combine high-tech and high-touch into the process. We mentioned above that the renewal process should start immediately after the policy is sold. Every new client to the agency is started immediately on a “New Client Welcome” process. The first E-mail (or letter) goes out welcoming the new client to the agency. Eight other touches then are automatically sent to the new client over the next ninety days. That client should feel very welcomed to the agency and will hopefully not bother to shop when the policy comes up for renewal. 2/25/10 1:42 PM Page 1 Knight-Dik continues to purchase Internet generated leads. Today their close ratio on this business has been as high as 20% with an average of 11–15%. They started purchasing personal auto leads but now focus primarily on homeowner leads. They have found the homeowners leads are generally better quality
and they avoid direct competition with GEICO and Progressive Direct. Because they have an active round out process, they work on picking up the automobile later. Conclusion Generating a profitable, high-margin book of business requires a balanced approach to marketing and sales—built on processes that are sustained over the long haul. Creating a solid foundation for your agency requires that you “Keep” the business you have (retention), “Upgrade” coverages so that you can extract the money sitting in that book (and provide better E&O protection), “Round Out” each account with as many policies as you can, and “Get More” business by taking advantage of the transformation that is occurring in agency marketing. [Editor’s Note: You can subscribe to Steve Anderson’s free weekly emailed
newsletter, “TechTips”, by going to www .steveanderson.com/act and subscribing. “Tech Tips” is a quick read and highlights one new thing that will help your organization increase its productivity and effectiveness.] Steve Anderson has been involved with the insurance industry for over 30 years and is an active participant in ACT. He is a frequent speaker before agent and industry groups, consults with insurance agencies and publishes numerous reports, as well as the monthly “The Anderson Agency Report.” Steve can be reached at steve@steveanderson.com. Steve prepared this article for ACT. 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.
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
Summer 2010 • South Carolina Agent & Broker
15
16
South Carolina Agent & Broker • Summer 2010
From the Mountains to the Sea By Jon A. Jensen, AAI, AIP, Convention Committee Chairman This year’s convention takes us from the mountains to the sea. After a very successful venue at the Grove Park Inn we “catch the wave” and land on the shores of Hilton Head Island at the beautiful Marriott Resort and Spa. With a theme of “Minds in Motion—Catch the Wave,” the 112th Annual Convention promises to be an event filled with quality education, top-notch entertainment and a chance to share ideas and camaraderie with fellow agents, all while taking in a little relaxation on our beautiful coast. The planning committee has put together a fantastic program with (what else?) a beach flavor. From the decorations, food, entertainment and specially ordered island breezes right down to the vendor booths you will certainly feel the presence of the beach all around you. After receiving great reviews and comments about last year’s new format, this year’s will be very similar. Sunday will begin with the opening of the exhibit hall (with lots of great prizes, including $500 cash Agent drawing) followed by the annual business meeting and opening reception. The reception will have all the food, drinks and sights and sounds of the Islands as we are entertained by a fantastic local calypso band, Positive Vibration.
Highlights: Beach theme calls back the fun of summer without the intense heat Up to 6 hrs Continuing Education credit Keynote: “Increasing Your Leadership Power” by specialist in Behavioral Kinesiology Learn more about member benefits: Trusted Choice® Industry political analysis of upcoming elections Spouse/Guest program: Lowcountry Exploration Tour Comedian Great Scott No long general sessions!
After a continental breakfast in the exhibit hall, Monday’s program will begin with nationally renowned keynote speaker Dr. Jerry Teplitz. His program, “Increasing Your Leadership Power to New Levels of Excellence,” will give you the tools and techniques to increase your energy level and show you how to make every day a great day. For a preview of Teplitz and Behavioral Kinesiology, read his article, “Creating High-Energy Web Sites and Promotional Materials” starting on page 19. Following the general session, attendees will have the chance to attend two of our three breakout sessions—with the choice between “Managing Leadership Stress” with our keynote speaker; political analysis of the upcoming elections; or “Catch the Wave of Trusted Choice®” to learn more about how to make this member benefit work for your agency. While agents and company reps are at the general session and breakouts, spouses and guests have the opportunity to “Catch the Wave,” touring on guided boats through extensive backwaters and tidal marshes during low tide to see wildlife and hear the history of the area. They’ll finish with some free time and a boxed lunch at the Palmetto Bluff resort before heading back home. Monday afternoon gives attendees the choice of attending a SHORT seminar (see web site for finalized topic; it’s currently either an overview of the Institute for Business & Home Safety’s Research Center in Chester County, SC, or insurance fraud case studies for Ethics credit), playing in the annual golf tournament or free time. Monday evening brings the Chairman’s reception and Awards Banquet and the very humorous entertainment of comedian/ magician Great Scott, a true treat. Tuesday morning bring the end to our event with breakfast and our closing session featuring the inspirational South Carolinian Jason Burbage, who was born without any fingers yet overcame related challenges and graduated college on an athletics scholarship. This year’s convention will truly be an event you don’t want to miss! Registration for agents should already be open. For updates and registration information, go to our web site, www .iiabsc.com, and find the “Annual Convention” page under the “Events” menu. Once your convention registration is confirmed, a hotel reservation form will be sent to you. You cannot register at the Hilton Head Marriott at our special rate of $169/ night without it. Summer 2010 • South Carolina Agent & Broker
17
Independent Insurance Agents & Brokers of SC
Catch the Wave
Agent registration now open
October 24-26
Hilton Head Marriott Resort & Spa, Hilton Head, SC
Sunday 2:45 – 5:15 pm
Exhibit hall open w/ regular door prize drawings & $500 Agent drawing
5:30 – 6:00 pm
IIABSC Business session
7:00 – 9:00 pm
Opening reception w/ Positive Vibration, calypso band
Tuesday
Monday 8:00 – 10:00 am 9:00 am – 1:00 pm
Spouse/Guest Program: Lowcountry Exploration Tour
9:00 – 9:50 am
Keynote speaker – Dr. Jerry Teplitz, J.D., PH.D. “Increasing Your Leadership Power to New Levels of Excellence”
10:00 – 10:45 am
Breakout sessions: “Managing Leadership Stress,” Dr, Jerry Teplitz, J.D., PH.D. Political Analysis of the Upcoming Elections, Nathan Riedell, IIABA “Catching the Wave of Trusted Choice®,“ Dave Evans, IIABA
11:00 – 11:50 am 12:30 pm 1:15 – 3:15 pm 6:45 – 7:30 pm 7:45 pm 18
Exhibit Hall open/ Continental Breakfast
8:00 – 10:00 am
Closing Session/Breakfast Speaker: Jason Burbage
Breakout sessions – (repeat from above) Golf Tournament at Palmetto Dunes CE Session: TBD Chairman’s reception Awards Banquet & Entertainment: Comedian Great Scott
South Carolina Agent & Broker • Summer 2010
For details & to register, visit:
www.iiabsc.com
Creating HighEnergy Web Sites and Promotional Materials
By Jerry V. Teplitz, J.D., PH.D., IIABSC Annual Convention Keynote Speaker
Why do some web sites and ads work—and others don’t?
book series. Jack has stated he won’t release a book unless
There are as many theories as there are experts. However, one
it’s been muscle-checked! In December 1999, seven Chicken
key explanation is usually overlooked: the energy generated
Soup books were on the New York Times bestseller list.
by the copy and graphics on the web site or in the ad. If energy is present, it encourages people to stay at your site or read your
Here are the basics, so you can validate Kinesiology for
piece; if energy is lacking, they will most likely disconnect or
yourself:
throw it away. I’ve developed a system to discover whether a web site or
1. Your partner faces you with one arm at the side of the
ad has a positive or negative impact on your energy system. I
body and the other arm extended until it is parallel to
determine this by using a technology I’ve studied and applied
the floor, with your thumb pointing down to the floor.
for the past 19 years: Behavioral Kinesiology, or musclechecking.
2. Place
one
of
your
hands
just
above
your
Kinesiology is a way of determining how everything
partner’s wrist on the extended arm. Place your
around us affects us. Initially, when I demonstrate this
other hand on your partner’s opposite shoulder.
technique in my keynotes and seminars, it looks to the audience as if it’s a trick. Once I have everyone choose a partner and
3. Instruct your partner to resist as you push down on the
then experience it for themselves, they self-validate what I’m
extended arm. You are not trying to force the arm down;
sharing.
you simply need to feel the normal level of resistance. Push
Two of our clients are Jack Canfield and Mark Victor
with a steady pressure for several seconds; then release.
Hansen, co-authors of the famous Chicken Soup for the Soul
Summer 2010 • South Carolina Agent & Broker
19
4. Keep the same position, arm extended. Your partner
Once you start applying this technology, you will discover
should think of something sad or someone disliked.
ways to create high-energy web sites and promotional
Allow a few seconds for focusing on the thought.
materials to capture the attention of surfers and readers.
Then push down on the extended arm. It will usually go down easily, though your partner resists.
Come to the IIABSC Annual Convention to
5. Wait a few seconds, then tell your partner to
be held at the Hilton Head Marriott Resort & Spa October 24–26 and hear how Dr. Teplitz’s
resume the position while thinking of something
methods can be applied to increase your
gratifying or someone well liked. Again, allow a
leadership power and manage stress.
few seconds for focusing on that image, then push down on the arm. The arm will usually stay level
Dr. Jerry Teplitz’s background is as unique as the techniques
and strong, even if you push harder than before.
and approaches he teaches. He originally graduated from Hunter College and Northwestern University School of Law
Now that you understand the concept, let me share a bit of
and practiced as an attorney for the Illinois Environmental
what I do to determine if a book cover is weakening, neutral
Protection Agency. He then studied and received Masters and
or strengthening.
Doctorate Degrees in Wholistic Health Sciences, and over
While someone looks at an ad, you can muscle-check
the last 32 years, has gained widespread acknowledgement
them. If their arm goes down, it means the ad is having a
for his expertise in helping others achieve their ultimate best
negative impact and will probably not be read. If it stays up,
in all areas of life.
it means it’s not weakening. The third level (too complex to explain in this article) is to determine if the ad is strengthening. That’s the level at which we want each Chicken Soup book to be. If we discover something is weakening, we’ll give input as to what specifically needs reworking to get it to the strengthening level. One of the first ads to which I applied this method was an ad Burt Dubin, Speaking Success Systems, had run in Sharing Ideas news magazine. I musclechecked the ad wording and discovered it was weakening. I made suggestions for changes, and he did what I suggested. Here’s what Burt had to say: I waited four full months to get back to you with my report on how well the new display ad in Sharing Ideas is doing. You’ll recall you muscle-tested my previous ad and found it to be a “downer.” You called my attention to specific dissonant areas of the ad. You recommended they be excised. Then, you tested the new ad and found it positive. We tested the new ad. The results: Inquiries more than doubled. Sales fully doubled.
20
South Carolina Agent & Broker • Summer 2010
What’s as
reliable
as a solid foundation? General and Artisan Contractors coverage in a five-minute phone call Call. Quote. Bind. Using TAPCO’s courteous and prompt call center, General and Artisan Contractors coverage can be quoted, bound and delivered to your e-mail inbox quickly and accurately during one five-minute phone call.
The TAPCO Service Pledge • “A”-rated non-admitted carrier
• Quick claims handling
• Competitive pricing
• $10 credit to your personalized TAPCO EZ Bucks Visa debit card with each policy
• Fast policy turnaround • In-house financing available in most states
1,000 Strong
• Visa, MasterCard and ACH payments accepted
More than 1,000 classes of P&C business written under binding authority.
800-334-5579 www.gotapco.com
22
South Carolina Agent & Broker • Summer 2010
This is my insurance company.
This is why.
Protecting families is the most important part of my job. That’s why I offer coverage from Universal North America . Strong, smart ®
(866) 338-4262, ext. 6540 UniversalNorthAmerica.com
and infinitely dependable, Universal North America takes care of my customers – and my agency. HOME
FLOOD
AUTO
n
Security: Rock-solid financials and 24/7 claims service
n
Savings: Multi-line discounts for Home, Auto and Flood
n
Convenience: Easy online policy management through My Universal®
Universal North America Insurance Company is rated A - (Excellent) by A.M. Best & Company.
n
No Surprises: Robust policy coverage and endorsement options
Insurance products are issued and underwritten by Universal North America Insurance Company. Issuance of coverage is subject to underwriting review and approval. Products may not be available in all states. © 2010 Universal North America.
Strong enough to withstand any test – including mine. That’s why Universal North America is my insurance company.
Summer 2010 • South Carolina Agent & Broker
23
24
South Carolina Agent & Broker • Summer 2010
Summer 2010 • South Carolina Agent & Broker
25
26
South Carolina Agent & Broker • Summer 2010
JACKSON SUMNER & ASSOCIATES Excess & Specialty Lines Broker
“Different” Property & Casualty
Professional
Transportation
Personal Lines
WEBSITE
www.jsausa.com
Experience the JSA Difference! Check out some of the features on our website to see why our site is different: • • • • • • • •
Quote & Bind All Online Acord Binders are emailed within 15 minutes of Submitting for Binding Requested Certificates are immediately sent with binding emails Complete Applications right online View your Policies online 24/7 Meet the Underwriters - Shows when they’re in or out of the office Simple Certificates can be printed right in your office Premium Financing Available
Phone 800-342-5572 • www.jsausa.com • 828-262-0754 Fax
28
South Carolina Agent & Broker • Summer 2010
• • • • • • • •
• • • • • • • • •
• • • • • » »
Summer 2010 • South Carolina Agent & Broker
29
Easy-to-Avoid Advertising
R
s
By Jay Taylor, SC Trusted Choice® Chairman
emember the saying that if your doors are open, you should be advertising. Silence is not an option; if you aren’t out there, the competition will be defining your brand for you. When done well, advertising can have the impact of making you appear to be a bigger player than you are—it can establish or enhance your credibility as a serious business. To get the most for your advertising bucks avoid these 10 no-nos: 1. No plan. If your firm doesn’t have an advertising plan, the ad sales reps are still glad to take your money. Start out with a modest plan, but have a plan. It should include specific target audience sets. 2. No budget. Best Practices agencies typically budget 2-3% of revenues for advertising and promotion. You can’t just run a couple of newspaper ads and expect results. 3. No customer contact. Don’t advertise to strangers unless you have a top-notch, tested and consistent plan to reach out to your current customers. 4. No clear and pre-tested messages. Why dream up slogans and ad copy on your own? You can draft copy, but let your employees—and some customers—provide you feedback first. Leverage the language contained in the Trusted Choice® Pledge of Performance—remember you’re communicating back to the consumer exactly the things they say they want in an insurance provider! Also, you can use the professionally produced, tagable Trusted Choice® ads available in the “Agents/Brokers” section of www.TrustedChoice.com and add your agency info for maximum market impact. 5. No unified look to all materials. Your dollars work harder— and your brand communications are more consistent—when all your creative materials have the same look and feel. 30
-
South Carolina Agent & Broker • Summer 2010
6. Do-it-yourself design. Okay, so someone on staff has some artistic talent, but that’s probably not going to cut it for a professional, modern look. If you can’t afford a full-service ad agency, hire a competent local designer. 7. Not showing your people … or customers. Customers can’t remember what’s in their BOP policies, but they sure remember their CSRs and agency owners. Feature them in your ads. Go a step further: Find very special clients willing to talk about your agency in TV, radio or print ads. That depicts true partnerships. 8. No staying power. Agency owners often get discouraged when they don’t see immediate results from advertising. Remember, it takes at least a two to three-year commitment. If your ads are good, there will be a cumulative effect over time. Be patient. 9. “Spray and pray.” This is the worst offense of all, and it’s perpetuated by ad sales reps. “We’re having a summer special,” the radio rep will tell you. “You get 100 ads for only 100 bucks.” Such a deal, right? Not if the ads are running different weeks, days and times—and you can’t get him to tell you how many drive-time spots you’ll get. Like anything else, you get what you pay for in the advertising business. 10. Not tracking results. You must put someone in the agency in charge of benchmarking your calls and referrals today, and tracking results quarterly of your campaign or campaigns. Trusted Choice® is running cable advertising as well as Internetbased ads throughout the year, so it’s a great time for agents and brokers to take their agencies out to the media. Check out www .TrustedChoice.com for more branding tips.
The Need for
Personal Umbrella Coverage
A
By Terry Tadlock, CIC, CPCU, CRIS
s I have traveled around the country and taught this subject what I have found has amazed me. On average, only about 7–10% of the personal lines accounts insured actually have a personal umbrella policy in place. This begs just one question … Why? There are a number of reasons that I have been given, but the most common is the lack of underlying coverage. I will address this concern in a moment, because it is really the only reason that seems to make sense. Certainly cost is not the issue. For a $1 million personal umbrella policy the premium ranges from $125 to $325 a year. This number of course does not take into consideration the purchase of uninsured motorist coverage or the presence of youthful operators with terrible driving records. Who would not spend an extra dollar a day to have this valuable protection? Then it hit me. It’s not that the insured won’t purchase the coverage. Many times it is that we don’t ask. This is an exposure that in today’s legal environment we as agents simply can not afford not to ask about. Consider this motto for your sales staff: “Everyone has the right to say no.” I think if an intelligent sales approach is taken, insureds will buy this valuable coverage. You may never write 100% of your personal lines clients, but if you can increase your percentage 20–30% it will create additional revenue as well as provide the protection we are in the business of providing. Increase those underlying limits The major hurdle in selling personal umbrella policies are the woefully inadequate underlying limits the insured has purchased. We as agents must do a better job of educating the public. Barring unusual circumstances, have you told your automobile client that the first $25,000 of coverage is the most expensive they will buy? To increase to $100,000 is pennies a day. Once we get them to $100,000 the cost to go to $250,000 is also pennies a day. Do you see my point? Take homeowners insurance. The cost to increase liability coverage from $100,000 to $300,000 is approximately $20. The additional cost to increase to $500,000 is around $15. My suggestion when writing automobile and homeowners insurance is to start by quoting the limits the potential customer 32
South Carolina Agent & Broker • Summer 2010
currently has and then giving another quote that gets them to the underlying limits necessary to write the personal umbrella policy. This may shock a few people, but when you explain why, the cost of litigation and size of judgments, they should understand. Who should buy a personal umbrella One of the most common questions I get asked is “Should everyone have a personal umbrella policy?” The answer is probably not, but how will we know which ones unless we ask? Following is a checklist of sorts to give you an indication of some things to look for. M
Those that need to protect assets (CYA): A. Sole proprietor B. Partners C. Executives D. High-profile individuals E. Those who travel abroad
M
Those with good earnings potential: A. Those beginning a promising career B. New business ventures
M
Those who wish to protect assets in excess of their underlying coverage (CYA): A. Middle-class America B. Blue-collar worker with sufficient assets
I think each of these groups have something to protect. I’m sure you have some more qualifying factors, but my point is that most of our insured fall into this list somewhere. Here’s an example just to illustrate what may happen without a personal umbrella: When I was in the agency business, one of my largest accounts started as a small drywall contractor. He had no money and certainly no interest in buying more insurance. As the years went by his business grew and became a little more successful. About five years after we met he was given the opportunity to bid on becoming the sole distributor of a specialty
There’s no business like small business… Visit us at Young Agents Conference July 29 – August 1 IIABSC Annual Convention 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) 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
flooring system. He was awarded the bid and the rest, as they say, was history. What would have happened to my insured if he would have had a large liability suit with no coverage that ultimately led to a judgment being placed against him? Would he have been invited to bid, not to mention win, the bid? No! This example is why small business owners need their future earnings ability protected.
ratings of underlying company requirements (most want B+ or better). 5. Defense: Most personal policies are “pay on behalf” contracts, which your client will want. Very few are “indemnity” contracts. Also make sure defense is in addition to policy limits. 6. Territory: Make sure all coverages will apply worldwide.
Review the contract carefully There is an ISO Personal Umbrella policy, but few carriers are using it. I still teach that there is no standard contract in this area. It is necessary that agents review the contracts to make sure they meet the insured’s coverage needs. In the old days we used to categorize these policies into two classifications: 1) Excess follow-form and 2) True umbrella. Today, unfortunately, most contracts don’t fall into either category. Most are hybrids, meaning they contain some of the characteristics of both of these types of contracts. For example: You may be selling what you believe to be a true umbrella policy, containing a worldwide territory definition as well as a self-insured retention limit. These facts would indicate this is a true umbrella. However, there may be exclusions, conditions or endorsements that state the policy will only provide coverage for motor vehicles, watercraft and recreational vehicles if the underlying policy provides coverage. The insured then rents a car in Europe only to find there is no coverage because of the territory limits of the personal auto policy. This gap is just one of many that could occur. Below is a laundry list of factors you may want to consider when deciding which umbrella policy to use: 1. Who is an insured: Who does the policy protect? Watch out for children with their own cars. Many umbrella carriers want them to have their own umbrellas. 2. Definitions: some terms may be defined more liberally or restrictively than the underlying coverage, which could affect coverage. 3. Exclusions: These are all over the board. Many may be worded less restrictively than the underlying policy, thus providing broader coverage. Look for coverage for recreational vehicles and watercraft that is broader than the underlying coverage. 4. Conditions: Watch out for changes in underlying requirements and financial 34
South Carolina Agent & Broker • Summer 2010
I hope this article convinces you to take a more aggressive sales approach in this critical coverage area. It not only will provide valuable coverage that your clients desperately need, but it will also help the agency’s bottom line. So remember: “Everyone has the right to say no.” Good luck! 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.
Are you walking the E&O tightrope by not offering personal umbrella protection to your clients?
In today’s crowded field of personal umbrella options, one carrier stands out; RLI, with its “stand alone” personal umbrella policy. Why RLI? 20% of agency E&O claims are from failure to procure coverage. 100/300 auto limits available for most customers. Flexibility to take advantage of RLI's personal umbrella and still get auto or home iiicoverage from any carrier. Competitive, low premiums for increased limits of liability, up to $5 million on A+ iiirated paper. Friendly, broad underwriting so most people easily qualify for the program. iA simple, self-underwriting application that lets you know immediately if the insured iiiis accepted and offers automatic, direct billed renewals. Support your association by accessing the RLI personal umbrella.
For more information on this program, please visit
www.independentagent.com/RLI
I
BIG MARKETS Summer 2010 • South Carolina Agent & Broker
35
REPORT FROM IIABA NATIONAL LEGISLATIVE CONFERENCE & CONVENTION
S
everal of your fellow agents and IIABSC members joined others from around the country during the IIABA National Legislative Conference in Washington, D.C. on March 3–5. We visited Congressmen and Senators from our state to share our observations, concerns and suggestions on key issues being discussed in Congress. JENSEN RECEIVES NATIONAL AWARD IIABSC Past Chairman Jon Jensen of Correll Insurance Group in Spartanburg, was presented the Sidney O. Smith Award during the conference. The Sidney O. Smith Award is bestowed annually by the Big “I” and the Independent Insurance Agents of Georgia upon an individual agent or broker for outstanding service to his peers and the national association in the field of government affairs. It is named in honor of an IIABA past president and Georgia agent who was instrumental in focusing the association and its members on legislative advocacy. The award is the association’s highest individual government affairs honor. Jensen was recognized for his leadership as Chairman of the InsurPac Board of Trustees. Under Jensen’s leadership, InsurPac raised $1 million in a year for the first time in its history. Jensen continues to serve as Chairman of the InsurPac Board. He served as IIABSC Chairman in 2006–07 and has been on the Board of Directors or an IIABSC committee for the past 18 years. IIABSC WINS INSURPAC AWARDS For the fifth consecutive year, IIABSC was recognized with an InsurPac Eagle Award, which is presented to state associations that average more than $100 per agency in InsurPac contributions. South Carolina set a new per-agency record by averaging $152.78 per agency. South Carolina was also recognized for surpassing their goals for both member contributions in general as well as young agent contributions. 2009 South Carolina InsurPac co-chairmen Ken Finch of Greenwood and Scott Moseley of Irmo accepted the awards for IIABSC.
36
South Carolina Agent & Broker • Summer 2010
Jon Jensen (far left), recipient of the IIABA Sidney O. Smith award, stands with fellow IIABSC leadership as SC is honored with its 5th Eagle Award and more at the National Legislative Conference & Convention this past Spring in Washington, D.C.
The IIABSC delegation visits with Rep. Joe Wilson (fourth from left) in his office during the IIABA National Legislative Conference & Convention this past Spring in Washington, D.C.
The IIABSC delegation visits with Rep. Gresham Barrett (center) in his office during the IIABA National Legislative Conference & Convention this past Spring in Washington, D.C.
For more information please contact Gary Cornell at 866-669-0937 ext 25404, or at gcornell@primeratepfc.com
Summer 2010 • South Carolina Agent & Broker
37
38
South Carolina Agent & Broker • Summer 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
Workers’ Comp For property and liability
Businessowner’s Policy For vehicles and fleets
Commercial Auto For added protection
Commercial Umbrella
Secure, Competitively Priced Protection Including: Increased limits Coverage extensions Price discounts Good income potential
GUARD Plus
Visit www.guard.com/apply OR call 800-673-2465, ext 4567 to request an agency appointment.
Comp • Businessowner’s • Auto • Umbrella
When your South Carolina clients get both their Workers’ Comp and Businessowner’s Policies from us, special discounts become available as well as consolidated billing. Call us to learn more about our underwriting appetite, which includes some coastal exposures. A- (”EXCELLENT”) A.M. Best Rating
Looking for professional lines delivered by experts known for their quick turnaround and professional service? Look no further. Since 1970, Hanover Excess & Surplus has specialized in securing coverage for hard-to-place risks. Find out how effortless we’ve made securing professional lines coverage. PROvision Underwriters, a division of Hanover Excess & Surplus, includes the following lines: E&O
For Profit D&O
Not For Profit D&O
Employment Practices Liability
Miscellaneous Professional Liability
When you need professional lines, look to the PROs. PROvision Underwriters. Call for a quote today.
Summer 2010 • South Carolina Agent & Broker
39
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
Summer 2010 • South Carolina Agent & Broker
41
42
South Carolina Agent & Broker • Summer 2010
coverage to bring you
this commercial.
....................................................................................
we interrupt our regular
After insuring residential homebuilders for nearly 25 years, Builders Mutual has expanded into commercial construction. At a moment like this, Builders Mutual has the expertise to serve contractors specializing in commercial construction. We are well-positioned to provide both. Workers’ Compensation Commercial Package Policy Commercial General Liability
Commercial Property Commercial Inland Marine Commercial Crime Commercial Auto Umbrella Liability
Your commercial customers will be eligible for all the same treatment and benefits as residential builders, from our personalized risk management services to our record-setting dividends. You’ve always known us as the industry experts, so why would you turn anywhere else to cover your commercial customers? Let us give you a quote and see what we’ll do to earn your business.
(800) 809.4859 | www.buildersmutual.com
Summer 2010 • South Carolina Agent & Broker
43
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
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
Secretary Kenneth A. “Ken” Finch, CPCU, CIC, CRM, AAI Countybanc Insurance Greenwood, SC kfinch@ecountybanc.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
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
Charles Paul Midgley, Jr. Midgley Agency Bennettsville, SC cpmidgley@mecsc.net
IIABSC Member News Starting with this edition, IIABSC will designate this section 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.
C. T. LOWNDES & COMPANY CELEBRATES 160TH ANNIVERSARY! Congratulations to C. T. Lowndes & Company in Charleston for the celebration of their 160th anniversary as a family-owned independent insurance agency. The 6th generation of Lowndes is currently working with the agency. The agency was founded in 1850 by Charles Lowndes with companies that included Savannah Mutual, Augusta Insurance and Banking Company, Commercial Fire Insurance Company of Hartford, Fireman’s and Aetna. Today, the agency operates out of eight offices with more than 85 employees.
44
South Carolina Agent & Broker • Summer 2010
Summer 2010 • South Carolina Agent & Broker
45
Calendar For course descriptions and full 2010 calendar, see our Education & Event calendars at www.iiabsc.com 9
CISR William T Hold Commercial Lines, Greenville, 8 hrs P&C
14
CISR Commercial Casualty, Greenville, 7 hrs P&C
10–12
CIC Personal Lines, HHI, 20 hrs P&C
15
Surplus Lines Markets & Practices, Myrtle Beach, 6 hrs. P&C
16
AAI – 82B, Columbia, 7 hrs. P&C
20
CRIS Liability Ins for Contractors, Columbia, 6 hrs. P&C
17
CISR Personal Auto, Columbia, 7 hrs P&C
21
AAI – 81C, Columbia, 7 hrs. P&C
18
CISR Personal Auto, Myrtle Beach, 7 hrs P&C
21
CISR Commercial Property, Charleston, 7 hrs P&C
22
CISR Personal Residential, Rock Hill, 7 hrs P&C
December
29–31
Young Agents Conference, Myrtle Beach
2
Ethics: Yesterday, Today & Tomorrow, Greenville, 3 hrs. Ethics
July
3
Ethics: Yesterday, Today & Tomorrow, Columbia, 3 hrs. Ethics
August
8
CISR Commercial Casualty, Columbia, 7 hrs P&C
4
CISR Personal Residential, Columbia, 7 hrs P&C
9
CISR Agency Operations, Charleston, 6 hrs P&C or L&H, 1 hr Ethics
10
CISR Personal Residential, Myrtle Beach, 7 hrs P&C
14
E&O Risk Management, Columbia, 8 hrs P&C or L&H
11
CISR Personal Auto, Florence, 7 hrs P&C
16
AAI 82C, Columbia, 7 hrs. P&C
18
CRIS Workers Comp for Contactors, Columbia, 6 hrs. P&C
25–27
CIC Commercial Casualty, Columbia, 20 hrs P&C
31
E&O Risk Management, Myrtle Beach, 8 hrs P&C or L&H
September 1
CISR Agency Operations, Columbia, 6 hrs P&C or L&H, 1 hr Ethics
2
Surplus Lines Markets & Practices, Bluffton/ HHI, 6 hrs. P&C
15
CISR William T Hold Commercial Lines, Charleston, 8 hrs P&C
16
CISR Personal Auto, Greenville, 7 hrs P&C
21
CISR Commercial Property, Bluffton/HHI, 8 hrs P&C
22
Ethics: Yesterday, Today & Tomorrow, Columbia, 3 hrs. Ethics
23
Ethics: Yesterday, Today & Tomorrow, Charleston, 3 hrs. Ethics
28
CRIS Auto, Surety, CIPs & Misc. Lines, Columbia, 6 hrs. P&C
29–30
CIC Agency Management (days 1&2), Myrtle Beach,
16 hrs P&C or L&H, 4 hrs Ethics
October 1
CIC Agency Management (day 3)
6
AAI – 82A, Columbia, 7 hrs. P&C
7
CISR William T Hold Personal Lines, Columbia, 8 hrs P&C
13
CISR Agency Operations, Greenville, 6 hrs P&C or L&H, 1 hr Ethics
14
CISR Commercial Casualty, Rock Hill, 7 hrs P&C
24–26
Annual Convention, Hilton Head Island
28
CRIS Contractual Risk Transfers, Columbia, 6 hrs. P&C
We believe in the strength of independent agents.
Montgomery InsuranceTM is committed to the success of its independent agents. We meet the needs of your small to mid-sized commercial and personal lines customers by providing The Montgomery AdvantageTM: stability and consistency, profitable growth, ease of doing business, local decision making, service you need and expect, competitive products and services, and people you know and trust.
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
46
South Carolina Agent & Broker • Summer 2010
www.Montgomery-ins.com
Independent Insurance Agents & Brokers of SC 800 Gracern Road Columbia, SC 29210
PRSRT STD U.S. Postage
PAID Permit No. 1467 Fort Worth, Texas
.........................
.............
..............................
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:
Kasey Vaughn X 2221 Jamie Canady X 2214
Commercial:
...................................................
Angela McNally X 2205 Melissa Hawgood X 2219