SC Agent & Broker magazine - Winter 2009

Page 1

Loss Control Services Working with businesses

Help customers reduce losses and control insurance costs. General Casualty offers your commercial clients exceptional loss control services. Our specialists help your customers navigate OSHA standards, conduct surveys and assessments, present training and safety workshops, and develop incentive programs.

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Coverages underwritten by General Casualty Company of Wisconsin, General Casualty Insurance Company, Hoosier Insurance Company, Regent Insurance Company, Blue Ridge Insurance Company, Blue Ridge Indemnity Company, Southern Guaranty Insurance Company, Southern Pilot Insurance Company, and Southern Fire and Casualty Company. General Casualty is a registered service mark of General Casualty Company of Wisconsin.

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 7INTER s 3OUTH #AROLINA !GENT "ROKER

WINTER 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

Contents

Message from the Chairman of the Board

IIABSC Staff G. Frank Sheppard, AAI 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

Message from the National Director

8

®

How to Use Trusted Choice PR Materials 11 Education Spotlight - What Insurance Did for Me

12

Web 2.0 - Empowering a Cultural Transformation

16

Condominiums - The Mystery of “Coverage A”

20

IIABSC 110th Annual Convention Highlights

26

Spotlight on Young Agents

32

E&O Angle - Pitfalls of Placing Surplus Lines

36

2008 InsurPac Contributors

40

Save the Date: Upcoming Events

43

IIABSC Calendar

44

2009 Board of Directors and Executive Committee

46

Beth Chastie Director of Administration & Finance ext. 17, bchastie@iiabsc.com Charlene Bernotas, CISR, ACSR Agency Administrator ext. 22, cbernotas@iiabsc.com

6

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 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 48 Monroe, WA 98272 360-805-6474 fax: 360-805-6475 jima@bluewaterpublishers.com

3OUTH #AROLINA !GENT "ROKER s 7INTER

Advertiser Index

AequiCap Program Administrators 21 AmTrust North America 47 Auto Owners Insurance Company 45 Bankers Insurance Group 14 Builders Mutual Insurance 13 Burns & Wilcox 3, 5, 48 Edwin M. Rollins Company 7 General Casualty Insurance 2 Hanover Excess & Surplus 17 Hull & Company 27 Insurance House 33 Jackson Sumner & Associates 19 Johnson & Johnson 24, 25

Market Finders Insurance Corp. Montgomery Insurance Prime Rate Premium Finance ProVision Underwriters Sagamore Insurance Company South Carolina Agent Network Southern Insurance Underwriters Southern Risk Summit Marketing Services TAPCO Underwriters The National Security Group The Seibels Bruce Group Universal North America

39 45 33 23 10 27 9 23 37 22 37 10 15

The Strength To Weather Any Storm. The Power To Provide Brighter Solutions.

Alan Jay Kaufman Chairman, President & CEO

At Burns & Wilcox, we believe strong leadership ensures a bright future. With Alan Kaufman’s vision, we’ve grown into North America’s largest and most capable specialty insurance wholesaler. Our unique ability to provide comprehensive specialty risk coverage, especially in this challenging and stormy market, is the result of a national network of experienced underwriters and brokers who give us the strength to grow regardless of what’s on the horizon. So if you want a company with the foresight to stay ahead of the storm, turn to the professionals with the speed, intelligence and agility to get the job done — the specialists at Burns & Wilcox.

Morehead City, North Carolina

252.726.8992 fax 252.726.9484 moreheadcity.burnsandwilcox.com

7INTER s 3OUTH #AROLINA !GENT "ROKER

I

know what you are thinking; this is going to be one of those typical “new yearâ€? articles talking about setting goals and wrought with clichĂŠs about “turning over a new OHDI ´ VWDUWLQJ IUHVK ÂłWKLV LV WKH ÂżUVW GD\ RI UHVW RI \RXU lifeâ€? etc, etc, and so on! Well, you are wrong, because, I know now that it is the middle of January, and you are over it already! Recently, I attended a meeting in Atlanta, the Southern Agents Conference, where Brett Nilsson, CIC, IIABA Chairman, reminded us of who we are‌ we are WKH QHLJKERU ZKR VHUYHV RQ RQH QRQSURÂżW ERDUG DIWHU another; we build Habitat houses, work with special needs children, serve the hungry, go on mission trips both in the US and in faraway places and serve in many other ways. We serve on county commissions and boards, elected to RIÂżFHV ORFDOO\ VWDWHZLGH DQG QDWLRQDOO\ :H DUH WKHUH ZKHQ one of our clients suffers a loss, either in their business or home, to serve as a trusted advisor. Even with all of the above-mentioned activities we still have time to go baseball games, dance recitals, coach VRFFHU SOD\ JROI ÂżVK RU ÂŤ\RX JHW WKH LGHD 2XUV LV D JUHDW business where we have the opportunity to work, play and serve in the communities where we live. Recent surveys indicate the “millenniumsâ€? want to RZQ WKHLU RZQ EXVLQHVV DQG KDYH Ă€H[ WLPH WR GR WKH WKLQJV they want to do. Why aren’t they standing at our doors trying to get in? The bottom line is that we are not telling our story. Ours is a good business, even with its challenges (soft market, which may be over, coastal issues, etc.) We are in a business where our product is a need, not a want, which means that we are somewhat insulated from the ups and down of our economy. I would like to challenge each of you to think of how you can promote our business and bring in new, fresh

3OUTH #AROLINA !GENT "ROKER s 7INTER

Who we are

IDFHV WR RXU LQGXVWU\ <RXU DVVRFLDWLRQ RIÂżFH LV UHDG\ to help you start a program in high schools or technical schools called INVEST. This is a step-by-step program to train people in our business. Several of our companies have new-producer-training programs to help jumpstart someone in the business. Allow qualifying agents in your RIÂżFH WR SDUWLFLSDWH LQ WKH <RXQJ $JHQWV SURJUDP WKDW ZH offer through the association for those 40 years old and younger, or those 41 or older who have only been in the business for 5 years or less. Colleges in our State have intern programs through the Business Schools or departments where students must complete an internship to receive their degree. They may not have majored in Insurance but that does not matter: how many of us majored in Insurance when we were in school? I know that Southern Risk, Johnson and Johnson, :DFKRYLD ,QVXUDQFH &KDUOHVWRQ DQG P\ RIÂżFH DOO KDYH KDG interns in recent years. From personal experience, we have been very pleased and will do it again. It is just another way of introducing our business to young people entering the work force. 7KHUH PD\ EH RSSRUWXQLWLHV WR ÂżQG QHZ SHRSOH ZKR have recently left other businesses due to the economy. It is a great time to look around for talented people who are making a shift in their careers. It may be a surprise how quickly they can become a part of the business and add value to the organization. Job openings for people who may or may not have experience in areas that impact our business such as: marketers, computer techs, account managers, administrative, personnel, accounting, banking, property managers, real estate and securities. Now is a good time to tell them who we are and what we do, and the results may be surprising.

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The New Administration and Federal Government Affairs – What’s the Impact on Independent Insurance Agents and Brokers?

y the time you are reading this, the country will be “buzzingâ€? over the historic installation of President Barack Obama. And with the new administration also comes increased majorities in both the U. S. House and Senate for the Democratic party. This new political landscape coupled with the economic situation of the past few months is sure to increase the focus on ÂżQDQFLDO UHJXODWLRQ :KDW FRXOG WKH LPSDFW EH IRU LQGHSHQGHQW insurance agents and brokers? )LUVW EH FRQÂżGHQW LQ RXU %LJ Âł,´ JRYHUQPHQW DIIDLUV VWDII in Washington. This bipartisan team has been actively engaged since the elections in assessing the issues and analyzing policy platforms of the parties. Expect your federal affairs team to be involved at every level as proposals affecting insurance issues start to materialize. What are the major issues? Here is an early recap prepared by IIABA Senior Vice President of Government Affairs Charles Symington just after the November elections: Federal Regulation: 7KH JOREDO ÂżQDQFLDO FULVLV DQG WKH elections could be the perfect storm that forces comprehensive UHJXODWRU\ UHIRUP RI WKH ÂżQDQFLDO VHUYLFHV LQGXVWU\ :LWK WKH rescue of AIG and possible additional insurer access to federal funds, the insurance industry is almost certain to be a part of that effort. On the positive side, many insurance industry players are now recognizing that an “optionalâ€? federal charter (OFC) may have lost its window of opportunity. A deregulatory proposal such as OFC is going to be a heavy lift indeed in these new economic and political circumstances. Unfortunately, the focus turned to dual state/federal regulation of the marketplace and mandatory federal regulation of insurance. Early discussions centered on the creation of an overarching “systematic risk regulatorâ€? with broad powers across the entire

3OUTH #AROLINA !GENT "ROKER s 7INTER

VSHFWUXP RI ÂżQDQFLDO VHUYLFHV HQWLWLHV 7KH H[DFW QDWXUH RI WKH powers such a regulator would hold over insurers is currently unknown, but at the very least any proposal is expected to include oversight of large national insurers. Targeted Regulatory Reform: In the last Congress, the Big “Iâ€? established a solid foundation for future consideration of targeted reform of state insurance regulation, such as the surplus lines legislation and agent licensing reform (NARAB II). The House of Representatives passed both bills overwhelmingly, and there could be continued momentum in both the House and Senate in the 111th Congress. However, should Congress HPEDUN RQ DQ HIIRUW WR HQDFW FRPSUHKHQVLYH ÂżQDQFLDO VHUYLFHV regulatory reform, there could be little time or “oxygenâ€? in either chamber of Congress for these targeted reform efforts. Natural Disaster Insurance (NatCat): President-elect Obama LV WKH ÂżUVW SUHVLGHQWLDO FDQGLGDWH LQ KLVWRU\ WR KDYH LQFOXGHG VSHFLÂżF ODQJXDJH LQ KLV SODWIRUP FDOOLQJ IRU FUHDWLRQ RI D natural disaster insurance fund. Based on the election results, it appears the prospects for passage of some sort of federal backstop for natural disasters have improved. However, it is also important to recognize that when it comes to the issue of natural disaster insurance, positions don’t typically fall along partisan lines, but instead along geographic boundaries. Even though Democrats have increased their majorities, these geographic hurdles (and insurance industry division on the issue) must still be overcome. Flood Insurance: The 2008 elections should have very little practical impact on efforts to extend and reform the National Flood Insurance Program (NFIP). Late last year, Congress passed a short-term extension through March 6, 2009. Both Continued on page 10

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political parties have stated that longterm reauthorization of the program is a top priority. The only impact the election might have is on the details RI VXFK D UHDXWKRUL]DWLRQ VSHFLÂżFDOO\ there could be some added momentum for the inclusion of optional business interruption and additional living expenses coverage. Taxes: The 2008 elections will have an impact on the issue of taxes for independent agents and brokers that could be felt in three distinct ways. First, it is likely that Obama and Congress would allow many of the Bush tax cuts to expire over a certain income threshold, including individual tax rates, the capital gains tax rate and the dividends tax exclusion. Second, estate tax elimination is now off the table, though there could be opportunity for long-term reform. Finally, Obama included in his policy platform a call to increase the cap on Social Security taxes for those making more than $250,000 per year by an estimated 2 to 4 percent and may pursue that tax change. Naturally, some of these issues are more likely to happen than others, but what is certain is that we will be busy in 2009, and the industry will face challenges. This is why your grassroots involvement on a national level will be more critical than ever. Please take the time to respond to Big “Iâ€? grassroots Action Alerts, contribute to InsurPac and attend the annual Big “Iâ€? Legislative Conference in Washington, D.C., April 29 and 30. The more you’re involved, the more LQĂ€XHQFH \RX ZLOO KDYH LQ VKDSLQJ WKH future of your business. For more information on national regulatory issues, visit www.independentagent.com

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Making your

life easier. www.sagamoreinsurance.com

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

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

How to Use

O

ne of the most underutilized branding tools among independent agents—indeed, among most small business owners—is public relations. Often called “free media,” PR involves generating or coat-tailing news in which you or your agency is featured, and it can be practiced in newspapers, magazines, radio, television and/or on the Internet. Done well, a PR effort will establish you as an expert—with it the thirdparty endorsement of the media outlets running the story. It’s a more subtle marketing approach than advertising—but one that, ultimately, can be far more effective and much, much less expensive. Realizing the enormous potential of public relations for its members, Trusted Choice® has developed a significant set of PR tools for you to use. Found in the Agents/Brokers area of TrustedChoice.com, these materials offer agents the opportunity to engage in effective PR without having to learn the trade from scratch. They include articles on media planning and engaging in both print and broadcast PR, which include these key tips: Define your target audience. Knowing what kind of customer you are trying to reach will make it easier to identify the appropriate media outlet. Explore all media. Look at every media that reaches your target audience, even if you don’t like or subscribe to them. Think print, broadcast and online and identify the individual journalists who handle specific types of stories.

PR Materials Create press materials. A professionally written press release is a critical first-step in reaching media professionals. The Trusted Choice® web site includes several templates that you can tailor for your agency, and examples include: u u u u u u

Conduct an insurance check-up this tax season Home remodelers often risk financial exposure Household help may pose expensive risk to homeowners Insurance tips protect college-bound students and parents Protect your holiday jewelry investment Tips for saving money on auto insurance

Check back often, as new materials are being developed all the time. Follow up. You’ll want to follow up the release with personal calls to the journalists you are trying to reach. Prepare for the interview. Have all your facts and some good quotes at hand. You don’t have to be a media professional to engage in public relations successfully, but with Trusted Choice®, you’ll at least have professionally produced materials to help you. For more information about Trusted Choice® or to access these tools, go to the Agents/Brokers area of www.TrustedChoice.com.

Create a calendar of story ideas. These should include a mix of story types, such as the insurance spin on currently major news topics, disaster or weather-related stories, and “evergreens” (e.g. “Saving money on car insurance”).

11

Education Spotlight:

What

Insurance Education

Did for Me By Martha Garrison, CPCU, CIC Capstone Insurance Services

Education is one of the primary characteristics of a professional. SC Agent g & Broker magazine will be regularly featuring a SC insurance industry professional who has made a commitment to better themselves through education. If you would like to contribute or recommend someone to spotlight, please contact Becky McCormack in RXU RIÂżFH EPFFRUPDFN#LLDEVF FRP

A

s I approach retirement, I ďŹ nd myself reecting on an insurance career that has spanned 38 years, all in the independent agency system. By any measurement, I would be considered successful: status, compensation, self-satisfaction, relationships, and respect‌ all have been attained or exceeded based on the criteria that were available to women in the ‘70s. But none of it “just happenedâ€?; it has been the direct result of good decisions along the way. At the age of 26, with a husband and two small children, I decided it was time to get a job. I had attended college for a short while but abandoned that route in pursuit of love and marriage. I was looking for an “ofďŹ ce jobâ€? where I could use my secretarial skills and by sheer luck was hired by an insurance general agency that was starting a Greenville ofďŹ ce to service their local retail agents. Some readers may remember Harold Gault, who traveled the state for Johnson & Johnson for many years. He was a true technician of insurance and saw potential in me that I did not know existed. It did not take me long to ďŹ gure out that insurance

portunity to move op e th d ha I , 78 19 n “I the business and into the retail side of not nearly as smart as w I at th d un fo on so ealing directly with as I thought I was! D hole new concept, w a as w er om st cu e th eds of the client and balancing the ne to our insurance with the obligations tant challenge.� companies was a cons 3OUTH #AROLINA !GENT "ROKER s 7INTER

was not just another ofďŹ ce job. The scope and complexity of the subject would require an investment in education. In the early ‘70s, formal insurance education was limited, particularly for women. Through afďŹ liation with the Greenville Association of Insurance Women, I found mentors and friends who were holding study groups for IIA courses. We studied together on our own time, encouraged each other through tests and celebrated successes. With the successful completion of each course, my conďŹ dence grew. About this time, the National Association of Insurance Women developed its own professional designation – CertiďŹ ed Professional Insurance Woman (CPIW) – and with completion of my third IIA course, I was eligible for the designation and received it in 1975. It was a proud moment and made me realize the signiďŹ cance of professional designations and also sealed my loyalty and dedication to NAIW. In 1978, I had the opportunity to move into the retail side of the business and soon found that I was not nearly as smart as I thought I was! Dealing directly with the customer was a whole new concept, and balancing the needs of the client with the obligations to our insurance companies was a constant challenge. More education was required!! The next logical step at that time was the Chartered Property Casualty Underwriter (CPCU) program. There were no formal classes available so between some insurance women friends and a few local agents, we did our own study groups, pulling in outside experts in the ďŹ elds not related to insurance. While the books and exam fees were funded by my employers, all the time necessary for study and exams were on my own. A trip to New York City to receive my CPCU designation in 1985 opened my eyes to the larger world

..

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of the insurance industry and the company. We have long passed the its impact on the entire business $20 million premium mark, and I am portant decision im t os m he “T environment. retiring with a six-figure income. These vantage of I made was to take ad In 1984, I made a career move accomplishments were not imaginable ty ni rtu po op l na io at uc to another, larger independent in 1970 when I sought my first office every ed k or w d ar H . ay w y agency. With my new credentials job! m e that cam as ed ed ne e and experience, I was able to attain At the beginning, I said that my and perseverance wer ty ili ib more compensation and greater success was the result of some good ed cr ell, but without the w responsibilities. For the next 13 decisions. The most important decision ations, of professional design years, I worked side-by-side with I made was to take advantage of every have achieved r ve ne d ul co I the agency principals as they grew educational opportunity that came t that I am the status and respec the company and ultimately sold it my way. Hard work and perseverance y.” da to ld ho to d to a national brokerage firm. With were needed as well, but without the privilege the exception of personal lines, my credibility of professional designations job responsibilities have crossed I could never have achieved the status and respect that I am privileged to hold today. Many of those all lines – commercial insurance, management, accounting and marketing. My newly found confidence allowed me to join and insurance women who began the journey with me in the ‘70s are participate in several industry organizations where I was able to still dear friends today, and for them I will be eternally grateful. network with other insurance professionals, chair committees While the variety of insurance programs available and and serve in various officer positions. the delivery methods have expanded over the years due to CE In the late ‘80s a new insurance designation program came requirements and automation, it is not enough just to meet the on the scene – Certified Insurance Counselor (CIC) – and was minimum needed for licensing. To be taken seriously in this heavily marketed as being more subject-specific than other industry, a higher standard of achievement is required. There is programs. It required 2-1/2 days of intense study followed by no better road to success than the one leading to a professional an exam for each of the five parts. The idea of three days outside designation. the office (usually at a nice location) was appealing, so I jumped in and completed this program in 1991. I need to interject some personal background here to give more perspective. I am an only child, born late in life to loving parents who taught me responsibility. In the 1980s and ‘90s when my career was at its most intense they were elderly and needed my attention on a daily basis. By this time, my children were in high school and college. As all who have traveled this road know, there was no free time and a constant balancing act to maintain sanity. I lost my parents in 1994 and 1998, but thanks to a wonderful husband and supportive family and friends I have no regrets about any of the choices I made. By this point, I was ready to sit back and ride out a few more years at a less harried pace until retirement. Fate intervened in the person of a charming young man who had just begun a new agency. So in 1997, I was privileged to join Capstone Insurance Services as a partner and have spent the past 11 years helping to build 3OUTH #AROLINA !GENT "ROKER s 7INTER

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Empowering a Cultural Transformation By Rick Morgan ACT Web 2.0 Social Media Subgroup Chair

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Many independent agency owners are wary of the hype around online social networking, but they should think about them as today’s businessbuilding tools. Younger producers will want to take advantage of them to grow their books. This article outlines some new social networking tools and how they are changing our world.

hen there is a discussion about Web 2.0 it typically centers on Web logs (or blogs), Social Networks, Flickr, Wikis, Second Life, YouTube, Twitter and the like. To be sure, there is an entire universe of very cool technology making up the Web 2.0 landscape. Yet, technology just for technology’s sake makes little sense, and if Web 2.0 were just about the technology it would be far less compelling. Technologies are neither good nor bad. Rather, it is KRZ WKH\ DUH XVHG WKDW GHÂżQHV WKHP So, you might ask, “What’s the big deal about Web 2.0?â€? Web 2.0 technologies are the enablers to a set of social and cultural trends that are transforming our world. Peers coming together and tapping into a collective intelligence to create value characterize this new world. It is a culture where by drawing strength from each other, individuals collectively gain control, LQĂ€XHQFH DQG SRZHU Back to the Future Actually, people’s desire to connect is not new. Historically, people have depended on each other for strength and support. The front porch of the general store was a place where the community gathered to share stories and trade goods. However, during the era of mass production and mass communication, institutions subjugated the value of individual. Now, the social and interactive technologies of Web 2.0 are ushering in a new era of relationship and community—there is a power shift from the institutions back to the people. Why should I care? A great deal of personal and informal business Web 2.0 usage is taking place today. More than likely, you and/or your agency

3OUTH #AROLINA !GENT "ROKER s 7INTER

staff are already watching videos on You Tube, reading blogs and joining social networking sites such as Facebook and LinkedIn. Unfortunately, many independent agency owners just haven’t been able to get their heads around the concept—at least not as a business strategy. Yet, making the Web 2.0 culture part of your agency’s business plan may very well be a matter of survival. As pointed out above, Web 2.0 culture is not a passing fad. It’s D ORQJ WHUP KDUG WUHQG WKDW KDV VLJQLÂżFDQW LPSOLFDWLRQV RQ KRZ your agency can most effectively interact and communicate with your prospects, customers and employees. Only by understanding Web 2.0 culture (technology and trends) will you be armed with the knowledge necessary to create and implement appropriate VWUDWHJLHV WR WDS LQWR DQG SURÂżW IURP WKH :HE FXOWXUH Web 2.0 Means Business These tools are often times free and very easy to use. There are now a variety of tools available to agencies for both knowledge sharing and collaboration. Here are a few examples to KHOS JHW WKH FUHDWLYH MXLFHV Ă€RZLQJ Web Sites For the most part, traditional agency Web sites limit visitors to viewing content. The sites are online versions of printed brochures that far too often are static—quickly becoming out of date and stale. Web 2.0 Web sites, on the other hand, expand the user experience by encouraging participation and asking users to DGG YDOXH 6RPH KDYH GHÂżQHG :HE DV LQIRUPDWLRQ VRXUFH DV :HE 1.0—contrasting that to the participatory Web known as 2.0. What could that mean for your agency? Instead of having an overly deep and content-rich Web site you have a “thinnerâ€? site with an integrated blog component. It is through the blog that the

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content remains dynamic, fresh and current. More importantly, agency customers and prospects can add comments to your posts. Thus, they are engaged and become active participants in your agency “community.â€? Coincidently, they are adding value. RSS Really Simple Syndication, or RSS, is basically a personal news wire service. When you create content you can use RSS to automatically notify the world that you have added information to your blog or Web site. People interested in your Web site or blog subscribe to RSS feeds so that when you site is updated, the RSS reader grabs the latest content and delivers it back to the them. By using RSS feeds, content is pushed out to subscribers, which is much more effective than expecting customers to “check inâ€? to your site. Del.icio.us The Web 2.0 capability known as del.icio.us can be installed as a plug-in to your Internet browser. It allows you to bookmark and tag Web articles immediately with keywords that resonate VSHFLÂżFDOO\ ZLWK \RX $V D UHVXOW UDWKHU WKDQ VHQGLQJ D OLQN WR DQ interesting article in e-mail, coworkers or customers can access del.icio.us and can see the stories you have tagged. Instead of using email you are using a tool where users can VWDUW WR VHH WKH FRPPRQ LQWHUHVWV RI RWKHUV $V FRQÂżUPHG E\ WKH golf culture, common interests in one area—even if they are not work-related—open conversations that often lead to professional relationships. Social Networking Many agency owners question the value of social networking and think that those using social networking sites such as LinkedIn are wasting time at the workplace—when they could be “out selling.â€? Yet, social networking tools are becoming the building blocks of trusted professional relationships. Think of these environments as today’s online Chamber of Commerce meetings, where interactions lead to business opportunities. But unlike Chamber meetings, these social networks offer even more relevant and targeted interactions with the sorts of businesses or people a producer may want to target. Technologies such as LinkedIn show the relationship and instill at least a small degree of trust between someone who sends an invitation to join the network and others within the network. Social networks, too, are fostering more collaboration within RXU LQGXVWU\ $V DQ H[DPSOH , KDYH P\ SURÂżOH RQ /LQNHG,Q DQG I’ve found a several groups focused on the insurance industry that share common interests. The groups I have joined include ACORD, Insurance Technology Executives Network, Insurance Marketing Professionals, Insurance Network and Global Insurance Professionals. 3OUTH #AROLINA !GENT "ROKER s 7INTER

Groupsites are a new class of Web sites that basically allow any group the ability to create their own unique social network and collaboration site. Groupsites combine the features of traditional Web sites, blogs, collaboration software and social networks. Groupsites can be either public or private and provide a meeting place that typically provides members with a shared FDOHQGDU GLVFXVVLRQ IRUXPV JURXS EORJ PHPEHU SUR¿OHV SKRWR JDOOHU\ DQG ¿OH VWRUDJH $&25' IRU LQVWDQFH KDV EXLOW D SULYDWH groupsite community using CollectiveX. For many, social networks and groupsites are replacing company intranets. Conclusion )RU DOO WKH EHQH¿WV WKDW :HE RIIHUV \RXU DJHQF\ DQG our industry, the capabilities also pose challenges to traditional agency structure. Because people are accustomed to using the Web 2.0 tools at home, the line between personal and professional XVDJH EOXUV :KLOH \RXU DJHQF\ FDQ EHQH¿W IURP SURYLGLQJ \RXU employees with an open environment that fosters participation and collaboration, you will want to ensure that the technology is being used appropriately and professionally. These issues are particularly salient when managing young professionals who have grown up in a world where Facebook and MySpace are their primary way to share information. The technologies of Web 2.0 continue to evolve and change at an ever-increasing pace but the social and cultural changes they enable have permanently transformed the way our world works. Ignoring the Web 2.0 Culture is not an option. Social media and other Web 2.0 capabilities are creating new opportunities by facilitating communication inside your agency and extending collaboration beyond agency walls. Having a strategy and setting goals are keys to insuring success with any new endeavor—this is especially true with something as transformational as Web 2.0. The rewards are great: When chosen and applied judiciously, QHDUO\ HYHU\ :HE ZHDSRQ FDQ SOD\ PHDQLQJIXO DQG SUR¿WDEOH role within your agency. Let us hear from you if you have started to take advantage of Web 2.0 Social Media to build your brand or further the reach of your business. ,Q DGGLWLRQ WR KLV RZQ FRQVXOWLQJ 5LFN 0RUJDQ ULFN#$DUWULMN FRP LV D VHQLRU DVVRFLDWH ZLWK EUDQGLQJ FRQVXOWDQF\ $DUWULMN He has four decades of experience in innovative technology, marketing, and publishing in the independent insurance agency system. He chairs the Web 2.0 Social Media Subgroup established by the ACT Strategic Future Issues Work Group and produced this article for ACT (www.independentagent.com/act). This article UHÀHFWV WKH YLHZV RI WKH DXWKRU and should not be construed as an RI¿FLDO VWDWHPHQW E\ $&7

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and teach r insurance d is: “How needed for Coverage A in a residential condominium?” The answer I always give no one likes: “You shouldn’t!” I think one of the biggest mistakes we can make as an agent is to tell the insured how much coverage to buy, regardless of the policy we are talking about. It is the insured’s responsibility to choose the coverage limit. However, with condominiums this brings up an interesting dilemma. In virtually every other real property coverage we have tools that can assist us in this endeavor. In Homeowners Insurance we have the “home cost estimators,” in commercial lines we have the assistance of estimators as well as appraisals in many situations, but with condominiums there is no such tool to help. The reason for this is no company is crazy enough to develop an estimator program, because what we may be responsible for insuring changes from condominium to condominium. We have state statutes as well as condominium agreements that dictate what the unit owner is responsible for insuring. Unfortunately, the condominium agreements are not all alike and the coverage needs can be drastically different from association to association. Now that I have totally ruined your day, let’s talk about some things which may help you in advising your clients. Educators have generally taught there are two types of association agreements: 3OUTH #AROLINA !GENT "ROKER s 7INTER

By Terry Tadlock, CIC, CPCU SC CIC Education Consultant

1) Bare Walls and 2) Broad Form Single Entity. The “Bare Walls” approach would require the unit owner to include in Coverage A everything in the unit from the unfinished walls in, from the unfinished surface of the floors up and from the unfinished ceiling down. Just imagine a unit under construction right after the sheetrock or drywall has been hung. Everything added after that process would be the responsibility of the unit owner. The second approach known as the “Broad Form Single Entity” would require the association to insure the condominium and everything in it as of the date of the sale. The unit owner would only insure what they bring with them (Coverage C) and any alterations they would make at a latter date (Coverage A). Now that I have explained these two approaches, let me assure you that they rarely exist. Most of the unit owner agreements I see today are a “hybrid” of the two agreements. We must advise our clients to read the unit owner agreement and determine first what the association is requiring them to insure. Once that determination is made a valuation of that property will determine the Coverage A limit. Now for the controversial issue: Should the agent read the association agreement and assist the insured in determining what items the association is requiring the unit owner to insure? There are two schools of thought here. I will explain both, give you my opinion and how I came to it, but the choice is up to you.

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First, many think that if the agent assumes the responsibility of reading the association agreement and then informs the insured of what property should be included in the Coverage A limit and a mistake is subsequently made in choosing the Coverage A limit, then the insurance agent may be held responsible. I agree totally! The other approach is to tell the insured that they are responsible for identifying and valuing the items that need to be included in the Coverage A limit. They must read the association agreement and the statute and make their decision. We as the agent simply insure the amount they give us. Many feel this reduces our potential liability as agents. Now I am going to shock you. I would personally prefer the first approach. Before you have me committed, let me explain. Clearly there is more liability on behalf of the agent with the first approach, but my thoughts are that if we write a condominium policy and there is insufficient Coverage A limit at the time of the loss we are going to be blamed regardless of which approach we take. I think there is a reduced chance of having a claim if someone in our office is familiar with condominium documents and assists the insured in determining what they are required to insure (types of property, not limit). Please make no mistake, I think it is the insured’s decision as to what limit they purchase, I just think we, as insurance professionals, can be of assistance in

determining what property needs to be included in the Coverage A limit. In conclusion, we have looked at two resources that may help you in advising your client as to the Coverage A limit they should buy. Always include a review of the South Carolina Horizontal Property Act (Condominium Statute) as well as reviewing the condominium association documents for additional items the insured may be required to insure. I realize this is a very difficult task, but I hope this article provides some insight as to how we may better serve our clients as well as protect ourselves. Terry Tadlock is a frequent instructor and speaker at IIABSC education events and state conventions. He spent most of his career as the principal of an independent insurance agency in Florida. He also supervised the creation of all state insurance exams with the Florida Department of Insurance and served on the national committee that sets standards for agent licensing exams before his work with the National Alliance for Insurance Education and Research as a CIC Education Consultant and National faculty member.

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E

Pitfalls of Placing Surplus Lines By Jim Redeker, Swiss Re

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nts assume many responsibilities when placing surplus lines insurance in addition to the usual responsibilities of placing coverage in the admitted markets. Surplus lines insurance is insurance that is not offered in the admitted markets of a given state. The state’s commissioner of insurance has very limited power to regulate the nonadmitted carriers, and policyholders are generally not protected by the state guarantee fund. Accordingly, surplus lines insurance is considered to be inferior and agents should only use it when coverage is not available in the admitted markets. Since insurance commissioners have limited control over surplus lines carriers or their products, they exercise control over the agents who place such coverage. If there is a problem with a loss on a surplus lines policy, attention turns to the agent who placed the coverage. Mistakes made in the placement of the coverage can force the agent to step into the shoes of the surplus lines carrier and pay the otherwise uncovered loss. Thus, it is important to know the requirements of placing surplus lines insurance in every state in which you do business. While each state has its own laws governing surplus lines coverage, certain basic requirements are almost always included. As already mentioned, surplus lines insurance should not be placed if an admitted product is available. While most new policies are placed with surplus lines as a last resort, agents must remember to shop the coverage on each renewal. The insurance industry is always changing, causing new markets to emerge. Surplus lines coverage should be moved to an admitted carrier when it becomes possible.

3OUTH #AROLINA !GENT "ROKER s 7INTER

[Editor’s Note: Those wanting to sell surplus lines in South Carolina must have a broker’s license. Starting Jan. 1, 2009 those agents wishing to get their broker’s license must pass an exam, whereas in the past they attended an approved 12-hour course. To mark the occasion, we thought we would take a closer look at surplus lines through an Errors & Omissions standpoint.]

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Don’t Overlook Technicalities Courts hold agents to every technical requirement in placing surplus lines coverage. For example, surplus lines insurance can only be placed through a properly licensed surplus lines broker. That broker is responsible to collect the applicable surplus lines tax as well as any stamping fee. Failure to follow the technical regulations can have dire consequences for agents. If the surplus lines tax is not paid properly the agent can be made to step into the shoes of an insolvent carrier, even though whether the tax was paid has no bearing on a surplus lines carrier’s ability to pay a loss. 7KHUH LV DOVR FDVH ODZ ¿QGLQJ WKDW D VXUSOXV OLQHV broker, whose license had lapsed at the time of the placement, is responsible for an insolvent surplus lines carrier’s liability. —J.R.

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Who in your agency needs a broker’s license? The SC DOI interprets current law to say that if a person (principal, producer, CSR or other agency staff) is performing any of the following acts, a broker’s license is required. Please note – there have been no recent changes to the SC law regarding brokers licenses, and this is not a new or different interpretation of the broker law. If a person: u

sells, solicits, or negotiates insurance on behalf of an insured;

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takes or transmits other than for himself an application for insurance or a policy of insurance to or from an insured;

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advertises or otherwise gives notice that he will receive or transmit insurance applications;

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receives or delivers a policy of insurance of an insured;

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receives, collects, or transmits any premium of insurance; or

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performs any other act in the making of a surplus lines contract

then a broker’s license is required. The Department of Insurance has been very clear to IIABSC that ANYONE in an agency that has direct contact with an insured (or prospective insured) AND discusses with or advises them on coverages that are placed or to be placed in a nonadmitted (surplus lines) market, must have a Broker’s license. In most cases, this will mean any producer or any CSR R who handles surplus lines business because both usually discuss and explain coverage to insureds. Purely clerical functions like ¿OOLQJ RXW DQ DSSOLFDWLRQ HQWHULQJ LQIRUPDWLRQ LQWR D GDWDEDVH RU UDWLQJ D SROLF\ GR QRW UHTXLUH D OLFHQVH

Westport policy marketed by Swiss Re requires a carrier to have a rating of B+ or higher at the time the coverage is placed, RWKHUZLVH FODLPV DULVLQJ IURP WKH FDUULHUœV ¿QDQFLDO LQDELOLW\ WR pay might be excluded. Probably the most common error leading to E&O claims arising out of a surplus lines carrier’s inability to pay is the failure to have the policy properly stamped. Each state has its own requirement on the size, color, placement and wording of the stamp, but generally the stamp states that the policy is from a nonadmitted carrier, the policy is not subject to review or approval of the insurance commissioner and that the policy is not covered by the state guaranty fund. This stamp is usually placed either on the declarations page of the policy or added to the policy by endorsement. In cases where there is no stamp or the stamp does not conform to the state’s requirement or even where the wrong state’s surplus lines stamp is used, the failure of the agent to meet the stamp requirement will usually result in liability on the agent.

3OUTH #AROLINA !GENT "ROKER s 7INTER

Finally, once you receive a copy of the surplus lines policy you should carefully review it. Surplus lines carriers don’t have to use the same policy forms nor offer the same coverages as admitted carriers. Thus, you must take the time to review these policies to see what coverage is being afforded and make sure it meets your customer’s needs. Obtain the requirements for placing surplus lines coverage in each state in which your agency does business. Make sure you know which state’s (or states’) requirements to follow when placing coverage for an entity with multiple locations. Be sure to learn these requirements and remember the pitfalls of placing surplus lines insurance each time you place or renew such coverage. Jim Redeker is an assistant vice president, claims and liability management, for Swiss Re in Overland Park, Kan.

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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.

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For details, see our Education & Event calendars at www.iiabsc.com

January 7 14 15 21 22 27 28

AAI 82A, Columbia, 7 hrs P&C CISR Personal Residential, Myrtle Beach, 7 hrs P&C Surplus Lines Markets & Practices in SC, Columbia, 6 hrs P&C E&O Risk Management, Rock Hill, 8 hrs P&C or L&H CISR Commercial Casualty, Columbia, 7 hrs P&C CISR Dynamics of Service, Greenville, 8 hrs P&C or L&H Ethical & Legal Consideration for Agents, Charleston, 3 hrs Ethics

April 2 7 16 22-24 29 29-30 30

February 4 4-6 10 10 11 17 18 19 20 24 25 26 26

CISR Personal Auto, Charleston, 7 hrs P&C CIC Commercial Casualty, Columbia, 20 hrs P&C CISR William T. Hold seminar, Bluffton/HHI, 8 hrs P&C AAI 82B, Columbia, 5 hrs P&C and 2 hrs L&H

CISR Commercial Casualty, Charleston, 7 hrs P&C Ethical & Legal Consideration for Agents, Greenville, 3 hrs Ethics CIC Ruble Graduate seminars, Myrtle Beach, 20 hrs CE E&O Risk Management, Columbia, 8 hrs P&C or L&H Big “I” National Legislative Conference & Convention, Washington D.C. CISR Personal Residential Property, Greenville, 7 hrs P&C

May 5 6-8 27 28

Personal Lines, Perils & Pitfalls, 6 hrs P&C Commercial Lines Nuts & Bolts, Columbia, 18 hrs P&C CISR Personal Residential Property, Columbia, 7 hrs P&C Surplus Lines Markets & Practices in SC, Greenville, 6 hrs P&C

E&O Risk Management, Florence, 8 hrs P&C or L&H

June

Terry Tadlock Commercial Property, Charleston, 6 hrs P&C Terry Tadlock Workers Comp, Myrtle Beach, 6 hrs P&C Terry Tadlock Commercial Property, Columbia, 6 hrs P&C Terry Tadlock Workers Comp, Greenville, 6 hrs P&C Long Term Care, Charleston, 8 hrs L&H Long Term Care, Columbia, 8 hrs L&H

10 11 17 18 24-26

E&O Risk Management, Greenville, 8 hrs P&C or L&H CISR Commercial Casualty, Greenville, 7 hrs P&C CISR Agency Operations, Columbia, 6 hrs P&C or L&H, 1 hr Ethics CISR Commercial Property, Charleston, 7 hrs P&C CIC Commercial Property, Charleston, 20 hrs CE

Long Term Care, Greenville, 8 hrs L&H

July

CISR Dynamics of Service, Columbia, 8 hrs P&C or L&H

March 4-6 10 10 11 11 17 18-19 20 24 25 26 31

CISR Personal Auto, Myrtle Beach, 7 hrs P&C

CIC Agency Management, Greenville, 16 hrs P&C or L&H, 4 hrs Ethics CISR Commercial Property, Greenville, 7 hrs P&C E&O Risk Management, Charleston, 8 hrs P&C or L&H CISR Commercial Property, Columbia, 7 hrs P&C CISR Agency Operations, Florence, 6 hrs P&C or L&H, 1 hr Ethics CISR Commercial Casualty, Rock Hill, 7 hrs P&C Spring Conference & Day at the Capitol, Columbia AAI 82C, Columbia, 7 hrs P&C

14 14 15 16 22 23 28 29 30 30-31

CISR Commercial Property, Florence, 7 hrs P&C CISR Personal Auto, Rock Hill, 7 hrs P&C CISR Personal Residential Property, Bluffton/ HHI, 7 hrs P&C Surplus Lines Markets & Practices in SC, Bluffton/ HHI, 6 hrs P&C Ethical & Legal Consideration for Agents, Columbia, 3 hrs Ethics AAI 83A, Columbia, 7 hrs P&C or L&H Patrick Deem Roadshow, Columbia Patrick Deem Roadshow, Charleston Patrick Deem Roadshow, TBD Young Agents Conference (Day 1&2), Myrtle Beach

Double Vision: Insuring Multiples, Bluffton/ HHI, 6 hrs P&C

August

Double Vision: Insuring Multiples, Columbia, 6 hrs P&C Double Vision: Insuring Multiples, Rock Hill, 6 hrs P&C Surplus Lines Markets & Practices in SC, Charleston, 6 hrs P&C

3OUTH #AROLINA !GENT "ROKER s 7INTER

1 5 6 12 13 26-28

Young Agents Conference (Day 3), Myrtle Beach CISR Dynamics of Service, Charleston, 8 hrs P&C or L&H CISR Agency Operations, Greenville, 6 hrs P&C or L&H, 1 hr Ethics CISR Personal Auto, Columbia, 7 hrs P&C E&O Risk Management, Myrtle Beach, 8 hrs P&C or L&H CIC Personal Lines, Columbia, 20 hrs P&C

September 2 3 15 16 17 22 23 23 23 30

CISR Dynamics of Service, Myrtle Beach, 8 hrs P&C or L&H AAI 83B, Columbia, 7 hrs P&C or L&H CISR William T. Hold seminar, Columbia, 8 hrs P&C E&O Risk Management, Bluffton/ HHI, 8 hrs P&C or L&H Surplus Lines Markets & Practices in SC, Myrtle Beach, 6 hrs P&C CISR Commercial Property, Rock Hill, 7 hrs P&C Ethical & Legal Consideration for Agents, Rock Hill, 3 hrs Ethics Ethical & Legal Consideration for Agents, Myrtle Beach, 3 hrs Ethics Ethical & Legal Consideration for Agents, Bluffton/ HHI, 3 hrs Ethics CIC Commercial Casualty (Day 1), Myrtle Beach

October 1-2 1 4-6 7 15 15 21 27 28 29 30

CIC Commercial Casualty (Days 2&3), Myrtle Beach, 20 hrs CE CISR Commercial Casualty, Columbia, 7 hrs P&C IIABSC Annual Convention, Asheville, NC CISR Agency Operations, Bluffton/ HHI, 6 hrs P&C or L&H, 1 hr Ethics AAI 83C, Columbia, 7 hrs P&C or L&H

CISR Personal Residential Property, Charleston, 7 hrs P&C E&O Risk Management, Columbia, 8 hrs P&C or L&H

! " !

Jerry Hargrove Roadshow, Charleston Jerry Hargrove Roadshow, Myrtle Beach Jerry Hargrove Roadshow, Columbia

Jerry Hargrove Roadshow, Greenville

November Ethical & Legal Consideration for Agents, Columbia, 3 hrs Ethics

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4 5 5 11 11-13 17

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

December 8 9 10 11 15 16

Terry Tadlock Road Show, Bluffton, 6 hrs P&C Terry Tadlock Road Show, Charleston, 6 hrs P&C Terry Tadlock Road Show, Columbia, 6 hrs P&C Terry Tadlock Road Show, Greenville, 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

Register online at www.iiabsc.com

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7INTER s 3OUTH #AROLINA !GENT "ROKER

2009 Board of Directors

Executive Committee Chairman Julius J Anderson, Jr, AAI (Jules) Anderson Ins Assocs LLC Charleston, SC MDQGHUVRQ#DLDVF FRP

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

Chairman Elect/Treasurer Kathy D McKay, CIC CPIW (Kathy) McKay, Stelling & Assocs Mt Pleasant, SC NPFND\ #DRO FRP

National Director John R Braddy, CIC, AAI (John) Braddy Insurance, Inc. Dillon, SC MEUDGG\#EUDGG\LQVXUDQFH FRP

Immediate Past Chairman Jon A Jensen, AAI AIP (Jon) Correll Ins Group Spartanburg, SC MMHQVHQ#FRUUHOOLQVXUDQFH FRP

Directors Faye R. Bradham, LUTCF (Faye) Bradham Insurance Agency Conway, SC IEUD\LQV#DRO FRP

R. Scott Moseley (Scott) Irmo Insurance Agency Irmo, SC VFRWLUPR#EHOOVRXWK QHW

W. Paul Eaddy, Jr (Paul) Adams Eaddy & Associates Columbia, SC SHDGG\#DGDPVHDGG\ FRP

Jasper D. Puckett, CPCU CRM CIC ARM AAI (Jack) Capstone Insurance Services LLC Greenville, SC MGS#FDSVWRQHLQVXUDQFH FRP

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

James G. Taylor, Jr., CIC (Jay) Kinghorn Insurance Agency of Beaufort Beaufort, SC MWD\ORU#LQVXUDQFHEHDXIRUW FRP

Larry G. Joyner, CIC, AAI CWS Insurance Agency Spartanburg, SC ODUU\#FZVLQVXUDQFH FRP

Christopher T. Tidwell, CPCU, CIC (Chris) Tidwell Agency, Inc. Lexington, SC FKULV#WLGZHOODJHQF\LQF FRP

Charles Paul Midgley, Jr. (Charles Paul) Midgley Agency, Inc. Bennettsville, SC FSPLGJOH\#PHFVF QHW 3OUTH #AROLINA !GENT "ROKER s 7INTER

For more information about AmTrust, call 877.528.7878 or visit www.amtrustgroup.com.

7INTER s 3OUTH #AROLINA !GENT "ROKER

Umbrella /Excess

Who offers brighter solutions for Umbrella/Excess coverage?

Alan Jay Kaufman Chairman, President & CEO

So your client just proved Murphy’s Law. But look on the bright side – you provided them with a Commercial Umbrella/Excess policy from Burns & Wilcox. With access to a diverse array of quality carriers, rapid-response quotes with competitive rates, and the broadest protection, we’ve got you covered – especially when everything goes wrong. For the smartest, most reliable coverage, trust the professionals at North America’s largest specialty insurance wholesaler, and ensure that your clients are never left in the dark.

Morehead City, North Carolina Independent Insurance Agents & Brokers of SC 800 Gracern Road Columbia, SC 29210

252.726.8992 fax 252.726.9484 moreheadcity.burnsandwilcox.com PRSRT STD U.S. Postage

PAID Permit No. 1467 Fort Worth, Texas

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