The Strength To Weather Any Storm. The Power To Provide Brighter Solutions.
Alan Jay Kaufman Chairman, President & CEO
At Burns & Wilcox, we believe strong leadership ensures a bright future. With Alan Kaufman’s vision, we’ve grown into North America’s largest and most capable specialty insurance wholesaler. Our unique ability to provide comprehensive specialty risk coverage, especially in this challenging and stormy market, is the result of a national network of experienced underwriters and brokers who give us the strength to grow regardless of what’s on the horizon. So if you want a company with the foresight to stay ahead of the storm, turn to the professionals with the speed, intelligence and agility to get the job done — the specialists at Burns & Wilcox.
Morehead City, North Carolina
252.726.8992 fax 252.726.9484 moreheadcity.burnsandwilcox.com
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: email@example.com IIABSC Staff G. Frank Sheppard, AAI President ext. 23, firstname.lastname@example.org Rebecca H. McCormack, CPCU, CIC, AAI, CPIW Vice President ext. 14, email@example.com Anita J. Trevino Director of Communications ext. 29, firstname.lastname@example.org Beth Chastie Director of Administration & Finance ext. 17, email@example.com Charlene Bernotas, CISR, ACSR Agency Administrator ext. 22, firstname.lastname@example.org Elaine Mikell Meeting Coordinator ext. 16, email@example.com Mary A. Ellis Education Coordinator ext. 12, firstname.lastname@example.org Jeanette Bloss Education Coordinator ext. 11, email@example.com Pat Fetner Receptionist ext. 10, firstname.lastname@example.org Lee Ruef Director of State Government Relations email@example.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 firstname.lastname@example.org
3OUTH #AROLINA !GENT "ROKER s 3PRING
Message from the Chairman of the Board Message from the National Director Trusted Choice® Disaster Relief Fund Education Spotlight - Garrett Wreden, CPCU, AIP Young Agent Spotlight - Anna T. Bailey, CIC, CISR Top Ten Reasons to Use An Agency Management System Top Ten Things Employers Need to Know About the New FMLA Regulations Big “I” Markets Product List Avoid E&O Pitfalls in Earthquake Insurance Save the Date: Upcoming Events IIABSC Foundation 2008 InsurPac Contributors ® Trusted Choice Junior Golf Sponsorship Form IIABSC Calendar 2009 Board of Directors and Executive Committee
AequiCap Program Administrators 19 AmTrust North America 47 Auto Owners Insurance Company 41 Bankers Insurance Group 26 Builders Mutual Insurance 11 Burns & Wilcox 3, 5, 48 Capstone Underwriters 26 Edwin M. Rollins Company 7 General Casualty Insurance 2 Hagerty 45 Hanover Excess & Surplus 23 Hull & Company 37 Insurance House 39 Jackson Sumner & Associates 17 Johnson & Johnson 24, 25
Market Finders Insurance Corp. Montgomery Insurance Preferred Specialty Prime Rate Premium Finance ProVision Underwriters Sagamore Insurance Company South Carolina Agent Network Southern Insurance Underwriters Southern Cross Underwriters Summit Marketing Services TAPCO Underwriters The National Security Group The Seibels Bruce Group Universal North America
6 8 10 14 16 20 22 27 30 36 38 40 42 44 46
12 41 45 39 37 21 29 9 33 43 41 43 21 13
Cover: (Dreamstime: Psalm113vp). Every Spring Upstate South Carolina has a hot-air-balloon festival during Memorial Day weekend called “Freedom Weekend Aloft.” The purpose of the festival is to promote affordable family fun, hot-air ballooning, patriotism and tourism to the Upstate area while raising money for local and regional charities. This year’s festival is from May 22 – 25 at Heritage Park in Simpsonville. While it may not cover hot-air ballooning, Big “I” Markets has recently added several Outdoor Markets products including *XLGHV 2XW¿WWHUVDQG)LVKLQJ +XQWLQJ/RGJHVWRLWVFRPPHUFLDOOLQHVRIIHULQJV6HHDIXOOOLVWRISURGXFWV offered through Big “I” Markets on page 27.
Need a Vacant Property Policy that won’t come up empty?
Alan Jay Kaufman Chairman, President & CEO
When you partner with the experienced professionals at Burns & Wilcox, you’ll ﬁnd a national network of underwriters with unparalleled access to the leading markets for Vacant Properties. That means broad coverage from a company with the speed, agility and intelligence to get the job done right. Plus, ﬂexible solutions and large limits in protection against ﬁre, vandalism and other unforeseen claims. If your client has an empty property, give them the right coverage with a Vacant Property Policy from Burns & Wilcox, North America’s largest specialty insurance wholesaler.
Morehead City, North Carolina
252.726.8992 fax 252.726.9484 moreheadcity.burnsandwilcox.com
IIABSC Foundation was a Vision for the Future
s leaders of our organizations, we often have opportunities to make decisions that will have long lasting effects on our stakeholders. For IIABSC, there may have never been a more valuable decision than to initiate the IIABSC Foundation. In 1982, then-IIABSC president Bill Thomason of Anderson asked a group of IIABSC past presidents to study current issues facing the association and develop proposals for projects and direction that would have â€œlasting effects on the association and its members.â€? The foundation was born from this initial group in the hope of making a difference in the communities of South Carolina and enhancing the public image of independent agents. With an initial contribution of $100,000, the Independent Insurance Agents of South Carolina Foundation was established on April 20, 1984 with its purposes â€œincluding but not limited to sponsoring DQG IRVWHULQJ FKDULWDEOH VFLHQWLÂżF SXEOLF VDIHW\ RU health, literary or educational endeavors.â€? The original Foundation Board was made up of Weston Patterson of Florence, Rupert Stalvey of Conway, Bill Thomason of Anderson, Russell Rooney of Columbia and Ed Schachte RI&KDUOHVWRQ7KHÂżUVWFRQWULEXWLRQIURPWKH)RXQGDWLRQ was a $5,000 grant for research into burn patterns and FKDUDFWHULVWLFV RI FHUWDLQ Ă€DPPDEOH OLTXLGV XVHG E\ arsonists. )XQGLQJ HIIRUWV WR SURPRWH ÂżUH VDIHW\ DQG FRPEDW arson have long been a principal activity of the foundation. In conjunction with the South Carolina Insurance News Service and the South Carolina Law Enforcement Division (SLED), the Foundation funds rewards for information leading to arrest and conviction of arsonists through the Arson Hotline. 2YHU WKH \HDUV RWKHU SURJUDPV WKDW KDYH EHQHÂżWHG IURP)RXQGDWLRQJUDQWVDUHWKH6WDWH)LUH0DUVKDOOÂśVÂżUH safety programs, Clemson University Extension Service VWDWHZLGHÂżUHVDIHW\DZDUHQHVVSURJUDPDQGVXSSRUWRIWKH
3OUTH #AROLINA !GENT "ROKER s 3PRING
VWDWH)LUH0DUVKDOOÂśVÂżUHVDIHW\PDVFRWÂł)UHGGLH7KH)LUH less Feline.â€? The Foundation provides grants and support to a number of insurance education and training programs including scholarships for students majoring in insurance or risk management at the University of South Carolina, Clemson University and the College of Charleston. It also SURYLGHV VFKRODUVKLS VXSSRUW IRU WKH &HUWLÂżHG ,QVXUDQFH Counselor (CIC) program and education grants to IIABSC for special education programs throughout the year. The Foundation relies on annual contributions from agencies, companies and industry friends to support ongoing efforts. There have been unique and generous gifts over the years in support of the Foundation. In addition to annual contributions, a donation to the Foundation is an excellent way to memorialize fellow industry members that have passed away or honor someone that has been important to your insurance career. In 2001, the Clement Marshall Family made a gift to WKH)RXQGDWLRQIRUSXUSRVHVRISURYLGLQJÂżQDQFLDOVXSSRUW to agents seeking continuing professional education. Clement Marshall, a native of Sumter, was founder of a general agency in Charlotte. His son Tom Marshall was the long-time regional vice present of Auto Owners Insurance Company and is now on the faculty of UNC-Charlotte. The Marshall Family gift has been used to help underwrite the associationâ€™s Elite Sales Training Program. On page 38, you can see a list of Foundation contributors for 2008 and some of the benefactors of Foundation grants and scholarships as well as our current Foundation Trustees. Thank you to everyone who has remembered the IIABSC Foundation with a donation. And thank you to our predecessors that had the vision and initiative to start the Independent Insurance Agents & Brokers of South Carolina Foundation and to our current Trustees who are making sure that vision is carried to the future.
3PRING s 3OUTH #AROLINA !GENT "ROKER
Visit ACT web site for guidance on technology issues – www.independentagent.com/act. Then send someone from your staff to our state Agents Technology conference in May.
ince we started this magazine two years ago we’ve been getting lots of feedback on our ACT articles on technology. (YHU\ZHHNWKH,,$%6&RI¿FH¿HOGVFDOOVIURPDJHQFLHVORRNLQJ for help, advice or guidance on computer issues. Your association leadership has made technology education one of its top priorities - launching the SC Agents Technology Conference last year, and fully supporting the Get Real Time Campaign. Technology management in your agency is an ever-changing process, and we have tried to keep you updated through regular articles in this magazine. Unfortunately, the magazine is only published four times a year, which limits the amount of technology QHZVZHFDQSDVVRQWR\RX7KHSURFHVVHVDQGHI¿FLHQFLHVRI5HDO Time and Download are constantly being updated and improved faster than we can keep you informed. ,QWKLVLVVXH\RXZLOODOVR¿QGDQDUWLFOHRQ³7RS5HDVRQV to Use and Agency Management System” written by Angelyn Treutel, the chairperson of the ACT committee and a speaker at several of our conferences this past year. Technology is now a major part of agency management. As we all tighten our belts and KDYHWR¿QGPRUHDQGPRUHHI¿FLHQFLHVLQWKHZD\ZHRSHUDWHRXU businesses each day, the effective use of technology can make an immediate impact to your bottom line. Many agencies use very little of the functionality of their agency management systems. To EHWUXO\HI¿FLHQWDQDJHQF\PXVWPDNHWKHFRPPLWPHQWWKDWHYHU\ process in the agency begins and ends in the management system of your choice. There are many resources available from the web sites listed below to getting involved with user groups for your management system to help you better manage your agency. The next time that your agency is facing a technology issue – whether for agency operations or sales and marketing matters, I suggest you visit the National Big “I” Agents Council for Technology web site at www.independentagent.com/ac p g t or www.getrealtime.or g rg . These two web sites offer a wealth of information on topics such as: u Real Time u Download u $GYDQFHG$JHQF\:RUNÀRZVDQG%HVW3UDFWLFHV u Going Paperless 3OUTH #AROLINA !GENT "ROKER s 3PRING
u u u u u u u u u
Agency Web sites & Search positioning Sales & Marketing Technology Agency Security/ Customer Privacy Trends/ Strategic Future issues Agency-Carrier Interface Communications Improving Carrier Ease of Doing Business Improving Agency-Carrier Technology and Agreements Purchasing and Upgrading Systems Disaster Planning
I also suggest that you send someone from your agency to our upcoming SC Agents Technology Conference May 13 at the Columbia Conference Center. The theme for this single-day event is “Real Time is Real $$$$$.” Attendees will: u receive step-by-step tools using Real Time to free up time to be more pro-active with customer service, sales and marketing u VHH GHPRQVWUDWLRQV RI DFWXDO ZRUNÀRZV QHHGHG WR DFKLHYHWKH5HDO7LPHHI¿FLHQFLHVDQGLQFUHDVHJURZWK u get hands-on comparative rating session u attend AMS/Applied user group sessions u hear from real agencies of various sizes, how they have implemented Real Time and what it has done for them. Visit our web site, www.iiabsc.com, for registration information. Hope to see you there!
%$ %$ 9jYfmh]aY mci6]bX UBYk FYbYkU` DYfgcbU` DfcdYfhm Dc`]Wm
9jYfmh]aY mci6]bX UBYk FYbYkU` 7caaYfW]U` D7Dc`]Wm
fYkUfXgdchYbh]U`UbXh\]gcZZYf]gZcfVch\bYkUbXfYbYkU`Vig]bYgg"J]g]h kkk"kf]hYfYkUfXg"WcaZcf8YhU]`g Mcif5WWcibh6U`UbWYUbXEiU`]Z]WUh]cbg" KY`WcaYhcUVYhhYfkUmcZKf]h]b[6ig]bYgg¼Kf]hYFYkUfXgZfcaG=I
General Liability Artisan Contractors Habitational Special Events Professional Risks: Liability, EPLI, E&O, D&O High Valued Property, Including Coastal Large Nationwide Accounts And Much More…
Admitted & Non-Admitted, Direct Bill & Agency Bill Homeowner products – HO3, HO4, HO6, HO8, HO10 & High Value HO Dwelling Fire products for owner occupied, tenant occupied, seasonal, secondary, short term rentals and vacant dwellings Inland Marine Stand Alone Liability Contents in Commercial Storage Facilities Vacant Land Monoline Umbrella, Excess Umbrella, Excess Personal Auto, Excess Watercraft, Excess CPL And Much More…
RATE U RA/ ÊUÊ1Ê7,/ ÊUÊ1Ê-1
SIU's online Online Quoting system Provides you with the best quote for over 300 classes of business spanning 12 different "A-rated" carriers. From Personal to Commercial Lines SIUrate will give you a FIRM quote that YOU can BIND online in minutes!
K]XY`mfYWc[b]nYXUg Ub]bbcjUh]jYA;5 G=I]gh\Y`YUXYf]bbYk hYW\bc`cYgUbX[fYUh WighcaYfgYfj]WY"5 ZUa]`mckbYXVig]bYgg ZcfcjYf('mYUfg G=I ibXYfkf]hYg]bgifUbWY YlW`ig]jY`mZcfh\Y ]bXYdYbXYbhU[Ybh" 7CBH57HIGHC85M. *+,!(-,!()$$@cWU` ,$$!)*,!%+$$H: KKK"G=I=BG"7CA
3PRING s 3OUTH #AROLINA !GENT "ROKER
Trusted Choice Disaster Relief Fund â€“ Another addition to your disaster plan toolkit
hile we dodged some bullets last year with Hurricane Hanna and the mild Charleston earthquake in December, there is unfortunately no way to predict what the future will bring. To better prepare to meet disaster assistance needs, the charitable foundation for our national association, the Independent Insurance Agents & Brokers of America, created the Trusted ChoiceÂŽ Disaster Relief Fund last year. The Trusted ChoiceÂŽ Disaster Relief Fund was established by the IIAA Educational Foundation of the Big â€œIâ€? to assist others who have suffered losses due to natural or man-made disasters. The foundation is a 501(c)(3) entity and all contributions are tax deductible. By establishing a permanent relief fund, the Big â€œIâ€? will EHUHDG\WRÂżQDQFLDOO\DVVLVWYLFWLPVZKHQDQGZKHUHDGLVDVWHU strikes, rather than raising the funds after the fact, as we did for 9-11 and Hurricane Katrina. This fund is a great way to show our ongoing support as an industry for victims of disasters and to assist fellow independent agents and industry colleagues during their greatest time of need, along with the clients we all serve, plus take a tax deduction for helping people. The fund will make cash grants to those in the insurance industry, including Big â€œIâ€? members and their agency staffs,
3OUTH #AROLINA !GENT "ROKER s 3PRING
by Jay G. Taylor, CIC Trusted ChoiceÂŽ Chairman
DQG RWKHUV WR SD\ IRU LPPHGLDWH RU RQJRLQJ ÂżQDQFLDO QHHGV when other funding sources (such as insurance and other grants) DUHQRWDYDLODEOHWRÂżOOWKHJDSXQWLORWKHUIXQGLQJVRXUFHVFDQ be accessed and to provide insurance agents with supplies and resources to assist with disaster relief efforts to aid victims and surviving family members in their communities. Because our state associationâ€™s Board of Directors recognized that our South Carolina members will sooner RU ODWHU EHQHÂżW IURP WKLV IXQG DOWKRXJK WKH\ DUH KRSLQJ DQG praying that it will be laterr rather than sooner) last year they made a $5,000 contribution to the fund when the program was ÂżUVWDQQRXQFHG Eligibility According to the fund guidelines, those eligible for Trusted &KRLFHÂŠ'LVDVWHU5HOLHIIXQGDUHGHÂżQHGDV Â‡ Individuals who sustained damage or loss to their homes directly caused by a Disaster; Â‡ Businesses in the insurance industry that sustained damage or loss directly caused by a Disaster; Â‡ 7UDGHDVVRFLDWLRQVRUQRQSURÂżWEXVLQHVVHVDVVLVWLQJRWKHU businesses in the insurance industry that sustained damage or loss directly caused by a Disaster;
, DON, T THANK US,
Agents and policyholders alike can share in the credit for this year’s $3 million dividend—you both helped make it possible. Because safety is one of your top priorities, it’s reﬂected in our bottom line. At Builders Mutual, we don’t just ask policyholders to work safely—we give them the tools to make it happen. And we appreciate our agents stressing the importance of efforts such as Fall Protection Certiﬁcation, Builders University, our Risk Management CD—even on-site risk management consulting. With your help, Builders Mutual has been able to reward over $44 million in dividends to date. At a moment like this, aren’t you glad you’re with Builders Mutual?
P.O. Box 150005 Raleigh, NC 27624-0005 (800) 809-4859 | www.buildersmutual.com
YOU VE EARNED IT.
Individuals in need of humanitarian aid due to losses directly caused by a Disaster; Surviving family members of deceased victims of the 'LVDVWHU6XUYLYLQJIDPLO\PHPEHUVDUHGHÂżQHGDVDODZIXO spouse, guardian of the victimâ€™s minor children, or in the event none of the above family members exist, the victimâ€™s adult children, or in the event no adult children exist, the victimâ€™s parents. Surviving family members must show proof of death and must certify that the grant will be used for funeral expenses that have not been supported by another grant or otherwise reimbursed.
Grants to individuals will only be made to applicants who are citizens or legally admitted for residence in the United States. In all cases, grant applicants must complete the Fund application form (can be found on Trusted ChoiceÂŽ web site) and submit all requested documents in support of the application in order to be considered for a grant from the Fund. Use of funds The Fund expects to make grants to help Disaster individual victims and surviving family members, businesses unable to RSHUDWHLQWKHLURIÂżFHVDQGQRQSURÂżWEXVLQHVVHVDVVLVWLQJRWKHU EXVLQHVVHVXQDEOHWRRSHUDWHLQWKHLURIÂżFHV*UDQWVPD\EHXVHG to cover expenses not covered by insurance or other grants for things such as: Â‡ /RVW ZDJHV DQG EHQHÂżWV UHODWHG WR HPSOR\PHQW VXFK DV health insurance); Â‡ Lost essential personal property, including items lost IURPRIÂżFHVRUZKLOHSURSHUW\ZDVHYDFXDWHGHJVKRHV eyeglasses); Â‡ Medical expenses not subject to reimbursement (including psychological counseling expenses); Â‡ Living expenses (e.g., food, clothing); Â‡ Housing expenses (e.g., immediate rental assistance for displaced residents, mortgage, utilities); Â‡ Transportation expenses; Â‡ Funeral and related expenses for victims who died directly as a result of injuries sustained during a Disaster; Â‡ 2IÂżFHHTXLSPHQWIXUQLWXUHDQGVXSSOLHV Â‡ 2IÂżFHUHORFDWLRQDQGRSHUDWLRQDOH[SHQVHV Â‡ Other time-sensitive and unreimbursed expenses. Grants also may be used as otherwise provided for in these Guidelines. A recipient of a business grant may be required to SURYLGHYHULÂżFDWLRQWRWKH)RXQGDWLRQWKDWWKHJUDQWZDVXVHG for the purpose(s) in the application. Ineligible use of funds The Fund will not make grants: 3OUTH #AROLINA !GENT "ROKER s 3PRING
To cover the value of cash, art, fur, jewelry or other nonessential items that were lost in a Disaster; To applicants who do not meet the criteria describing victims and surviving family members of a Disaster (in the Eligibility Section). The effect of lost business opportunities or a reduction in business due to the aftermath of a Disaster.
The Foundation of course reserves the right in its sole discretion, to reject any grant applications received, to select the grant recipients and to determine the amounts of any grants made. It also reserved the right to revise the guidelines at any time. Full Trusted ChoiceÂŽ Disaster Relief Fund Guidelines can be found on the Trusted ChoiceÂŽ web site, www. trustedchoice.com. To make a tax-deductible contribution, send a check payable to the â€œTrusted ChoiceÂŽ Disaster Relief Fundâ€? to: Attn: Lillian Carter, Trusted ChoiceÂŽ Disaster Relief Fund, 127 S. Peyton St, Alexandria, VA 22314. To make a contribution via credit card, call Lillian Carter at 800-221-7917, extension 5372. For additional information, contact Jenner Gohr at email@example.com or (800) 221-7917.
Handling the unusual risk...unusuallly well!
Jim Flitt COO
Give us a try...you ZRQÂśW be disappointed! Randi Lynch firstname.lastname@example.org VP/Southern Region
1200 Woodruff Rd. Unit G-14 Greenville, SC 29607 (800) 444-4129 (864) 675-0170 fax (864) 444-4129
Roger Boggs email@example.com Underwriter
This is my
This is my
This is my
This is my
Agents are like everyone else – we just know more about insurance. Like how to get just the right coverage for our policyholders. With Universal North America® I give my customers one-stop shopping with Homeowners and Auto coverage together – and a 15% discount on both. Rock-solid
(866) 338-4262, ext. 6540 UniversalNorthAmerica.com
ﬁnancial strength, diligent claim service and exceptional support for agents – now that’s my insurance company.
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.
3PRING s 3OUTH #AROLINA !GENT "ROKER
Pursuit of Excellence Through Education by Garrett Wreden, CPCU, AIP Kinghorn Insurance Agency of Beaufort
Education is one of the primary characteristics of a professional. SC Agent & Broker magazine will be regularly featuring a SC insurance industry professional who has made a commitment to better themselves through education. If you would like to contribute or recommend someone to spotlight, please contact Becky 0F&RUPDFNLQRXURIÂżFHEPFFRUPDFN#LLDEVFFRP
t was the beginning of spring semester and my college days would soon be coming to a close. In four months, I would be graduating with a Risk Management and Insurance degree from the Terry College of Business at the University of Georgia. With the conclusion of my college career approaching, there was a certain and inescapable question continuously reminding me of an uncertain future: â€œWhat the heck am I going to do for the rest of my life?â€? With the council of friends over several pitchers of beer one night, I transformed my question into a personal proclamation: â€œI am going to secure a job before I graduate!â€?
By the next morning, after being awoken by my one-yearold Chesapeake Bay retriever (his name is Hugo as he can be as destructive as the hurricane), I began analyzing my approach to procure employment. What I did not immediately realize was that my risk management professor was providing an excellent opportunity to assist my search. Dr. David Sommers was teaching advanced liability insurance and the â€œCPCU 552 Commercial Liability Risk Management and Insuranceâ€? was the class textbook. Unaware of 3OUTH #AROLINA !GENT "ROKER s 3PRING
WKHVLJQLÂżFDQFHDWWKHWLPH,VRRQOHDUQHGDQGDSSUHFLDWHGWKDW CPCU was a premier professional designation short for Chartered Property Casualty Underwriter. Dr. Sommers explained that the CPCU program included eight rigorous courses ranging from HWKLFVÂżQDQFHDFFRXQWLQJSURSHUW\ FDVXDOW\LQVXUDQFHHWF Later in the semester Dr. Sommers announced that all students would have the opportunity to take the CPCU 552 exam upon FRPSOHWLRQRIWKHFRXUVH%\SDVVLQJLWDVWXGHQWÂśVÂżQDOVFRUH would improve by one letter grade. 0\ÂżQDOJUDGHZDVDÂł%Â´ZKLFKZDVWKHKDUGHVW,ÂśYHHYHU had to work for less than top marks. Yet if I had gotten that â€œAâ€? I may not have taken the exam or pursued the CPCU designation. ,SDVVHGDQGP\ÂżQDOJUDGHZDVXSJUDGHG)XQQ\KRZWKLQJV work out sometimes. By the end of the semester, I had been offered several positions of employment. My personal proclamation to secure employment was realized. Although I do not credit it to my decision to embark on the CPCU designation directly, it certainly bolstered my marketability and helped distinguish me from the crowd of competition. Take a moment and ask what separates you from other agents. Why should John Doe or Company A decide to do business with you or your agency as opposed to the other agency in town? The answer to these questions is simple, but implementing the answer takes time, persistence, dedication and encouragement. Recently, the education committee for IIABSC collectively agreed upon a new branding slogan, â€œExcellence Through Education.â€? Independent agents in South Carolina should strive to raise
the level of professionalism in our industry. The single best way to accomplish this undertaking is to honor the client by providing expertise that can only be earned with experience and education. Experience will come in time, but education can begin today. In January 2008, I earned the AIP (Associate in Insurance Production) designation. The AIP course (a.k.a. Elite Sales School) is designed to guide and advise new producers in their own Garrett Wreden, CPCU, AIP, dances with his wife, Caroline Wreden, at the dinner cruise individual sales style. during our 2007 Young Agents Conference in Students in this course will Charleston. have the opportunity to meet and learn from many of the most successful agents and agency principals in South Carolina. Sales goals are set and measured each quarter and then analyzed for areas of improvement. In April 2008, almost three years after that 552 JUDGHERRVWHU,SDVVHGP\ÂżQDO&3&8H[DPDQGZDV awarded a diploma the following month. The CPCU program is a tough course that requires discipline and commitment. It may take several years to complete but
it will be CIC, ARM, AAI, CRM or CLU has yet to be determined, but I understand that continuing my education will better serve my clients and employer. 2009 will continue to be a challenging year as our economy struggles to recuperate. It is imperative to explain to clients why insurance is needed more than ever. Do this by honoring clients and distinguish yourself by dedicating a personal commitment to education. Support the insurance industry by increasing the level of professionalism through education. Whether pursuing a professional designation or signing up for additional continuing education classes, the pursuit of excellence through education should never end. My father once told me that â€œpeople can take a lot of things from you but they can never take away your education.â€? The opportunity is yours.
it is well worth it. The broad knowledge gained from the CPCU program can be applied immediately no matter if your position involves sales, customer service or management. Lacking practical experience, I have worked hard to earn the trust of clients and respect from peers through education. 7KH SHUVRQDO JUDWLÂżFDWLRQ DQG VHQVH RI DFFRPSOLVKPHQW XSRQ completing these programs was wonderful. In the near future, I will begin working on my next educational commitment. Whether 3PRING s 3OUTH #AROLINA !GENT "ROKER
Anna T. Bailey, CIC, CISR John T Cook & Associates
When the time came to take the test, I was convinced I knew nothing about personal lines and probably shouldn’t be in the insurance business.”
My insurance career began almost seven ance, personal auto and years ago like many others - by chance. even of¿ce accounting. After my son was born I decided I wanted A couple months later a to go back to work, and an “of¿ce job” position came open as was the best ¿t for our growing family. a personal lines CSR. When I went to my interview and met Bonnie asked me if I Bonnie Cook for the ¿rst time she told me was interested and I, of about the agency and their clients. I told course, said yes. her I had no insurance experience, and In April of 2003 I went to Charleston her response was “Sometimes that’s best. for licensing school thinking I had been We can teach you our way.” She said I pretty good in school so it should be no could learn as much as I wanted to, and problem. After the ¿rst hour I realized I that insurance was a different business, could be in a little trouble. By lunch, I you either love it or you hate it. I am very realized I could be in a LOT of trouble. happy to say I have loved it from the start. I called Ben that night and told him I I started working as the receptionist was going to fail, but I made it through and learning the HO-6 business. I was the week (barely) and took the test on intimidated at ¿rst because everyone in Friday. After saying my last prayer I hit the of¿ce seemed to know this secret the button to review my results, and to my language I didn’t understand yet. Converastonishment I’d passed. sations were about “coverages” and “limI was given my own clients and book its,” “agents” and “brokers,” “admitted” of business. I wrote several new policies and “excess,” “workers comp,” “liability” the ¿rst couple weeks and was feeland “certi¿cates of insurance.” ing pretty good about myself. Then the I told Ben, my husband, I didn’t notices started coming from the compaunderstand what they were talking about nies detailing my mistakes. I learned very sometimes, but I was going to ¿nd out. I quickly it wasn’t the number of policies started learning Anna Bailey (third from about coverages, right) of John T. Cook & condo associaAssociates hangs out with tions and master fellow attendees before dindeeds. After a ner at the 2008 Young Agents couple months, I Conference at Daufuskie asked Bonnie to give me more. So Island. (/WR5 George Rosen of Johnson & Johnson, Will next was homand Heather Bowers of Ruseowner’s insursell Massey & Co., Tammy Blount-Wright of John T. Cook & Associates and Nick Theodore of Johnson & Johnson. 3OUTH #AROLINA !GENT "ROKER s 3PRING
I was writing, but the quality. Again, I asked Bonnie to educate me. Four months after getting licensed I took my ¿rst CISR class on insuring personal auto exposures. I already knew how to read a policy, but this class really broke it down and gave me a better understanding of the coverages. I started looking forward to my other classes. I ¿nally completed this designation after nine months. It has really helped me have a better understanding of coverages, how to really read a policy and how to advise my clients on what they need. I encourage everyone to try for this designation. It helps you become a better agent while you ¿ll your CE licensing requirements. Meanwhile, I was given another great opportunity by Tommy and Bonnie as the Personal Lines Supervisor and Bookkeeper. I began to learn all that is involved in
JACKSON SUMNER & ASSOCIATES Excess & Specialty Lines Broker
Â´'LIIHUHQWÂµ Property & Casualty
P HONE Q UOTES
Experience the JSA 'LIIHUHQFH 3KRQH4XRWHVDUHQRWKLQJQHZIRUXVDW-6$ EXWUDWKHUDZD\RIEXVLQHVVDQGKDVEHHQIRURYHU\HDUV 7KHPDMRULW\RIRXUSURGXFWVFDQEHTXRWHGRYHUWKHSKRQH :HKDYHXQGHUZULWHUVWKDWDUHUHDG\WRSURYLGH\RXZLWK\RXUTXRWH :HGRQÂ·WKDYHYRLFHPDLOVRLI\RXKDYHDFOLHQWLQ\RXURIILFHZKHQ\RXFDOO ZHFDQJHW\RXWRWKHILUVWDYDLODEOHXQGHUZULWHUVR\RXFDQKDYH\RXU TXRWHULJKWWKHQ
Spotlight on Young Agents - cont. agency business - meeting with company reps, learning about premium goals, contingency agreements, company contracts, underwriting authorities, ¿nancial statements and human resources. It was great to learn so much, but I also didn’t want to lose touch with the insurance parts, so I kept a book of business. I started my CIC classes almost immediately after getting my CISR. My ¿rst class was personal lines. Since I had been working in personal lines for almost two years I thought it would be easy. Again, by lunch I had realized that I didn’t know nearly as much as I thought I did. At the end of my ¿rst day when it was explained how the exam was set up in 20 essay questions, the panic set in. I went to my hotel room and reread everything we had gone through that day, but I was still nervous the next morning, and it hadn’t lessened by the end of day two. I stayed in my room studying, making note cards and hoping for the best. When the time came to take the test, I was convinced I knew nothing about
Young Agent Committee member Anna T. Bailey, CIC, CISR has enjoyed herself over the years at South Carolina Big “I” events, whether she is FRXQ WHUFORFNZLVHIURPULJKW participating in team building events at the Young Agents Conference, preparing to go on a WaveRunner Safari at the Young Agents Conference or laughing with her boss and former IIABSC President Tommy Cook at the keynote speaker of the IIABSC Annual Convention.
personal lines and probably shouldn’t be in the insurance business. I didn’t get my results until the week before I was going to take my second CIC class, but I was so excited and encouraged by reading the “Congratulations!” I ¿nally received my CIC designation in February of 2005. My next big change was in Spring 2007 when I started working in commercial lines. I had already been promoted to Of¿ce Manager a few months earlier. At this point I knew just enough about commercial lines to be dangerous. I didn’t think I wanted to make the jump, but I’m honestly glad that I did. But before that Bonnie and Tommy encouraged me to get involved with the IIABSC Young Agents. It has been a lot of fun, but there are so many bene¿ts as well. I started building relationships with company reps as well as other agents from across the state. The CE sessions are always interesting while teaching
about topics that directly affect us like ethics, technology, sales or marketing. Last year I was asked to serve on our Young Agents Committee. I encourage our principals to support the young agents in their agencies. I understand the economic stress the market has caused; however, we have to invest in the future of our business through our young agents. In addition to giving them knowledge to better serve clients you will also give them the opportunity to network and form helpful relationships with other young agents and company reps. The Young Agent Conference for 2009 is going to be in Myrtle Beach at the Grand Dunes Marina Inn July 30th – August 2nd. Our theme is “Changes is Latitudes - Changes in Attitudes” and the focus will be on how Young Agents can help shape the future of our industry. I encourage all our young agents in the business to talk to your principals about getting involved. We are the future of the insurance industry; what we learn and the relationships we form now will carry us through our entire careers. I never knew that one day in October 2002 could change my life so much. I am serving on the Young Agents Committee, the Convention Committee and will become an of¿cer on the IIA of Horry and Georgetown counties. I couldn’t have accomplished so much without the encouragement of Tommy and Bonnie Cook and the staff of John T. Cook & Associates. Nothing would be possible without the love and support of my family: Ben, Livi and Spencer. Thank you for your love and encouragement over the years!
If you know a Young Agent who deserves to appear in a future edition of this column, please send an email to Anita Trevino at DWUHYLQR#LLDEVFFRP
3OUTH #AROLINA !GENT "ROKER s 3PRING
ROAD TESTED, STEERING TO SOLUTIONS
A E Q U I C A P P R O G R A M A D M I N I S T R AT O R S , I N C . 3000 West Cypress Creek Road
Fort Lauderdale, FL 33309-1710
As one of the most trusted names in the industry, AequiCap Program Administrators, Inc. will meet your underwriting needs. AequiCap has experienced professionals and a proven track record of 24 years. We offer Online Quoting for both Worker’s Compensation and Commercial Auto risks and are committed to customer service. This is what you should expect from one of the most trusted names in the industry. In today’s market, it is good to know you have a stable and reliable managing general underwriter by your side. Underwritten by AequiCap Program Administrators, Inc: * Commercial Automobile - Truck Coverages . * Public Livery - Taxicab - Limousine . * Property & Casualty - Truckers’ GL - Physical Damage - Cargo
* Claims Handling - TPA Services . . * Loss Control * Workers’ Compensation - Dividend Program - Pay As You Go Program . * Premium Financing
visit us on the web at www.aequicap.com
Top 10 Reasons to Use an Agency Management System – is your agency taking
IXOODGYDQWDJHRIWKHEHQH¿WV by Angelyn S Treutel, CPA ACT Chair
Today’s agency management system is the central hub for an independent agency’s information DQG KHOSV WR VWDQGDUGL]H WKH DJHQF\¶V ZRUNÀRZV 7KLV DUWLFOHGLVFXVVHV WKH WRS WHQ ZD\V LQ ZKLFKDJHQFLHVEHQH¿WIURPXVLQJVXFKDV\VWHP,WDOVRSURYLGHVDJUHDWFKHFNOLVWIRUFXUUHQW users to make sure they are taking full advantage of their system’s major capabilities.
ndustry statistics reveal that 90% of agencies use an agency management system. Whether your agency has only one staff person or several branches, an agency PDQDJHPHQW V\VWHP LPSURYHV DJHQF\ HI¿FLHQF\ DQG UHGXFHV FRVWV +HUH DUH PDMRU EHQH¿WV HYHU\ DJHQF\ LV able to attain by using an agency management system
into your agency management system without the need for rekeying. Transactions can be automatically invoiced into your system without the need for handling policy dec pages. Direct bill commission statements can be downloaded to automate the allocation of commissions to particular producers. Commercial lines download has been much improved in recent years giving
10) Centralizes your Customer Files 6) Claims tracking capability
9) Improves E&O documentation
5) Financial reporting
4) Integration with 3rd party applications 8) Extensive Reporting Capability
7) Download of policy information and automated invoicing
3) Enhanced ability to cross sell and re-market
information, which can be used to obtain quotes, move a book of business, identify opportunities for cross-selling and other sales opportunities. 2) ,PSURYHG SUR¿WDELOLW\ DQG professionalism ± (I¿FLHQW RSHUDWLRQV UHVXOWLQKLJKHUSUR¿W&OLHQWVDUHSURYLGHG more professional service when your staff is able to devote more time to service and not having to deal with unorganized pieces of paper. 1) Real Time makes your life easier!! Using Real Time from your agency management system eliminates the need to remember separate logon IDs and passwords for each carrier. With the click of a button in your agency management system, information is transferred from your agency system to the carrier’s system without the need to re-enter information for quoting, inquiry and endorsements. Real Time represents the next major DGYDQFHLQDJHQF\ZRUNÀRZV±HQKDQFLQJ ERWK DJHQF\ HI¿FLHQF\ DQG FXVWRPHU i
life easier. www.sagamoreinsurance.com
Rated A+ by A.M. Best
Advantages: zPoint-of-Sale Technology zDirect Bill
Contact: Kristin Cummings Territory Sales Manager P: (800) 317-9402 ext.848 firstname.lastname@example.org
zOutstanding Claim Service zAnnual Policies zHigh Commission
Marketing Administration P: (800) 317-9402 *Option 8 email@example.com
Top 10 Things Employers Need To Know
2. “Qualifying exigency” leave will arrive.
5. Employer notice required for LQFRPSOHWH FHUWL¿FDWLRQV
1. Military caregiver leave.
3. Breaks in service might not end FMLA entitlement.
6. Employers’ notice obligations increased even more.
7NLMY 'JY\JJS 9MJ 1NSJX
< < < - & 3 4 ; * 7 = 8 ( 4 2
nd ep Serving I
Si n ce 1930
On the coast, in the foothills, and everywhere in between, J&J has South Carolina covered. Give J&J a call today and see what we can do for you.
Get premier premium financing with JJPF 3OUTH #AROLINA !GENT "ROKER s 3PRING
ni es mpa Co
ent Agent d n s
Personal Lines Recreation Habitation Manufactured Homes Marine
Commercial Lines Excess & Surplus P&C Professional Liability Workerâ€™s Comp Brokerage Standard Lines Transportation Ocean Marine
800.487.7565 Chase Warrington
firstname.lastname@example.org 3PRING s 3OUTH #AROLINA !GENT "ROKER
YOUR CONTRACTOR CENTER Just make this simple connection: Contractors = Capstone Capstone = Contractors )FSFXFDPOTJEFSBMNPTUBMM DMBTTFTXFPGGFSNVMUJQMF QSPHSBNT NPOPMJOFPSQBDLBHF PVSSBUFTBSFIBSEUPCFBU BOEPVS DPNNJTTJPOTBSFWFSZDPNQFUJUJWF 7. Penalty provision overhauled.
#VUUIFSFÂµTNPSF 8FQSPWJEFBXJEFSBOHFPGIJHIMZ SBUFEDBSSJFST*ONBOZDBTFT XF IBWFJOIPVTFBVUIPSJUZUPJTTVF QPMJDJFTBOEHJWFDSFEJUT T 6NCSFMMBTBWBJMBCMFUP NJMMJPO T #VJMEFSÂµT3JTL T $POUSBDUPSÂµT&RVJQNFOUÂ° -BSHFTDIFEVMFT JODMVEJOHSFOUBM T 'BTURVPUFT
(PSOR\HH QRWLÂ¿FDWLRQ SURYLVLRQ now more strict.
% MM t/FX0SMFBOT %BMMBT %BMMBT / /FX 0 0SMFBOT M t"UMBOUB "UMBOUB "M
1 800 582 4544 1-800-582-4544
www.capstoneunderwriters.com Member: b AAMGA AAMGA, NAPSLO NAPSLO, O LSLA LSLA, PIA
Big “I” Markets is the IIABA member’s online market access program with no fees, no volume commitments and competitive commissions.
South Carolina Product Availability Spring 2009 Commercial Lines:
Adjusters Commercial Auto Commercial Builders’ Risk Commercial Package (150 subclasses) Commercial Umbrella Policy
Liability Employers‘ Practices Liability Event Liability Executive Liability (Wrap+) Financial Advisors’ E&O Flood Insurance Flood Insurance - Excess Habitational Markets (NEW!) Apartments Condo and Homeowner Associations Miscellaneous Professional Liability Non-Profit D&O Liability Outdoor
Markets (NEW!) & Outfitters
Insurance - Excess Gap Insurance Insurance Non-standard Homeowners (NEW!) Affluent
Non-standard Homeowners Homeowners Corporate/LLC Owned Homeowners Non-standard Condos Coastal
Rental Dwellings Renters Personal Builders’ Risk Seasonal Homeowners Unprotected Homeowners Unsupported Secondary Homeowners Vacant Dwelling Personal Builders’ Risk Personal Umbrella Policy Recreational Vehicles Non-standard
Rod & Gun Clubs Fishing and Hunting Lodges & Plantations Real Estate E&O Recreational Vehicles Restaurant Program Technology Consultants Professional Liability Workers’ Compensation
Online Registration We’ve made it easier than ever to Plug into the Power of Big “I” Markets! Register online today and discover a fresh new way to do business. All products are only accessible online and coverage is subject to licensing compliance and underwriting approval. To register online you will need your login ID and password, your agency tax ID number, your agency E&O policy, and your state agency/agent license information (where applicable). Log on to www.bigimarkets.com today to begin the registration process and be quoting in minutes!
Log in today at
Banks Business Insurance Program Contractors’ Equipment
10. FMLA rights can be waived.
What should your business do in response?
Avoid E&O Pitfalls in
Earthquake Coverage Earthquake Coverage Coverage ke ua q th ar E
by Crystal Ivy, Asst. VP, Claims & Liability Management, Swiss Re R
n Aug. 29, 2005, Hurricane Katrina made landfall in the Gulf Coast region of the United States. After the wind abated and the water receded, this natural disaster had displaced thousands of residents and caused approximately $50 to $60 billion in property damage. Unfortunately, many property owners in the area had either inadequate or no insurance coverage at the WLPH ,Q WKH DIWHUPDWK RI .DWULQD PDQ\ SURSHUW\ RZQHUV ÂżOHG lawsuits against insurance agents and insurers across the Gulf &RDVWUHJLRQDOOHJLQJWKDWDJHQWVIDLOHGWRRIIHUĂ€RRGDQGH[FHVV Ă€ G
While basic homeowners, condo and rental insurance policies do not cover damages caused by an earthquake, earthquake coverage can be purchased as an endorsement or as a separate stand-alone policy. Generally, earthquake insurance pays the policyholder when an earthquake causes damage to the insured property. Geographical areas are typically graded RQDVFDOHRIRQHWRÂżYHIRUOLNHOLKRRGRITXDNHZKLFKLVWKHQ UHĂ€HFWHGLQWKHLQVXUDQFHSUHPLXP6RPHLQVXUHUVPD\UHTXLUH a property inspection before agreeing to issue a policy. Many i i h b b l dd i f d i
DON’T GET BITTEN BY AN E&O CLAIM YOU COULD HAVE AVOIDED.
Big “I” Risk Management Website
www.independentagent.com/EOHappens Big “I” members whose agency E&O insurance is written by Swiss Re through the Big “I” Professional Liability Program have access to an exclusive risk management web site.
DON’T BE ON THE HOOK FOR: Failing to procure coverage requested by the client Not adequately identifying client exposures Failing to provide timely notice of a claim to the carrier
Log on today to fish for E&O claims frequency data, real-life case studies and analysis, sample client letters, sample agency procedures, agency E&O self assessments, podcasts on important E&O topics, and much more.
Misrepresenting or not explaining policy provisions Providing inaccurate information to carriers Failing to properly add additional insureds or loss payees
action may ultimately be resolved based on how a court and/or jury perceive the agent’s credibility against the customer’s. In this regard, WKHDJHQF\¶V¿OHZLOOSURYLGHWKHEHVWZHDSRQLQ defending a lawsuit. Many insurers recommend that the minimum level of earthquake insurance coverage SXUFKDVHGVKRXOGEHVXI¿FLHQWWRFRYHUWKHFRVWV of rebuilding the insured building and replacing damaged contents. As such, the amount of coverage should be based upon replacement and reconstruction costs, instead of the market value of the property and contents. At minimum, agents should send a cover letter with each renewal requesting that the client review the limits and notify the agency about any changes required to insure the full replacement cost of the structure(s). Agents who provide valuation assistance to their clients should review the amount of earthquake coverage limit at each renewal for any changes in replacement value and document these reviews in the agency’s ¿OH 7KH DJHQW VKRXOG DOVR VHQG FRQ¿UPLQJ correspondence of these reviews to the client. Such documentation will and has played a major role in the defense of suits brought against agents involving allegations that the earthquake coverage limits selected were inadequate to replace the insured building. While many clients may not be located in areas prone to an earthquake, some may have VXSSOLHUV DQG RWKHU EXVLQHVV DI¿OLDWHV WKDW DUH located in higher risk areas, such as California and the Gulf Coast. These customers face a VLJQL¿FDQWVHFRQGDU\ULVNWRWKHLUEXVLQHVVHVLQ event that an earthquake interrupts operations in the high-risk areas. Accordingly, these clients may require additional insurance coverages, like business interruption coverage, to address this type of secondary exposure. Evaluate the commercial client’s in-state and out-of-state operations and critical business relationships in order to fully evaluate the client’s insurance needs. Make sure any business interruption coverage applies to interruptions caused by natural disaster-related disruptions to any of the client’s critical suppliers, whether the remote site is owned by the client or merely a vendor.
3OUTH #AROLINA !GENT "ROKER s 3PRING
Earthquake Insurance Facts Provided by the SC Insurance News Service
Most people don’t buy earthquake insurance because they think it’s too expensive and an earthquake will never happen to them. In South Carolina, the entire state is considered to have a moderate to high risk for earthquakes; no area is immune. While the frequency of earthquakes in South Carolina is low, the potential for a severe quake is high.
Most homeowner and rental insurance policies DO NOT cover damages caused by an earthquake, but coverage can be added to most policies as an “endorsement” for an additional cost.
Earthquake deductibles are set as percentages, i.e. 5% or 10% RIWKHFRYHUDJHDPRXQWUDWKHUWKDQ¿[HGGROODUDPRXQWV The earthquake deductibles apply separately from your basic homeowner’s (and business) policy deductible.
Following a damaging earthquake, South Carolinians could face loss of life, injury and property damage. Without earthquake insurance, all those property losses would be uncovered.
The earthquake of 1886 in Charleston registered 7.6 on the Richter scale and was felt from Cuba to New York and from Bermuda to the Mississippi. Approximately 110 persons lost their lives. Damage estimates in 1886 dollars were about $5.5 million. Ninety percent of the brick structures around Charleston were damaged. (Earthquake Education Center, Charleston Southern University)
An earthquake of the same magnitude as the 1886 earthquake would cost close to $40 billion in today’s dollars (according to Applied Insurance Research).
About 70% of earthquakes in South Carolina are located in clusters around three areas: (1) Ravenel-Adams Run-Hollywood, (2) Middleton Place-Summerville, and (3) Bowman. These are not, however, the only places that earthquakes occur in South Carolina. Earthquakes have occurred in the Lake Jocassee area, Charleston/Summerville and near the Monticello Reservoir area in the past year. Other locations in the state with low level earthquakes in the last ten years are near Bowman, Neeses, Aiken, McCormick, Greenwood, Liberty Hill and the Savannah River Site. ((Earthquake Education Center, Charleston Southern University and University of South Carolina, South Carolina Seismic Network) k
Expect the Unexpected Preparing for the unexpected is one aspect of running a business that often gets overlooked. After Katrina, some agencies were left with boxes of unrecoverable documents that ZHUHUXLQHGLQWKHÀRRG The goal of any emergency plan is to assure the business can get back up and running with full access to all critical data and systems as soon as possible. An emergency plan should:
Southern Cross Underwriters ([SHULHQFH5HODWLRQVKLSV([SHUWLVH
f f f f
3PRING s 3OUTH #AROLINA !GENT "ROKER
( ## )*+" !%#$ , ! ! "
# # # " $ % & ' &
3OUTH #AROLINA !GENT "ROKER s 3PRING
: an g c n i s r n e r t a a W w h g i h ! d k e t n i c h e t p x u o y Une n a h t e r o m u o y cost OD
O L F BIG PROGRAM /Flood
gent a t n e d n e dep
Many consumers are not aware that homeowners and business packages do not include flood insurance. That’s why it’s essential for agents to “think flood”–which means educating your clients about the need for flood insurance and offering them coverage. Are you offering flood coverage to your clients? If you offered flood building coverage, what about contents? Have you checked your market area to see if in a NFIP participating community? Have you offered the Preferred Risk policy to clients in the B, C & X zones? (30% of the flood losses occur in these flood zone areas.) Have you offered flood coverage to property owners as well as tenants/renters? Are you aware of the NEW Flood Manual effective 5/1/05 and subsequent revisions? The Big “I” Flood Program can help you with answers to all the questions above and more. For more information, contact Big “I” Flood Program Manager Linda Mackey at email@example.com or (800) 221-7917.
Independent Insurance Agents & Brokers of SC
Agent Technology Conference
... come and learn how Real Time is Real
$$$$$$$$ Implementing Real Time frees up time for your agents and CSRs to work with existing clients in positive ways that translate into increased retention
investing time in staff training reviewing overlooked accounts collecting relevant data for cross-selling; customers see anticipation of their needs researching company products listings for new programs, enhanced endorsements, marketing collateral to improve competitive postion of your agency
Visit www.iiabsc.com for registration info
See page 8 for agenda details
6DYHWKHGDWH2FWREHU 2009 IIABSC Annual Convention Grove Park Inn, Asheville, NC
ZZZLLDEVFFRP 8QGHUÂ´0HPEHU 5HVRXUFHVÂľVHFWLRQ 3OUTH #AROLINA !GENT "ROKER s 3PRING
9MJ 8JFWHM .X 4[JW
$ % &
' ( )
$ % " . $%,
' * /%,
0 ' * /%,
" *+, 3
3PRING s 3OUTH #AROLINA !GENT "ROKER
IIABSC Foundation: Quietly promoting Insurance education and awareness for 25 years
7KDQN\RX&RQWULEXWRUV Our Purpose The IIABSC foundation was established in 1984 as a special means of providing support for any such programs helping to create a public image that will serve the insurance industry and have lasting effects on the association and its members.
Grants Arson Informant Awards Scholarships to students pursuing insurance degrees Continuing Education Scholarships for members CIC Institute Scholarships Scholarships for Young Agents to attend national legislative conference
Accident Insurance Company, Inc AMGRO, Inc. AmRisc, LP AmTrust North America BancInsure Inc Batesburg Ins Agency Inc BB&T/ Carswell Ins Services Bituminous Casualty Corp Blue Cross Blue Shield of SC Boney Insurance Office LLC Builders Insurance Group Builders Mutual Insurance Co CAGC Insurance Company Capitol Preferred Insurance Company Capstone Insurance Services LLC Companion Property & Casualty Group Continental Special Risks John T. Cook & Assocs, John Dillon Insurance Agency Inc Dovetail Insurance Fidelity National Property & Casualty Ins. Co.
First South Ins Agency Inc First Southeast Ins Services FirstComp Frontline Homeowners Insurance General Casualty Ins. Co. Genesee General GMAC Insurance Gresham & Associates GuideOne Insurance Hanover Excess & Surplus Inc IIABSC Agency Inc Infinity Insurance Irmo Ins Agency Inc Johnson & Johnson Jones Co, Fred Lesemann Ins Agency Low Country Insurance Services Inc Main Street America Group Market Finders Ins Corp W M Means Co Ins Montgomery Insurance Company National Security Fire & Cas Co
Frank B. Norris & Co Peoples Underwriters Inc Progressive Insurance Riley and Associates Inc Safeco Insurance Co Smith Agency, Howard B Southern Cross Underwriters Stone Ins Agency Inc Strategic Comp Summit Insurance Sunshine State Insurance Co Universal North America Universal Ins Co./ The Seibels Bruce Grp Upchurch & Jowers Ins Agency US Ins Services Inc Vista Insurance Group Wachovia Insurance Services J B Watts Company Inc
A special form of contribution to the Foundation can be memorials that pay tribute to our former colleagues in insurance. Memorial donations may be made at any time and the families of those memorialized will be notified.
Eva Dabbs Anderson Memorial (Mrs. Julius J. Anderson, Sr.) Cormell Street & Patterson John T. Cook & Associates Frank Sheppard
Herbert C. Adams. Laurens John T. Cook CIC, Myrtle Beach Robert E. Livingston, W. Columbia Charles Midgley, Sr., Bennettsville William Thomas, Hilton Head Island
Mr. & Mrs. George Johnson, Sr. Memorial
Frank Thompson Memorial
The IIABSC Foundation welcome contributions from all those affiliatied with the insurance industry. To make a contribution or memorial send them to address below. Contributions can also be made online using dues renewal tool.
IIA of Greater Charleston Steve & Jeanette Bloss
IIABSC Foundation, PO Box 210008, Columbia, SC 29221 - 803.731.9460
George Johnson Insurance
Avrid Lesemann Memorial Lesemann Insurance Agency
3OUTH #AROLINA !GENT "ROKER s 3PRING
hA DOMINANT REGIONAL PROVIDER OF PROPERTY CASUALTY INSURANCE PRODUCTSv