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Architects Engineers Non-Profit D&O Corporate D&O Medical Malpractice Social Services Misc E&O EPLI Technology Professional Media Professional Excess Professional

Cargo Garage Liability Garagekeepers Physical Damage Local & Intermediate Trucking

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Umbrellas In Home Businesses Personal Inland Marine Floaters

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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: IIABSC Staff


G. Frank Sheppard, AAI, CAE President ext. 23,


SC Trusted Choice® Regional Contacts 15 ACT: Social Media Enhancing Disaster Communications 14 Building a Flood Marketing Plan 22 Protecting the Heart and Soul of the American Economy 26

Beth Chastie Director of Administration & Finance ext. 17,

How to Improve the HO Availability and Affordability Crisis 28 Young Agents Conference: August 2-5 33

Laura Cornell Director of Insurance Programs ext. 22,

Thank You 2011 InsurPac Givers 34 IIABSC Education & Events Calendar 36

Megan Huebner Meetings & Membership Coordinator ext. 16,

IIABSC Member News 37 2012 Board of Directors and Executive Committee 38

Advertiser Index

Pat Fetner Receptionist ext. 10,

Assure Alliance


Montgomery Insurance

Astonish Results



Lee Ruef Director of State Government Relations

Bankers Insurance Group


Preferred Specialty


Builders Mutual Insurance


Prime Rate Premium Finance


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


Message from the National Director

What Can You Do to Help Make-A-Wish®? 11

Anita J. Trevino Director of Communications ext. 29,

Jeanette Bloss Education Coordinator ext. 11,


SC Trusted Choice® Helping Make Wishes Come True 10

Rebecca H. McCormack, CPCU, CIC, AAI, CPIW Vice President ext. 14,

Mary A. Ellis Professional Development Administrator ext. 12,

Message from the Chairman of the Board

South Carolina Agent & Broker • Spring 2012

Burns & Wilcox


RPS Rollins

38 9


FCCI Insurance Group


Summit Marketing Services


Genesee General


TAPCO Underwriters


GUARD Insurance Group


The Iroquois Group


JM Wilson


The National Security Group


UPC Insurance


Universal North America


Utica National Insurance Group


Jackson Sumner & Associates Johnson & Johnson M. J. Kelly of South Carolina

2 20, 21 38

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IIABSC Chairman of the Board Ashley Brady, CIC

The insurance industry’s impact on SC economy


outh Carolina is susceptible to potentially devastating effects from hurricanes, tornadoes, wildfires, winter storms and earthquakes. Insurers help provide individuals and businesses with economic security, helping consumers prepare for the unexpected and recover from disasters when they happen. Beyond that, the insurance industry has a major impact on the state’s economy. In South Carolina, the insurance industry provides nearly 39,000 jobs, pays about $125 million in state premium taxes and contributes about $3 billion to South Carolina’s gross state product. Perhaps of greater importance, insurance companies in 2009 paid almost $3.5 billion in claims to help individuals and businesses recover from losses. By helping businesses, families and individuals rebound after a catastrophe, we help make our communities and our economy more resilient. Insurance providers also help support a large number of insurance agents and brokers across South Carolina. Insurance agencies represent the entrepreneurial spirit. As these small businesses are located in virtually every community, agents and their employees offer their clients insurance solutions, protection and loss-prevention ideas. Using figures compiled by the Insurance Information Institute, the SC Insurance News Service reports the insurance industry makes a significant improvement in the following areas:


South Carolina Agent & Broker • Spring 2012

Employment: The insurance industry provided 38,906 jobs in South Carolina in 2008, according to the U.S. Bureau of Labor Statistics. These jobs accounted for about $2 billion in compensation. Gross state product: The industry’s contribution to the gross state product (GSP) in 2007 was almost $3 billion, 2.4 percent of the total. Taxes: A total of $125.7 million in premium taxes was paid by insurance companies in South Carolina in 2008. Municipal bonds: Property and casualty insurers held $5.7 billion in South Carolina municipal bonds in 2005, according to an Insurance Research Council study. Education projects accounted for the largest share, at 30 percent of the total held by insurers. The companies invest insurance premiums in state and local municipal bonds and provide businesses with capital through investment in corporate equities and bonds. Claims payments: Insurance company claims payments provide economic security for individuals and businesses who suffer losses. In 2009, the payments in South Carolina for property and casualty losses were almost $3.5 billion. Life insurance claims and benefits payments in the state were $4.4 billion in 2009.

National Director Jon A. Jensen, AAI, AIP


roject CAP website for agents is online and registering IIABSC member agencies for Phase 1 – online marketing tools. There are packages that are free for all members (look for the Bronze package), economical self-directed packages, and full-service packages that include personal consultation, social media and customized blogs and email marketing. The point of project CAP is to connect consumers who are already searching online for insurance solutions (75 percent of personal lines market at last check) with local independent insurance agents who will give clients what they really want: a broad selection of insurance and financial services and competitive pricing by knowledgeable people already in their communities who are committed to treating them as the people they are rather than just a policy. What makes CAP special is that the digital experts behind it aren’t just internet people who decided to service the insurance industry. Instead they are insurance professionals who posses real digital marketing expertise. They aim to help you navigate the world of internet marketing, which is a must if you want to remain in business 10 years from now because thanks to the internet, consumers expect information quickly when they need it, and they expect the quality service you have built your business providing.


South Carolina Agent & Broker • Spring 2012

Also notable in this ever-changing world of ours: the Trusted Choice® mobile app is already available for free download by consumers in the Android marketplace and the iTunes App Store. The app boosts your credibility with clients in this smartphone age and allows consumers to keep one or more home inventories, document accidents at the scene, sending reports immediately to their Trusted Choice® agent, and get regular insurance tips and updates all from their smartphone or mobile device. Agency customized versions of the app with your agency logo and color scheme are available for a monthly fee alone or as an add-on to any package available through Project CAP. Phase II, which is the launch of the actual “portal” for consumers to link directly with agencies, is expected to be online mid-summer of this year. Consumers will be able to research home and auto personal lines insurance options, obtain comparison quotes and select and communicate with the independent insurance agency (Big “I” member agencies signed up for CAP) of their choice. Access to the portal once it’s live is a FREE IIABSC agency member benefit, all you have to do is register for the Bronze program. Portal access is also included in all CAP paid packages. Learn more and register at www or by calling 855.372.0070 (Mon-Fri, 9a-6p EST). 1-864-541-0168 *Insurance Journal’s “Top 100 of 2011”

Spring 2012 • South Carolina Agent & Broker



. SC Trusted Choice® . . Helping Make .Wishes Come True .




By Tom M. Bates, Jr., SC Trusted Choice® Committee Chairman






. .

South Carolina Agent & Broker • Spring 2012


Continued on page 12



Why Cause Marketing at all? The IIABSC Board of Directors first decided in 2010 to redirect our Trusted Choice® branding funds to support statewide causes. Trusted Choice® Pledge of Performance states why right at the beginning: As a Trusted Choice® agency, we are dedicated to you and are committed to

treating you as a person, not a policy. Trusted Choice® agents don’t only help their community members in times of disaster, but they support and care about what is important to customers: a husband’s business, a child’s school, and important charitable causes. It’s this outreach that helps solidify the brand in a community. Community relations are what set independent agents apart, because they are truly members of the local community through the relationships they build. Community involvement through volunteering time and expertise as well as contributing sponsorships enhances perceptions of trustworthiness and likability and leads to more favorable impression of an agency. From the consumer standpoint, insurance isn’t fun or exciting. It’s something that people buy because they must and hope they never have to use. Through community involvement a Trusted Choice® agency imparts a lasting impression and makes personal connections with their customers, connections that make financial decisions like insurance easier. These customers will know that in the event of a car accident, fire or tree falling on their house, a Trusted Choice® agency and its staff is there for them. That is what being a Trusted Choice® independent agent is all about. This culture of service and absolute dedication is what Trusted Choice® independent agents embody. Rather than buying airtime or ad space, the IIABSC Board of Directors decided to build on these community-building strengths of ours statewide. The opportunities to give back are limitless and the rewards are priceless. We have chosen Make-AWish as just one.


arlier this year, SC Trusted Choice® partnered with Make-A-Wish South Carolina to sponsor the Kids For Wish Kids® and Wishmakers On Campus® programs where elementary to college-age students sponsor wishes for children with life-threatening medical conditions. The students are responsible for fundraising themselves, deciding how and carrying it out. Teachers and parents often serve in advisory aspects, but ownership of the project belongs solely to the students involved. Not only does this program touch the lives of the kids whose wishes are granted, it fosters the value of community service in all the other participants by providing them with hands-on experience in working to make a difference in someone else’s life. It provides a mechanism for building school spirit and creating partnerships between children and teachers, which could contribute to their well-being for the remainder of their school careers. Through the partnership, local Trusted Choice® agency representatives make appearances at each of the schools during their program ceremonies to announce a contribution to their collective efforts, oftentimes matching dollarfor-dollar. This surprise is intended to boost the intrinsic rewards of community service and working together in the hopes of inspiring our state’s future leaders.


What You Can Do



1. Appear at a local presentation event. On our website ( > Member Resources > Trusted Choice: Community Involvement) is a link to a list of schools currently participating in the Kids For Wish Kids® program. If that school is in your community or you have other ties, then we invite you to appear at their check presentation award ceremony. You don’t need to speak if you don’t want to. The Make-A-Wish representative can announce our sponsorship. You would just need to dress professionally and smile big. Contact your regional Trusted Choice® Committee member (listed on page 13 and our website), and we will guide you through the rest.

. .

2. Have ties to a school not on the list? Get them involved. The SC Make-A-Wish contacts schools annually about the program, but sometimes it takes a more personal contact to get the ball rolling. If you have ties to a school or college organization in your community it would be worth asking to see whether they would be interested in participating in the program, and you could make an appearance as the local Trusted Choice® representative at their presentation event. Contact your regional Trusted Choice Committee member (listed on page 13 and our website), and they will check with Make-A-Wish contacts to see whether there are any Wish Kid candidates in your community whose wish could be adopted.



. .

3. Display Kids For Wish Kids® and Wishmakers On Campus® brochures in your agency. If a client asks, tell them about this statewide sponsorship. Who knows, maybe they have ties to a local school, college organization or even a Wish Kid candidate. Offer to put them in touch with your regional Trusted Choice® Committee member (listed on page 13 and our website). To order brochures, contact the IIABSC Director of Communications at 803.731.9460 or information 4. Adopt a Wish Kid through your agency. One of the more popular ways for a workplace to get involved is to host a Wishmakers At Work® campaign. Much like the school-based programs, companies and their employees create and implement a fundraiser to help grant a wish for a local Wish Kid. Contact your regional Trusted Choice® Committee contact and a Make-A-Wish staff person will be in touch to help you get started. 5. Make a donation to Make-A-Wish. If you don’t have ties to a school, none in your community are participating and your agency already has a cause it supports, then you can always make a charitable donation to Make-A-Wish South Carolina. Be sure to indicate that you are a Trusted Choice® agency and mail your check to Make-A-Wish South Carolina; 225 Pleasantburg Dr., Ste. B8; Greenville, SC 29607. 6. Volunteer with Make-A-Wish. More than 200 volunteers give their time and energy to fulfill the mission of Make-A-Wish South Carolina. Volunteers serve in a variety of capacities, including wish granting, office administrative support, event planning and coordinating, fundraising, etc. Volunteers must complete national training courses as well as submit to a background screening. Volunteer applications can be found at the Make-A-Wish South Carolina website, or can be requested from the Charleston Make-A-Wish office by calling 843.853.7880.

Spring 2012 • South Carolina Agent & Broker


The West Florence High School Wishmakers On Campus® presentation ceremony was extra-special because the wish child, four-year-old Grace, and her family were there. Trusted Choice® matched the efforts of students for a total of $8,000 so that Grace could enjoy a trip to Walt Disney World with her family. G

Branding Opportunities I had the pleasure of attending the very first opportunity to award a Trusted Choice® / MakeA-Wish matching grant in Mauldin, SC. We turned $3,000 into $6,000! Curtis Taylor and I attended with Russell [Russell Smith, President & CEO] and Chelsea [Chelsea Ochylski, Development Intern] from Make-A-Wish South Carolina. Russell spoke for a moment, introduced Curtis and me as special guests to make a VERY SPECIAL announcement. We explained Trusted Choice®, our involvement as a state association, congratulated them on their achievement, and in honor of their efforts we wanted to double their money through a matching grant program. The roof almost came down they were so excited! The presentation was done at a school pep rally, with 1,200 students in attendance. Teachers, coaches and the principal all came up to us to thank us. It was VERY moving and really validated our decision to be a part of this charity. There is a list of participating schools on the Make-A-Wish South Carolina website, If there is one in your area, then I urge you to contact your regional Trusted Choice® Committee member and let them know you are willing to be a local Trusted Choice® agency representative. There are many other ways that your agency can contribute to the Trusted Choice® / Make-A-Wish partnership, but most importantly I hope that your agency will become a long-term friend of some form of corporate giving that helps make independent agents stand out from the rest. 12

South Carolina Agent & Broker • Spring 2012

D At the West Florence High School Wishmakers On Campus® presentation event, local Trusted Choice® representatives Richard Walker of Cormell Street & Patterson in Florence, Ashley Brady of First Charter in Marion and IIABSC President Frank Sheppard talk with students about the planning and implementation of their fundraising project.

D Local Trusted Choice® agent representatives John Braddy of Braddy Insurance in Dillon and Ashley Brady of First Charter in Marion talk with four-year-old wish kid Grace about her favorite Disney characters at the West Florence High School presentation event.

Regional Contacts Upstate –

Abbeville, Anderson, Cherokee, Greenville, Greenwood, Pickens, Spartanburg, Oconee counties Tom Bates Herlong Bates Burnett Insurance Greenville, SC 864.527.0424 Jeff D. Phillips Countybanc Insurance Greenwood, SC 864.941.8007 Curtis Taylor Herlong Bates Burnett Insurance Greenville, SC 864.527.0424

Midlands –

Aiken, Allendale, Bamberg, Barnwell, Calhoun, Clarendon, Edgefield, Fairfield, Kershaw, Lee, Lexington, McCormick, Newberry, Orangeburg, Richland, Saluda, Sumter counties

Piedmont –

PeeDee/ Grandstrand –

Chester, Lancaster, York counties

Chesterfield, Darlington, Dillon, Florence, Georgetown, Horry, Marion, Marlboro, Williamsburg counties

Chase Warrington Johnson & Johnson Charlotte, NC 843.469.1320

Charleston Lowcountry Berkeley, Charleston, Colleton, Dorchester counties Kathy McKay McKay Insurance Mt. Pleasant, SC 843.881.2229 Buck Inabinet Taylor Agency Summerville, SC 843.762.3373

Gardiner Marek Gardiner Marek Agency North Myrtle Beach, SC 843.272.3635 Kim Gore HUB International Southeast Myrtle Beach, SC 843.449.7405

“I wish to be a pilot for a day.” Tyler Black

Lisa Vliet The Hartford Mt. Pleasant, SC 843.810.4120

Gus Brabham Frank B. Norris & Co. Columbia, SC 803.744.2254 Frank Sheppard IIABSC Columbia, SC 803.731.9460

Hilton Head /Beaufort Beaufort, Hampton, Jasper counties

Jay Taylor Kinghorn Ins Agency of Beaufort Beaufort, SC 843.521.4000 13


Social Media to ENHANCE DISASTER COMMUNICATIONS Several agencies, carriers and associations did an outstanding job keeping their clients and members informed in last year’s East Coast disasters using social media and enews. This article discusses what these agencies and associations did and also outlines the opportunity we have to build on what has been done by creating a national disaster communications plan and resources, perhaps through Trusted Choice®, to deliver a coordinated approach and messages that agencies and associations across the country could access during disaster situations.


By Rick Morgan, National ACT Chairman

t is not unusual to hear agents who are not yet actively participating in social networking question its value. Despite clear evidence to the contrary, they consider social networking a fad or a waste of time. When I speak of clear evidence, I think of the way our industry used social networking in response to the earthquake, hurricane Irene, tropical storm Lee and severe flooding that plagued much of the East coast the past summer. During these events, agents, carriers and associations effectively used social networking to connect with their followers and communicate valuable information. Agencies used everything from enewsletters and blogs to Twitter and YouTube to post information on how to contact carriers, storm updates, emergency shelters locations, road closings, office hours, FEMA info, tips on cleaning, preparing a disaster supply kit, storm surge maps, thank yous to emergency responders, photos of local flooding and of course, policy coverage information. In short, they provided valuable information and kept their customers informed prior to, during and after the disasters. Several carriers also did a great job posting storm-related risk management information on their websites and Facebook pages. Travelers and Harleysville would be two good examples. I also found our industry actively involved in Twitter conversations and followed them using the hashtags #irene, #hurricaneirene and #insurance. State agent associations and the Trusted Choice® team also provided valuable information and updates that agencies could take and incorporate into their client communications. 14

South Carolina Agent & Broker • Spring 2012

Social Media’s Unique Value As Cindy Donaldson, Founders Insurance Group, Inc., put it: “The great thing about the social media is the ‘live updates,’ which I continually posted. So if it helped one person; it was a win!” Carol Reese, CIC, CRM, from the Henry D. Young Insurance Agency, adds: “I feel that social media is a great way to get information out to many people immediately to help them deal with disasters and their aftermath. It also shows the community that we care about what may be happening to them and are here to help them get through the claim process and disaster recovery.”

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on our industry’s disaster response, but it is quite another to hear from those who were actually living through the experience. I wondered not only why they used particular social tools, how effective they were, and most importantly how their customers reacted. To find out, I posted these questions on Facebook, Twitter and LinkedIn. In their own words, here are some of the responses I received: Carol Y. Reese, CIC, CRM Henry D Young Inc Insurance Agency: We mainly posted information on our Facebook page and blog. We posted information such as how to contact us during and after hours, where to find claim reporting information on our website and how to file a claim online or at our service center if we were closed. We also posted useful links to local, state and national information to help people through the disaster, cleanup and claims process. We are a small town of 5,000 people, so we see many of our customers on the street and do a lot of walk-in business. They verbally told us how appreciative they were for the information when we would see them around town. I also think it’s important to post other things about thanking our first responders for being there for all of us and the photo of our t-ball field. It makes our Facebook page more interesting, I feel, not just totally informational.


South Carolina Agent & Broker • Spring 2012

Ryan M. Hanley The Murray Group Insurance Services, Inc: I used video. I think video is more relatable and actionable than text at this point: 6 Hurricane Preparedness Tips for Homeowners ( /watch?v=HBOowlmIjMQ) and Putting in Insurance Claims after Hurricane Irene ( /watch?v=cuAXfKq3hCs). I uploaded the videos to YouTube and created blog posts around the videos and sent them out to all my (social) networks. We also did an email to all our clients (that did not include the video). Cindy Donaldson Director of Marketing and Sales, Founders Insurance Group, Inc.: I used our blog, Twitter and Facebook, posting information on how to contact carriers, updates on storms, emergency shelters, road closings, flooding etc. We also updated our website with that information. The biggest response came from our enewsletter, where we posted all the emergency contact information. It is easier to see the response there, and it also goes to all of our insureds who have given me their email addresses vs. the smaller number that follow us on social media.

Pauline Handy Marketing Director,V.F. McNeil Insurance: Our biggest response came from our enewsletters. In fact, the first blast about Irene yielded the highest open rate we’ve ever seen since we’ve been using emarketing. In addition, this blast also had the highest click-through rate. The enewsletter also brought replies to my email address simply thanking us for the information, as well as phone calls to the agency with questions sparked from the newsletter. Although we did use vehicles like Facebook, etc. to post information it certainly is a much more difficult thing to judge. These posts quite possibly could have been viewed by many; however, my analytics only revealed a few visits to our site in this time frame, from each of these platforms. We are continuing to keep the communication going even after the storm. Our upcoming newsletter will touch upon two things: first, the unusual weather patterns in Connecticut as a whole in 2011 and what we’ve learned about planning, preparedness and staying informed; second, the topic of flood will be addressed with a blog about flood insurance.


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Nancy Nicklow President, owner, Huff Insurance: Our agency posted a lot on Facebook . What worked the best for us were the preventive tips we offered on the Facebook page. Those got people talking. Michael Honig, CIC Partner - Honig Conte Porrino Insurance Agency, Inc.: We posted information/tips to help people prepare prior to the hurricane. We also posted a current list of most of our major insurance carriers, along with the special hurricane claim contact phone numbers they had established. We changed all of our voice mail messages directing clients to our Facebook page for the most up-to-date information on claims reporting. I think our efforts made claims handling post storm much easier as numerous clients were able to report their claims directly to the carriers as a result of the information we posted. Michael McMahon Account Manager & Advertising at McMahon Agency, Inc.: “Our agency posted info following the earthquake and leading up to the hurricane to both our Twitter and Facebook. I stayed on the island that was mostly evacuated and rode out the storm. Since we never lost power, I was able to post updates to Twitter throughout the event. We got a lot of new followers and lots of [retweets] from people who had evacuated the area and were trying to get info on what was going on. Also, I posted pictures to our Picasa account [through Google] throughout the storm.”

Debbie Martinez Underwriter & Sales Manager, Southern Region— and feisty cancer survivor Connect with Debbie on LinkedIn!

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Spring 2012 • South Carolina Agent & Broker


Marie Stahlman HR Manager at DGK Insurance : Our agency used Facebook to advise people of our office hours as we had to stay closed during the state of emergency and how to reach people for assistance, i.e., Google phone. Also, we utilized our website for clients with FEMA info and tips on cleaning. We informed clients where to go for cleaning supplies, clothes, toiletries, etc.; and those not affected, where they could go to help and what to donate. We adopted a daycare to help them with restocking toys, books, furniture etc., and we “facebooked” our friends for donations and had an overwhelming response. Donna Eller Freeman The Baxter Insurance Group: We posted items on our website that feeds to the notes on our Facebook page a week prior to the hurricane. We also posted directly to our Facebook page. Then afterward, we posted to our numbers for them to use if they needed to contact people. For the earthquake, we posted nontypical regarding earthquakes including the fact that with most policies coverage is optional. As for responses, there were only a few who actually posted. A few others said things in person. I am not really sure how effective social media is. We have a ton of followers, so unless they blocked the content, they are seeing our posts to Facebook. It’s easy to do, so we will keep doing it for now.

State Associations, Trusted Choice® Step Up to Support Members Paul C. Banuski Marketing & Communications Coordinator, IIAB of New York: In advance of the storm we did both traditional outreach as well as social media. Our Situation Room is a blast email alert we send to all members and we used it to send an alert on Irene on August 26. We followed up with post-storm update on Sept. 6 and 8. Prior to the storm, Tim Dodge, our Director of Research, also shared the Situation Room update on his blog and released a short video ( on preparedness as part of his “Two Minutes with Tim” series. Both went out via his Twitter account. Also on August 26 we began sharing preparedness information on our Facebook page and Twitter account. After the storm we set up a dedicated “Response & Recovery” page on our website (which has since been added to our disaster information page) where we shared information on response and recovery resources, from government sources, non-profit groups, industry groups 18

South Carolina Agent & Broker • Spring 2012

like the [Insurance Information Institute] and the various power authorities in the impacted areas. Throughout the days following, we added to the page and used Facebook and Twitter to get the message out to members of the IIABNY community. I also did a brief YouTube video ( highlighting the available resources. During the flooding of New York’s Southern Tier along the Susquehanna, we used our Twitter page to share information using the #s7storm hashtag that was also being used by the Binghamton area media to share updates on the flooding. Continuing on a more personal level, my family used Facebook and email to assemble a team of aunts, uncles and cousins to travel to Schoharie over Labor Day weekend to help with some recovery efforts, and we shared updates with the rest of the family throughout the weekend using social media tools. Sheri A. Acconzo, CMP President & CEO, IIAB of New Jersey: To enhance the information disseminated through our newsletter, Watchdog alerts and website, IIABNJ leveraged both Twitter and Facebook to send breaking news to our members before, during, and after the hurricane. Understanding that there would be many news outlets sharing information, and that we have a government affairs representative in communication with the state government, our intent was to be a clearing house of up-to-date information for the membership. With the ability for social media to break news in realtime, IIABNJ focused our communications process on this channel so our audience had a quick and easy way to receive pertinent information. Our Facebook page and Twitter profile became a steady stream of information that was accessible from anywhere. No sifting through emails or conducting Google searches were required to know the state of affairs prior to the hurricane reaching New Jersey, the hurricane status, the relief efforts, government funding and more. Our members had details of information such as the CAT number and whether Irene was a hurricane the minute this data was released by monitoring our Facebook and Twitter accounts. In addition to IIABNJ’s posts, our Facebook page was also an outlet for members to share relevant and valuable information with one another, allowing us to be source of information as well as a catalyst for communication. The feedback has been positive. Members appreciated receiving the information immediately. We have also had a few New Jersey insurance companies comment about the timeliness of our postings.

Kevin Brandt Director of Operations, Trusted Choice®, IIAB of America: In the days leading up to Irene’s strike on the East Coast, Trusted Choice® highlighted preparedness steps on, the consumer website. The article discussed specific items a consumer should consider not only when a major storm is impending but also during and after. We published it through the website but also on our Facebook page. We encouraged our agents to share with their clients using their own social media presence. Trusted Choice® also used social media tools to remind our member agents and industry about the Trusted Choice Disaster Relief Fund and its ability to financially assist those who experienced losses not covered by their own insurance policies.

Our Industry’s Opportunity to Provide a Coordinated Message Many agencies and associations provided a valuable service to their customers and members with their disaster communications. Yet, we can –must, really – do more. I would like to see our industry develop a single resource of up-to-date information, as well as a comprehensive industry-wide social media response plan. The great work done by Trusted Choice®, IIABNY, IIABNJ and others can serve as a jumping off point for such an industry initiative. In the recent East Coast disasters, most agents had to come up with their own content and find relevant source material. Without sacrificing the significance of local community information, there would be great value in our industry creating a single and centralized repository of information. Not only would this give agents access to event relevant content but populate the social space with a strong unified and consistent message. For example, if Trusted Choice®, a state agent association or a carrier created a video about disaster planning, it could be shared with this repository so that agents across the country could access, share and link to it. The disaster communications plan would be designed to enable our industry to deliver a cohesive message and leverage the local presence of more than 25,000 independent agents. Thus, the plan would define and model the process of moving a timely communication to and from the national association level to the state associations and to local agencies.

Our industry shines at times like this. Creating a single resource center and communication plan would allow us to take control of our message and offset the typical popular media stories about increased premiums and uncovered losses. Implementation of this model would give us the means to demonstrate the strength and value of the Independent Agency System. The agencies, carriers, and associations listed above are only a small sampling of the many who took advantage of social networking during Irene and the other recent disasters. [Editor’s Note: Since no such a clearinghouse of disasterrelated information for independent insurance agents has yet been created, IIABSC suggests that member agents use articles from the Trusted Choice® consumer website (www.trustedchoice .com) for enewsletters and social media content. By signing the Trusted Choice® Licensing Agreement with membership it is available for your use.] Rick Morgan ( has four decades of experience in innovative technology, marketing, and publishing in support of the independent agency system. He chairs ACT’s Social Web Work Group. Rick produced this article for ACT ( It reflects his views and should not be construed as an official statement by ACT.

Spring 2012 • South Carolina Agent & Broker


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Source: National Flood Insurance Program,

Flood Marketing Plan


ffective marketing planning is at the heart of a company’s revenue-generating activities. The central idea of marketing is to match a company’s capabilities with customer needs and wants to achieve a mutually beneficial relationship. Marketing is often confused with sales, advertising, customer service or even the process of selling. These may be elements of a marketing plan, but marketing is really about: a) understanding how your company competes in the marketplace; b) knowing which audiences offer you the greatest potential for growth; and c) implementing specific, defined activities designed to communicate with those audiences. The actual process of marketing planning is quite simple – your plan just needs the right elements. We recommend the following approach to get you started: 1. Market Overview Understand your strengths and use your unique traits as a competitive advantage. 2. Audience Analysis Know your customers and define your target audience. 3. Budgeting Determine how much you want to spend on marketing activities. 4. Action Plan Define your marketing messages and create your marketing action plan. Market Overview The first section of your marketing plan summarizes your business, your competition and your marketplace as a whole. This part is usually the most tedious, but it is critical to designing your marketing communications platform. 22

South Carolina Agent & Broker • Spring 2012

Perform a S.W.O.T. Analysis First assess your company’s Strengths and Weaknesses. List only those things that represent a differential advantage or disadvantage. For example, when assessing your strengths, common baseline capabilities do not qualify. However, a 24hour customer service hotline, if no other company offers the same, qualifies as a strength. Second, define the Opportunities and Threats that exist outside of your organization. Primarily, these are conditions beyond your control and may include anything from a new competitor entering your territory to changes in consumer attitudes towards flood insurance. Create a Unique Selling Proposition Based on what you learn from your S.W.O.T. analysis, determine how to differentiate your business from the competition. This will help you realize your company’s position in the marketplace, which is perhaps the single most important aspect of your marketing efforts. Once you know your company’s position, the next step is to create a unique selling proposition (USP) that defines and communicates this position as a competitive advantage. The following activities can help you create a USP. Begin by trying to describe your company in 10 words or less. (Also, if you could use only 10 words to sell flood insurance, what would they be?) From there, write two types of USPs: 1. Sell-line or slogan: a brief statement that could be used in actual advertising. A familiar example of a sell-line is “Bounty, the quicker picker-upper.” 2.

Descriptive USP: A sentence or two that can be used verbatim in supporting marketing copy or as a basis for the company’s overall positioning. For example, “We specialize in working with new construction homeowners near high-risk areas.”

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Audience Analysis This section focuses on defining your target audiences. These are the groups of individuals for whom your marketing messages are designed.

sell existing customers, you need to know which ones are most likely buy. Don’t forget to identify other important audiences in your marketing plan. They may include employees, the media, industry groups, local officials and other key influencers.

Create Customer Profiles One of the best ways to define your target audience is to begin by profiling your current customer base.

Budgeting Before you can plan what to do, you need to plan how much you intend to spend. This section focuses on budgeting for your marketing efforts. At a high level, you should determine how much you can or need to spend to achieve your acquisition, retention, sales support and brand-building objectives. For example, if one of your business objectives for next year is to acquire 100 new customers, and historically you know it costs an average of $100 to acquire a single customer, you should budget $10,000 for that effort.



Step one: Differentiate between those who have flood insurance and those who do not. Are there unique characteristics to each group such as age, property value, household income, proximity to a water source, mortgage value, number of total products owned? Step two: Identify which characteristics are representative of those who are most likely to purchase or renew a flood insurance policy.

Perform Audience Segmentation Based on your customer profiles, you can define specific audience segments. Consumers will likely fall into one of three buckets (prospects, customers, or lapsed customers), which are further classified as high, medium or low value. Additional segmentation should focus on audience need. For example, if you are going to develop a campaign to up-

Establishing Your Budget There are four basic ways to approach budgeting: 1. Historical Method. Determine budget based on what you spent last year, with a percentage increase for inflation or other marketplace factors. 2. Task-Objective Method. Determine budget by asking what it will cost to achieve a set of standard goals/ objectives.

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South Carolina Agent & Broker • Spring 2012

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3. Percent of Sales Method. Determine budget based on the relationship between cost of advertising and total sales following two basic steps: • Past advertising dollars / Past sales = % of sales • % of sales x next year’s sales forecast = new marketing budget 4. Competitive Method. Determine budget based on the amount invested in marketing compared to the company’s share of the market. Action Plan This last section focuses on creating a tactical plan, complete with defined activities (or tactics) for implementation.

that homeowners insurance does not cover damage caused by floods. Protect your investment. Buy flood insurance today.” When possible, use statistics in your messaging to help consumers understand the value of flood insurance. For example, “25-30% of all flood insurance claims are from low to moderate risk areas.” Develop Your Campaign Define audience-specific marketing activities (also known as campaigns) that are aligned with your well-defined communications objectives. This step will be the bulk of your action plan, and will be comprised of the following two elements: •

Perform a Marketing Audit Take a look at everything you have ever done to communicate with your target audiences. Assess which of these activities are the most successful at driving new or recurring business. Then identify where the greatest needs are for improving communications. Determine Your Messaging For each audience segment, define specific messages that are relevant, timely and consistent. For example, “You are purchasing a new home in an area at high risk for flooding. You need to know

Media Mix: Your “media mix” options will depend on several factors, including budget, size of customer base and competitive tactics. The mix could include TV, radio, newspaper, publication advertising, Yellow Pages, direct mail, online advertising, search engine keyword buys, news releases, brochures and other sales collateral. Tactic / Activity: Describe each activity in detail (i.e., Spring Thaw Direct Mail Acquisition Campaign: Mail to 10,000 property owners in moderate risk areas with household incomes of $60k+). Assign when it should be done, what resources are needed, how much budget should be allocated, and what measurements you hope to achieve.

Spring 2012 • South Carolina Agent & Broker


Protecting the Heart and Soul of the

American Economy


Your agency can expand the resources offered to small business clients by partnering with Crump Insurance Services

mall businesses are the heart and soul of the American economy. In fact, in a study conducted by LIMRA, of the estimated 5.1 million businesses in the U.S., 85 percent or approximately 4.4 million, are small businesses. Never in the history of our country has it been more important than RIGHT NOW to do everything we can as advisors to help protect small businesses and the small business owner. Despite all the inherit risks and uncertainties, many small business owners dedicate their entire lives building either a single business or multiple businesses. The day-to-day tasks associated with maintaining and attempting to grow a business can easily consume all available hours, leaving very little time for proper business- and family-protection planning. Not taking the time to engage in proper businessprotection planning can place everything at risk —even if it took a lifetime or several generations to build. It is very similar to the NASCAR driver who, after being advised to wear a protective harness chooses to drive in excess of 200 miles per hour without one saying, “I know it is important, but I have to get going! I’ll put it on later.” For many small-business owners, their business has become their most valuable asset, providing them and their families with the income necessary to fund their lifestyle AND their retirement. The Stats: (from the same LIMRA study mentioned above) • 7 out of 10 small business owners have thought about who would manage the business in their absence, yet only 25 percent have formal retirement succession plans • Only 35 percent have formal continuation plans in the event of their deaths and less than half of these are actually funded. The numbers are even less in the event of disability • Family-owned businesses are less prepared for future transition than non-family businesses • Most (91 percent) U.S. employers listed retaining top talent and employees with critical skills as a top concern. Yet, in a recent Hay Group survey of 5000 26

South Carolina Agent & Broker • Spring 2012

executives, 46 percent indicated that they expected to remain in their position for only two to five more years Agencies can help their clients by becoming resources for many of the key planning areas that small businesses should consider, including: • Owner and other Key Executive Benefit planning • Key Person Life planning • Buy-Sell /Business Succession planning • Necessary coverages, particularly life insurance, that are either lapsing soon or are insufficient (due to business growth) • Planning documents that are grossly outdated • LTC planning • Compliance with IRC Section 101(j) Producers and advisors do not need to be experts in this market to succeed! The majority of opportunities come from existing personal or professional relationships – relationships you already have with your small business clients. All you have to do is ask the question: Does your business have a succession plan? Most successful producers are generalists, as opposed to specialists. The primary reasons most producers do not get more involved in helping their small-business clients with perpetuation planning is a lack of personal knowledge coupled with the concern of not having a trusted, capable resource that can provide product expertise and great technical support. By partnering with Crump Insurance Services to provide some of these business resources to your clients, you and your agency enhance the valued, trusted adviser roles that many small business clients are relying on. If you have a genuine desire to help small business owners protect what they have built while also expanding the revenue base of your agency, without having to be an expert in any of the key small business planning areas mentioned above, contact Crump Insurance Services Regional Director Bryant Walton at 877-754-LIFE (5433) or email

...WITH PRODUCTS AND SERVICE THAT WILL STAND THE TEST OF TIME. Let’s face it. As an independent agent, you’re looking for a company that’s in it for the long haul, not a “here-today-and-on-to-something-else-tomorrow” carrier. We’ve been writing through the independent agency system almost back to our founding in 1914. We consider the agent a customer of our company. We’ve got a tremendous selection of “niche” commercial lines products, and we’re a great market for general commercial business as well. Along with custom coverages, your clients get specialized risk management services to help preserve life and property and keep insurance affordable, along with claims service that’s fast, fair and friendly from claims people who know these classes of business. We offer our agent-customers competitive commissions and a great contingency commission program as well – all with the goal of helping you build sales and build revenue. Carve your niche – Get to Know Utica! Call me today to find out what Utica can add to your agency!

Matt Lupino — Resident Senior Vice President Utica National Insurance Group 1100 Boulders Parkway, Suite 300, Richmond, VA 23225 Phone: 804-560-6620 •

Spring 2012 • South Carolina Agent & Broker


How to Improve the HO Availability & Affordability Crisis

W By Bill Wilson, CPCU, ARM, AIM, AAM Director, Big “I” Virtual University


South Carolina Agent & Broker • Spring 2012

hen faced with the issue of insurance availability and affordability, I’m reminded of a Miss Peach comic strip. In the first panel is an empty auditorium with a sign on the stage for a seminar called “How to Become Rich and Famous.” The second panel shows a packed and rapt audience and the speaker’s opening remarks: “There are no easy ways to become rich and famous.” The last panel is an empty auditorium, save the lone speaker on stage. Such is the case with the homeowners crisis faced not only along the coast in South Carolina, but in many states by many consumers. There are no easy ways, but there are SOME ways we can mitigate market conditions now and in the long term. As General Jimmy Doolittle once said, “The problem with Americans is that we’re fixers rather than preventers.” Now is the time to initiate a long-term crusade to prevent, as best we can, the conditions that now confront us, rather than trying to fix them through government or surplus lines markets or, worse, legislation. We can talk about “getting back to underwriting” and other nebulous concepts, but there are more concrete actions that can be taken. The solutions must be the responsibility of insurers, agents and consumers. I’m going to editorialize a little bit, but my personal feeling is that our current predicament has evolved over a long period of time, perhaps decades. Years of underpriced and overly generous homeowners policies, coupled with miniscule deductibles and lately, increasing claims largely attributed to water damage and mold, have tightened the marketplace. Insureds who even report water damage claims are increasingly finding themselves facing nonrenewals. So, what can we do? I’d suggest three things, only one of which really involves an “insurance” solution:

It’s It’s time time to to upgrade upgrade to to Big Big “I” “I” Flood. Flood. Individual attention. Education and guidance. Timely response. Going above and Individual attention. Education and Timely you response. Going above and beyond. These are the hallmarks of guidance. excellent service strive to provide your beyond. These are the hallmarks of excellent service you strive to provide your clients every day. Are you getting the same kind of treatment from your current clients every day. Are you getting the same kind of treatment from your current flood carrier? flood carrier? Big “I” Flood provides: Big “I” Flood-provides: ACCESS In, Above & Outside of the NFIP! ACCESS In, Above & Outside the NFIP! EDUCATION - Classroom CE orof the new Flood Learning Center on VU EDUCATION Classroom CE or the new Centercommittees on VU ADVOCACY - Representation on CapitolFlood Hill &Learning NFIP advisory ADVOCACY - Representation on Capitol Hill & NFIP advisory committees Learn more at, or contact Big “I” Flood Program Manager Learn more at at, or contact Big221-7917. “I” Flood Let Program Manager Linda Mackey or (800) us explain how we Linda Mackey at or (800) 221-7917. Let us explain how we operate in, above, and outside the NFIP! operate in, above, and outside the NFIP!


In, Above, and Outside the NFIP! In, Above, and Outside the NFIP!


First, homeowners policies are too broad. In most cases, an “insurance” solution works best when we offer products that protect consumers from potentially catastrophic, but infrequent, losses. That’s what insurance is good at. Below, I’ll give you a suggestion for how to tackle this in conjunction with the next “solution.”

Second, deductibles are too small. How many homeowners can’t afford more than $250 for a deductible, particularly when you consider that the average homeowner only files a claim every 8-9 years? Let’s face it, deductibles are GROSSLY inadequate to prevent small claims that drive up costs and result in nonrenewal or availability problems for consumers. It’s called risk retention, look into it. More on this below.

Third, loss control is virtually nonexistent in personal lines. Alternative risk management techniques, particularly loss control (loss prevention and loss reduction), are not encouraged by the insurance industry, nor practiced by consumers by and large. There are some simple things that we can all do to improve loss experience, reduce rates and make exposures more insurable. A sample tool is referenced below.

Who’s to blame for the current homeowners insurance “crisis” (since we Americans feel compelled to point the finger at


someone)? It’s easy to place blame on folks like attorneys and mold remediators (and they deserve their fair share), but that’s just the excuse du jour. If you’ll take a moment to consider the premises above, the answer is easy: WE are largely to blame. Companies have expanded HO coverages (“We cover on an ‘all-risks’ basis.”), sometimes at the instigation of agents wanting more competitive products, to the point where coupled with low deductibles they serve almost as maintenance contracts. And we do little to promote, facilitate or reward homeowner responsibility for loss prevention. Before we go on, perhaps we should consider a fourth problem to the three cited above. It’s generally accepted that a relatively small number of people account for a disproportionately high amount of crimes. In other words, there are a lot of repeat offenders. The same is true of insurance claimants. According to the Insurance Information Institute, 11.5 percent of homeowners file a claim in a given year. In other words, on average, a homeowner files a claim every 8-9 years. It seems, though, that some homeowners file a claim every 8-9 months. For example, one of the largest direct-writing homeowners insurers in the country sent a letter to policyholders who had submitted more than three claims in the past three years. According to the letter, only 1.5 percent of current policyholders had submitted three or more claims in the past three years. However, this group accounted for more than 20 percent of all claims payments!

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South Carolina Agent & Broker • Spring 2012

According to another captive agency company, over the past five years, two percent of policyholders accounted for 18 percent of claims filed (the number was 30 percent in Florida) and 20 percent of claims payments (33 percent in Florida), yet they only generated one percent of the carrier’s written premium. In other words, this group consisted of accounts half the size of the average insured, yet had claims ten times the average! Perhaps the suggestions below can, in some way, get control of these “repeat offenders,” but it might take more drastic action to place them in a facility that better reflects their risk of loss. They won’t like it, but the other 98 percent will love the resulting rate reductions. OK, with that being said, let’s take a look at the three main premises above and what we can do about them.... Homeowners policies are too broad According to the Insurance Information Institute, citing ISO statistics, more than 80 percent of all homeowners property losses are caused by fire, lightning, windstorm/hail, water damage/ freezing or theft. Why, then, do we need policies that cover just about anything that happens other than earthquake, flood and normal wear and tear? Perils other than those listed above cause relatively few losses, but result in voluminous, hard to read/understand contracts (i.e., policies) that, to determine whether something is or isn’t covered, too often require litigation and generate claims expenses disproportionate to the exposure. They also foster the attitude expressed by former California Supreme Court Justice, Malcolm


Comp • Businessowner’s • Auto • Umbrella

Lucas, when he said, “No one knows what evil lurks in the hearts of men, but it’s all insured.” And, when confronted with the rare exclusion, many insureds are likely to say, “Well, what did I pay for insurance, then?!” Admittedly, though, things can happen that can be potentially catastrophic. Therefore, what I’m suggesting is that we consider, in conjunction with the topic below, returning to a named perils approach, with an “all risks” “umbrella” or DIC option (broader perils, that is, not limits). Keep reading for some details.... Deductibles are too small You own a car with an ACV of $7,500 and a $500 collision deductible. You own a home with a RC of $150,000 and a $250 deductible. In other words, an asset with 20 times the value of another has a deductible half the amount. Does that make sense? Does it encourage loss prevention, one of the principal purposes of a deductible? In another article (found on IIABA’s Virtual University), we discussed some of the factors to consider when choosing how high a deductible one can reasonably bear. One of our VU faculty members made the following observation: For homes in the $750,000 plus category, I’ve advised the local producers to offer their customers a $2,500 or $5,000 deductible and to compare the premium savings over five years to the cost of one or two years of interest for a home equity loan for such amounts. Most folks can repay the

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Spring 2012 • South Carolina Agent & Broker


principal and interest in one to three years. Of course, with today’s low interest rates, the advantages will stand out. In a 7 to 9 percent interest rate environment, it would still be a good deal. Remember to take into account the $500 or $1,000 deductible the insured would otherwise have to absorb.

insureds to seriously practice sound loss prevention. In commercial lines, loss control services for larger and/or more hazardous risks are commonly offered by insurers. In fact, in some cases, compliance with loss control recommendations is mandatory to make a risk acceptable to the underwriter and failure to comply is often grounds for cancellation. Perhaps, considering the account size or sophistication of the market, this approach has not been pursued with regard to personal lines. I believe, however, that a risk-management approach to controlling personal lines losses is an idea whose time has come.

It hasn’t been that long ago that the “standard” deductible was raised from $100 to $250. I say it’s time that the typical deductible was increased to something meaningful, say one to two percent of the value of the home. A flat deductible can still Bill Wilson is the Director of the Big “I” Virtual University, an be used, but based on the Coverage A limit. It’s doubtful that IIABSC agency member benefit that is incredibly under-utilized. a $2,500 deductible would bankrupt most homeowners. (An Its Research Library alone is a tremendous resource of articles April 23, 2003 Wall Street Journal article indicated that many grouped by technical insurance issues, business and agency commercial lines insureds were now using deductibles 5-10 management and agency technology and online marketing in times those used just a year or two ago.) order to keep you informed and knowledgeable about the trends In the statistics cited above for the captive agency company, and topics affecting our industry now and in the future. their study also showed that the average policyholder had been with the company for 13 years. During that time, 50 percent of them had NEVER submitted a claim, and another 25 percent had only reported one loss. So, using this example, half of their Learn more about personal lines hot topics through insureds would have experienced no difference between a $250 IIABSC webinars, only 1–2 hours each and NO and $2,500 deductible (except a lower premium), and a fourth of TEST REQUIRED for CE credit! them would have effectively contributed less than $200 per year. > Education > Webinars These folks can afford $50 a month for cable TV, but not $16 a month for a deductible contribution? I’d also suggest, as implied above, that coverage be applied on a two-tier basis: named perils for common losses such as fire, windstorm and water damage, and “all risks” coverage for the unknown but potentially catastrophic losses. Separate deductibles would apply as well, perhaps for many insureds $1,000–2,500 for the named Tim Killian perils exposure for “controllable” losses Flood Underwriter & Monster Mitigator such as water leaks and $250–500 for “uncontrollable” losses such as tornados Deborah Brcka and hurricanes, but $2,500–5,000 for “all Vice President & Risk Wrangler risks” protection. Certainly, a deductible of this magnitude might not be easily Agents love us, floods fear us. borne by many consumers, but it’s Get to know us. certainly an amount that can be financed if necessary, and most consumers don’t seem to have a problem financing vehicles and other consumables. “Call them for Standard, Preferred Risk Needless to say, I’m not an actuary or Excess Flood.” or economist and the suggestions above Felix Flood are debatable. If you have thoughts on Risk Monster & Star of this subject, keep reading and I’ll tell you how to share them.

The Original Flood Experts

Loss control is virtually nonexistent Combine a low deductible with minimal consumer education about loss prevention and you’ll find little if any incentive for 32

South Carolina Agent & Broker • Spring 2012

800.627.0000 x4900 |

Spring 2012 • South Carolina Agent & Broker


Millennium Club

Jon Jensen, Correll Insurance Group

Centennial 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. Drew Theodore, Theodore & Assoc.Ins. Cary Wilson, Smart Choice Agents of SC

Gold Club

Tom Bates, Herlong Bates Burnett Ins., Inc. Faye Bradham, Bradham Ins Agency John Cook, John T Cook & Associates Gary Cornell, AFCO/Prime Rate Premium Finance David Cyphers, Sifford Stine Ins. Agency James Galloway, Peoples First Insurance Kim Gore, HUB International Southeast Dana Groome, Peoples Underwriters, Inc. Russ Parker, Riley & Associates, Inc. John Paul, Anderson Ins Assocs LLC Frank Sheppard, IIABSC Terry Tadlock, Coastal Plains Ins., LLC Jay Taylor, Kinghorn Ins. Agency of Beaufort

Pioneer Club

Hal Adams, Gallagher Charitable Int’l Ins. Srvcs Gus Brabham, Frank B Norris & Co Mike Carriker, Waccamaw Ins. Services Charlie Dorton, Russell Massey & Co Inc. Paul Durban, Durban Laird’s, Inc. Kent Edwards, Correll Insurance Group Lee Ellis, Ellis Realty & Ins. Agency, Inc. Wayne Gosnell, Gosnell Ins. & Associates Mike Hogan, BB&T - Puckett Scheetz & Hogan Richard Hutson, William Means Co Ins. Larry Joyner, CWS Ins Agency Inc Ted Mappus, Mappus Ins Agcy Inc Rudy Painter, Countybank Insurance, Inc Hill Shaw, Atlantic Shield Ins. Group, LLC Spider Spivey, Howard B. Smith Agency Tommy Suggs, Keenan & Suggs, Inc Bill Thomas, BB&T/ Carswell Ins. Services Chris Tidwell, Tidwell Agency, Inc. John Vann, BB&T/ Carswell Ins. Services Daniel Walker, Palmetto Insurance Richard Walker, Cormell Streett & Patterson

Founders Club

Christina Barker, Coastal Plains Ins., LLC Bob Braddy, Braddy Insurance, Inc Ruth Brady, First Charter Co Inc Beth Chastie, IIABSC Pamela Day, Correll Insurance Group Ed Elliott, Correll Insurance Group Haley Everett, Jackson, Sumner and Assocs Mark Felk, Brown & Brown of SC Matt Hamer, Frank L. Siau Agency, Inc. Rob Hammett, CWS Ins Agency Inc Wade Hardin, CWS Ins Agency Inc Melody Herring, Russell Massey & Co Inc. Paul Hicks, Johnson and Johnson Robert Hiers, John T Cook & Associates Carrie Johnson, Carrie Johnson Agency L Victor Jowers, Upchurch & Jowers Ins Harry Lovelace, Correll Insurance Group Becky McCormack, IIABSC


Felix McLellan, Dillon Ins. Agency, Inc. William Mitchell, Boney Ins Office Eleanor Oswald, Anderson Ins Assocs LLC Lynn Owens, Aiken & Company Gloria Spivey, Howard B. Smith Agency Randy Stec, Countybank Insurance, Inc Nate Toms, CWS Ins Agency Inc Rae Whisenant, CWS Ins Agency Inc Stephen Williams, CWS Ins Agency Inc Arthur Yex, CWS Ins Agency Inc Teresa Yount, Correll Insurance Group

General Contributors

Thank you,

J Park Ashley Jr, Adams Eaddy & Associates Anna Bailey, Bradham Insurance Agency Christine Baker, Adams Eaddy & Associates Carol Ballenger, Correll Insurance Group Linda Barnes, Countybank Insurance, Inc Maria Barrantes, Correll Insurance Group Kymberley Bigda, Coastal Plains Ins., LLC Gina Bloomer, Correll Insurance Group Jeanette Bloss, IIABSC Tammy Blount-Wright, John T Cook & Assocs Nicholas Boeschen, Anderson Ins Assocs Jim Bost, Johnson and Johnson Peggy Bowers, Countybanc Insurance, Inc William Bowers, Russell Massey & Co Inc. Kristin Bowles, Coastal Plains Insurance Barbie Bradham, Bradham Ins Agency Sam Brett, Correll Insurance Group Ann Bridges, Correll Insurance Group Tammy Brookshire, Countybanc Insurance Patricia Brown, Howard B. Smith Agency Kassie Bryant, Correll Insurance Group Robert Bryant, Robert Bryant & Son Inc Connie Bullard, Braddy Insurance, Inc Christina Burnett, Correll Ins. Group Nicole Burnett, Correll Ins. Group Angele Byrne Candy Campbell, Correll Insurance Group Debra Carter, Countybanc Insurance, Inc Kelley Cash, Correll Insurance Group Barbara Causey, Braddy Insurance, Inc Derrik Chandler, Chandler Insurance LLC Kristen Chao, Coastal Plains Insurance, LLC Mildred Chavis, Countybanc Insurance, Inc Paul Clark, Adams Eaddy & Associates Sharon Clark, Adams Eaddy & Associates James Coleman, The United Agency Jeffry Colet, Russell Massey & Co Inc. Debbie Collins, John T Cook & Associates Laura Cornell, IIABSC Ben Correll, Correll Insurance Group James Courtney, Adams Eaddy & Associates Carrie Cox, John T Cook & Associates Levi Crawford, Anderson Ins Assocs LLC Richard Crose, Coastal Plains Ins. Jennifer Davis, Braddy Insurance, Inc Matt Dickert, Correll Insurance Group Alex Dickson, Correll Insurance Group William Dodds Connie Dolan, Coastal Plains Insurance Ginger Douglas, Adams Eaddy & Associates Ryan Eaddy, Adams Eaddy & Associates William Eaddy, Adams Eaddy & Associates W. Paul Eaddy, Adams Eaddy & Associates Brian Eanes, Anderson Ins Assocs LLC Susan Edenfield, Anderson Ins Assocs LLC Mary Ellis, IIABSC Deanna Ermson, Correll Insurance Group Skip Eynon, Adams Eaddy & Associates Tim Faulhaber, Correll Insurance Group Melissa Federico, Correll Insurance Group

2011 InsurPAC Contributors

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. By pooling these monies together, InsurPAC helps elect candidates and re-elect members of Congress who share our business philosophy.

For more on InsurPAC, contact Ken Finch, 864.942.8060 Pat Fetner, IIABSC Will Fowles, Adams Eaddy & Associates Jan Garrett, The United Agency Rhonda Garrett, Countybanc Insurance Debra Gist, Correll Insurance Group Thomas Glaz, Adams Eaddy & Associates Allison Gore, John T Cook & Associates Pat Gregersen, Adams Eaddy & Associates George Hagood, Hagood Insurance Agency Alice Hamm, Auto-Owners Insurance Edmund Hardy, Adams Eaddy & Associates Angelee Harris, Countybanc Insurance, Inc Kia Harvey, Countybank Insurance, Inc. Bryan Hatfield, Palmetto Pride Ins. LLC Stacey Herndon, Midgley Agency, Inc. Darrell Hood, Correll Insurance Group Charlotte Horne, Correll Insurance Group Angela Horton, Correll Insurance Group Jim Hudson, Coastal Plains Insurance, LLC Megan Huebner, IIABSC Amy Huellmantel, Countybank Insurance Shannon Huffman, First Charter Co Inc. Irene Huggins, Braddy Insurance, Inc. Pat Hurst, Correll Insurance Group Vicki Hurst, Adams Eaddy & Associates Joyce Hyder, Landrum Ins. Agency, Inc. Marla Jackson, Adams Eaddy & Associates Debra Johnson, Bradham Ins Agency Galaxy Johnson, John T Cook & Associates Mark Johnson, Carrie Johnson Agency, Inc. Holly Jones-Pickerell, John T Cook & Assocs Sara Jo Kent, Adams Eaddy & Associates B Marshall Keys, Palmetto Ins. Associates Michele Kimbrell, First Charter Co Inc. Amy Kinasch, Coastal Plains Insurance, LLC Brigitte King, Adams Eaddy & Associates Sharon Koches, The Institutes Christina Lambert, Braddy Insurance, Inc Kaye Larrimore, Howard B. Smith Agency Tammy Lawhorn, Chandler Insurance LLC Shelley Leigh, First Charter Co Inc. Barbara Jo Leopard, Countybanc Ins. Inc. William Lesemann, Lesemann Ins. Agency April Lewis, Howard B. Smith Agency Margie Long, John T Cook & Associates Julie Lovelace, Correll Insurance Group Julie Low, John T Cook & Associates Mary Mahoney, Irmo Insurance Agency Inc. Helen Marshall, Midgley Agency, Inc. Tom Maupin, Builders Insurance Group John McClintock, The United Agency Jeff McCormack, IIABSC Charlotte Messel, Correll Insurance Group Ruth Mickler-Williams, Chandler Ins. Charles Paul Midgley, Midgley Agency

Debbie Miller, Irmo Insurance Agency Inc. Loni Morelock, Correll Insurance Group Susan Morich, John T Cook & Associates Bob Moseley, Irmo Insurance Agency Inc. Benjamin Myers, Russell Massey & Co. Inc. Andy Nason, Adams Eaddy & Associates Teri Newmark, Correll Insurance Group Frank Norris, Frank B Norris & Co. Margaret Nowlin, Coastal Plains Insurance Steve Ochocinsky, Adams Eaddy & Assocs Charles Orr, Correll Insurance Group Billy O’Shields, Correll Insurance Group Marilyn Pack, Landrum Insurance Agency Boone Peeler, CWS Ins Agency Inc. Dennesia Peterson, Correll Ins. Group Jeffery Phillips, Countybanc Insurance, Inc. Tish Pollard, Correll Insurance Group Joey Powell, First Charter Co Inc. Bonita Rabon, Adams Eaddy & Associates Maria Rains, Correll Insurance Group Adam Renken, Anderson Ins Assocs LLC Betsy Renken, Anderson Ins Assocs LLC Rebecca Rotureau, Adams Eaddy & Assocs 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 Teresa Self, Correll Insurance Group Katherine Sheppard, Countybanc Ins., Inc. Karen Smith, Correll Insurance Group Katrina Smith, Correll Insurance Group Brenda Snyder, Countybanc Insurance, Inc. Linda Sorrow, Correll Insurance Group Paul Stewart, Adams Eaddy & Associates Kay Summerlin, Braddy Insurance, Inc. Matt Tadlock, Coastal Plains Insurance, LLC Curtis Taylor, Herlong Bates Burnett Ins. Robbie Templeton, Countybanc Ins., Inc. Marjorie Toms, Adams Eaddy & Associates Anita Trevino, IIABSC Robert Walker, Landrum Ins. Agency, Inc. Joye Wall, Anderson Ins Assocs LLC Cameron Ward, Coastal Plains Ins. LLC Lori Watkins, Correll Insurance Group JB Watts, J B Watts Co Inc. Karen White, The United Agency Becky Williams, Adams Eaddy & Associates Laura Williams, Adams Eaddy & Associates Donald Wingate, Palmetto Pride Ins. GarrettWreden, Kinghorn Ins.Agency of Beaufort Derrick Wrigley, Adams Eaddy & Associates Courtney Young, Adams Eaddy & Associates KarenYoung, Southeastern Alliance Underwriters

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Calendar View up-to-date calendar, course descriptions and register using our online Education & Event Calendar at

CLASSROOM COURSES April 3 4 10 11 17 17 18-19 20 24 25

E&O Risk Management, Columbia, 6 hrs. P&C Agency Management-Based Ethics, Rock Hill, 3 hrs. Ethics AIAM Day 4, Charleston, 6 hrs. P&C CISR Personal Residential, Columbia, 7 hrs. P&C CISR William T Hold CL, Myrtle Beach, 4 hrs. P&C, 4 hrs. Ethics Top 10 Life Ins Needs, Columbia, 6 hrs. L&H CIC Ruble Graduate Seminars, Myrtle Beach, 12 hrs. P&C, 4 hrs. L&H Top 10 Life Ins Needs, Charleston, 6 hrs. L&H CISR Agency Operations, Florence, 6 hrs. P&C or L&H, 1 hr. Ethics E&O Risk Management, Bluffton/HHI, 6 hrs. P&C

AIAM Day 2, Bluffton/HHI, 6 hrs. P&C CISR Agency Operations, Columbia, 6 hrs. P&C or L&H, 1 hr. Ethics AIAM Day 3, Columbia, 6 hrs. P&C AAI 82A, Columbia, 7 hrs. P&C CISR Personal Residential, Greenville, 7 hrs P&C E&O Risk Management, Greenville, 6 hrs. P&C AIAM Day 3, Greenville, 6 hrs. P&C AIAM Day 6, Charleston, 2 hrs. P&C, 3 hrs. Ethics CISR Dynamics of Service, Rock Hill, 7 hrs. P&C or L&H Agency Management-Based Ethics, Bluffton/HHI, 3 hrs. Ethics

9 10 17 18 23 24 28-30 31

1-2 Agency Management-Based Ethics, Greenville, 3 hrs. Ethics CISR Personal Auto, Charleston, 7 hrs P&C AAI 82B, Columbia, 7 hrs. P&C Agency Management-Based Ethics, Columbia, 3 hrs. Ethics CISR William T Hold Seminar CL, Charleston, 4 hrs. P&C, 4 hrs. Ethics CIC Commercial Casualty, Charleston, 20 hrs. P&C Commercial Lines Nuts & Bolts, Columbia, 6 hrs P&C Commercial Lines Nuts & Bolts, Columbia, 6 hrs P&C Surplus Lines Markets & Practices, Charleston, 6 hrs. P&C

July 10 11 17 17 18

E&O Risk Management, Myrtle Beach, 6 hrs. P&C E&O Risk Management, Florence, 6 hrs. P&C CISR William T Hold PL, Greenville, 4 hrs. P&C, 4 hrs. Ethics AAI 82C, Columbia, 7 hrs. P&C AIAM Day 4, Columbia, 6 hrs. P&C

AAI 83B, Columbia, 6 hrs. P&C AIAM Day One, Charleston, 7 hrs. P&C CISR Dynamics of Service, Bluffton/ HHI, 8 hrs. P&C or L&H E&O Risk Management, Charleston, 6 hrs. P&C CISR Personal Residential, Charleston, 7 hrs P&C Agency Management-Based Ethics, Greenville, 3 hrs. Ethics IIABSC 114th Annual Convention, Savannah, Ga. CIC Agency Management Day 1, Hilton Head (see below for CE hours)


June 6 6 12 13 19 20-22 20 21 27

AIAM Day 4, Greenville, 6 hrs. P&C E&O Risk Management, Columbia, 6 hrs. P&C CISR Commercial Casualty, Greenville, 7 hrs P&C AIAM Day 3, Bluffton/HHI, 6 hrs. P&C CISR Personal Residential, Myrtle Beach, 7 hrs P&C CISR Commercial Casualty, Rock Hill, 7 hrs P&C AIAM Day 5, Columbia, 6 hrs. P&C Agency Management-Based Ethics, Columbia, 3 hrs. Ethics CIC Commercial Property, Myrtle Beach, 20 hrs. P&C Agency Management-Based Ethics, Charleston, 3 hrs. Ethics


May 3 9 10 15 16 17 22 22 30 31

11 12 12 18 19 20 20 25 26-28 27

7 13 13 14 29

CIC Agency Management Days 2-3, Hilton Head, 16 hrs. P&C or L&H, 4 hrs. Ethics AIAM Day 6, Columbia, 2 hrs. P&C, 3 hrs. Ethics CISR Commercial Property, Florence, 7 hrs P&C AAI 83C, Columbia, 3 hrs. P&C, 3 hrs. L&H CISR Personal Auto, Greenville, 7 hrs P&C Surplus Lines Markets & Practices, Columbia, 6 hrs. P&C

December 4 5 6 11 12 12

AIS 25, Columbia CISR Commercial Casualty, Columbia, 7 hrs P&C CISR Agency Operations, Charleston, 6 hrs. P&C or L&H, 1 hr. Ethics Personal Lines Nuts & Bolts, Columbia, 6 hrs. P&C Personal Lines Nuts & Bolts, Columbia, 6 hrs. P&C CISR Agency Operations, Greenville, 6 hrs. P&C or L&H, 1 hr. Ethics

WEBINAR COURSES No test required for CE credit


August 4-5 8 14 16 22-24 23

Young Agents Conference, Hilton Head CISR Commercial Property, Charleston, 7 hrs P&C CISR Personal Auto, Columbia, 7 hrs P&C CISR Personal Auto, Bluffton/HHI, 7 hrs. P&C CIC Personal Lines, Columbia, 20 hrs. P&C CISR William T Hold CL, Columbia, 4 hrs. P&C, 4 hrs. Ethics

September 11


AAI 83A, Columbia, 6 hrs. P&C

South Carolina Agent & Broker • Spring 2012

13 16 17 18 18 19 20 24 24

Hot Topics in Personal Lines, 2 hrs. P&C Estate Planning Techniques: Gifts, Trusts, Life Ins., 2 hrs. L&H Liability Issues to Worry About, 2 hrs. P&C Bonds: Shaken Not Stirred, 2 hrs. P&C COPE Property Underwriting, 2 hrs. P&C Building Codes are Bad for Insureds, 2 hrs. P&C Directors & Officers Liability, 2 hrs. P&C Agency Management Based Ethics, 3 hrs. Ethics Top 5 Life Insurance Needs, 2 hrs. L&H

26 26 26

Retirement Planning & Annuities, 2 hrs. L&H Ethics & Business, 3 hrs. Ethics Commercial Excess vs. Umbrellas (Lunch n Learn), 1 hr. P&C

May 8 15 16 17 18 22 24 29 30 31

Workers Comp Beyond the Basics, 3 hrs. P&C Ethics & Business, 3 hrs. Ethics Hot Topics in Personal Lines, 2 hrs. P&C Certificates of Insurance, 3 hrs. P&C Business Auto Claims that Cause Problems, 2 hrs. P&C Homeowner Changes (Lunch n Learn) 1 hrs. P&C Setting Business Income Limits (Lunch n Learn), 1 hr. P&C Insurance and the Property Lease, 2 P&C Directors and Officers Liability, 2 hrs. P&C Kids and their Cars!, 2 hrs. P&C

June 12 13 14 15 19 20 21 26 26 28

Estate Planning Techniques: Gifts, Trusts & Life Ins., 2 hrs. L&H Rental Car Coverage, 2 hrs. P&C Top 5 Life Insurance Needs, 2 hrs. L&H Agency Management Based Ethics, 3 hrs. Ethics Ethics & Business, 3 hrs. Ethics COPE Property Underwriting, 2 hrs. P&C Hot Topics in Personal Lines, 2 hrs. P&C Retirement Planning & Annuities, 2 hrs. L&H Liability Issues to Worry About, 2 hrs. P&C Building Codes are Bad for Insureds, 2 hrs. P&C

20 20 20 21 28

Hot Topics in Personal Lines, 2 hrs. P&C Insuring Home-Based Businesses, 2 hrs. P&C Hot Topics in Personal Lines, 2 hrs. P&C Insurance and the Property Lease, 2 hrs. P&C Those Kids and Their Cars!, 2 hrs. P&C

October 2 3 4 4 5 9 9 9 15 31

Liability Issues to Worry About, 2 hrs. P&C COPE Property Underwriting, 2 hrs. P&C Building Codes are Bad for Insureds, 2 hrs. P&C Estate Planning Techniques: Gifts, Trusts, Life Ins., 2 hrs. L&H Agency Management Based Ethics, 3 hrs. Ethics Ethics & Business, 3 hrs. Ethics Bonds: Shaken, Not Stirred, 2 hrs. P&C Commercial Excess vs. Umbrellas (Lunch n Learn), 1 hr. P&C Top 5 Life Insurance Needs, 2 hrs. L&H Retirement Planning and Annuities, 2 hrs. L&H

November 2 6 7 7 7 8 9

Directors and Officers Liability Insurance, 2 hrs. P&C Business Auto Claims that Cause Problems, 2 hrs. P&C Certificates of Insurance, 3 hrs. P&C 2011 Homeowners Changes (Lunch n Learn), 1 hr. P&C Insurance and the Property Lease, 2 hrs. P&C Ethics & Business, 3 hrs. Ethics Setting Income Limits (Lunch n Learn), 1 hr. P&C

July 10 10 11 17 17 19 20 31 31

Workers Comp Beyond the Basics, 3 hrs. P&C Business Auto Claims that Cause Problems, 2 hrs. P&C Business Income Beyond the Basics, 3 hrs. P&C Insuring Builders Risk (Lunch n Learn), 1 hrs. P&C Insurance and the Property Lease, 2 hrs. P&C Ethics & Business, 3 hrs. Ethics Bonds, Shaken not Stirred, 2 hrs. P&C Insuring Codos, 2 hrs. P&C Those Kids and Their Cars!, 2 hrs. P&C

Member News

August 1 2 3 8 9 14 21 22 22 28 30

Directors and Officers Liability, 2 hrs. P&C Retirement Planning & Annuities, 2 hrs. L&H Hot Topics in Personal Lines, 2 hrs. P&C Estate Planning Techniques: Gifts, Trusts, Life Ins., 2 hrs. L&H Certificates of Insurance, 3 hrs. P&C Ethics & Business, 3 hrs. Ethics Liability Issues to Worry About, 2 hrs. P&C COPE Property Underwriting, 2 hrs. P&C Top 5 Life Insurance Needs, 2 hrs. L&H Building Codes are Bad for Insureds, 2 hrs. P&C Agency Management-Based E&O and Ethics, 3 hrs. Ethics

September 11 12 14 18 19 19

Workers Comp Beyond the Basics, 3 hrs. P&C Business Income Beyond the Basics, 3 hrs. P&C Directors and Officers Liability Insurance, 2 hrs. P&C Ethics & Business, 3 hrs. Ethics Insuring Builders Risk (Lunch n Learn), 1 hr. P&C Business Auto Claims that Cause Problems, 2 hrs. P&C

The Independent Insurance Agents & Brokers of Horry-Georgetown Counties were honored by their local American Cancer Society for their Relay for Life fundraising efforts. (L to R:) Melany Mader, Community Manager, SC Atlantic Division of the American Cancer Society; Dana Groome, President, IIABHGC; Gardiner Marek, President, Gardiner Marek Insurance Agency. Spring 2012 • South Carolina Agent & Broker


2012 Board of Directors Executive Committee


Chairman Ashley Brady, CIC First Charter Co., Inc Marion, SC

National Director Jon A. Jensen, AAI, AIP Correll Ins Group Spartanburg, SC

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

Immediate Past Chairman Kathy D. McKay, CIC, CPIW McKay Insurance Mt. Pleasant, SC

Secretary R. Scott Moseley Irmo Insurance Agency Irmo, SC

Thomas M. Bates, Jr. (Tom) Herlong Bates Burnett Insurance Greenville, SC

Kimberly J. Gore, CIC (Kim) HUB International Southeast Myrtle Beach, SC

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

Willard A. Silcox, III, ACSR (Bill) C.T. Lowndes & Company Mt. Pleasant, SC

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

Edward S. Spivey, CIC, AAI (Spider) Howard B. Smith Agency Mullins, SC

J. Robert Bryant, Jr. (Bobby) Robert Bryant & Son, Inc. Orangeburg, SC

Richard L. Walker, CIC Cormell Street & Patterson Florence, SC

David A. Cyphers, CIC, AAI Sifford-Stine Insurance Clover, SC

No one keeps independent agents on course to succeed like we do. Montgomery Insurance™ is committed to the success of its independent agents. We meet the needs of your small to mid-sized commercial lines customers by providing the Montgomery Advantage™: stability and consistency, profitable growth, ease of doing business, local decision making, service you need and expect, competitive products and services, and people you know and trust. Doing more to help independent agents conquer the fast turbulent currents of business today.


us © 2010 Montgomery Mutual Insurance Company. All rights reserved.


South Carolina Agent & Broker • Spring 2012 MIC_AgentBroker_Kayaker_Ad.indd 1

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Independent Insurance Agents & Brokers of SC 800 Gracern Road Columbia, SC 29210

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SC Agent & Broker magazine, Spring 2012  

Trade publication for the SC independent property and casualty insurance industry by the Independent Insurance Agents & Brokers of SC for bo...

SC Agent & Broker magazine, Spring 2012  

Trade publication for the SC independent property and casualty insurance industry by the Independent Insurance Agents & Brokers of SC for bo...