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SPRING 2013

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 President ext. 1239 or 803.760.1239 fsheppard@iiabsc.com Rebecca H. McCormack, CPCU, CIC, AAI Vice President ext. 1238 or 803.760.1238 bmccormack@iiabsc.com Beth Chastie Vice President of Administration & Finance ext. 9462 or 803.731.9462 bchastie@iiabsc.com Laura D. Cornell, CIC Director of Insurance Programs ext. 1227 or 803.760.1227 lcornell@iiabsc.com Megan Huebner Director of Events & Membership ext. 9463 or 803.731.9463 lmhuebner@iiabsc.com Anita J. Trevino Director of Communications ext. 1237 or 803.760.1237 atrevino@iiabsc.com Mary A. Ellis Professional Development Administrator ext. 1219 or 803.760.1219 mellis@iiabsc.com Jeanette Bloss Programs Coordinator ext. 1229 or 803.760.1229 jbloss@iiabsc.com Jessica Martinez Customer Service Representative ext. 1225 or 803.760.1225 jmartinez@iiabsc.com Martha Lavigne Administrative Assistant ext. 9461 or 803.731.9461 mlavigne@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 2013

Contents

Message from the Chairman of the Board

6

Message from the National Director

8

Agency Pre-Planning Pays Off during Superstorm Sandy 10 Summary of NFIP Flood Manual Changes 14 GROW – Generating Revenue Online Workshop

16

Five Content Marketing Tactics the Connected Generation Can’t Resist 17 Why Google+ Should Be a Part of Your Agency’s Online Strategy 22 Palmetto Partners Program 25 2013 Big “I” SC Spring Conference Photo Recap 27 2013 Young Agents Conference: Aug 9-11, Myrtle Beach 30 Member News 32 Thank You, 2012 InsurePAC Contributors 33 IIABSC Education & Events Calendar 35 2013 Board of Directors and Executive Committee 38

Advertiser Index

Allstar Financial 23 Amerisafe 26 Anderson and Murison 36 Assure Alliance 18 Bankers Insurance Group 29 Builders Mutual Insurance 7 Burns & Wilcox 5 FCCI Insurance Group 37 Genesee General 26 GUARD Insurance Group 38 InSite Support Services 13 JM Wilson 9 Jackson Sumner & Associates 2

Johnson & Johnson 20, 21 Lighthouse Property Insurance 13 M. J. Kelly of South Carolina 15 NetComp 31 Preferred Specialty 39 Prime Rate Premium Finance 23 RPS Rollins 3 Summit Marketing Services 19 TAPCO Underwriters 9 The Iroquois Group 29 The National Security Group 32 UPC Insurance 40

About this Cover: Cover image credit (Copyright symbol 3ddock I Dreamstime.com) Part of being an independent insurance agent is building relationships with your clients, but it doesn’t matter how much they like you, whether you root for the same college team or that your kids played t-ball together come claims time. Getting your client through the claims process quickly and with as few bumps as possible is your only chance to prove your agency’s worth to clients, and most of the time it probably does a splendid job of it. But what about when a storm hits and the entire town has claims to submit, all fighting for their place in line with adjusters and repair contractors? This edition’s cover story by ACT Committee Member Lisa Parry Becker tells how Superstorm Sandy put her agency’s disaster action plan to the test, with great results for their clients.

PERS O N A L

I N SU R A N CE

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Spring 2013 • South Carolina Agent & Broker

5

IIABSC Chairman of the Board Ashley Brady, CIC

S

pring is in full bloom in South Carolina and not a minute too soon. Perhaps it was a collective sigh of relief after enduring such an unusually long winter (we live in the South for a reason, am I right?), but it seemed like the entire city of Marion was working on their lawns and gardens this past weekend, planting new seedlings and nurturing the tender sprouts of Spring. Driving to the office that Monday morning I noticed how lush and green everything looked, and I couldn’t help thinking about all the other aspects of our lives that could use some of the nurturing so many had been generously giving their landscaping. For example, do you have any employees in your agency who are 40 years old or younger? Are they just starting out, midlevel or already in management and supervisory positions? Do you have any mentoring programs in place to guide those lowerlevel employees into positions with management duties? Do you have any managers on staff within five years of retirement? Have you given any thought to agency life without them? IIABSC has a development program catering to the needs of agency employees younger 40 or younger, and while it can’t be specific to the culture and routine of your agency it does help develop them into leaders at both the agency and industry levels. My first exposure to all the benefits of IIABSC membership was through the Young Agents program, and I even represented South Carolina and our region for three years on the national Young Agents Committee. Under the guidance of our current Young Agents Committee, this year is shaping up to be a great one. Earlier this spring we sent a team to the inaugural Make-A-Wish Walk for Wishes in Rock Hill to support the partnership between Make-A-Wish and Trusted Choice®, our brand for independent agents. It was the reboot of official IIABSC Young Agents participation at the community/ humanitarian level, which are definitely important activities in developing future leaders. Also this spring was the Young Agents Scholarship Golf Tournament, held at the Wildewood Country Club in Columbia. Despite what the name implies, this annual golf tournament is open to anyone and everyone who wants to spend an afternoon playing golf. The name was given because it is a fundraiser benefiting Young Agents. Our Scholarship Fund provides young

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South Carolina Agent & Broker • Spring 2013

Spring is a time for nurturing agents the chance to participate in various industry programs, including CIC designation classes and the national legislative conference. Learning about the political process and how it works is crucial leadership training and professional development. Another thing leaders do is deal with the issues at hand without losing sight of the future. Once all the Baby Boomers retire and our youngest members of the workforce mature, the state of the business world will be that the majority of workers are entirely comfortable with commerce online and won’t think twice about it. Understanding cyberliability will be more important than ever not only for proper agency management, but in assessing client risk as well. Yet standard coverages for cyberliability haven’t really emerged yet. Like protecting your client’s property on the coast, proper protection against cyber risks often involve a combination of coverages. Remember the SC Department of Revenue’s recent infamous data breach? A major lawsuit was filed within 30 days of the announcement, and the state has paid more than $20 million in related costs. What if that had been your client whose employee had simply clicked on a link from an email and ended up giving hackers access to all their customers’ sensitive information? Would they be protected or out of business? In response to the importance of cyberliability the Young Agents program is putting on a course at a very low cost for agents. The first will be in Columbia May 30, with other areas added throughout the year. Course objectives are to identify key data-compromise and Internet-liability exposures and their potential costs; discuss the legal and regulatory environment for safeguarding personal information; provide perspectives on underwriting and risk management; and explore how insurance policies may or may not apply. There will also be a 30-minute break for networking with fellow attendees. Finally, this year’s Young Agents Conference will be held Aug. 9-11 at the Marriott Grande Dunes in Myrtle Beach. The committee has made a few changes to the agenda structure that will hopefully enable more of you to attend, while programs and events continue to be a great opportunity to spend a fun weekend away. Registration should be open by May 1. Details are on page 31. I hope to see you there!

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National Director Jon A. Jensen, AAI, AIP

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ust over one year ago, we announced Phase One of Project CAP, the joint industry initiative by our national association and several key carriers to recapture and expand the independent channel’s share of personal lines markets. Phase Two, the consumer-agent portal with online rating capability is almost ready to launch, and there are two parts to it that you need to know about. First is the launch of the new consumer website, TrustedChoice.com, with significantly improved agency locator tools and online rating in two states. The launch of the new ProjectCapMarketing.com website goes along with it, so agents can update their agency profiles that will be displayed through the new consumer site. Second is the launch of online rating capabilities in South Carolina, which is scheduled for this fall. Launch of new agency locator tools The launch of the new consumer website with upgraded agency locator tools is quickly approaching. Why does this matter? Because every Trusted Choice® marketing message to consumers includes instructions to go to TrustedChoice .com and “find a Trusted Choice® agent near you.” Those agencies that have gone to projectcapmarketing.com and registered for a package (Bronze level is free with IIABSC agency membership) will have a full agency profile page to add customized information: what they’re about, the products they sell, individual staff contact information, that sort of thing. It will more or less be an entire webpage that the search engine in TrustedChoice.com pulls up once the customer inputs criteria matching your agency’s profile. Having this profile with searchable criteria beyond the zip code will boost your agency’s position in the consumer’s search results listings. Currently search results are based on distance alone, not services offered, not expertise or niche markets and definitely not carriers you have appoints with. The best part is that your agency will be notified “This online 8

South Carolina Agent & Broker • Spring 2013

Update consumer is interested in doing business with you!” and there will be an agency dashboard where you can track those referrals and see how consumers behave. Participation is not mandatory, because there is a $15 referral fee charged when a consumer enters criteria beyond their zip code and selects your agency from their results. If you are not looking to grow your personal lines business you could keep your agency profile as it currently is, and your agency would not be included once online rating capabilities go live. Other features Another interesting feature of the new TrustedChoice.com site is an ability to recognize when a consumer has linked to it from a member agency site and subsequently hides the agency locator tool. I’m going to say that again: If one of your clients goes to TrustedChoice.com from a link on your agency site (registered with projectcapmarketing.com) your clients will not be able to access the agency locator tool to find a new agent. They will only see your agency and the site’s consumer-friendly content! Another great feature is that if an agency profile (updated through projectcapmarketing.com) is marked as having other languages spoken in their agency, consumers will be able to translate your upgraded agency profile into that language. Launch of online rating As you can see, great things are happening with Project CAP. Once the online rating capabilities are ready in South Carolina (We are scheduled to be among the first 16 states to get it, this fall if all goes well), consumers will be able to securely enter information to receive an online quote from each of the participating carriers that write in their area. Then they will be able to move the process forward by selecting the carrier and appointed Trusted Choice® agency from their search results. To many independent agencies, marketing in digital spaces feels unnatural. You’ve never done it before, so it feels a little weird at first. But I urge you to just get started, do a little bit at a time and progress as you feel comfortable so that by the time the online rating capabilities come along you’ll be able to jump right in with the rest and compete in this new era of business.

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Agency Pre-Planning Pays Off during Superstorm Sandy One Independent Insurance Agency’s Experience with the Storm

By Lisa Parry Becker, Parry & Son

O

Having a disaster plan ready to go and using mobile technology and social media enabled the author’s agency to provide exceptional service to its clients when their needs were greatest. This positioned the agency to get its clients’ claims paid promptly and their repairs made with priority. Carriers also excelled at keeping their agencies in the loop on claims and being “first responders” for their insureds. This makes a great story about the positive role independent agents and their carriers play for their clients in times of need, along with providing some very useful disaster planning tips for agencies and carriers alike.

ver the past few years, our region has faced flooding numerous times. Most often, it’s local—involving the Delaware River, which separates New Jersey, where I live, and Pennsylvania, where our family insurance agency is located. What’s been described as the largest of these floods took place in 1955, before I was born. More recently, we’ve seen flooding brought on by extraordinary amounts of rain associated with tropical storms and hurricanes—Floyd in 1999, Ivan in 2004, Irene and Lee in 2011 and other events. So in the latter part of October, when buzz started about potential mid-Atlantic impact from what then was Tropical Storm Sandy, a system hundreds of miles away from the Florida coast, we thought we knew what was coming. We were wrong. This time was different. I was actually in Florida as Sandy began her approach. Early in the week, we talked about the storm at an industry 10

South Carolina Agent & Broker • Spring 2013

dinner, and while we gathered to watch the final presidential debate. On Wednesday I flew home, and on Friday our world was turned upside down as we began implementing our disaster plan—and not our annual Halloween party preparations. Warnings coming from our insurance companies, local and state emergency preparedness officials and our ever-sodramatic local weather forecasters were much different than in previous years. The messages were much stronger. Everyone, including our agency staff, was in emergency mode. We believed we were ready for this storm and its potential impact, thanks to information and ideas I picked up from the Agents Council for Technology (ACT) website’s (www.iiaba .net/act) Disaster Planning page and from fellow agents I knew through my volunteer work with ACT, AUGIE (ACORD-User Groups Information Exchange) and ASCnet (Applied Systems Client Network).

Getting ready We had our agency disaster plan in place from the 2011 storms, which allowed us to act before the storm hit. We had thought through potential scenarios that could affect our agency and clients and were ready as Sandy approached. It was nice to have all of that work done ahead of time. All we had to do that Friday was go through the checklist and follow the steps we had outlined. Things were pretty much on autopilot. We had laptops, cell phones and most important, extra chargers on hand to keep our portable electronics powered up. Given the likelihood that we would probably be operating without power, we printed expiration lists and client lists. This advice from Gulf Coast independent agent Angelyn Treutel, who has lived through hurricanes (including Katrina and Rita in 2005), had served us well in 2011. We updated and printed a spreadsheet containing all of the contact information for our company claims offices so we’d have information handy to respond to customer calls. We needed to be able to go into action quickly. As independent agents, that’s what we do—we respond and act on behalf of our clients. It is emotionally stressful to have a claim; if we’re there when customers need us and we can walk them through the process, we’ve done our job. By Friday afternoon, we had posted our claims mobile number and my personal email address on our website, so customers could reach us in the event our office or our phone system were not accessible. We posted similar information to our Facebook page and our LinkedIn pages and shared it via Twitter. I am amazed at how many people saw the information online—I know because I received calls, text messages and emails on those otherwise private numbers and email addresses. We shared hurricane preparedness information on our blog, including links to local resources and information we received from one of our carriers during Hurricane Irene that was worth saving. We distributed the blog post through Facebook, LinkedIn and Twitter. We used these forums to update readers on what was occurring. Using our various lists, we spent much of Friday calling flood customers and making priority arrangements with tree-removal companies, clean-up and restoration companies, contractors and others. We knew if the storm were less severe than predicted, we could always remove folks from the priority cleanup list—a lesson we learned a few years back during a different storm. Waiting it out Because we were able to do so much agency work ahead of time, we spent a good amount of the remaining time preparing my parents’ house on the river for potential flooding, including sand bagging and moving furniture from the first floor to higher ground. We continued to make work preparations, but we didn’t really have to spend much time thinking about what we needed to be doing, because that part was already done. Again, we just continued to work through the checklist.

Given the dire forecasts, my dad broke with tradition and decided he and Mom would evacuate their home and stay with us. Usually, he likes to stay put so he can manually operate the sump pumps and get water out of the basement when it starts to come in. But this time he didn’t. I’m not sure why, but he apparently sensed things—including the wind—would be different this time. Over the weekend, I started receiving texts from clients— flood clients in particular. We started receiving status updates from as far away as the Jersey Shore. This is actually the first time in 15 years we’ve seen much flooding there, so it was new and different, and we were glad we were ready. We started reporting claims right away, which enabled our clients to have first response from claims adjusters. As one of our carriers put it, we want to be first in to adjust and first out to pay claims. We were able to communicate via text with our employees. It was reassuring to check in and see how everyone was doing and make sure they and their properties were okay. It’s important to take care of your employees and make sure they’re prepared. When claims arrive, if their personal affairs are in order, they’re better able to help clients. At our home, we all waited for the full force of the storm to arrive. On Monday it hit with a vengeance. We lost power at around 8:00 pm Sunday and continued our wait by candlelight. We tried to sleep, knowing we’d need to be rested, but the wind and driving rain outside were relentless. After the storm When we woke up early the next morning, Dad and I boiled water for coffee and headed out to check on his and mom’s house, as well as neighboring houses. There was no power anywhere— generators were operating traffic lights. Everywhere we went, all we saw were trees, trees and more trees strewn about. The downed trees had created a monstrous debris field down their lane and in the yard. Fortunately, there were no trees on the house, and water had not entered the basement. Later in the morning I headed to the office—about 30 minutes away. The scene was the same: downed trees all around. When I arrived at the office fire alarms were sounding even though there was no fire. A sprinkler within our condo unit complex had burst. Without power or telephones, it would have been difficult to work in the office; but with the constant alarms, it was impossible. So I set up my office from the parking lot—in the front seat of my SUV. I was equipped with chargers, powered-up cell phones, my Netbook and an iPad. I had printed ACORD loss notices from 2011 along with my printed expiration lists. I took calls from clients and called others. I received emails and text messages, some with pictures of storm damage. I responded to clients and forwarded information to claims offices and adjusters. As the day went on, the magnitude of losses became more apparent. We had a number of claims at the Jersey Shore, and numerous claims in eastern Pennsylvania and into central New Jersey. Spring 2013 • South Carolina Agent & Broker

11

The worst property-damage claims we had involved falling trees. One was rather significant: the tree apparently caused the foundation to crack and some walls to move. After our contractor went out to assess the damage, we realized we needed an engineer to help identify, interpret and advise the needed repairs so the home could be structurally sound again. The engineer’s report was instrumental in settling this claim for our client. Another property claim, just 10 minutes up the road from our office, was caused by a number of trees falling on the insureds’ home and cars. On the less-severe-but-kind-of-humorous end of the scale was fence damage caused when a flying trampoline landed. Knowing nobody was hurt and property damage was minor, the image of an eight-foot trampoline soaring Frisbee-style through the air makes me chuckle. (It turns out this is a liability claim for the owner since she had not anchored the trampoline prior to the storm.) A local bank we insure, which had been decked out with Halloween decorations, had a tree come through the roof. The tree branches poking through the bank’s drop ceiling seemed to complement the holiday décor. We worked quickly with the insured and the contractor to tarp the roof to prevent further damage, conduct some initial cleanup and prepare estimates. I received a call from the claims adjuster the following Sunday evening for follow up—all parties in the claim system worked diligently to service and respond to claims. Agency & Carriers expedite the claims process In addition to claims for property damage caused by trees, trampolines and flooding, we also handled calls on loss of refrigerated products, business interruption, business income and more. We worked with insureds and contractors to shore up properties, get emergency repairs done quickly and get estimates put together for cleanup and repairs. And we worked with carriers to get claims moving. In many cases when we did the pre-work and submitted photos, invoices and repair estimates to the insurance companies, they were able to adjust claims with this information, which expedited check issuance. On Tuesday, the day after Sandy hit, one of our carriers sent out an email announcing it was hosting a series of webinars to provide claims response info. The company let us know it had positioned two teams of adjusters just outside the impacted areas on the east coast, and it was ready to move. The company’s goal was to be first in and first out, to be first responders. The communication was fantastic, just like the claims response. Discussion with a commercial client from Sea Isle City, N.J., drove home our agency’s and carrier’s value. We had texted the weekend before Sandy hit and before they evacuated the island. On Monday afternoon, when they were able to return to the island, she let me know one of her two commercial buildings had sustained three feet of water damage within the building. We set up a flood claim that day. An adjuster was assigned right away 12

South Carolina Agent & Broker • Spring 2013

and was available to look at the building that same week. We were able to have him send an advance of $15,000 to the insured prior to completing a proof of loss. In contrast, she did not see an adjuster at her residential condo, which we don’t insure, for at least a couple of weeks. Two flood claims with two totally different response scenarios. Two days after Sandy hit, we were able to return to our office; power had been restored and the sprinkler (and the noisy alarm) had been dealt with, but the phones were still down. When everyone returned to work, my brother Ryan and I divvied up the claims that had been coming through our cellphones, and fellow employees worked them using their own cell phones. We were able to tie all of our mobile communication back to our management system, so we have permanent records of what transpired. Lessons learned Needless to say, going through another major storm like Sandy taught us some important lessons. First and foremost, we’ll continue to trust Dad’s intuition. If he decides to evacuate his home, we know things will be serious. We also learned the value of preparation, which was aided by the information available through ACT and other industry sources. One of our carrier calls drove that home. On that call, other agents were asking for FEMA’s phone number and the number to report National Flood Insurance Program claims. They asked if they could report claims with just a name and/ or property address. All I could think was, “Wow! I’m so glad we were prepared” and “I’m so thankful for the ACT documentation.” Because we weren’t scrambling for info like this, we could help our clients when they were scrambling and needed us most. I learned the importance of mobile technology and power. When the office is without power and phone service we could respond thanks to our laptops, iPads, cell phones and chargers. We could text pictures to claims offices so adjusters could see first-hand what they were dealing with, and we could exchange info with clients anytime, anywhere. Equally important was social media. Being able to communicate early and often, and already knowing how it worked because we use it to connect with clients and prospects all the time, made a huge difference in response and customer reassurance. I suspect we’ll continue to build on the communication we started before and after the storm, and help clients prepare even more for possible future disasters. Being first in with claims (thanks again to having info at the ready as part of our agency disaster plan) put us in a priority position with carriers and got the ball moving early. I learned how valuable this was when our customers were getting checks before some of their neighbors had even heard from an adjuster. That’s huge: in a disaster like this, being able to move money makes all the difference in the world. Getting advances lets our insureds pay contractors and keep things moving.

We’re rethinking our phone system. Our local phone company was affected by the storm; as a result, we had no service and we couldn’t retrieve voice mail. An Internet-based phone system could offer more flexibility and allow us to manage and route calls more easily if we face another similar disaster. Because school was cancelled for a week, and we were camping at home without electricity for nine days, I wasn’t the only one learning things. My eightyear-old son received several days of onthe-job “claim adjuster assistant” training. He learned about roofs and tree damage, partial payments, deductibles and coverage triggers. This learning builds on other expertise he developed accompanying me on underwriting risk inspections starting when he was 18 months old. He also learned about how insurance agents respond when disaster hits. On Friday, at the end of one of the most draining weeks we’d encountered as a staff, he put his artistic skills into motion and drew pictures for everyone in the office under Uncle Ryan´s guidance. He even wrote my dad a letter complimenting him on his hard work and client response. It made me proud—and a bit hopeful that the sixth generation of Parrys is being groomed to keep our local business moving forward. Ten weeks after the storm, I’m amazed at how much our region, staff and customers went through and how far we’ve come. I’m honored to be an independent agent, and I’m privileged to have resources like fellow agents and groups like ACT that help me support my clients and community in good times and bad. Lisa Parry Becker is a principal of Parry & Son, an independent insurance agency located in Langhorne, PA, as well as a member of the ACT Committee. Lisa wrote this article for ACT and she can be reached at lisa-parry@parry-insurance.com. This article reflects the views of the author and should not be construed as an official statement by ACT.

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Summary of

NFIP FLOOD MANUAL CHANGES Made January 1, 2013

14

Determination of Building Occupancy now includes the definition of a Non-Principal/Non-Primary residence for rating purposes as a pre-FIRM building that will not be lived in by the insured or the insured’s spouse for a least 80 percent of the 365 days following the policy effective date. The Application now asks this question. If your application version does not include this question, the information should be added in the comments section. New rates are introduced for new and renewal policies. Rates are on page RATE 2A. Effective Date rules have been divided by New Policy; Endorsement; Renewal; and Change/Correction headings stating that the insurer may rely on an agent’s/producer’s representation on the Application that the information applies unless there has been a loss during the first 30 days of the policy period in which case, the insurer must obtain documentation to verify the effective date of the transaction before adjusting the loss.

South Carolina Agent & Broker • Spring 2013

Also as pertains to the Effective Date for Change/Correction a new rule waving the 30-day waiting period if a property has been affected by flooding from Federal land that was caused by post-wildfire conditions. Certain elevated risk of flood and a wildfire containment date has to be issued and purchase of coverage must be within 60 days after the fire containment date.

Removal of the two-year limitation on the Preferred Risk Policy Eligibility Extension has been made throughout the manual. The property remains eligible for the PRP Extension if it meets the PRP loss history requirements. There was some clarification under the rule regarding conversion of a Standard-Rated Policy to a PRP due to misrating. PRP rates increased approximately 10 percent. ICC coverage is now included on the Non-Residential PRP rates for a charge of $5.00.

There is a new section in the General Rules that states that as of October 1, 2012, Rebating is not allowed in any form as was announced in a WYO Bulletin.

Another Application change concerns the Base Flood Elevation. Where the manual did refer to un-numbered A Zones, it now states A Zones where BFEs are not available, the BFE may be provided by Federal, state or local government agencies such as USGS, USACE, DOT or DWR. When other sources are used, the local community official must agree in writing with the established BFE.

For an elevated building on a crawlspace with an attached garage without openings, rate using “With Enclosure” rates.

Guidelines for determining the Conversion from NGVD1929 to NAVD 1988 conversion factors have changed. Refer to page LFG3.

The NFIP Elevation Certificate form and instructions were revised effective July 31, 2012. Effective August 1, 2012 the new EC form began to be phased in with a MandatoryUse date of Oct. 1, 2013. If a prior edition of the form was used, any missing information will need to be provided. Copy of the new form is in the manual or can be obtained from the FEMA Library as record 1383 (www.fema.gov /about-fema-library).

The Non-Residential Floodproofing Certificate was changed July, 2012 to include the Privacy Statement. Sample form is in the manual or can be obtained from the FEMA Library as record 1600 (www.fema.gov/about -fema-library). Clarification of Cancellation Reason 3 and updates to other Cancellation/Nullification rules. Cancellation Reason 3 – Policy Canceled and Rewritten to Establish a Common Expiration Date with Other Insurance Coverage can only be done when all the conditions are met. See page CN-2 for details. Required Documentation now includes a copy of the other insurance policy declaration page showing the building address and policy effective dates.

Cancellation Reason 6 – Risk not Eligible for Coverage now requires the insurer to verify the loss history of the property with the NFIP Bureau.

Cancellation Reason 45 – Condominium Policy (Unit or

Association) Converting to RCBAP provides a means to cancel a standard-rated dwelling policy, with building coverage only, covering a condominium unit because coverage is provided under an RCBAP. Use when the unit owner policy and the RCBAP building limits are more than the cost of the unit, up to the maximum limits of the Program. •

If using Cancellation Reason 17 – Duplicate Policies from Sources Other Than the NFIP, the other insurance coverage must be for building coverage on the same building that is insured by the flood policy being cancelled.

Cancellation Reason 22 – Cancel/Rewrite Due to Misrating will only refund going back a maximum of 6 years from the current policy year.

The definition of Foundation Walls now includes “regardless of height, that extend above grade.”

As usual the Table of Contents and Index have been revised. Changes throughout the manual are indicated by the bar code in the margins.

Stay up-to-date with everything NFIP and flood related through Big “I” Flood, www.iiaba.net/flood.

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Spring 2013 • South Carolina Agent & Broker

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Generating Revenue Online Workshop with Jason Cass & Ryan Hanley

The GROW program is a marketing workshop designed for insurance professionals looking to grow their client relationships and generate revenue from online activity. GROW is: • focused on “how-to” guidance agencies can implement immediately. • designed to address the unique Internet marketing concerns of insurance industry professionals and the products they sell. • taught by real, active insurance agents that understand and emphasize with the pressures and time constraints of successfully selling insurance.

May 14

Columbia, SC $225/ first attendee $199/ add’l attendee from same agency 8:00 am - 5:30 pm Cost includes lunch; space is limited

You will learn: • How-to build an Facebook presence: • Build a page • Create ads • Attract new “Likes” • Run an Engagement Campaign • Capture new leads Your agency & Google+ : • Why your agency needs to be on it. • What is Authorship? • How do we set it up? • What are rich snippets? • How do we create them? • How does Google Local fit into it? How-to build a content marketing campaign: • What is content marketing? • What makes for good content? • Where do we find it? • How do we create it? • Where should we put it? • How do we use it to attract new leads?

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Register at

www.iiabsc.com

A

Five Content Marketing Tactics the Connected Generation Can’t Resist

By Ryan Hanley, GROW program co-founder

t each of the last three presentations I’ve given on content marketing an audience member has raised their hand and asked the exact same question: “How do we market to Generation Y?” This question is always prefaced by some stat or idea regarding Gen Y’s disinterest in building relationships or a personal connection with the people and brands they do business with. I’ve found this to be a very common perception about the habits of the Generation Y consumer with mid- and smallbusiness owners Now if we believe that Generation Y is truly not interested in building relationships or finds no value in a personal connection with the brands they do business with then this would be a huge problem. Fortunately for us I think the idea that Generation Y isn’t interested in building relationships with the brands they do business with is complete crap. What these audience members were really asking is: “I have no idea how to harness content marketing or social media and the idea that an entire generation of consumers are using these tools scares the crap out of me… What am I supposed to do?” Now this is a question we can work with. This version is more honest and represents a solvable problem. Here’s the solution…

WHY GENERATION Y DOESN’T EXIST I’m a member of Generation Y, and most of my friends are too. I can tell you, with conviction, that the consumers of Generation Y are starving for deep relationships and personal connections with the brands they do business with, but then you would also have to believe that Generation Y exists.

I do not. Not as a marketer at least. As a marketer there is no such grouping of people as Generation Y, Millennials, Generation X or even the Baby Boomers for that matter. As a marketer, especially a marketer whose expertise is content marketing, these generational groupings have no bearing on how we position our value message. Today there are only two generations: • The Connected Generation, defined as individuals willing and open to communications, building relationships and ultimately make buying decisions based on digital content and interactions. • The Unconnected Generation is everyone else. Common requirements of Unconnected Generation consumers is the necessity for in-person transactions, unwillingness to communicate via email or other digital tools and general skepticism about the Internet. Nowhere in these two generations is there any defining characteristic based on the year a person was born. According to Socialnomics, the fastest growing population on Facebook is 45-55 year olds with almost 55 percent of this population now active users on Facebook. That’s elder Generation X, younger Baby Boomers… They shouldn’t be on Facebook? They should be reading the newspaper, listening the radio and waiting for the postman to drop off the day’s mail. Isn’t that the characterization we lay upon this population? The only way to explain the fact that this grouping of consumers is the fastest growing on Facebook is that age doesn’t matter when it comes to digital adoption. Spring 2013 • South Carolina Agent & Broker

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You either communicate, build relationships and make buying decisions online and are thus part of the Connected Generation or you do not… whether you’re 17, 37 or 67 makes no difference. MARKETING TO THE CONNECTED GENERATION We know how to market to the Unconnected Generation already. All the traditional marketing techniques used by businesses for hundreds of years work on the Unconnected Generation: • Cold calls • Referrals • Newspaper advertisements • TV commercials • Radio ads • Billboards • Direct mail These are just a few of the traditional “interruption-style” marketing efforts that are crucial to attracting the Unconnected Generation. Again it doesn’t matter the age, consumers who don’t leverage the Internet are unaware of the products and services available in the market unless their life is interrupted with advertisements or unsolicited phone calls. But this isn’t a guide to marketing to the Unconnected Generation, we already know how to do that.

HERE ARE THE FIVE CONTENT MARKETING TACTICS THE CONNECTED GENERATION CAN’T RESIST:

1. Intimacy The Connected Generation wants to know that there is a human being behind our brand. Building intimacy into our content marketing strategy is actually very easy, just interject a bit of your personal life. You have kids? Mention them. You like the Buffalo Bills? Describe your sorrow. You do homemade taxidermy? Weird, but I’m sure there are some interesting stories. The point is, a little bit of personality, a little bit of behind the scenes, a little bit of who you are as a person builds intimacy with readers and the deeper relationship the Connected Generation is looking for. 2. Vulnerability / Humility Failure can often be our most powerful content marketing tool. The ability to admit the mistakes we make and help others learn from those experiences shows vulnerability and humility. The authority we’re trying to convey through content marketing loses value if we can’t admit and be honest about failure. No one believes we are perfect and by showing vulnerability and humility we disarm our audience. When we step off our soapbox and discuss the years of struggling and learning it took to achieve our expertise, success becoming more attainable to our audience, and we’ve positioned ourselves to be a resource.

www.assurealliance.com 1-864-541-0168 *Insurance Journal’s “Top 100 of 2011”

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South Carolina Agent & Broker • Spring 2013

3. Rich Media The Connected Generation wants to build deeper connections with the brands they follow and do business with online. A stock photo stolen from Google Images and 450 words of text can only do so much to build relationships. To take relationships deeper our content needs to move past text to audio, video and slideshows. Consider adding: • YouTube videos • A podcast • Slideshare presentation These types of larger works (throw quality eBooks in the mix as well) show dedication and commitment to your work, a trait the Connected Generation is looking for. 4. Social Proof Not every piece of content with value to your business will be created by you. Testimonials, recommendations and reviews are the Connected Generation referral. The testimonials, recommendations and reviews you collect on your own website as well as on review sites Google Local and Yelp are vital to convincing the Connected Generation your business is legitimate and trustworthy. This is called social proof and its must have component in marketing to the Connected Generation.

5. Feedback Comments and customer feedback are vital content marketing tools as they provide a completely different, yet equally powerful form of social proof. Comments happen on your blog, on social media outposts like Facebook, Twitter, LinkedIn and Google+ and through email marketing. Comments are truly where the magic happens in content marketing. Comments are the conversation that used to happen solely across a desk. When the Connected Generation is willing to comment and have conversations with a brand it shows engagement, and the brands they’re engaged with, they do business with. THE RUB The Connected Generation needs a completely different form of content marketing than we’re used to as marketers. The Connected Generation is searching to build relationships through the content they consume. By transforming our content marketing tactics we can develop a strategy that Connected Generation consumers cannot resist. Thank you, and good luck. For more information like this, subscribe to Ryan’s blog, Content Warfare, at www.ryanhanley.com and come to IIABSC’s GROW seminar to be held May 14 in Columbia.

Spring 2013 • South Carolina Agent & Broker

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Why Google+ should be part of your agency’s online strategy Participation in Google+ can help an agency considerably in maximizing its local search optimization. Google+ local business pages have replaced Google Places and if a consumer’s search suggests local intent, Google includes Google+ local business pages in the search results. The author provides some great tips as to how an agency can get started with Google+ and use the tool to its full advantage. The article also contains a number of links to very helpful additional information that will help agencies increase their visibility online.

I

By Matthew Marko, Progressive Insurance

f you’ve been following Google’s social experiment from afar, you may have lost Google+ in the shadow of social media’s 800 pound gorilla, Facebook. But before you dismiss the search giant as an also-ran in social, take note of Facebook’s own pet project, Graph Search (www.facebook.com/about/ graphsearch). Facebook’s foray into search despite Google’s clear dominance (two out of every three searches online are conducted using Google1) reveals the cracks forming in the wall separating search and social. Both companies are preparing for when the wall comes tumbling down, and now is the time to position your agency to capitalize. If Progressive’s marketing data holds true, many more agents are opting for a place on Facebook over Google+. Here’s why you should diversify by building a strong presence on both. Google+ is much more than social Google+ does have social strengths, such as the ability to easily segment and target communications to customers using Circles and host Hangouts with customers on insurance topics. However, for now the primary insurance agency benefit of Google+ is local search optimization. Americans conduct 3.6 billion local searches on Google each month, and Google+, acting as an 22

South Carolina Agent & Broker • Spring 2013

online business directory, is the most effective way to capture those prospects.2 It’s also the best way to do so without having to compete with big brands’ multi-million dollar online advertising budgets. A key reason to engage with Google+ is to acquire new customers in a way that no other social media site or online directory can currently offer. From Places to Plusses Google reports that one in three searches have local intent, and 83 percent of consumers search online for local businesses.2 If a search query suggests local intent, Google includes the Google+ local pages in the search results, typically near the top. Formerly called “Google Places,” Google+ local business pages now include social elements as well, making an agency’s participation in Google+ (and customer interaction on the platform) a growing factor in showing up in local searches. Here are five steps to start taking advantage of Google+ for local search: 1. Claim and verify it If you haven’t done so already, claim and verify your Google+ listing. This is something you can easily do on your own (www.google.com/+/business/get-started.html).

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Be sure not to create a duplicate Google+ listing for your agency if one already exists. It’s against Google’s rules. To check if your business already has a Google+ listing, simply go to www.google.com/maps and enter your business address and phone number into the search bar. If a listing shows up reflecting your business name, then your agency already has a Google+ local business page. Ensure it is under your control through the ownerverification process. If someone in your agency does not already have the log-in information to manage your Google+ listing, click on “Manage this Page” on your business’ Google+ page to begin the verification process. Owner verification is a critical step in building trust with Google and guaranteeing that you control your business information on Google+. Progressive research indicates that as of November 2012, more than half of independent insurance agencies had failed to complete this critical first step, significantly diminishing their ability to rank highly in local search results. If you’re not the do-it-yourself type, programs like Progressive’s ListAgent (vimeo.com/49025996) or local search packages from Trusted Choice®’s Project CAP (projectcapmarketing.com) can help you with claiming your business listings online and optimizing your local presence. While you’re at it, it’s an excellent idea to also claim local search listings at sites like Yahoo, Bing and Yelp.

websites, making your agency website’s search optimization an important factor in both organic and local search results. While website optimization can be time-consuming and expensive, here are a few simple changes to help your website’s local search optimization: • Include your agency’s name, address and phone number in text (not as an image) in the header or footer of every page on the site. • Include your city or town name in your title tags, meta descriptions and header (H) tags. • If you have multiple agency locations, create a separate location page on your website for each location, and a separate Google+ local business page for each location. Submit each location’s page to its respective Google+ local business page. • Start using Authorship Markup (webmarketingtoday.com/articles/authorshipthe-top-search-marketing-tactic-in-2013) on your agency web site and blog posts.

2. Build trust in it Review your Google+ listing for accuracy and be sure that you’re using the identical name for your agency and its contact information across all directories, on the internet and on your agency website. Search engines like Google look for consistency in your agency’s name, address and phone number (NAP) online, and your visibility in search results improves if you have consistent listings. Exact NAP match is important. For example, you don’t want your agency website to say “ABC Insurance Agency” while your Google+ listing says “ABC Ins Agency.” GetListed.org and Yext.com offer free, simple tools to assess the consistency of your agency’s name, address, and phone online. You also can improve your local search ranking over time by creating references to your agency NAP on additional local directories. There are hundreds of local directory sites where you can submit your NAP information for free, with the only cost being the time it takes you to manually claim them. Alternatively, Progressive’s ListAgent program can do this for your agency for less than $100 a year.

4. Populate it Populate your Google+ profile with content. Thoughtfully consider your business description, including key search terms that describe what your agency does. Make use of all business listing categories available and include photos and videos. Providing this content not only helps your agency rank higher in local searches, but it also makes your listing stand out to consumers and increases the likelihood that they’ll do business with you. Visit www.davidmihm .com/local-search-ranking-factors.shtml for more tips on optimizing your local listings.

3. Connect it Google changed its local ranking algorithm last year to favor Google+ business listings that link to well-optimized 24

South Carolina Agent & Broker • Spring 2013

If you don’t have a website, consider using a carrier directory page in place of a website in your Google+ listing. For example, the ProgressiveAgent.com agent directory offers Progressive agents free locally optimized agency pages that work well for this purpose.

5. Legitimize it On your agency website and within your established agency referral processes, ask for reviews on Google+ as well as other sites like Yelp and Citysearch. Not only are reviews important to your prospects, 70 percent of consumers say they trust online reviews as much as personal recommendations, according to BrightLocal. Reviews are also known to be an important local search ranking factor. Progressive research indicates that the average independent insurance agency has less than one online review, so creating a slow-but-steady review generation process can really make your agency stand out. continued on page 26

Independent Insurance Agents & Brokers of SC

Palmetto Partners Program IIABSC offers a special thanks to our 2013 Palmetto Partners* The program was created as a simplified way for companies, brokers and vendors to support the association and all our major conferences and events on an ongoing basis.

Diamond Level

Johnson & Johnson United Property & Casualty IIABSC Agency

Platinum Level

Bankers Insurance Liberty Mutual Insurance Progressive Insurance

Gold Level

Jackson Sumner & Associates St. Johns Insurance Company

Silver Level

Bronze Level

Access Insurance Co. Auto-owners Insurance Company Berkley Mid-Atlantic Group, LLC Capitol Preferred Insurance FirstComp Foremost Insurance Group Hanover Excess & Surplus

AFCO/ Prime Rate Premium Finance American Strategic Insurance Frontline Homeowners Insurance Main Street America National Security Fire & Casualty Preferred Specialty, LLC RPS Continental Southern Cross Underwriters Travelers The Hartford J.M. Wilson Mid-Continent Group Phenix Mutual Fire Ins. Co. Southern Insurance Underwriters State Auto Insurance Companies Tapco Underwriters Download forms and program benefits at:

www.iiabsc.com/partners Spring 2013 • South Carolina Agent & Broker

25

continued from page 24

The battle between Facebook and Google remains fierce, and both are making big moves to enhance their value to consumers and businesses. Questions may remain over social ROI, but there’s no question local search is critical as more and more people start their insurance shopping online. Adding Google to your online strategy brings a few social benefits, but the local search impact makes it a clear plus.

Matthew Marko is a Marketing Process Manager for Progressive Insurance. Matt wrote this article for ACT and he can be reached at matthew_marko@progressive. com. He works to provide local marketing strategies and tools to help independent agencies grow their business, and has developed online marketing programs and webinars for Progressive agents on ForAgentsOnly.com. He is one of 40 local search experts invited to contribute to the authoritative annual Local Search Ranking Factors study. This article reflects the views of the author and should not be construed as an official statement by ACT. Matt also recently did an Insurance Journal podcast on this subject which can be found online at www.insurancejournal .tv/videos/8821. References: 1 h t t p : / / t e c h c r u n c h . c o m / 2 0 1 2 / 1 0 / 11 / comscore-googles-search-engine-marketshare-increased-in-september-yahoo-downanother-0-6-percentage-points/ 2 http://blumenthals.com/blog/2012/11/13/ ed-parsons-1-in-3-searches-at-google-arelocal/

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South Carolina Agent & Broker • Spring 2013

2013 Big “I” SC

Spring Conference

March 13 - 14 Embassy Suites, Columbia, SC

Thank you, sponsors Palmetto Partners:

Diamond Level Johnson & Johnson United Property & Casualty Ins. Co. IIABSC Agency Platinum Level Bankers Insurance Liberty Mutual Insurance Progressive Insurance Gold Level Jackson Sumner & Associates St. Johns Insurance Company Silver Level AFCO/ Prime Rate Premium Finance American Strategic Insurance Frontline Homeowners Ins. Main Street America Group National Security Fire & Casualty Preferred Specialty, LLC RPS Continental Southern Cross Underwriters Travelers Bronze Level Access Insurance Company Auto-Owners Ins. Co. Berkley Mid-Atlantic Group, LLC Capitol Preferred Insurance FirstComp Foremost Insurance Group Hanover Excess & Surplus, Inc. The Hartford J.M. Wilson Mid-Continent Group Phenix Mutual Fire Ins. Co. Southern Insurance Underwriters State Auto Ins. Companies Tapco Underwriters, Inc.

Additional Sponsors:

Lighthouse Property Insurance Group Pennsylvania Lumbermans Mutual Spring 2013 • South Carolina Agent & Broker

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More photos from Spring Conference

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South Carolina Agent & Broker • Spring 2013

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South Carolina Agent & Broker • Spring 2013

IIABSC YOUNG AGENTS CONFERENCE August 9-11, 2013 Marriott Grande Dunes, Myrtle Beach

This year’s conference will start a day later, on Friday, to reduce your time out of the office, with the Friday CE session later in the morning. This year’s event also features more exhibits and a networking lunch with our company partners. Up to six hours’ CE will be offered, and agency attendees will receive a voucher for a free IIABSC CE-approved webcast. Time out of the office is reduced, but there is still plenty of opportunities for some non-insurance fun for you and your family!

Register now at www.iiabsc.com FRIDAY, AUGUST 9 11:00 am – 12:30 pm Networking lunch w/ Exhibitors 12:30 – 3:30 pm CE Session: E&O Risk Management: Meeting the Challenge of Change, Part I Topics of discussion include understanding agent duties, the role of agency procedures in reducing E&O risks, using risk-assessment checklists, fully examining a E&O claim and reporting claims. Attendance includes voucher to attend Part II online, a $70 value. Successful completion of both parts will apply toward the agency’s requirement for the 10 percent Swiss Re E&O discount. (Approved for 3 hrs. P&C) Open afternoon/ Dinner on your own SATURDAY, AUGUST 10 8:00 – 9:00 am Continental breakfast, networking w/ Exhibitors 9:00 am – Noon CE Session: Roundtable discussions & updated Virtual University Ten 10 Countdown (w/ networking breaks) The VU Top 10 Countdown consists of the top 10 insurance coverage topics presented to the Big “I” Virtual University’s “Ask an Expert” service. The topics are of four main varieties: Coverage questions that keep coming up over and over; claim denials that are actually covered but often presumed not to be; coverage gaps, several of them catastrophic, that few are aware of; plus a few fun topics that may be a little off the wall but are still interesting. (Filed for 3 hrs P&C credit) 1:30 – 5:00 pm War on the Shore beach games/ Free Time Enjoy some time in the sun and some friendly competition on the beach. We will provide Bocce Ball, Horseshoes, and Corn Hole for attendees. Sign up at the registration desk for a time to play. 7:00 pm – Midnight Reception/ Dinner & Entertainment 7:00 – 11:30 pm Kid’s Event, for ages 2-12 SUNDAY, AUGUST 11 9:00 – 10:30 am Continental Breakfast Spring 2013 • South Carolina Agent & Broker

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Member News Welcome New Agency Members Baker Insurance Agency Sumter

Select Insurance Services Gaffney

Davis & Massey Insurance Agency Myrtle Beach

The Watson Insurance Group Greenville

Morfin Insurance Rock Hill

John T. Windham Insurance Lamar

Low Country Insurance Solutions Moncks Corner

IIABSC member agency named Orangeburg’s Small Business of the Year IIABSC member agent C. Russ Fender and the Wannamaker Agency in Orangeburg were named Orangeburg’s Small Business of the Year by the Orangeburg County Chamber of Commerce. Fender told the Orangeburg’s daily newspaper, the Times & Democrat, that diversification has been the key to getting through this challenging economy, making up what was lost in commercial lines with personal lines clients. And like most other Trusted Choice® agents, his agency prides themselves in their relationships with their clients and community involvement.

We Are The Calm Before The Storm One Size Definitely Does Not Fit All Every one of your customers with a home or business needs flood protection, no matter where they are. Even those who think they are covered may find out they are drastically underinsured. Big “I” Flood Program and Wells Fargo Special Risks now offer Excess over Primary |flood as well as flood in Non-participating Communities and Coastal Barrier Resources Act designated properties. Submit your quote request on Big “I” Markets at www.bigimarkets.com. Linda Mackey, Program Manager n 800.221.7917, ext. 5380

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South Carolina Agent & Broker • Spring 2013

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Thank you,

2012 InsurPAC Contributors

Millennium Club

Jon Jensen, Correll Insurance Group

Chris Tidwell, Tidwell Agency, Inc. Daniel Walker, Palmetto Insurance

Centennial Club

Founders Club

Jules Anderson, Anderson Ins Assocs LLC John Braddy, Braddy Insurance, Inc . Ashley Brady, First Charter Co Inc. Peter Burrous, Johnson and Johnson Ken Finch, Countybanc Insurance, Inc. Kathy McKay, McKay Insurance Inc. Scott Moseley, Irmo Insurance Agency Inc. James Rowe, HUB International Southeast Frank Sheppard, IIABSC Drew Theodore, Theodore & Assoc.Ins. C. Ross Turner, III, Turner Agency

Christina Barker, Coastal Plains Ins., LLC Jim Bost, Johnson & Johnson, Inc. Mgrs. Will Bowers, Russell Massey & Co. Gus Brabham, Frank B. Norris & Co. Bob Braddy, Braddy Insurance, Inc Jay Campbell, Cormell Street & Patterson Cooper Carter, Pinckney-Carter Company Laura Cornell, IIABSC Pamela Day, Correll Insurance Group William Eaddy, Adams Eaddy & Associates Ed Elliott, Correll Insurance Group Rob Hammett, CWS Ins Agency Inc Wade Hardin, CWS Ins Agency Inc Gold Club Melody Herring, Russell Massey & Co Inc. Tom Bates, Herlong Bates Burnett Ins., Inc. Harry Lovelace, Correll Insurance Group Faye Bradham, Bradham Ins Agency Theodore Mappus, Mappus Ins Agency John Cook, John T Cook & Associates Gary Cornell, AFCO/Prime Rate Premium Finance Becky McCormack, IIABSC Felix McLellan, Dillon Ins. Agency, Inc. David Cyphers, Sifford Stine Ins. Agency Lynn Owens, Aiken & Company James Galloway, Peoples First Insurance Randy Stec, Countybank Insurance, Inc Kim Gore, HUB International Southeast Vance Stine, Sifford-Stine Insurance Agency Dana Groome, Peoples Underwriters, Inc. Curtis Taylor, Herlong Bates Burnett Insurance John Paul, Anderson Ins Assocs LLC Robbie Templeton, Countybanc Insurance Bill Silcox, C.T. Lowndes & Company Bill Thomason, Jr., Citizens Insurance Agency Paul Steadman, The Steadman Agency Nate Toms, CWS Ins Agency Inc Terry Tadlock, Coastal Plains Ins., LLC Rae Whisenant, CWS Ins Agency Inc Richard Walker, Cormell Streett & Patterson Stephen Williams, CWS Ins Agency Inc Cary Wilson, Smart Choice Agents of SC Arthur Yex, CWS Ins Agency Inc Teresa Yount, Correll Insurance Group Pioneer Club Mike Carriker, Waccamaw Ins. Services Beth Chastie, IIABSC General Contributors Kent Edwards, Correll Insurance Group Debra Adams, Correll Insurance Group Daniel Einstein, Rosenfeld Einstein Katherine Anderson, Anderson Ins Assocs Lee Ellis, Ellis Realty & Ins. Agency, Inc. Tara Anderson, Chandler Insurance LLC Paul Grich, Cormell Street & Patterson J Park Ashley Jr, Adams Eaddy & Associates Richard Hutson, William Means Co Ins. Anna Bailey, Bradham Insurance Agency Roger Jordan, Cormell Streett & Patterson Brandy Baker, Countybanc Insurance, Inc Victor Jowers, Upchurch & Jowers Ins Agency Carol Ballenger, Correll Insurance Group Larry Joyner, CWS Ins Agency Inc Linda Barnes, Countybanc Insurance, Inc Rudy Painter, Countybank Insurance, Inc Maria Barrantes, Hill Shaw, Atlantic Shield Ins. Group, LLC Angela Berry, Citizens Insurance Agency, Inc. Spider Spivey, Howard B. Smith Agency Ruth Ann Betham, Citizens Insurance Agency Jay Taylor, Kinghorn Ins Agency of Beaufort Kymberley Bigda, Coastal Plains Insurance

Gina Bloomer, Correll Insurance Group Jeanette Bloss, IIABSC Tammy Blount-Wright, John T Cook & Assocs Audrey Booth, Booth & Company Ins Agency William Boswell, Capstone Insurance Services Peggy Bowers, Countybanc Insurance, Inc Barbie Bradham, Bradham Ins Agency Ann Bridges, Correll Insurance Group, Inc. Tammy Brookshire, Countybanc Insurance Kassie Bryant Robert Bryant, Robert Bryant & Son Inc Tammy Bryant, Chandler Insurance LLC Connie Bullard, Braddy Insurance, Inc Christina Burnett Lynne Burnett, Correll Insurance Group Nicole Burnett Angele Byrne Candy Campbell, Correll Insurance Group Debra Carter, Countybanc Insurance Kelley Cash, Correll Insurance Group, Inc. Barbara Causey, Braddy Insurance, Inc Derrik Chandler, Chandler Insurance LLC Thomas Chandler, RV Chandler & Assocs Inc Mildred Chavis, Countybanc Insurance, Inc Paul Clark, Adams Eaddy & Associates Sharon Clark, Adams Eaddy & Associates Jackie Clayton, Correll Insurance Group Kevin Clegg, Coastal Plains Insurance, LLC James Coleman, The United Agency Jeffry Colet Debbie Collins, John T Cook & Associates Dan Conway, Harleysville Insurance Company Scott Coon, Travelers Insurance Ben Correll, Correll Insurance Group, Inc. Carrie Cox, John T Cook & Assocs Levi Crawford, Anderson Ins Assocs LLC J Ryan Creamer, Chandler Insurance LLC Richard Crose, Coastal Plains Insurance, LLC Ann Daniel, Correll Insurance Group Matthew D’Anton, BB&T Puckett Scheetz & Hogan Jennifer Davis, Braddy Insurance, Inc Mollie Dent, Adams Eaddy & Associates Alex Dickson, Adams Eaddy & Associates Connie Dolan, Coastal Plains Insurance, LLC Charles Dorton, Russell Massey & Co Inc. Ginger Douglas, Adams Eaddy & Associates Russ Dubisky, SC Insurance Center Ryan Eaddy, Adams Eaddy & Associates Spring 2013 • South Carolina Agent & Broker

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InsurPAC is the political action committee of our national association. Funds are raised through voluntary personal contributions from independent agents and brokers across the country. With these funds, InsurPAC helps elect candidates and re-elect members of Congress who share our business philosophy.

InsurPAC Contributors, continued William Paul Eaddy, Adams Eaddy & Assocs Susan Edenfield, Anderson Ins Assocs LLC Mary Ellis, IIABSC Deanna Ermson, Correll Insurance Group McGee Faircloth, John T Cook & Associates Tim Faulhaber, Correll Insurance Group, Inc. Melissa Federico, Correll Insurance Group Pat Fetner, IIABSC John Foreman, King Street Agency Alex Fournil, Vista Insurance Group Cecilia Fournil, Vista Insurance Group Will Fowles, Adams Eaddy & Associates Debbie Galloway, Universal North America Jan Garrett, The United Agency Rhonda Garrett, Countybanc Insurance, Inc Bobby Garrison, Debra Gist, Correll Insurance Group, Inc. Thomas Glaz, Adams Eaddy & Associates George Hagood, Hagood Insurance Agency Kelly Hall, Davis-Garvin Agency, Inc Alice Hamm, Auto-Owners Insurance Edmund Hardy, Adams Eaddy & Associates Angelee Harris, Countybanc Insurance, Inc Kia Harvey, Countybank Insurance, Inc Wendy Harvey, Coastal Plains Insurance Bryan Hatfield, Palmetto Pride Insurance Robert Hiers, John T Cook & Assocs Eric Holcombe, Irmo Insurance Agency Inc Darrell Hood, Correll Insurance Group Angela Horton, Correll Insurance Group Wendy Houser, Markel Insurance Company Joey Huckaby, Huckaby & Associates Jim Hudson, Coastal Plains Insurance, LLC Megan Huebner, IIABSC Amy Huellmantel, Countybanc Insurance Irene Huggins, Braddy Insurance, Inc Pat Hurst, Correll Insurance Group, Inc. Joyce Hyder, Landrum Insurance Agency, Inc. Marla Jackson, Adams Eaddy & Associates Carrie Johnson, Carrie Johnson Agency, Inc. Galaxy Johnson, John T Cook & Assocs Mark Johnson, Carrie Johnson Agency, Inc. Marshall Keys, Palmetto Insurance Associates Amy Kinasch, Coastal Plains Insurance, LLC Christina Lambert, Braddy Insurance, Inc Tammy Lawhorn, Chandler Insurance LLC Barbara Jo Leopard, Countybanc Insurance 34

South Carolina Agent & Broker • Spring 2013

Brandi Lightner, Travelers Insurance Margie Long, John T Cook & Associates Julie Low, John T Cook & Assocs Tyler Macolly, Arthur J. Gallagher Risk Mgmt. Lori Madden, Citizens Insurance Agency, Inc. Mary Mahoney, Irmo Insurance Agency Inc Melyssa Mappus, Coastal Plains Insurance Scott Marr, Premium Financing Specialists Amy McCabe, John T. Cook Ashley McCarson, Citizens Insurance Agency John McClintock, The United Agency Myra McClure, Correll Insurance Group David McLellan, Safeco Insurance Company Charlotte Kathryn Messel, Correll Ins Group Debbie Miller, Irmo Insurance Agency Inc Gail Mishoe, Peoples Underwriters, Inc. Lonnetta Morelock, Correll Ins Group Susan Morich, John T Cook & Assocs Charles R. Moseley, Irmo Insurance Agency Benjamin Myers, Russell Massey & Co Inc. Robert Nalley, Creech Roddey Watson Ins Andy Nason, Adams Eaddy & Associates Teri Newmark, Correll Insurance Group, Inc. Margaret Nowlin, Coastal Plains Insurance Steve Ochocinsky, Adams Eaddy & Assocs Billy O’Shields, Correll Insurance Group Lori Painter, Landrum Insurance Agency, Inc. Lee Parks, FirstComp Adam Payne, White Insurance Agency Brian Payne, Field Insurance Agency, Inc. Boone Peeler, CWS Ins Agency Inc Dennesia Peterson, Correll Insurance Group Adam Phelps, Russell Massey & Co Inc Jeffery Phillips, Countybanc Insurance, Inc Jennie Plumley, Correll Insurance Group Tish Pollard, Correll Insurance Group, Inc. Harris Post, Bonita Rabon, Adams Eaddy & Associates Tim Ramsey, Hull & Co Mid Atlantic Betsy Renken, Anderson Ins Assocs LLC Claire Reynolds, Coastal Plains Insurance Edward Rutledge, Adams Eaddy & Assocs Robert Sanders, Preferred Specialty, LLC R. Rhett Sansbury, HUB International SE George Schwab, Correll Insurance Group Nicole Seaford, Correll Insurance Group Rich Shaeffer, Crump Life Insurance

Cliff Shealy, Midlands Insurance Center, Inc. Katherine Sheppard, Countybanc Gabrielle Smith, Chandler Insurance Karen Smith, Correll Insurance Group, Inc. Katrina Smith, Correll Insurance Group Brenda Snyder, Countybanc Insurance Linda Sorrow, Correll Insurance Group Alan Spachman, Belmont Insurance Services Eileen Spielmeyer, Coastal Plains Insurance Paul Stewart, Adams Eaddy & Associates Kay Summerlin, Braddy Insurance, Inc Matthew Tadlock, Coastal Plains Insurance John Thomason, Correll Insurance Group Meredith Thomason, Citizens Ins Agency Tonya Thomason, David A Crotts & Assocs Ebelia Torres, John T Cook & Assocs Anita Trevino, IIABSC Jack Trnavsky, Correll Insurance Group Dede Wade, Turner Agency, Inc. Robert Walker, Landrum Insurance Agency Joye Wall, Anderson Ins Assocs LLC Bryant Walton, Cameron Ward, Coastal Plains Insurance, LLC Lori Watkins, Correll Insurance Group Inc. Carrie Ann Wertz, Chandler Insurance LLC Karen White, The United Agency Becky Williams, Adams Eaddy & Associates Matthew Wiseman, Peoples Underwriters Garrett Wreden, Kinghorn Ins Agcy Beaufort Derrick Wrigley, Adams Eaddy & Associates Courtney Young, Adams Eaddy & Associates

For more on InsurPAC, contact Gus Brabham

gbrabham@frankbnorris.com, 803.256.7555

Calendar View up-to-date calendar, course descriptions and register using our online Education & Event Calendar at www.iiabsc.com/education

m m

CLASSROOM COURSES WEBCAST/WEBINAR - no test required for CE Credit

May 2 7 7 7 8 13 14 14 14 14 14 15 15 16 16 16 16 16 20 21 21 22-23 23 23 28 30 30

CISR: Commercial Property, 7 P&C, Rock Hill Business Auto Claims That Cause Problems, 2 P&C E&O Risk Management Webinar – Part II, 3 hrs. Ethics E&O Risk Management Webinar – Part I, 3 hrs. P&C CISR: Elements of Risk Management, 7 hrs. P&C, Charleston SC Surplus Lines License Review Course, 3 hrs. P&C E & O Risk Management, 3 hrs. P&C, 3 hrs. Ethics, Greenville Generating Revenue Online Workshop, Columbia, SC National Healthcare Reform – Part I, 2 hrs. L&H Ethics & Business: Is This an Oxymoron?, 3 hrs. Ethics Insurance and the Property Lease, 2 hrs. P&C Certificates of Insurance, 3 hrs. P&C CISR: Commercial Casualty 2, 7 hrs. P&C, Greenville E & O Risk Management, 3 hrs. P&C, 3 hrs. Ethics, Myrtle Beach Agency Management Based E&O and Ethics, 3 hrs. Ethics E&O Risk Management Webinar – Part I, 3 hrs. P&C E&O Risk Management Webinar – Part II, 3 hrs. Ethics National Healthcare Reform – Part II, 2 hrs. L&H Directors & Officers Liability Insurance, 2 hrs. P&C AIAM Day 3, 6 hrs. P&C, Columbia Those Kids and Their Cars, 2 hrs. P&C Commercial Lines Nuts & Bolts, 12 hrs. P&C, Columbia Workers Compensation Beyond the Basics, 3 hrs. P&C Business Income, Beyond the Basics, 3 hrs. P&C National Healthcare Reform – Part I, 2 hrs. L&H National Healthcare Reform – Part II, 2 hrs. L&H Cyberliability & Ice Cream Social, 2 hrs. P&C, Columbia

June 4 4 6 10 11 11 11 11 12 13 13 13 19

E&O Risk Management Webinar – Part I, 3 hrs. P&C E&O Risk Management Webinar – Part II, 3 hrs. Ethics Retirement Planning and Annuities, 2 hrs. L&H Surplus Lines License Review Course, 3 hrs. P&C Ethics & Business: Is This an Oxymoron?, 3 hrs. Ethics Certificates of Insurance, 3 hrs. P&C National Healthcare Reform – Part I, 2 hrs. L&H Commercial Lines Claims that Cause Problems, 2 hrs. P&C AIAM Day 6, 2 hrs. P&C, 3 hrs. Ethics, Greenville Liability Issues to Worry About, 2 hrs. P&C Top 5 Uses for Life Insurance, 2 hrs. L&H National Healthcare Reform – Part II, 2 hrs. L&H COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C

19 19 19-21 20 20 20 25 25 25 25 26 26 26 27

Building Codes are BAD for your Insureds, 2 hrs. P&C Steve Anderson Agency Workshop, Columbia CIC: Agency Management, 16 hrs. P&C or L&H, 4 hrs. Ethics, Charleston E&O Risk Management Webinar – Part II, 3 hrs. Ethics E&O Risk Management Webinar – Part I, 3 hrs. P&C Est. Planning Techniques: Gifts Trusts & Life Ins., 2 hrs. L&H E&O Risk Management, 3 hrs. P&C, 3 hrs. Ethics, Florence National Healthcare Reform – Part I, 2 hrs. L&H Personal Lines Claims that Cause Problems, 2 hrs. P&C Hot Topics in Personal Lines, 2 hrs. P&C Agency Management Based E&O and Ethics, 3 hrs. Ethics CISR: Elements of Risk Management, 7 hrs. P&C, Hilton Head CISR: Agency Operations, 7 hrs. P&C or L&H, 1 hr. Ethics, Columbia National Healthcare Reform – Part II, 2 hrs. L&H

July 2 2 8 9 9 10 10 11 16 16 16 16 17 17 17 18 18 23 23 23 23 24 25 25 25 29 30

E&O Risk Management Webinar – Part I, 3 hrs. P&C E&O Risk Management Webinar – Part II, 3 hrs. Ethics Surplus Lines License Review Course, 3 hrs. P&C Business Auto Claims That Cause Problems, 2 hrs. P&C National Healthcare Reform – Part I, 2 hrs. L&H CISR: Insuring Commercial Property, 7 hrs. P&C, Charleston CISR: Personal Lines – Miscellaneous, 7 hrs. P&C, Greenville National Healthcare Reform – Part II, 2 hrs. L&H AIAM Day 3, 6 hrs. P&C, Charleston CISR: Personal Residential Property, 7 hrs. P&C, Florence Business Income, Beyond the Basics, 3 hrs. P&C Workers Comp, Beyond the Basics, 3 hrs. P&C Certificates of Insurance, 3 hrs. P&C CISR: Elements of Risk Management, 7 hrs. P&C, Myrtle Beach E & O Risk Management, 3 hrs. P&C, 3 hrs. Ethics, Columbia E&O Risk Management Webinar – Part II, 3 hrs. Ethics E&O Risk Management Webinar – Part I, 3 hrs. P&C Hot Topics in Personal Lines, 2 hrs. P&C Those Kids and Their Cars, 2 hrs. P&C National Healthcare Reform – Part I, 2 hrs. L&H CISR: Personal Lines – Miscellaneous, 7 hrs. P&C, Columbia Agency Management Based E&O and Ethics, 3 hrs. Ethics AIAM Day 4, 2 hrs. P&C, 4 Ethics, Columbia Ethics & Business: Is This an Oxymoron?, 3 hrs. Ethics National Healthcare Reform – Part II, 2 hrs. L&H Directors and Officers Liability Insurance, 2 hrs. P&C Insurance and the Property Lease, 2 hrs. P&C

Spring 2013 • South Carolina Agent & Broker

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August 1 6 6 8 8-11 12 13 13 14 14 14 15 15 15 15 15 15 15 15 19 20 20 20 21 22 22 23 27 27 28 29

CISR: Personal Lines Management, 7 hrs. P&C, Rock Hill E&O Risk Management Webinar – Part II, 3 hrs. Ethics E&O Risk Management Webinar – Part I, 3 hrs. P&C Retirement Planning and Annuities, 2 hrs. L&H IIABSC Young Agents Conference, Myrtle Beach Surplus Lines License Review Course, 3 hrs. P&C Commercial Lines Claims that Cause Problems, 2 hrs. P&C National Healthcare Reform – Part I, 2 hrs. L&H AIAM Day 5, 6 hrs. P&C, Hilton Head COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C Building Codes are BAD for Your Insureds, 2 hrs. P&C Agency Management Based E&O and Ethics, 3 hrs. Ethics CISR: Personal Residential Property, 7 hrs. P&C, Charleston E&O Risk Management Webinar – Part I, 3 hrs. P&C E&O Risk Management Webinar – Part II, 3 hrs. Ethics Certificates of Insurance, 3 hrs. P&C Liability Issues to Worry About, 2 hrs. P&C Top 5 Uses for Life Insurance, 2 hrs. L&H National Healthcare Reform – Part II, 2 hrs. L&H L&H Concepts/ Money in Retirement Accounts, 6 hrs. L&H, Greenville Education Awards Luncheon, Columbia Hot Topics in Personal Lines, 2 hrs. P&C Ethics & Business: Is This an Oxymoron?, 3 Ethics CISR: L&H Essentials, 7 hrs. L&H, Columbia Estate Planning/ Alternative Health Plans, 6 hrs. L&H, Columbia Est. Planning Techniques: Gifts Trusts & Life Ins, 2 L&H L&H Concepts/ Money in Retirement Accounts, 6 hrs. L&H, Charleston National Healthcare Reform – Part I, 2 hrs. L&H Personal Lines Claims that Cause Problems, 2 hrs. P&C Directors & Officers Liability Insurance, 2 hrs. P&C National Healthcare Reform – Part II, 2 hrs. L&H

24 25 26 26

National Healthcare Reform – Part I, 2 hrs. L&H CISR: William T. Hold Seminar, 8 hrs. P&C, Charleston Hot Topics in Personal Lines, 2 hrs. P&C National Healthcare Reform – Part II, 2 hrs. L&H

October 1 1 1 2-4 8 8 10 10 10 10 10 13-15 14 15 15 15 16 17 17 17 22 22

E&O Risk Management Webinar – Part I, 3 hrs. P&C E&O Risk Management Webinar – Part II, 3 hrs. Ethics CISR: Commercial Property, 7 hrs. P&C, Myrtle Beach CIC: Life & Health, 20 hrs. L&H, Myrtle Beach Ethics & Business: Is This an Oxymoron, 3 hrs. Ethics National Healthcare Reform – Part I, 2 hrs. L&H Retirement Planning and Annuities, 2 hrs. L&H Certificates of Insurance, 3 hrs. P&C Liability Issues to Worry About, 2 hrs. P&C National Healthcare Reform – Part II, 2 hrs. L&H Executive Leadership Program Session 2, Columbia IIABSC Annual Convention, Asheville, NC Surplus Lines License Review Course, 3 hrs. P&C Building Codes are BAD for your Insureds, 2 hrs. P&C Commercial Lines Claims that Cause Problems, 2 hrs. P&C COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C CISR: William T. Hold Seminar, 8 hrs. P&C, Florence Top 5 Uses for Life Insurance, 2 hrs. L&H E&O Risk Management Webinar – Part II, 3 hrs. Ethics E&O Risk Management Webinar – Part I, 3 hrs. P&C CISR: Elements of Risk Management, 7 hrs. P&C, Columbia 11716 WA IIABA ad.pdf 1 12/18/12 3:55 PM Agency Mangement Based E&O and Ethics, 3 hrs. Ethics

Personal Umbrella endorsed by IIABA

September 3 3 5 5 9 10 10 11 11 12 12 12 17 17 17 17 18 19 19 19 24 24 24

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E&O Risk Management Webinar – Part II, 3 hrs. Ethics E&O Risk Management Webinar – Part I, 3 hrs. P&C CISR: Personal Auto, 7 hrs. P&C , Greenville AIAM Day 5, 6 hrs. P&C, Columbia Surplus Lines License Review Course, 3 hrs. P&C Business Auto Claims That Cause Problems, 2 hrs. P&C National Healthcare Reform – Part I, 2 hrs. L&H CISR: Personal Auto, 7 hrs. P&C , Columbia AIAM Day 1, 7 hrs. P&C, Greenville National Healthcare Reform – Part II, 2 hrs. L&H Agency Management Based E&O and Ethics, 3 hrs. Ethics Executive Leadership Program Session 1, Columbia Certificates of Insurance, 3 hrs. P&C Business Income: Beyond the Basics, 3 hrs. P&C Workers Compensation: Beyond the Basics, 3 hrs. P&C Insurance and the Property Lease, 2 hrs. P&C E & O Risk Management, 3 hrs. P&C, 3 hrs. Ethics, Hilton Head E&O Risk Management Webinar – Part I, 3 hrs. P&C E&O Risk Management Webinar – Part II, 3 hrs. Ethics CISR: Commercial Property, 7 hrs. P&C, Hilton Head AIAM Day 4, 2 hrs. P&C, 4 hrs. Ethics, Charleston Those Kids and Their Cars, 2 hrs. P&C Ethics & Business: Is This an Oxymoron?, 3 hrs. Ethics

South Carolina Agent & Broker • Spring 2013

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Your clients come in all kinds of shapes, sizes and exposures. They all have different risks but they all look to you, their broker, for cost effective coverage. A&M has A-rated admitted and non-admitted multi-markets to cover your client's needs. We make it simple. We make it easy. We make it fast. Get covered by the A&M Umbrella Man — One Application. Multiple Quotes

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23-24 24 25 29 29 29 31

Personal Lines Nuts & Bolts, 12 hrs. P&C, Columbia Est. Planning Techniques: Gifts Trusts & Life Ins, 2 hrs. L&H Directors & Officers Liability Insurance, 2 hrs. P&C E & O Risk Management, 3 hrs. P&C, 3 hrs. Ethics, Charleston Personal Lines Claims That Cause Problems, 2 hrs. P&C National Healthcare Reform – Part I, 2 hrs. L&H National Healthcare Reform – Part II, 2 hrs. L&H

19 21 21 21 21 25

Those Kids and Their Cars, 2 hrs. P&C AIAM Day 6, 2 hrs. P&C, 3 hrs. Ethics, Columbia Agency Management Based E&O and Ethics, 3 hrs. Ethics E&O Risk Management Webinar – Part II, 3 hrs. Ethics E&O Risk Management Webinar – Part I, 3 hrs. P&C Directors & Officers Liability Insurance, 2 hrs. P&C

December November 5 5 5 5 5 6 6 6-8 11 12 12 12 13 13 13 14 18 19

CISR: William T. Hold Seminar, 8 hrs. P&C, Rock Hill E&O Risk Management Webinar – Part I, 3 hrs. P&C E&O Risk Management Webinar – Part II, 3 hrs. Ethics Business Auto Claims That Cause Problems, 2 hrs. P&C Certificates of Insurance, 3 hrs. P&C CISR: Commercial Casualty-1, 7 hrs. P&C, Greenville CISR: Commercial Causalty-2, 7 hrs. P&C, Columbia CIC: Commercial Casualty, 20 hrs. P&C, Hilton Head Surplus Lines License Review Course, 3 hrs. P&C CISR: Commercial Casualty-1, 7 hrs. P&C, Charleston Insurance and the Property Lease, 2 hrs. P&C Ethics & Business: Is This an Oxymoron?, 3 hrs. Ethics CISR: Personal Lines – Miscellanous, 7 hrs. P&C, Myrtle Beach Business Income: Beyond the Basics, 3 hrs. P&C Workers Compensation: Beyond the Basics, 3 hrs. P&C Executive Leadership Program Session 3, Columbia Hot Topics in Personal Lines, 2 hrs. P&C E & O Risk Management, 3 hrs. P&C, 3 hrs. Ethics, Greenville

3 3 5 5 9 10 10 10 10 11 11 12 16 17 18 19 19 19

E&O Risk Management Webinar – Part II, 3 hrs. Ethics E&O Risk Management Webinar – Part I, 3 hrs. P&C CISR: Agency Operations, 6 hrs. P&C or L&H, 1 hr. Ethics, Greenville Retirement Planning and Annuities, 2 hrs. L&H Surplus Lines License Review Course, 3 hrs. P&C Building Codes are BAD for Insureds, 2 hrs. P&C Certificates of Insurance, 3 hrs. P&C Liability Issues to Worry About, 2 hrs. P&C COPE: Property Underwriting & Effective Loss Control, 2 hrs. P&C Executive Leadership Program Session 4, Columbia CISR: Agency Operations, 6 hrs. P&C or L&H, 1 hr. Ethics, Charleston Top 5 Uses for Life Insurance, 2 hrs. L&H Personal Lines Claims That Cause Problems, 2 hrs. P&C Ethics & Business: Is This an Oxymoron?, 3 hrs. Ethics Agency Management Based E&O and Ethics, 3 hrs. Ethics Est. Planning Techniques: Gifts Trusts & Life Ins, 2 hrs. L&H E&O Risk Management Webinar – Part I, 3 hrs. P&C E&O Risk Management Webinar – Part II, 3 hrs. Ethics

Spring 2013 • South Carolina Agent & Broker

37

2013 Board of Directors Executive Committee

Directors

Chairman Ashley Brady, CIC First Charter Co., Inc Marion, SC abrady@firstcharterins.com

National Director Jon A. Jensen, AAI, AIP Correll Insurance Group Spartanburg, SC jjensen@correllinsurance.com

Chairman Elect/ Treasurer Kenneth A. “Ken” Finch, CPCU, CIC, CRM, AAI Countybanc Insurance Greenwood, SC kfinch@ecountybanc.com

Immediate Past Chairman Kathy D. McKay, CIC, CPIW McKay Insurance Mt. Pleasant, SC kmckay6681@aol.com

Secretary R. Scott Moseley Irmo Insurance Agency Irmo, SC scott@irmoins.com

William J. Bowers, AIP (Will) Russell Massey & Co., Inc. Columbia, SC will@russellmassey.com

Kimberly J. Gore, CIC (Kim) HUB International Southeast Myrtle Beach, SC kim.gore@hubinternational.com

Angus M. Brabham, IV, CIC (Gus) Frank B. Norris & Co. Columbia, SC gbrabham@frankbnorris.com

Dana D. Groome, CIC, CPCU, CISR, ACSR Peoples Underwriters Inc. Conway, SC danag@peoplesunderwriters.com

J. Robert Bryant, Jr. (Bobby) Robert Bryant & Son, Inc. Orangeburg, SC bobby@robertbryantandson.com Stephen B. Cannon, PhD, CPCU (Steve) Law Insurance Agency, Inc Spartanburg, SC scannon4@juno.com Harrison G. Cline, CIC, AIP The Furman Co. Insurance Agency Greenville, SC hcline@furmanco.com

Willard A. Silcox, III, ACSR (Bill) C.T. Lowndes & Company Mt. Pleasant, SC bsilcox@ctlowndes.com Richard L. Walker, CIC Cormell Street & Patterson Florence, SC rwalker@csp4me.com

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South Carolina Agent & Broker, Spring 2013