Jackson Sumner & Associates Excess & Specialty Lines Broker
Chicken Beauty Pageants? JSA covers that as well as many other unusual risks. (Yes, we actually wrote one.)
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Risk Placement Services, Inc. Serving The Transportation Industry Since 1946 Call 800.432.7715 or visit us at: www.RPSins.com/Rollins
SPRING 2011
Agent & Broker Independent Insurance Agents & Brokers of South Carolina PO Box 210008, Columbia, SC 29221 800 Gracern Road, Columbia, SC 29210 803-731-9460 803-772-6425 (fax) e-mail: information@iiabsc.com
IIABSC Staff
G. Frank Sheppard, AAI, CAE President ext. 23, fsheppard@iiabsc.com
Contents
Beth Chastie Director of Administration & Finance ext. 17, bchastie@iiabsc.com Laura Cornell Director of Insurance Programs ext. 22, lcornell@iiabsc.com
Jeanette Bloss Education Coordinator ext. 11, jbloss@iiabsc.com Pat Fetner Receptionist ext. 10, pfetner@iiabsc.com Lee Ruef Director of State Government Relations lruef@iiabsc.com South Carolina Agent & Broker is the official magazine of the Independent Insurance Agents and Brokers of South Carolina and is published four times annually. IIABSC does not necessarily endorse any of the companies advertising in this publication or the views of its writers. Articles and information published in this magazine may not be reproduced without written consent of the IIABSC. South Carolina Agent & Broker is not responsible for unsolicited manuscripts, art or photography. The publisher cannot assume responsibility for claims made by advertisers and is not responsible for the opinions expressed by contributing authors. For more information on advertising, Contact Jim Aitkins Blue Water Publishers 22727 - 161st Avenue SE Monroe, WA 98272 360-805-6474 fax: 360-805-6475 jima@bluewaterpublishers.com
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South Carolina Agent & Broker • Spring 2011
Message from the National Director
8
Earthquake Risk in South Carolina - Don’t Be Shaken Up! 14 Big “I” / Trusted Choice® Logo Resource Guide 16 Flood Insurance Sales Made Easy with Resources from FloodSmart 20 Young Agents 26
Save the Date - 2011 Young Agents Conference 29 Why Make Personal Lines Sales a Priority? 30 ACT: Maintaining Policies Locally in Today’s Agency and Emailing Policies to Clients 32 2011 South Carolina Trusted Choice Big “I” National Championship 35 Agency Internet Bootcamp 37 2010 InsurPAC Contributors 38
Elaine Mikell Meeting Coordinator ext. 16, emikell@iiabsc.com Mary A. Ellis Education Coordinator ext. 12, mellis@iiabsc.com
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Taming Mother Nature’s Wrath - Introducing the IBHS Research Center 10
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 Chairman of the Board
Palmetto Partners Program 40 IIABSC Education Calendar 42 2011 Board of Directors and Executive Committee 44
Advertiser Index Assure Alliance Bankers Insurance Group Builders Mutual Insurance Genesee General GUARD Insurance Group Hanover Excess & Surplus JM Wilson Jackson Sumner & Associates Johnson & Johnson M. J. Kelly of South Carolina Military Benefits Association Millennium Insurance Group Montgomery Insurance
15 34 39 36 39 11 43 2 24, 25 41 7 41 41
NetComp 44 Preferred Specialty 47 Prime Rate Premium Finance 21 ProVision Underwriters 21 RPS Rollins 3 Summit Marketing Services 29 TAPCO Underwriters 5 The National Security Group 31 The Seibels Bruce Group 34 UPC Insurance 48 Universal North America 17 Utica National Insurance Group 9
Cover photo credit: Institute for Home & Business Safety. The cover is a worm’s-eye view of the fan wall that is part of the Institute for Business & Home Safety’s research center in Chester, S.C. The 105-fan array are arranged into cells with 6-9 fans in each cell and are a pretty amazing sight to behold in person. Each fan is six feet in diameter and can be controlled with pinpoint accuracy to create wind speeds up to 130 mph. The outsides are screened to keep birds and debris from being swept into them. Learn more about this facility and its mission starting on page 10.
Mobile Home Parks and Campgrounds coverage in a five-minute phone call.
Call. Quote. Bind. Using TAPCO’s courteous and prompt call center, Mobile Home Parks and Campgrounds coverage can be quoted, bound and delivered to your e-mail inbox quickly and accurately during one five-minute phone call. CGL Coverage Available: • Primary limits up to $3 million Occurrence/Aggregate • $5,000 Medical Payments Coverage • Additional Interests • Liquor Liability • Hired and Non-Owned Auto • Excess or Umbrella limits up to $5 million * Available coverages and markets may vary dependent upon risk characteristics.
Property Coverage Available: • Building • Contents • Business Income • Basic, Broad or Special Form • Replacement Cost or Actual Cash Value • Equipment Breakdown • Food Spoilage • Inland Marine • Computer Equipment • Outside Signs
The TAPCO Service Pledge • “A”-rated non-admitted carrier
• Quick claims handling
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• $10 credit to your personalized TAPCO EZ Bucks Visa debit card with each policy
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More than 1,000 classes of P&C business written under binding authority.
800-334-5579 www.gotapco.com
IIABSC Chairman of the Board Kathy D. McKay, CIC, CPIW
A
re we so obsessed with social media that we overlook the importance of both business and personal relationships? I recently listened as a young lady discussed the possibility of connecting her attractive friend with a gentleman acquaintance. (I was not eavesdropping, we were all working out together, and they welcomed my input.) My thoughts went back 25 years to how I would have handled the same situation. As you might guess, it was very different. Today’s set-up involves a prescreening, which can be both good and bad. The matchmaker simply provided the potential boyfriend’s name to enable her friend to research him through Google or any social media site on the Web. He would inevitably be judged by what is posted on his Facebook page—one less than stellar post or old picture from those wild-and-crazy college days could kill a possible love connection before it even got to the scenario from 25 years ago, when the couple would have met in person to determine whether there was a connection. The importance of verbal and face-to-face interactions cannot be overlooked. Relationships retain business, and it is important to remind agents (young and old) that traditional communication is imperative to success. In a world ruled by text messages, status updates, tweets and non-punctuated, emotionless e-mails we must not discount the value of “old-school” communication. Remembering the
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South Carolina Agent & Broker • Spring 2011
skills honed in Public Speaking 101, the ability to be a thoughtful listener and eloquent speaker revolves around open body language, animated expressions and good eye contact. All are crucial to the professional image of your agency. Good impressions form good relationships with clients new and old. Is how you are portrayed online how you want the world, including your clients (past, present and future) and co-workers, to view you? Nowadays it is easy to login to Facebook, check out what your friends are up to and catch up with former classmates, all without ever speaking to them in person. Are we promoting the demise of personal relationships by living behind our mobile devices? Yes and no. Insurance companies are committed to the independent agency distribution channel, but it would be negligent of us to stay behind the times. Web-based marketing IS the future of the industry, and we at the Big “I” are taking the appropriate steps to transition us into this new world with ease, without compromising the foundation on which we are built. Social media is an important marketing tool molding our future as I write this, but traditional relationships will never be expendable. To learn more about improving your agency’s online presence, consider attending our upcoming Agency Internet Bootcamp, to be held June 9 in Columbia, SC. Details on page 37.
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Protecting Those Who Protect Us Military Benefit Association has a proud 50-year history of promoting financial security to the military and federal government communities. We sponsor a variety of group term life insurance coverage for active duty service members, military retirees, veterans, federal government employees and their families.
Premium rates are competitive, and members can keep their coverage after they leave government employment. Additionally, MBA offers a selection of valuable benefits that provide members with discounts for essential products and services. Contact us if you are interested in marketing MBA-sponsored life insurance.
Visit our website for more information:
www.militarybenefit.org or call our toll-free number
(800)-458-3087
Life Insurance underwritten by Government Personnel Mutual Life Insurance Company. Not available in all states.
GP01 05-08
National Director Jon A. Jensen, AAI, AIP
T
urn the page, and you can find a great article about the research facility that was opened last fall near Chester, S.C., by the Institute for Business & Home Safety (IBHS). This one-of-a-kind research and training facility was created to study the effects of wind, water, fire, hail, earthquake, ice and snow on buildings in hopes of evaluating and improving residential and commercial construction materials and systems. In short, this facility has been created to make homes and businesses more resistant to natural and man-made forces. South Carolina should be extremely proud to be hosting this facility – IBHS had numerous communities around the country to choose from when they committed to building it. If you have ever seen TV news reports about the latest automobile crash test – well, IBHS facility is the equivalent for property tests. In fact, I expect you will begin to see the same type of TV footage – broadcast around the world – as the IBHS facility gets up to speed. That will be great publicity for South Carolina. If you are not familiar with the Institute for Business & Home Safety, their mission is “to reduce the social and economic effects of natural disasters and other property losses by conducting research and advocating improved construction, maintenance and preparation practices.” Created and supported by the insurance industry, IBHS promotes better construction of damage-resistant buildings that help minimize disruption to normal life and work patterns. You can learn more about the organization – and their recommended tips – at www.DisasterSafety.org.
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South Carolina Agent & Broker • Spring 2011
Of course, South Carolina has plenty to gain by improving disaster safety and construction techniques. South Carolina property can be subjected to every one of the perils listed that will be researched and tested over time. Better construction and reduced losses directly affect insurance premiums that consumers pay. In fact, construction techniques and building codes affect what types of buildings some companies choose to insure. Everyone benefits from reduced property losses. The IBHS facility is very impressive to visit. It is very much like the Grand Canyon – the magnitude of the test chamber cannot be fully appreciated until you actually see it in person. From the huge wall of fans that create wind tests, the massive turntable on the floor to position houses differently for wind effect, to the hangar doors used to open or close the building to the outside – you have to be impressed with the forethought and engineering that went into the facility design. And while the IBHS test facility is for research and education, this is no Disney World attraction – it is a fully functional test laboratory with plenty of dangerous hazards. Visitors are invited to view demonstrations on occasion, but the facility is not open for public visits. If you ever get invited to join a particular group, GO! Trust me on this one – it will be worth your time. South Carolina has a lot to be proud of – and the IBHS test and research facility is destined to become another landmark that will eventually showcase our state as leaders in property loss mitigation. Look for us on TV!
Spring 2011 • South Carolina Agent & Broker
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By Joseph S. King, IBHS Media Relations Manager
T
Taming Mother Nature’s Wrath:
Introducing the IBHS Research Center
he Insurance Institute for Business & Home Safety (IBHS) is a not-for-profit applied research and communications organization entirely supported by the insurance industry. Our mission is to conduct objective, scientific research to identify and promote effective actions that strengthen homes, businesses and communities against natural disasters and other causes of loss. The agenda is multi-peril, including wind, water, fire, hail, earthquake, as well as ice and snow. In October 2010, we opened a state-of-the art applied research facility in Chester County, S.C., to significantly advance building science by enabling researchers to more fully and accurately evaluate various residential and commercial construction materials and systems. There are seven main structures on our campus: an office building; a 21,000-sq.-ft. test chamber with a 55-ft. turntable and 105 nearly 6-ft. diameter fans used to create wind speeds up to 130 mph; a conditioning building used to heat up and properly seal roof shingles prior to testing; a smaller lab and machine shop for fabrication and smaller-scale testing; a 750,000 gallon water tank, useful for both fire suppression and supplying huge amounts of “rain” for tests; a building to house and cool variable frequency drives for the fans; and a power substation to help manage the up to 30 megawatts of power needed when all fans are operating at full speed. The architectural design of the IBHS lab was driven by our engineering needs. The most important thing to IBHS from a design perspective was getting the science right; that is, we must be unimpeachable in our approach and execution of research testing programs. 10
South Carolina Agent & Broker • Spring 2011
Photos provided by Institute for Home & Business Safety
Photos provided by Institute for Home & Business Safety Allison Dean Love (left in both photos), who spoke about the IBHS research facility at IIABSC’s annual convention, poses with IBHS engineering/construction staff outside the fan wall (left photo) and inside one of the cells (right photo). Its force and dynamics allow researchers to simulate wind conditions of hurricane, extra-tropical, thunderstorms and the edge of a tornado vortex.
Testing will be conducted on full-size one- and two-story residential and commercial structures. We will use the lab’s tools (fans, motors, variable frequency drives, vanes and control system) to create real-world weather characteristics such as mean wind speed or turbulence characteristics (gustiness), and we will accurately simulate wind pressure and other effects. We will introduce variable droplet-sized rain, hailstones, burning embers and various types of debris into the wind stream via a series of special ducts and other mechanical systems. Roofing The first research program at the lab focuses on roofs, because: • Roof-cover damage occurs in the vast majority of all windrelated claims. As a result, insurers replace millions of roofs each year. • Roofs are critical to overall performance of homes and commercial buildings when subjected to high winds, winddriven rain, hail, ice/snow and wildfire. • Significant improvements in hail, fire, wind and water-resistant roofing materials would save many millions of dollars in losses each year. • Roof covers are replaced more frequently than any other building component, therefore changes in roofing products and installation requirements can produce the most significant paybacks within the shortest period of time. • Better testing and evaluation methods for roof covers are critical, as are reliable methods for providing backup protection in case roof covers are compromised. Roof-cover damage continues to be the leading cause of losses away from storm surge areas. • Post-studies of hurricanes Charley, Gustav and Ike have clearly demonstrated the strong influence of age on shingle performance with dramatic increases in damage after as little as five years. • Most residential and commercial building science data has 12
South Carolina Agent & Broker • Spring 2011
been developed from partial building simulations at wind speeds below 120 mph. The IBHS Research Center can create wind speeds up to 130 mph. Windstorms The Research Center can create various types of wind conditions: • Extra-tropical and hurricane-force winds: those associated with the passage of a frontal system or Nor’easters are similar to those in hurricanes, except that the gusts are frequently not as large relative to the mean- or time-averaged winds. The facility can simulate either type of windstorm (hurricane or extra-tropical). • Tornadoes: IBHS can create lateral shear (variation in the magnitude of the wind across the width of the jet) such as that which might be expected at the edge of a tornado vortex (but not the updrafts in the middle of a tornado funnel). As a result, IBHS can simulate the wind conditions experienced by a building near the edge of a large tornado. More importantly, IBHS can show the remarkable benefits of having a continuous load path through any structure and how poorly conventional construction performs when it is subjected to high winds. • Thunderstorm: because IBHS engineers can take the 105-fan array from a very low-level wind to full speed in a matter of a few seconds, the facility will be well-suited for simulating thunderstorm frontal winds. Hailstorms IBHS has been conducting field research to better understand how hail impacts roofing, siding and other materials in order to accurately reproduce these effects in the lab. IBHS testing will help identify cost-effective product and construction details for mitigating hail damages and property losses. In addition, IBHS will be working with other research organizations to evaluate
and improve hail simulation technology and test methods as a whole. IBHS will also be evaluating current test methods for determining impact resistance of roofing products and establishing test methods for evaluating siding products. Wildfires In general, with wildfires, embers (or firebrands) traveling on the wind causes the most devastation to residential and commercial structures. Sometimes these embers travel a mile or more outside the actual fire perimeter. IBHS is seeking to develop objective, repeatable testing methodologies to simulate full-scale winddriven ember/firebrand and flame attacks for typical residential and commercial structures. We will look at ignition, impact of flame length and impingement across defensible space. We also will be evaluating and improving test standards for determining roof ventilation systems’ vulnerability to wind-borne firebrand intrusion. We also hope to develop a rapid deployment instrumentation system to monitor wildfire spread through communities and work with fire services to implement deployment of systems in advance of wind-driven wildfire. Improving Building Science Thanks to a few hundred years of field data, we actually know quite a bit about the impact of some natural forces, such as wind, earthquakes and fire, on structures. The physics of these events, and the toll such forces take on structures has been well — and tragically — documented. We also know that there are certain performance standards and prescriptive standards that can make a difference in building performance, where those standards are adopted, embraced and enforced. For example, modern building codes in states that have experienced multiple hits — such as hurricane-related code provisions in Florida and earthquake-related code provisions in California — have prevented many lives, homes and communities from being lost. The problem is that updated building codes really only impact new or substantially rebuilt homes and businesses while the great bulk of exposure to loss from natural disasters is with existing buildings. As a result, retrofitting and maintenance guidance related to resilience is absolutely critical to improving the overall performance of our built environment. One priority for IBHS will be research into durability and aging effects, which we confirmed with post-hurricane field research are key factors in structural damage and another gaping hole in existing building science. IBHS always emphasizes the need for strong, wellenforced building codes, but it’s equally important to remember that building codes are minimum safety stan-
dards. IBHS has developed and will use the center’s research to test and improve our FORTIFIED suite of programs to promote superior new construction and retrofitting techniques beyond the code to provide an optimum level of protection against disasters. We will be conducting science with real-world applications and we will share our findings with the insurance industry, building industry, consumers, media and public policymakers. Our research should affect where communities build, how they build and how well they maintain structures before, during and after a natural-disaster event. For more information, or to view pictures and video of the new research center and tests, visit www .disastersafety.org. Joe S. King is the media relations manager for IBHS. Before moving to corporate communications, he spent 10 years as a journalist including two years with Best Review. King earned a master’s degree from St. Leo University in Florida and a bachelor’s degree in journalism and mass communication from Rutgers University in New Jersey.
“…the great bulk of exposure to loss from natural disasters is with existing buildings. As a result retrofitting and maintenance guidance related to resilience is absolutely critical to improving the overall performance of our built environment.”
Spring 2011 • South Carolina Agent & Broker
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Earthquake Risk in South Carolina….
Don’t Be
sHAKEN P U
!
By Robert H. Sanders, Jr., CPCU, ASLI
T
he earthquake that devastated parts of Haiti more than a year ago was smaller than the quake of 1886 that caused widespread damage in South Carolina. Experts estimate that if the Charleston quake, which measured a 7.3 magnitude on the Richter scale and damaged 90 percent of the brick structures around Charleston, were to occur today damage to insured property would exceed $40 billion. “While we typically don’t think about them, earthquakes pose a very real threat to South Carolinians,” said Russ Dubisky, Executive Director of the SC Insurance News Service. “This is certainly coverage that individuals should consider as they look for ways to protect their family, assets and financial futures against natural disasters.” Recent catastrophe models, the process of using computerassisted calculations to estimate the losses that could be sustained due to a catastrophic event such as a hurricane or earthquake, have placed a higher emphasis on earthquake risk in South Carolina. Yet, many South Carolinians do not carry earthquake insurance. Based on a survey by the SC Insurance News Service, as few as 10–15 percent of homeowners choose to purchase earthquake insurance. Most basic homeowner and rental insurance policies do not cover damage caused by an earthquake, but coverage can be added to most policies either as an endorsement or by purchasing a separate, monoline policy to cover damage to a home and its contents caused by the movement of the earth. Increases in risk and exposure to earthquake damage have lead many insurance markets to evaluate reducing their
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South Carolina Agent & Broker • Spring 2011
earthquake exposures. Fortunately, earthquake coverage is still competitive and readily available. The excess and surplus lines market provides insurance solutions when there is a void in providing coverage in the standard insurance market. The SC Insurance News Service provides the following facts about earthquakes: • All of South Carolina is considered to have a moderate to high risk for earthquakes. • Earthquake deductibles can range from $1,000 to 5 or 10 percent of the coverage amount. Earthquake deductibles apply separately from basic homeowner’s (and business) policy deductible. • A damaging earthquake could result in South Carolinians facing serious injury and property damage. Without earthquake insurance, individuals would have to pay for all damages to their home and possessions. • Earthquake insurance can be relatively inexpensive depending on the location and construction of the home. The average cost of earthquake coverage varies around the state. Premiums for $250,000 in coverage in the Charleston area start around $250/ year. • Homes can be retrofitted to make it more resistant to earthquake damage, like fastening a framed house to the foundation or fastening interior shelves securely to walls.
Are you Ready? Participate in the Great Central U.S. Shakeout! We’ve all grown up participating in regular fire and tornado drills in school and at home because you are more likely to react quickly when you have actually practiced how to protect yourself on a regular basis. But all of South Carolina is considered to be at a moderate-to-high risk for earthquakes. So why haven’t we all grown up with regular earthquake drills? Be an example that motivates others to participate and get prepared
for the Great Central U.S. Shakeout, the largest earthquake drill to ever take place in the Central United States, on April 28 at 10:15 am. It turns out there is a lot of misinformation out there about how to properly protect yourself during an earthquake. Official rescue teams from the U.S. and other countries that have searched for trapped people in collapsed structures as well as emergency managers, researchers
MarchHalfpageAssure-Final_Layout 1 2/15/11 1:06 PM Page 1
and school-safety advocates all agree that “Drop, Cover and Hold On” is the appropriate action to reduce injury and death during earthquakes. Conventional methods like standing in a doorway, running outside and the “triangle of life” method, all accepted as common knowledge, are considered dangerous and are NOT recommended. Learn more, educate your clients and possibly save a life at www.shakeout .org/centralus/.
INNOVATION — OWN ERSHIP — S UCCES S 1 .85 5.3 .A SS URE ( 2 7 7 8 7 3 )
www.assureallian ce.c om
Formerly known as Georgia Agent Network, South Carolina Agent Network & Coastal South Carolina Agent Network
Spring 2011 • South Carolina Agent & Broker
15
Big “I”/Trusted Choice
®
Logo Resource Guide Visit www.iiabsc.com for more info and to download logos
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The Big “I” has adopted new logos for both member agencies and the association to use. All member agencies will need to update their marketing materials, office signage, stationary, web sites, etc. with the appropriate new logo, as the previous red/ black oval IIA logo is now obsolete. This resource page should be used to guide you through the process of understanding which logos your agency is allowed to use and how to obtain those logos as your agency makes the transition.
When does the logo change take effect? The logo changes are effective immediately. IIABSC and IIABA have begun to use the new logo in our materials and marketing efforts. However, member agencies do have time to make the transition to the new logo. As you run out of business cards, office stationery, brochures, etc., you are asked to replace those with the new logo. Office signage and web sites will also need to be updated with the new logo as well.
Why is there a new logo? A new logo, which replaces the previous red/black oval IIA logo, has been developed to allow the association to brand more closely with the current Trusted Choice® logo. The original Trusted Choice® logo was also enhanced with a tagline underneath that reads “Independent Insurance Agent.’ The Big “I” logo is designed to represent the association as an entity and the Trusted Choice® logo is designed to brand independent insurance agents to consumers. This is not the first logo change for the Independent Insurance Agents & Brokers of America. In fact, the association has had eight previous logos in its 114year history. The logo has evolved throughout the years in order to stay 1896–1903 current and fresh with consumers while strengthening the brand of the independent insurance agent. This latest change will continue this process as it builds upon the advertising momentum the Trusted Choice® logo is building with 1956–1957 consumers.
Which logo does my agency use? Member agencies have the option of using either of the two different logos—the Independent Insurance Agent® logo or the Trusted Choice® logo and are encouraged to choose one or the other. Which logo your agency uses is dependent upon whether or not your agency is current with the Trusted Choice® licensing agreement (signed at dues renewals) and whether you want to
South Carolina Agent & Broker • Spring 2011
Evolution of the Big “I” Logo
1903–1913
1957–1966
1913–1945
1966–1987
1945–1956
1987–2010
UNiversAl vAlUe #1
Keep your promises. When we say we’ll be there for you and your customers, that’s our oath. In good times and in bad, Universal North America® promises to do what we say we’ll do. Like you, we’ll stand by our word. It’s one of those Universal values we do business by. (866) 338-4262, ext. 6540 UniversalNorthAmerica.com Universal North America Insurance Company is rated A - (Excellent) by A.M. Best & Company. Insurance products are issued and underwritten by one of Universal North America’s insurance companies: Universal North America Insurance Company or Universal Insurance Company of North America. Issuance of coverage is subject to underwriting review and approval. Products may not be available in all states. © 2011 Universal North America.
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align your agency with the Trusted Choice® brand. Agencies that want to “Live the Brand” are encouraged to use one of the Trusted Choice® logos in order to strengthen the brand with consumers since this is the logo that is used in all state and national advertising. In fact, IIABSC has led the way by creating a new logo for the South Carolina association that incorporates solely the Trusted Choice® logo.
Trusted Choice® Agencies Should Use the Following Logos:
Where do I get copies of the new logos? Member agencies can download the new logos in a variety of file formats and colors (two-color, one-color, black, .EPS, .JPG, etc.) Links to our national association’s logo page can be found on our homepage, www.iiabsc.com, along with guidelines for the proper ways to use the logo within your agency. You must be logged into the web site to access. See below for instructions on how to get a Big “I” web site username and password. It is very important that you carefully read and adhere to these logo usage rules as they are necessary to ensure consistency in branding and trademark protection of the logos. The rules will guide you through the requirements to assure consistent and permissible use of the Big “I” and Trusted Choice® logos, for the best branding value and use in a manner to enable the Big “I” to be able to appropriately protect the logos’ trademarks, such as from misuse, infringement and dilution. There are visual examples to demonstrate how the logos can be used as well. Do you know about the Marketing Reimbursement Program? There is a program in place to help defray some of the expenses of adding the new Trusted Choice® logo to your agency’s marketing materials, stationery, signage, web site, apparel, etc. The Marketing Reimbursement Program, or MRP, provides up to $250 reimbursement for printing expenses and $250 reimbursement for setting up or updating a web site when the Trusted Choice® logo and Pledge of Performance is added. Visit www.trustedchoice.com/mrp for more information on the MRP. Read this information carefully, as certain restrictions do apply. You must be logged into the web site. See below for instructions on how to get a Big “I” web site username and password.
There are black or blue single-color versions available as well. Agencies that do not want to align themselves with the Trusted Choice® brand should use the updated blue IIA logo.
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South Carolina Agent & Broker • Spring 2011
Need Big “I” web site username and password? Web site logons are for IIABSC members only. Click on the black “Forgot username and password?” link under the blue login area, enter your email address into the appropriate field and the username and password will automatically be emailed to you. If you are certain that you do not have a username and password or you get an error message when you attempt to retrieve it using this process, then email Anita Trevino, atrevino@iiabsc.com. Questions about using the new logos? If you have any questions about the new logos, please contact IIABSC at 803.731.9460 or Anita Trevino directly at atrevino@ iiabsc.com. You may also direct your sign, letterhead, web site vendors to her directly as well. Thank you for your cooperation as we work through this transition period to incorporate the new logos into our member agencies and association and strengthen the independent insurance agent brand with consumers.
For more information, visit www.iiabsc.com
Flood Insurance Sales Made Easy with Resources from FloodSmart Selling flood insurance doesn’t have to be tricky or intimidating with the easy-to-use tools available for agents from FloodSmart. Take advantage of these resources today to help your clients, increase sales potential and lower your agency’s E&O exposure.
By Bruce Bender, Bender Consulting Services
M
any Americans are still unaware that flood damage is not covered by their homeowner’s insurance policy. Others are in denial about the serious flood risks to which they are exposed. Though definitive figures on the potential market for flood insurance are difficult to obtain, consider the following statistics:
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Floods are the nation’s No. 1 natural disaster.
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25–30% of all paid claims are from low to moderate risk areas, yet a large percentage of residents in these areas do not have flood insurance.
•
In high-risk (SFHAs) areas, conservative estimates show that only one-third to one-half of residents have flood insurance. In these areas, there is a 26 percent chance of flooding over a 30-year period, while there is about only a 10 percent chance for a fire.
South Carolina Agent & Broker • Spring 2011
FloodSmart.gov Know The Risk.
•
For a number of flood disasters in the past few years, only 10–20 percent of the victims in SFHAs had flood insurance coverage. The remaining 80–90 percent had to rely on taxpayer-funded Federal disaster assistance, low-interest loans, tax write-offs or savings to help them recover.
South Carolina is not immune to flooding and that includes noncoastal areas too. In recent years, people across the state have experienced the devastation that floods can bring to their homes, business and communities no matter if they were in a low-risk or high-risk area. That is why offering flood insurance to every new prospect and client and on every renewal should be a standard agency practice. Not only will you be helping your clients, but you can help your agency as well through increased sales and lowering your E&O exposure. If you aren’t sure how to begin marketing flood insurance to your clients or you could just use some innovative tips, you don’t need to look any further than the National Flood Insurance Program’s (NFIP) FloodSmart Campaign. Using a variety of
Spring 2011 • South Carolina Agent & Broker
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media (TV commercials, web advertising, direct mail and more), this program alerts consumers to their flood risk and encourages them to contact their insurance agent to protect their property with flood insurance. FloodSmart’s web site for agents, Agents.FloodSmart.gov, offers a wealth of free and convenient marketing support. Once you register with FloodSmart, you can take advantage of the many resources, tools and services available to help you sell flood insurance, service your clients and grow your business. Some of the resources available to registered agents include the following:
More Services FloodSmart also provides several other resources including newsletters and updates from the NFIP, the latest information about flood map modernization, assistance with developing a marketing plan, and tips for overcoming flood insurance sales barriers. Now that you know more about the great resources available to your agency through FloodSmart, are you ready to put a renewed effort into selling flood insurance to your clients and prospects? If so, head over to Agents.FloodSmart.gov to register. It’s free and easy! Within just a few minutes, you will have all the tools you need to effectively market flood insurance accessible right at your fingertips. Note: To use the Advertising Co-Op program or Agent Referral Program, agents must submit proof of flood insurance training.
Agent Co-Op Program The Advertising Co-Op Program makes your advertising dollars go farther. The program helps you plan and execute your own advertising campaign, provides advertising tools and predesigned templates you can use to easily expand your flood portfolio, and reimburses Below is an example of the postcard templates available through the NFIP’s Mailyou up to 75 percent for advertising costs! on-Demand Service. Access it for free by registering at Agents.FloodSmart.gov. Photos provided by the National Flood Insurance Program. This is a perfect way to maximize your marketing efforts by synchronizing it with a proven national marketing campaign. Note: To use the Advertising Co-Op program, agents must submit proof of flood insurance training. Agent Referral Program The Agent Referral Program is an excellent way to receive qualified leads and grow your flood insurance book of business. The program connects enrolled insurance agents to consumers who are ready to speak to an agent about their flood insurance needs. The leads are obtained directly from online and phone queries and FloodSmart’s direct-mail campaigns. To date, that’s over 500,000 leads and 30 million direct mail listings. Note: To use the Agent Referral Program, agents must submit proof of flood insurance training. Mail-on-Demand Mail-on-Demand, a recent addition to the services available through FloodSmart, allows you to reach out to your current or potential clients right from your desktop using ready-topersonalize direct-mail templates on a variety of topics like seasonal flood risks, local map changes, policy renewals, cross-selling and more. You can use your own customer list or purchase a list of potential clients. The process is made even easier by giving you the option to mail the materials yourself or have a mail house take care of it for you. 22
South Carolina Agent & Broker • Spring 2011
Spring 2011 • South Carolina Agent & Broker
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By Jay Taylor, CIC
W
e’ve been called Generation X, the Baby Boomer’s children or the MTV Generation. Loosely, our ages range from the mid-twenties through the early forties. We grew up with the advent of the personal computer and use social media as a common means of communication. According to the US Census Bureau, Gen Xrs statistically hold the highest education levels when compared to other age groups in the US. However, even with all this education, it has also been said by author John Ulrich that we are a “group of young people, seemingly without identity, who face an uncertain, ill-defined and perhaps hostile future.” Well Mr. Ulrich would sure be surprised with a group of Gen Xrs in South Carolina.
Young Agents Conference to be held July 28–31 in Charleston
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South Carolina Agent & Broker • Spring 2011
In an industry primarily built by a maturing demographic, a vibrant group of “young people” have become very active in the South Carolina insurance scene. “Young Agents” as we call ourselves, vary in age, location and even job description. However, we do share similar interests, including advancing the insurance industry forward and making this state a better place for independent agents. Members of the Young Agents group include agency staff (producers and CSRs), wholesalers and company representatives either younger than 41 or who have been in the industry five years or less. During the past decade, the Young Agents group has grown in numbers and support from our company partners. Annually we hold our own convention, offering relevant educational and networking opportunities, idea-sharing sessions and great social events. Since Young Agent Conference attendees tend to be a different crowd from the annual convention, this year’s event will be held in the same place with a great rate, on July 28–31 at the Charleston Place Hotel on Meeting Street in Charleston, SC. Charleston is such a dynamic city that attendees with small children can explore the history of it and enjoy the parks while those more fresh in their careers can enjoy the city’s nightlife. However, beyond being able to have a good party, the mission of the whole program is to launch the next generation of independent agency system leaders in South Carolina, and their time will be here sooner than you realize. According to the National Alliance Research Academy, the average age of working insurance industry professionals is 56. At the closing
The Big “I” Young Agents Committee provides you with the tools you need to succeed as a leader today and tomorrow
Learn more at: www.iiabsc.com > Member Resources > Young Agents Spring 2011 • South Carolina Agent & Broker
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session of the annual convention last year, National Big “I” Chairman asked everyone in the room to stand up, and when he called the year they were planning to retire they were to sit down. There were only five people out of at least 70 left standing by the time he got to 2020. That’s less than ten years! Agency principals, what about you? When are you planning to retire? Is there someone in your agency who could step up and keep it going strong once you leave? Don’t you think you should get them involved in the Young Agents program to get them prepared to do so? Community involvement is a strong push this year, mainly because it’s the right thing to do, but also because one of the main reasons consumers choose an independent agent in the first place is because we are a part of their community. Our group was involved in promoting our agency brand Trusted Choice® in the American Cancer Society’s Relay For Life® walks around South Carolina this spring, as well as lobbying on a local and federal level on issues important to our industry. The Young Agents program is also about getting involved in personal and professional development through the IIABSC educational programs because the way to distinguish yourself from your competitors is excellence in servicing your customers. Excellence in the insurance industry, however, doesn’t “just happen.” No, our industry is complicated, easily misunderstood and constantly changing. Providing excellence is an achievement. It requires knowing your individual customers and your product. The Young Agents program is all about building excellence, and from proceeds raised by the Young Agents annual golf tournament, we are able to offer scholarships to help our members attain a CIC The Young Agents Committee is planning a touring E&O Mock Trial where actual local lawyers specializing in errors and omissions cases will argue the sides of a case study to the “judge” as they would in a courtroom. Attendees will serve as the jury, providing an invaluable lesson in errors and omission prevention.
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South Carolina Agent & Broker • Spring 2011
designation or accompany the SC delegation to call upon federal legislators at the national conference. Building excellence means first assessing what exactly needs improvement. One aspect of professional development that we think would be impossible to overdevelop is E&O risk management, which we try to explore at every single Young Agents Conference. Another of our goals is to increase local opportunities so that our young agents don’t need to travel for them. We decided to start by enlisting Big “I” Professional Liabilities carrier Westport Swiss/Re to develop a traveling E&O Mock Trial that we will take to parts of the state where other Big “I” professional development courses are offered. Did you notice that I’ve twice mentioned calling upon our legislators? It’s because involvement in the political process is incredibly important to the success of an agency. Our industry is one of the most heavily regulated in the country, therefore it’s important to have an understanding of the issues that could have tremendous impact on your business. Plus, contrary to what is sometimes portrayed in the media, legislators actually consider what is best for constituents and not lobbyists. After all, it was your vote that put him or her in office, and it’s your vote that can remove them. It is important to remind legislators that you have a grasp on the current issues and are watching them from back home. Just like community involvement, political involvement just makes you a good citizen, therefore a great leader. The Young Agents program is about building tomorrow’s leaders. Registering the Young Agents in your agency doesn’t cost anything extra. Download the registration form from the association web site (www.iiabsc.com > Member Resources > Young Agents) and return to us through information on the form. They’ll get regular updates from us that includes information on this year’s annual conference or low-cost continuing education opportunities we’re sponsoring in their area.
10-274 IIA SC Agent & Broker Ad txtoutl.indd 1
Spring 2011 • South Carolina Agent & Broker 11/12/2010 1:09:32 PM29
Why Make
Personal Lines Sales a Priority?
A
By Terry Tadlock, CPCU, CIC, CRIS
recent conversation reminded me of a stereotype some have in this business, that “personal lines are not as important as commercial lines.” When we are new to the business we start in personal lines and then graduate to the more complex and profitable commercial lines. However, it may be worth a look at what is taking place in South Carolina as well as many other places around the country. Personal lines premiums have been more stable and in many situations have risen to the point that they exceed many small commercial lines accounts. I have heard for years that “my agency is a commercial agency, and we only sell personal lines as an accommodation to our commercial lines accounts.” That is fine if it works for you, but I dare say you are not generating the amount of revenue from the sale of a BOP that you could from enough well-rounded personal-lines accounts. Assume your agency already sells a personal lines account that consists of: • Homeowners policy • Personal Auto policy • Flood policy • Personal Umbrella • A toy or two (boat, RV, motorcycle, etc.) The total annual premium would be in the neighborhood of $5,000 a year (much higher if there are teenage children and/or coastal exposures), which is higher than many small commercial accounts, especially if they are written on a BOP. The problem is that most of our personal-lines accounts are not rounded out to this extent. If you could maintain 2,000 accounts, rounding them out as described above, the premiums would total $10 million, generating approximately $1.5 million in revenue (and these numbers do not include any income generated from 30
South Carolina Agent & Broker • Spring 2011
life, health and disability sales). I think you will agree this far exceeds revenue generated from small commercial lines accounts. These numbers would obviously change based on the size of your agency and the commitment that has been made to personal lines, but as I have illustrated, personal lines can generate significant income to an agency. So how do we make this happen? I have been making the case for several years that we need to look at how we sell personal- lines business. I think we are using a commodity approach that sells our products very similarly to that of any retail store. We put an advertisement in the yellow pages, radio spot, billboard, etc., and ask those interested to “come on down.” As they do we sell the product that meets the immediate need, then we struggle in rounding out the account at a later date. I suggest another approach: A risk-management model! I understand this concept may be foreign to your personal-lines staff, but hear me out and make your choice. To incorporate a risk-management model for personal lines you will need to have a certain level of commitment as well as training. It needs to include several things: 1. Establish a client profile. I know profiling is not a politically correct term, but we’re not talking about those kinds of aspects that you want your personal-lines client to look like. It just means finding your market. Find the minimum criteria that you think would make them more open to the risk-management approach, which means someone with something to lose. Some examples are being a homeowner, mid-career rather than just starting out, more than one in their household, etc.
2. Market to your profile. Develop a marketing strategy that will reach your target audience. Consider eliminating or revising your current advertisements and use these resources to locate and market your services. (Notice I said “services.” We will discuss that later.) Ask yourself this question, am I getting the return on my advertising dollar that I would like? 3. Staffing considerations. If you are currently using a lot of man-hours to do phone quotes for potential insureds that call in and taking the computer space to store them, you may want to consider moving these resources to a personal-lines producer(s). I am always amazed when I am asked to look at an agency, and I ask the staff what takes up most of their time. More times than not, it is with functions that don’t generate revenue for the agency. 4. Sell a service, not a product. This is where the training comes in. You have to change the thought process as well as give your staff the tools to change from selling a product to selling a service. No one wants to buy car insurance, but they may want an agent who will protect their family and their assets from loss. This transition is not an easy process, but one that can be made.
5. Monitor your accounts. How often do you speak or correspond with your personal-lines accounts in a meaningful way? In a risk-management model, your accounts are made to expect to hear from your agency on a regular basis, which makes rounding the accounts much easier. They buy into a service of financial security. These items are by no means all that will need to be done but instead serve to whet your appetite so you can evaluate your personal-lines book of business. Where are you now and where would you like to be in several years? My experience has been that few agencies develop these types of plans for the personallines department. I hope I have made the case for you to see that a well-defined plan in personal-lines sales can reap tremendous benefits. Terry currently resides in Hilton Head Island, where he is a principal of Coastal Plains Insurance, part of the Correll Insurance Group. He is also the Education Consultant for the CIC program in North Carolina, and a member of the CIC National Faculty. Formerly the president of an insurance education and consulting firm, Terry continues to provide a variety of education courses and consulting services for agents in South Carolina as well as the rest of the nation. Terry also presents at Big “I” state conventions and writes for several other publications for state and national property and casualty insurance industry associations.
Spring 2011 • South Carolina Agent & Broker
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Maintaining Policies Locally in Today’s Agency and Emailing Policies to Clients
A
By Jeff Yates, ACT Executive Director
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Many agencies are assessing whether they should continue to maintain policies locally, given their availability on the carrier web site. They are also looking at emailing policies to clients. This article provides guidance to agencies considering these questions and outlines opportunities carriers and technology providers have to deliver electronic policies to their agents more effectively. Vendors are also encouraged to make secure client service portals available more cost effectively for the broader agency population to allow clients to access their policies as well as specific carrier sites for servicing through agency web sites.
s agencies go paperless and carriers stop providing paper policies, agencies have to decide whether to continue to retain policies locally or rely on electronic policy view to access the policies on the carrier’s web site. Agencies are also considering whether to begin to email policies to clients, rather than sending them paper copies. Since I get these questions frequently, I decided to reach out to a number of agency consultants and E&O risk management experts to get their insights on these questions (to learn who, see acknowledgements at the end).
5. Has the carrier provided a contractual guarantee that the agency will continue to have access to its policy information in the event the carrier or the agency terminates the relationship? This commitment should be for the statutory period in which the agency must retain this information (usually seven years). 6. Do the applicable state laws require the agency to retain the policy documents locally (South Carolina does not as long as agent can produce documents if requested) or is access to them at the carrier web site sufficient?
Agency Retention of Policies Each agency is different, so I have compiled a list of considerations to assist agencies in deciding whether they should keep policies locally or rely on access through the carrier web site. Agencies should go through the same analysis with regard to their E&S policies. 1. How frequently does the staff need to refer to the actual policies for the line of business and for what purposes? Does the amount of usage justify the amount of time it will take to attach them to the client file? 2. Is there a good download in place for the line of business and is my database accurate? If there is not a good download for the business then the agency will probably want to retain at least the dec page locally. 3. Does the agency use the dec page for policy checking and like to retain it as part of the documentation of the policy checking process? 4. Does the carrier provide links on the dec page to all of the actual policy forms and endorsements applicable to that risk – not just the latest editions of these forms – so that they are easy to access?
Industry Opportunity Since many agencies have made the decision to retain commercial-lines policies locally, it is incumbent on carriers and agency management system providers to make it as simple as download for agencies to attach these policies to their client files. One approach would be to give the agency the option to have the carrier download PDFs of policies (new, renewal and endorsements) each evening using real-time Activity Notifications and Alerts. Another option could even be given to receive the dec pages with links to the actual policy forms or the complete policies. Agency management systems should have the capability to route these notifications to the appropriate person in the agency for checking and attachment to the client file. Using this realtime workflow would be an improvement over the emailing of these policies because of the added security and transmission directly into the agency management system. Since some agencies use the personal-lines dec pages to check policies for accuracy and then retains them, the same workflow should be made available to agencies for personal lines.
South Carolina Agent & Broker • Spring 2011
Delivering Client Policies Electronically Agents are generally supportive of personal lines carriers that give clients discounts in order to go paperless and access their policies electronically. In the commercial lines and E&S markets, however, many agents are concerned about the inefficiency and cost shifting that takes place when carriers stop sending the paper policies to the agent for delivery to the client, because many insureds still want the paper. Electronic policies represent the future and are more efficient in many ways (no mail time, don’t need to be scanned into agency system, potentially save printing costs). Agents should encourage their clients to make the transition to electronic policies in the same way that other financial services companies are inviting their clients to move to electronic delivery. Carriers, in turn, should help their agents with this transition by providing them with electronic policies and the option to receive paper copies for clients who are not ready to accept the electronic model. Many agencies like to deliver commercial-lines policies to their insureds personally and are now delivering these policies on a CD as a value added service where clients agree to this method. Several larger agencies provide a secured area on their web site where clients can access their policies. Hopefully, technology providers will increasingly provide turn-key solutions for the broader agency population so that they can provide their clients a secured portal for accessing their policies, as well as linking to their carriers to make payments and perform other self-service functions. This is an area in which ACT’s Consumer Functionality Work Group is trying to spur more industry action. Emailing Policies to Clients In this emerging “paperless” environment, many agencies are considering emailing policies to their insureds. There are several issues for agencies to assess and 34
South Carolina Agent & Broker • Spring 2011
2011 South Carolina Trusted Choice Big “I” National Championship
sponsored by the Independent Insurance Agents & Brokers of SC
June 20 - 21, 2011 Orangeburg Country Club Sponsorship Opportunities The South Carolina Big “I” is seeking corporate sponsors for the upcoming South Carolina Trusted Choice Big “I” National Championship junior golf tournament this summer. Celebrating its 43rd year, the Big “I” National Championship is one of the nation’s premier junior golfing events, and one of the world’s largest junior tournaments.
Sponsors will be recognized with signage at the tournament and on the IIABSC web site. All sponsorships are on a first-received, first-reserved basis.
Eagle Sponsor ($1,000 Level) Please choose:
____ Lunch ____ Scoreboard ____ Trophies ____ Giveaways
Birdie Sponsor ($500 Level) Please choose: ____ Practice Green ____ Driving Range
On Par Sponsor ($250 Level) Please choose: _____ Giveaways ____ Bag Tags Friends of Tournament ($125 Level) ____ Hole Sponsor - $125 ____ Contribution of Choice Amount - $______
Please fill out this form and return with payment to:
IIABSC • PO Box 210008 • Columbia, SC 29221 • (803) 731-9460 • (803) 772-6425 Fax Company: ____________________________________________________
Contact Name: __________________________________
Phone: __________________________ Fax: _________________________ Email: ________________________________________ Address:_____________________________________________________________________________________________________ Mailing Address
Method of Payment: ___Check
___MasterCard
City
___Visa
State
Zip Code
Amount Submitted: $__________
If paying by credit card, please complete the information below: Card Number:
Card Expiration Date: _____/_____/_____
Cardholder’s Name: ______________________________________ Signature: ______________________________________________ Cardholder’s Billing Address: ______________________________________________________________________________________ Mailing Address
City
State
Zip Code
Spring 2011 • South Carolina Agent & Broker
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then incorporate into their procedures when considering such a change in delivery: 1. Confirm that the particular state’s laws and regulations permit the emailing of policies (South Carolina does) and do not require that the insured be provided a physical copy (South Carolina does not unless insured specifically requests it). 2. Secure the advance agreement of the client to receive policies electronically by email. 3. Provide in the email attaching the policy a request that the client acknowledge receipt of the email and policy by return email and have a procedure – that is consistently followed – of following up with the insured if he/she does not acknowledge receipt. 4. Include in the email a disclaimer that the insured should read the policy to ascertain that its limits and coverages are appropriate for its needs and that it should contact the agency if it would like to add any coverages or make any changes. The notice should also give the insured the option to elect to receive paper policies. (This disclaimer should be provided in the cover letter that accompanies the personal delivery of a paper policy or CD as well.) 5. Check the policy for accuracy before sending as provided in the agency’s procedures. 6. Send the email by secure email if the policy contains any private personal information under the applicable state and federal privacy and data breach notification laws. Such private information might include the federal employer identification number, driver license numbers, etc. ACT encourages the use of TLS email encryption for secure email, and TLS works very well in agent-carrier communications when both parties have it. A proprietary secure email solution, however, will be necessary for many client communications when the client does not have TLS. 7. Deliver the policy to the client promptly after being received – whether emailed or delivered personally – and avoid any agency backlog in policy deliveries. 8. Document in the agency management system that the policy has been sent, the steps taken to follow up if necessary and attach the transmittal email in unalterable form. 36
South Carolina Agent & Broker • Spring 2011
The emergence of a paperless environment is precipitating changes in agency workflows and is creating opportunities for carriers and technology providers to provide new tools to help agencies function more efficiently in this new environment. Possibilities include the use of Activity Notifications and Alerts to send electronic policies to agencies and the availability of easy to use and cost effective “plug ins” to enable agencies to provide secure portals for their clients to access documents and to perform other services online. I’d appreciate receiving your thoughts on how your agency and the industry can best adapt to these trends (jeff.yates@iiaba.net). Acknowledgements: I would like to thank the following agency consultants for their insights on these issues: Pat Alexander, Steve Anderson and Laura Nettles. I’d also like to thank the following agency E&O risk management experts: Dave Hulcher, IIABA; Jim Keidel, Keidel, Weldon & Cunningham; and Sabrena Sally, Westport Insurance Corporation. Thanks also to the ACT Agent Feedback Group for its input. Jeff Yates is Executive Director of the Agents Council for Technology (ACT) which is part of the Independent Insurance Agents & Brokers of America. Jeff can be reached at jeff.yates@ iiaba.net. This article reflects the views of the author and should not be misconstrued as an official statement by ACT.
Agency Internet
Bootcamp June 9, 2011 Columbia, SC l
Drill Sergeants: Steve Anderson is a nationally recognized insurance agency technology authority who is known for his knack for translating “geek speak” into easily understood language. His newsletter, The Anderson Agency Report, is one of the best and most influential in the industry. Because he fine tunes his ideas in the real world, Steve is one of the industry’s top technology consultants and speakers. Duke Williams is the founder of SehHey, SehMobile, Simply Easier Payments and Simply Easier ACORD forms. In addition to running these businesses and thinking up new products, Duke has been teaching all over the country for the past two years (including an appearance on a panel for building agency online presence at last year’s SC Agents Technology Conference) showing agents how to use the internet to grow their business.
Get up to speed on building an internet presence for your agency in a single day. This isn’t a lecture, but a true hands-on, active learning experience. Bring a computer with WiFi connectivity and follow along as you are instructed why and how to: • Decide exactly what functions need to be on your agency web site • Create an online and offline business sales & marketing plan • Set reasonable goals, measure and adjust • Benefit from Search Engine Optimization (helping Google find you) • List your agency in Google Local Business • Track your online reputation (and your competition) through Google Alerts and Google Reader • Create your own blog and comment on others’ • Use Google Adwords & Adsense for your agency • Use Twitter, Facebook and other social media to build your business • Create and upload YouTube video and embed it into your blog (bring your own video camera for this step; video-enabled smart phones count) Most importantly, by the time you leave this class you should be able to continue doing them back at your office. Space is limited, so register ASAP!
$249 members/ $300 nonmembers filed for 7 hrs. P&C credit
Spring 2011 • South Carolina Agent & Broker
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Millennium Level
Jon Jensen, Correll Insurance Group
Platinum Level
John Braddy, Braddy Insurance Scott Moseley, Irmo Insurance Agency
Centennial Level
Jules Anderson, Anderson Insurance Assocs Ashley Brady, First Charter Company Peter Burrous, Johnson & Johnson, Mgrs. Ken Finch, Countybanc Insurance, Inc. Kathy McKay, McKay Stelling & Assocs Jimmy Rowe, Kinghorn Ins Assocs Drew Theodore, Theodore & Associates Chris Tidwell, Tidwell Agency, Inc
Gold Level
Faye Bradham, Bradham Insurance Agency Derrik Chandler, Chandler Insurance John Cook, John T. Cook & Associates Gary Cornell, Prime Rate Prem. Finance David Cyphers, Sifford-Stine Insurance Agency Daniel Einstein, Rosenfeld Einstein & Assocs Ins. James Galloway, Peoples First Insurance Dana Groome, Peoples Underwriters Harry Johnson II, Johnson & Johnson, Mgrs. Sharon Koches, The Insurance Institutes Charles Paul Midgley, Midgley Agency Frank Sheppard, IIABSC Paul Steadman, The Steadman Agency Tarry Tadlock, Coastal Plains Insurance James Taylor, Kinghorn Ins. Agcy/Beauf. Ross Turner, Turner Agency, Inc Charles Webb, Kinghorn Ins. Agcy/ Beauf.
Pioneer Club
Hal Adams, Gallagher Charitable Intern’l Ins Svcs Tom Bates, Herlong, Bates Burnett Insurance Jim Bost, Johnson & Johnson, Mgrs., CMGA Ruth Brady, First Charter Company Steve Cannon, Law Insurance Agency Mike Carriker, Waccamaw Insurance Services Beth Chastie, IIABSC Scott Derrick, Derrick Insurance Agency Charles Dorton, Russell Massey & Co Paul Durban, Durban-Laird’s Lee Ellis, Ellis Realty & Insurance Agency Mike Hogan, BB&T Puckett Scheetz & Hogan Richard Hutson, William Means Co Insurance Larry Joyner, CWS Insurance Agency Greg London, AmTrust North America Harry Lovelace, Correll Insurance Group Rebecca McCormack, IIABSC Rudy Painter, Countybanc Insurance John Paul, Anderson Ins Associates Carolyn Perry, BB&T-Puckett Scheetz & Hogan Edward Spivey, Howard B. Smith Agency William Thomas, BB&T Carswell Ins. Services John Vann, BB&T Carswell Insurance Services Daniel Walker, Palmetto Insurance Richard Walker, Cormell Streett & Patterson
Founders Level
Leighton Besse, CT Lowndes & Company William Braddy, Braddy Insurance Sam Britt, Coastal Plains Insurance Curtis Bull, Turner Agency C. Fletcher Carter, Pinckney-Carter Company W. Cooper Carter, Pinckney-Carter Company Jeffrey Cook, CWS Insurance Agency Pamela Day, Correll Insurance Group William Eaddy, Adams, Eaddy & Assocs Brian Eanes, Anderson Ins Associates J. Elliott, Correll Insurance Group Mark Felk, Brown & Brown of SC Philip Ferrante, Frontline Homeowners Ins. Kimberly Gore, Associated Insurors Rob Hammett, CWS Ins Agency Wade Hardin, CWS Ins Agency
Victor Jowers, Jr., Upchurch & Jowers Ins. Theodore Mappus, Mappus Ins Agency Felix McLellan, Jr., Dillon Insurance Agency Robert McLellan, Byrd McLellan Agency Eleanor Oswald, Anderson Insurance Associates Lynn Owens, Aiken & Company Gloria Spivey, Howard B. Smith Agency Vance Stine, Sifford-Stine Insurance Agency Nate Toms, III, CWS Insurance Agency Rae Whisenant, CWS Insurance Agency Stephen Williams, CWS Insurance Agency Arthur Yex, CWS Insurance Agency Teresa Yount, Correll Insurance Group
General Contributors
Debra Adams, Correll Insurance Group Katherine Anderson, Anderson Ins. Associates James Ashley, Clover RE Development & Ins. Corp. Christine Baker, Adams Eaddy & Assocs Carol Ballenger, Correll Insurance Group Christina Barker, Coastal Plains Insurance Linda Barnes, Countybanc Insurance Charlene Bernotas, IIABSC Kymberley Bigda, Coastal Plains Insurance Meredith Blackwell, Pinckney-Carter Co. Gina Bloomer, Correll Insurance Group Jeanette Bloss, IIABSC Tammy Blount-Wright, John T. Cook & Assocs Peggy Bowers, Countybanc Insurance Will Bowers, Russell Massey & Company Kristin Bowles, Coastal Plains Insurance Michael Boyne, Kinghorn Ins Agency/Beaufort Barbie Bradham, Bradham Insurance Agency Rebecca Brady, First Charter Company Terri Branson, Associated Insurors Ann Bridges, Correll Insurance Group Tammy Brookshire, Countybanc Insurance David Brown, Countybanc Insurance Connie Bullard, Braddy Insurance Antonia Burnell Lynne Burnett, Correll Insurance Group Candy Campbell, Correll Insurance Group Diane Cannon, Anderson General Insurance Harold J Capps, Assoc. Insurors/ First SE Ins. Debra Carter, Countybanc Insurance Kelley Cash, Correll Insurance Group Barbara Causey, Braddy Insurance Kristen Chao, Coastal Plains Insurance Mildred Chavis, Countybanc Insurance Paul Clark, Adams Eaddy & Assocs Sharon Clark, Adams Eaddy & Assocs James Coleman, The United Agency Debbie Collins, Anderson General Insurance Laura Cornell, IIABSC Ben Correll, Correll Insurance Group Carrie Cox, John T Cooks & Assocs Levi Crawford, Anderson Insurance Associates Richard Crose, Coastal Plains Insurance Melanie Darley, Countybanc Insurance Sheila Davidson, CWS Insurance Agency Jennifer Davis, Braddy Insurance Matt Dickard, Correll Insurance Group Matt Dickson, Adams Eaddy & Assocs Michael DiMaina, Assoc Insurors/First Southeast Ins. Connie Dolan, Coastal Plains Insurance Gilly Dotterer, Jr., Kimbrell Insurance Group Ginger Douglas, Adams Eaddy & Assocs Deborah Douglass, Coastal Plains Insurance R.T. Dunlap, Countybanc Insurance Paul Eaddy, Adams Eaddy & Assocs Ryan Eaddy, Adams Eaddy & Assocs Susan Edenfield, Anderson Insurance Associates David Egan, First SE Ins Services Mary Ellis, IIABSC Kirsten Emery, Correll Insurance Group Deanna Ermson, Correll Insurance Group Haley Everett, Jackson, Sumner and Associates Rhonda Fallaw, Adams Eaddy & Assocs Tim Faulhaber, Correl Insurance Group Melissa Federico, Correll Insurance Group Pat Fetner, IIABSC
Thank you,
2010 InsurPAC Contributors For information on InsurPAC
Contact Scott Moseley, 803.781.4700 scotirmo@bellsouth.net Frankie Fort, Adams Eaddy & Assocs Ken Fort, Genessee General Ann Fowler, Correll Insurance Group James Fowler, Countybanc Insurance Will Fowles, Adams Eaddy & Assocs Bill Fuge, Kinghorn Insurance Services Jan Garrett, The United Agency Rhonda Garrett, Countybanc Insurance Debra Gist, Correll Insurance Group Thomas Glaz, Adams Eaddy & Assocs Allison Gore, Anderson General Insurance Helen Graham, Bradham Insurance Agency Teresa Graham, Bradham Insurance Agency Pat Gregersen, Adams Eaddy & Assocs George Hagood, Hagood Insurance Agency Rene Halliday, Correll Insurance Group Edmund Hardy, Adams Eaddy & Assocs Angelee Harris, Countybanc Insurance Kia Harvey, Countybanc Insurance Teresa Henry, CWS Insurance Agency Harold Herlong, Herlong Insurance Agency Melody Herring, Russell Massey & Co. Annette Herron, Coastal Plains Insurance Paul Hicks, Johnson & Johnson Mgrs., CMGA Robert Hiers, Anderson General Insurance William Hixon, Hixon Insurance Agency Lynn Hodge, The Commonwealth of Columbia Darrell Hood, Correll Insurance Group Charlotte Horne, Correll Insurance Group Angela Horton, Correll Insurance Group Jim Hudson, Coastal Plains Insurance Amy Huellmantel, Countybanc Insurance Shannon Huffman, Sifford-Stine Ins. Agency Irene Huggins, Braddy Insurance Pat Hurst, Correll Insurance Group Joyce Hyder, Landrum Insurance Agency Marla Jackson, Adams Eaddy & Associates Carrie Johnson, Carrie Johnson Agency Debra Johnson, Bradham Insurance Agency Galaxy Johnson, John T Cook & Associates Mark Johnson, Carrie Johnson Agency Holly Jones-Pickerell, John T. Cook & Assocs. Sara Jo Kent, Adams Eaddy & Associates Brooks Keys, Palmetto Insurance Associates DuPre Keys, Palmetto Insurance Associates Marshall Keys, Palmetto Insurance Associates Michele Kimbrell, First Charter Company Amy Kinasch, Coastal Plains Insurance Brigitte King, Adams Eaddy & Associates Christina Lambert, Braddy Insurance Barbara Jo Leopard, Countybanc Insurance Margie Long, Anderson General Insurance Julie Low, John T Cook & Associates Maria Magdaleno, Correll Insurance Group Melyssa Mappus, Coastal Plains Insurance John McClintock, The United Agency Myra McClure, Correll Insurance Group Sydney McDaniel, Correll Insurance Group David McLellan, Safeco Insurance Company Charlotte Kathryn Messel, Correll Ins Group Elaine Mikell, IIABSC Amy Moore, John T Cook & Associates Loni Morelock, Correll Insurance Group
Susan Morich, John T. Cooks & Associates Richard Morse Janet Mullins, Adams Eaddy & Associates Benjamin Myers, Russell Massey & Co Andy Nason, Adams Eaddy & Associates Teri Newmark, Correll Insurance Group Christy Nodine, CWS Insurance Group Steve Ochocinsky, Adams Eaddy & Associates Billy O’Shields, Correll Insurance Group Lori Painter, Landrum Insurance Agency Ed Parker Dennesia Peterson, Correll Insurance Group Jeffery Phillips, Countybanc Insurance Brittany Pickling, Countybanc Insurance Tish Pollard, Correll Insurance Group Joey Powell, First Charter Company Lynn Queen, CWS Insurance Agency Kadi Quinn, McKay Insurance Bonita Rabon, Adams Eaddy & Associates Maria Rains, Correll Insurance Group Norma Rodgers, CWS Insurance Agency Rebecca Rotureau, Adams Eaddy & Associates Edward Rutledge, Adams Eaddy & Associates Rhett Sansbury, Assoc. Insurors/First SE Ins. John Schlatter, First Southeast Ins. Services Shelley Schommer, First Charter Agency Victor Schoolfield, Associated Insurors George Schwab, Correll Insurance Group Nichole Seaford, Mercury Insurance Group Laura Seely, Travelers Insurance Teresa Self, Correll Insurance Group Katherine Sheppard, Countybanc Insurance Tracy Simons, Custom Assurance Placements Christy Sloan, Correll Insurance Group Karen Smith, Correll Insurance Group Katrina Smith, Correll Insurance Group Brenda Snyder, Countybanc Insurance Linda Sorrow, Correll Insurance Group Eileen Spielmeyer, Coastal Plains Insurance Walter Standish, Associated Insurors Randy Stec, Countybanc Insurance Paul Stewart, Adams Eaddy & Associates Tommy Suggs, Keenan & Suggs Kay Summerlin, Braddy Insurance Matt Tadlock, Coastal Plains Insurance Sonya Taylor, CWS Insurance Agency Virginia Taylor, CWS Insurance Agency Robbie Templeton, Countybanc Insurance Tonya Thomason, David A Crotts & Associates Marjorie Toms, Adams Eaddy & Associates Ebella Torres, John T Cook & Associates Anita Trevino, IIABSC Robert Walker, Landrum Insurance Agency Joye Wall, Anderson Insurance Associates Cameron Ward, Coastal Plains Insurance JB Watts, JBWatts Co., Inc. Kristen Webb, Kinghorn Ins. Agency/Beaufort E Welch, Kingstree Ins R E & Loan Karen White, The United Agency Becky Williams, Adams Eaddy & Associates Laura Williams, Adams Eaddy & Associates Derrick Wrigley, Adams Eaddy & Associates Courtney Young, Adams Eaddy & Associates
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Spring 2011 • South Carolina Agent & Broker
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Independent Insurance Agents & Brokers of SC
Palmetto Partners Program IIABSC offers a special thanks to our 2011 Palmetto Partners. The program was created as a simplified way for
Program Levels: Diamond: Platinum: Gold: Silver: Bronze:
companies, brokers and vendors to support the association and all our major conferences and events on an ongoing basis. They contribute once annually and are not solicited for additional sponsorships or support for the rest of the year.
$12,000 annually $10,000 annually $8,000 annually $5,000 annually $3,000 annually
Diamond Level Johnson & Johnson IIABSC Agency
Platinum Level
Bankers Insurance United Property & Casualty Ins. Co.
Gold Level
Progressive Insurance St. Johns Insurance Company
Silver Level Download forms and program benefits at:
www.iiabsc.com
Bronze Level
American Strategic Insurance Companion Property & Casualty Ins. Co. Frontline Homeowners Insurance RPS Continental Travelers
AFCO/ Prime Rate Premium Finance Corp. AmTrust North America Auto-Owners Insurance Company Berkley Mid-Atlantic Group, LLC Capitol Preferred Insurance General Casualty Hanover Excess & Surplus The Hartford
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South Carolina Agent & Broker • Spring 2011
Jackson, Sumner & Associates Main Street America Group Preferred Specialty, LLC Southern Cross Underwriters Tapco Underwriters, Inc. Universal Ins. Co./ The Seibels Bruce Group Zurich Small Business/ Farmers/ Foremost
No one keeps independent agents on course to succeed like we do. Montgomery Insurance™ is committed to the success of its independent agents. We meet the needs of your small to mid-sized commercial lines customers by providing the Montgomery Advantage™: 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. Doing more to help independent agents conquer the fast turbulent currents of business today.
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www.montgomery-ins.com © 2010 Montgomery Mutual Insurance Company. All rights reserved.
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Spring 2011 • South Carolina Agent & Broker
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Calendar For course descriptions and up-to-date calendar, see our Education & Event calendars at www.iiabsc.com
April 5 5 6 13 14 20–22 28
CISR Commercial Casualty, Florence, 7 hrs P&C Surplus Lines Markets & Practices, Columbia, 6 hrs. P&C Ethics: Yesterday, Today & Tomorrow, Greenville, 3 hrs. Ethics AIAM 210 & 220, Columbia, 6 hrs. P&C CRIS Property Ins for Contractors, Greenville, 6 hrs. P&C CIC Ruble Graduate Seminar, Myrtle Beach, 20 hrs. CE AAI 83B, Columbia, 7 hrs. P&C
May 3 4 5 10 11 18 19 26 27
Young Agents Scholarship Golf, Columbia Ethics: Yesterday, Today & Tomorrow, Columbia, 3 hrs. Ethics AIAM 510 & 520, Greenville, 6 hrs. P&C CRIS Contractual Risk Transfer, Columbia, 6 hrs. P&C CISR Agency Operations, Columbia, 6 hrs P&C or L&H, 1 hr Ethics E&O Risk Management, Greenville, 6 hrs. P&C CISR Personal Residential, Greenville, 7 hrs. P&C AAI 83C, Columbia, 7 hrs. P&C Business Income, Charleston, 6 hrs. P&C
June 7 8 9 14 15 16 21–22 22–24 23 28
CISR Personal Auto, Charleston, 7 hrs. P&C Ethics: Yesterday, Today & Tomorrow, Hilton Head, 3 hrs. Ethics SC Agents Internet Bootcamp, Columbia AIAM 210 & 220, Charleston, 6 hrs. P&C AIAM 310 & 320, Columbia, 6 hrs. P&C CISR Commercial Property, Myrtle Beach, 7 hrs P&C Trusted Choice Big “I” National Championship SC Qualifier, Orangeburg CIC Life & Health, Charleston, 20 hrs L&H E&O Risk Management, Columbia, 6 hrs. P&C Business Income, Greenville, 6 hrs. P&C
July 13 19 21 21 26 28–31
CISR William T. Hold Seminar, Greenville, 4 hrs Ethics, 4 hrs. P&C Surplus Lines Markets & Practices, Greenville, 6 hrs. P&C CISR Personal Residential, Bluffton/HHI, 7 hrs P&C CRIS Commercial Auto, Surety, CIPs, Misc. Lines, Charleston, 6 hrs. P&C E&O Risk Management, Myrtle Beach, 6 hrs. P&C Young Agents Conference, Charleston
September 7 AIAM 610 & 620, Greenville, 3 hrs. Ethics & 2 hrs. P&C 8 CISR Commercial Casualty, Greenville, 7 hrs P&C 8 Ethics: Yesterday, Today & Tomorrow, Columbia, 3 hrs. Ethics 15 CISR Personal Auto, Rock Hill, 7 hrs P&C 15 CRIS Workers Comp for Contractors, Columbia, 6 hrs. P&C 21 E&O Risk Management, Columbia, 6 hrs. P&C 22 Terry Tadlock Roadshow, Columbia, 6 hrs. P&C 27 Surplus Lines Markets & Practices, Myrtle Beach, 6 hrs. P&C 28–30 CIC Personal Lines, Myrtle Beach, 20 hrs P&C October 6 11 19 20 25 30–31
CISR Dynamics of Service, Columbia, 7 hrs. P&C or L&H CISR Personal Residential, Charleston, 7 hrs P&C AIAM 510 & 520, Columbia, 6 hrs. P&C AIAM 310 & 320, Charleston, 6 hrs. P&C CRIS: Commercial Liability for Contractors, Greenville, 6 hrs. P&C IIABSC Annual Convention, Charleston Place Hotel
November 1 IIABSC Annual Convention, Charleston Place Hotel 3 CISR Personal Auto, Greenville, 7 hrs P&C 8 Terry Tadlock Roadshow, Charleston, 6 hrs. P&C 9–11 CIC Commercial Property, Hilton Head, 20 hrs P&C 15 CISR William T. Hold Seminar, Charleston, 4 hrs. Ethics, 4 hrs. P&C 16 CISR Personal Residential, Florence, 7 hrs P&C 16 E&O Risk Management, Hilton Head, 6 hrs. P&C 17 Ethics: Yesterday, Today & Tomorrow, Greenville, 3 hrs. Ethics 29 CISR Agency Operations, Charleston, 6 hrs P&C or L&H, 1 hr Ethics
December 1 Surplus Lines Markets & Practices, Columbia, 7 CISR Commercial Casualty, Columbia, 7 hrs P&C 13 CISR Agency Operations, Greenville, 6 hrs P&C or L&H, 1 hr Ethics 13 Ethics: Yesterday, Today & Tomorrow, Columbia, 3 hrs. Ethics 14 AIAM 610 & 620, Columbia, 4 hrs. Ethics & 2 hrs. P&C
WEBINARS August 11 17 18 24–26 30
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CISR Commercial Property, Charleston, 7 hrs. P&C Ethics: Yesterday, Today & Tomorrow, Charleston, 3 hrs. Ethics Terry Tadlock Roadshow, Hilton Head, 6 hrs. P&C CIC Agency Management, Greenville, 16 hrs P&C or L&H, 4 hrs. Ethics AIAM 410 & 420, Columbia, 6 hrs. P&C
South Carolina Agent & Broker • Spring 2011
April 12 13 19 5 26
National Healthcare Reform Update, 2 hrs. L&H Kids at College, 1 hr. P&C Ethics: Yesterday, Today & Tomorrow, 3 hrs. Ethics CP Endorsements that Can Make You Money, 2 hrs. P&C ABEN: Ethics and Business, 3 hrs. Ethics
May 10 12 17 17 17 20 24 24 26 June 14 15 22 28 30
Setting Business Income Limits,1 hr. P&C ABEN: Ethics and Business, 3 hrs. Ethics ABEN: Business Income Beyond the Basics, 3 hrs. P&C ABEN: Workers Comp Beyond the Basics, 3 hrs. P&C Insuring Condos, 2 hrs. P&C Rental Cars, 2 hrs. P&C National Healthcare Reform Update, 2 hrs. L&H Insuring Personally-Owened Autos in Business, 1 hr. P&C Ethics: Yesterday, Today & Tomorrow, 3 hrs. Ethics
RELATIONSHIPS IT’S WHY WE STAND OUT FROM THE CROWD
“My 20 years of experience in the insurance industry combined with
2011 HO Changes, 1 hr. P&C National Healthcare Reform Update, 2 hrs. L&H Advanced Flood Issues, 2 hrs. P&C ABEN: Ethics and Business, 3 hrs. Ethics How to Complete the Business Income Worksheet, 1 hr. P&C
J. M. Wilson’s 90 years of top-rated service equals one thing— proven success.” T-Shirt by HopeDreamsDesigns.Com
July 7 12 19 20
CP Endorsements that Can Make You Money, 2 hrs. P&C Kids at College, 1 hr. P&C ABEN: Ethics and Business, 3 hrs. Ethics Insuring Personally Used Autos in Business, 1 hr. P&C
August 16 19 23 25
Setting Business Income Limits, 1 hr. P&C Insuring Condos, 2 hrs. P&C Rental Cars, 2 hrs. P&C ABEN: Ethics and Business, 3 hrs. Ethics
September 13 Advanced Flood Issues, 2 hrs. P&C 16 How to Complete the Business Income Worksheet, 1 hr. P&C 20 Ethics: Yesterday, Today & Tomorrow, 3 hrs. Ethics 21 2011 HO Changes, 1 hr. P&C 27 ABEN: Ethics and Business, 3 hrs. Ethics October 4 13 26 27
CP Endorsements that Can Make You Money, 2 hrs. P&C Kids at College, 1 hr. P&C Insuring Personally Used Autos in Business, 1 hr. P&C ABEN: Ethics and Business, 3 hrs. Ethics
November 3 Setting Business Income Limits, 1 hr. P&C 15 Insuring Condos, 2 hrs. P&C 17 ABEN: Ethics and Business, 3 hrs. Ethics 29 Rental Cars, 2 hrs. P&C December 1 Ethics: Yesterday, Today & Tomorrow, 3 hrs. Ethics 2 2011 HO Changes, 1 hr. P&C 7 Advanced Flood Issues, 2 hrs. P&C 14 How to Complete the Business Income Worksheet, 1 hr. P&C 15 ABEN: Ethics and Business, 3 hrs. Ethics
Debbie Martinez Underwriter & Sales Manager, Southern Region— and feisty cancer survivor Connect with Debbie on LinkedIn!
Managing General Agency Since 1920 Property/Casualty • Professional Liability • Surety Commercial Transportation • Personal Lines • Premium Finance
800.595.0063
jmwilson.com
Spring 2011 • South Carolina Agent & Broker
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2011 Board of Directors Directors Executive Committee Chairman Kathy D. McKay, CIC, CPIW McKay Insurance Mt. Pleasant, SC kmckay6681@aol.com
National Director Jon A. Jensen, AAI, AIP Correll Insurance Group Spartanburg, SC jjensen@correllinsurance.com
Chairman Elect/ Treasurer 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
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South Carolina Agent & Broker • Spring 2011
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
Angus M. Brabham, IV, CIC (Gus) Frank B. Norris & Co. Columbia, SC gbrabham@franbnorris.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. Taylor, Jr., CIC (Jay) Kinghorn Insurance Agency of Beaufort Beaufort, SC jtaylor@insurancebeaufort.com
Kimberly J. Gore, CIC (Kim) Associated Insurors Myrtle Beach, SC kgore@firstseinsurance.com
Richard L. Walker, CIC Cormell Street & Patterson Florence, SC rwalker@csp4me.com
Larry G. Joyner, CIC, AAI CWS Ins Agency Spartanburg, SC larry@cwsinsurance.com
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South Carolina Agent & Broker • Spring 2011
Spring 2011 • South Carolina Agent & Broker
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Independent Insurance Agents & Brokers of SC 800 Gracern Road Columbia, SC 29210
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