South Carolina Agent & Broker Summer 2019

SUMMER 2019 

Preview Inside! 

IIABSC Annual Conference 

Oct. 13 – 15 

Westin Golf Resort & Spa - Savannah, Ga. 

SC CE administrator transition 

from Prometric 

Spring Conference & 

Young Agents Golf photos

SUMMER 2019 

CONTENTS 

6 Message from the IIABSC Chairman of the Board 

8 Message from the National Director 

10 Sen. Tim Scott Named Big “I” Legislator of the Year 

12 SC Rules & Regs 

13 Young Agents Scholarship Golf Tournament Recap 

14 IIABSC Annual Convention Preview 

15 Are You Ready for Your Organization to Conquer the Impossible 

18 Big “I” Virtual University – Getting Sued by Being Too Helpful 

22 Improper Claim Declinations and the Value of the Agent 

27 New Course Series: Commercial Agent Training 

28 Spring Conference Photos / Thank You Sponsors 

30 IIABSC Foundation Scholarship Winners 

31 Education Classroom Calendar 

32 IIABSC Webcasts 

34 Virtual University Webinars 

36 Member News 

40 2019 Board of Directors 

41 Welcome New Members 

42 Thank You IIABSC Palmetto Partners 

14 

Independent Insurance Agents 

& Brokers of South Carolina 

800 Gracern Road, Columbia, SC 29210 

803-731-9460 • 803-772-6425 (fax) 

e-mail: information@iiabsc.com 

IIABSC STAFF 

G. Frank Sheppard, AAI, CAE 

President 

ext. 1239 or 803.760.1239 • fsheppard@iiabsc.com 

Rebecca H. McCormack, CPCU, 

CIC, AAI, AINS 

Vice President 

ext. 1238 or 803.760.1238 • bmccormack@iiabsc.com 

Megan Huebner 

Senior Director 

ext. 9463 or 803.731.9463 • mhuebner@iiabsc.com 

Megan Thomas 

Director of Member Services 

ext. 1227 or 803.760.1227 • mthomas@iiabsc.com 

Anita J. Trevino 

Director of Communications 

ext. 1237 or 803.760.1237 • atrevino@iiabsc.com 

South Carolina Agent & Broker is the official magazine of the Independent Insurance Agents and Brokers of South 

Carolina and is published four times annually. IIABSC does not necessarily endorse any of the companies advertising 

in this publication or the views of its writers. 

Articles and information published in this magazine may not be reproduced without written consent of the IIABSC. 

South Carolina Agent & Broker is not responsible for unsolicited manuscripts, art or photography. The publisher 

cannot assume responsibility for claims made by advertisers, content provided by the editor, or for the opinions 

expressed by contributing authors. 

For more information on advertising, contact Eric Johnson, Blue Water Publishers, LLC, 9406 N. 107th St., Milwaukee, 

WI 53224 • 414-708-2059 • fax: 414-354-5317 • eric@bluewaterpublishers.com 

ADVERTISER INDEX 

Access Home Insurance (accesshomeinsurance.com) 9 

Allstar Financial Group (allstarFG.com) 36 

Allstar Underwriters, Inc (allstarcondoinsurance.com) 37 

Amerisafe (amerisafe.com) 32 

Applied Underwriters (auw.com/us) 44 

Assure Alliance (AssureAlliance.com) 16-17 

Berkshire Hathaway GUARD Insurance (guard.com) 33 

Builders Mutual Insurance (BuildersMutual.com) 5 

FCCI Insurance Group (fcci-group.com) 20 

Genesee Insurance (geneseeins.com) 34 

Harford Mutual (HarfordMutual.com) 39 

4 South Carolina Agent & Broker • Summer 2019 

Martha Reid 

Education Coordinator 

ext. 1219 or 803.760.1219 • mreid@iiabsc.com 

Tracy Guyette 

Administrative Assisstant/ RLI Contact 

ext. 9641 of 803.731.9461 • tguyette@iiabsc.com 

Cover: iStockphoto.com/SeanPavonePhoto 

ISU Insurance Agency Network (joinisu.com) 43 

Jackson Sumner & Associates (jsausa.com) 2 

JM Wilson (JMWilson.com) 10 

Lighthouse Property Insurance (lighthouse.insurance) 3 

McCullough Khan LLC (MKlawsc.com) 38 

MJ Kelly (mjkelly.com) 41 

National Security Group (nationalsecuritygroup.com) 12 

SCHB Self Insurers Fund (schbsif.com) 7 

Southern Insurance Underwriters, Inc (SIUINS.com) 21 

Summit (summitholdngs.com) 23 

UPC Insurance (Gtrunk@upcinsurance.com) 40

Whether it’s the voice in your head 

or the one right beside you, 

Builders Mutual is always there, 

at work with you. 

BuildersMutual.com

TOM BATES 

IIABSC Chairman of the Board 

IIABSC FOUNDATION – WORK IN ACTION 

On page 30, you will find the recipients of this year’s IIABSC 

Foundation college scholarships for the children of member 

agency employees. Only in its second round of awards, the 

Foundation Trustees created the program with the idea that 

investing in the families of independent agents would fulfill the 

Foundation’s purpose of benefitting both the industry and the public good. Those 

who join the industry can make their marks directly, and those who choose other 

professions could still better their communities and give testament to the reasons 

for choosing an independent agent. 

To be eligible, applicants must be SC residents, one of their parents must also 

live in South Carolina and be employed at a IIABSC member agency and they 

must be a full-time student at a four-year college this fall. The Foundation looks 

for applicants who are active in their school and communities, demonstrate a solid 

work ethic and possess strong leadership abilities, good teamwork and a desire 

to succeed. This year there were 17 applicants, and five $1,000 scholarships were 

awarded. 

Applications for scholarships to be awarded in 2020 will be available on our 

website (iiabsc.com/foundation) this fall. Deadline is expected to be Dec. 31, 

2019. 

In 35 years of operation the Foundation has contributed more than half a 

million dollars to programs that improve safety, deter crime, provide insurance 

education and other various charitable initiatives. It also has always directly 

benefited member agents through CIC scholarships, young agent attendance at 

leadership events and other education programming. 

We also fully invest in 

developing future talent for 

the industry by awarding 

scholarships to regional students 

excelling in the insurance and 

risk management programs at 

the University of South Carolina, 

Clemson University, College of Charleston, 

Appalachian State University and the University of North Carolina Charlotte. 

The Foundation intends to award all these scholarships for as long as they can 

fund them. To do that they need your help by making a tax-deductible contribution 

every year. Every little bit helps, and anyone can contribute – individuals, agencies 

or companies. A memorial contribution is a great way to honor, remember and 

pay tribute to an industry colleague or loved one. Surviving families are notified 

when a contribution is made to memorialize their loved one. Learn how to send in 

your contribution on our webpage (iiabsc.com/foundation). 

Special thanks to our Foundation Board of Trustees for their leadership and 

hard work in the establishment of these new scholarships and everything else they 

do – Chairman Tommy Cook of Myrtle Beach, Drew Theodore of Columbia, Bill 

Thomas of Hilton Head, Bobby McLellan of Seneca and Victor Jowers of Camden. 

I would also like to thank all those who made contributions to the Foundation in 

2018 and 2019 – this is your work in action. 

6 South Carolina Agent & Broker • Summer 2019

NOTICE OF COMMISSION INCREASE 

SEPTEMBER 2018 

This is to notify you of an upcoming change in the 

SCHB Self Insurers Fund commission schedule. 

Effective January 1, 2019, you could increase your 

commissions by up to 33%. Plus, you could qualify 

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increase 

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For more information on the 2019 commission schedule, please call 

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ASHLEY BRADY, CIC 

National Director 

IIABSC LOBBIES CONGRESS 

Independent insurance agents from every state gathered in 

Washington, DC for the annual IIABA Legislative Conference 

in May. The IIABSC delegation visited every South Carolina 

Representative and Senator to discuss issues affecting our 

industry – most of which are outlined here. 

Flood Insurance 

The Big “I” supports a long-term reauthorization of a modernized National 

Flood Insurance Program (NFIP) that would increase take-up rates, both 

in the NFIP and the private market, and calls on Congress to extend 

the NFIP before it expires. It is critical that the program not expire as 

hurricane season begins. Specifically, the Big “I” supports allowing private 

flood insurance to satisfy NFIP continuous coverage requirements, which 

ensures that if consumers leave the NFIP for the private market and later 

must return, they can do so without penalty. Finally, agents and insurers 

play an essential role in the sale and servicing of flood insurance and 

the Big “I” opposes any policies that would harm the Write-Your-Own 

Program (including compensation reductions), make it more complex, or 

limit the program negatively impacting NFIP take-up rates. 

Terrorism Insurance 

The Terrorism Risk Insurance Program (TRIP) was first established 

in 2002 as a result of the 9/11 attacks to assist the insurance market 

in covering losses resulting from acts of terrorism. It has since been 

reauthorized in 2005, 2007, and in 2015 after a brief lapse. The most recent 

reauthorization in 2015 extended the reinsurance backstop for six years 

through December 31, 2020. The Big “I” supports the program and urges 

Congress to reauthorize TRIP on a long-term basis before it expires. 

Tax 

As part of tax reform, the Big “I” secured a significant victory for its 

members when the Treasury Department issued regulations earlier this 

year that ensured that insurance agents and brokers could take advantage 

of the 20 percent deduction for certain small businesses. The deduction is 

scheduled to expire at the end of 2025, and the Big “I” supports legislation 

to make the small business deduction permanent. 

Insurance Regulatory Reform 

The Big “I” remains dedicated to a modernized state-based system of 

insurance regulation and supports significantly restricting or eliminating 

the Federal Insurance Office (FIO), as it has proven to have questionable 

value for insurance markets and consumers. The Big “I” supports 

legislation to eliminate the FIO. The Big “I” also strongly opposes broad 

preemption of state consumer protection laws and expanding the types of 

coverages that Risk Retention Groups can offer. 

Cybersecurity 

In the wake of numerous data breaches, cybersecurity is becoming 

increasingly important to Big “I” members and their clients. If a 

nationwide uniform data breach and/or data security standard is created, 

it is vital it does not result in conflicting or varying standards for insurance 

businesses at the state and federal level or on a state-by-state basis. Also, 

many Big “I” members are small businesses and as such any nationwide 

standards or requirements must be scalable, flexible and reasonable for all 

insurance agencies and brokerages not matter their size. 

Sen. Tim Scott (R-South Carolina) is the Big “I” Legislator of the Year for 2018. 

The award is presented annually during the national legislative conference to 

members of Congress who provide outstanding leadership on insurance issues. 

Scott showed incredible leadership on two major issues in 2018: tax reform and 

flood insurance. (L to R:) IIABA Senior VP of Gov. Affairs Charles Symington, 

IIABA President & CEO Bob Rusbuldt, IIABA Chairman Elect Jon Jensen, Sen. 

Tim Scott, IIABSC Natl Dir. Ashley Brady, IIABSC President Frank Sheppard, 

SC Insurance Dir. Ray Farmer, IIABSC Chairman of the Board Tom Bates. 

South Carolina independent agents joined others from around the nation in 

Washington DC for the IIABA National Legislative Conference, where they 

met with members of the SC Congressional Delegation to educate them on 

important industry issues. (L to R:) IIABSC Past Chairman Scott Moseley, 

IIABSC Natl Dir. Ashley Brady, Young Agent SSSS, IIABSC Chairman Elect 

Jay Taylor, IIABSC Past President Drew Theodore, IIABSC Chairman of the 

Board Tom Bates, IIABSC Senior Director Megan Huebner, IIABSC Secretary 

Tonya Thomason, IIABSC Board Director Renado Robinson, IIABA Chairman 

Elect Jon Jensen, IIABSC President Frank Sheppard. 


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Sen. Tim Scott Named Big “I” Legislator of 

the Year 

Sen. Tim Scott (R-South Carolina) is the Gerald Solomon – Big “I” Legislator of the 

Year for 2018. The award is presented annually to members of Congress who provide 

outstanding leadership on insurance issues. During the conference issues briefing, Big 

“I” President & CEO Bob Rusbuldt explained that Sen. Scott was a worthy recipient based 

on his leadership on two major issues in 2018: tax reform and flood insurance. Scott was 

one of the core senators tasked with outlining the tax reform legislation and seeking 

input from colleagues. He has also been a tireless advocate for the reauthorization of the 

National Flood Insurance Program with reforms to keep it sustainable. Sen. Scott serves 

on the Senate Finance Committee, Senate Committee on Banking, Housing & Urban 

Affairs, Senate Committee on Small Business and Entrepreneurship and the Senate 

Committee on Health, Education, Labor and Pensions. Before his entrée into public 

service, Sen. Scott worked as an insurance agent and was owner of the Tim Scott Allstate 

Insurance Agency. He has gotten to know many Big “I” members and understands the 

important role agents play when disaster strikes. 

IIABSC was presented its 14th consecutive Eagle Award, which 

is awarded to state associations that raise InsurPac contributions 

averaging $100 or more per agency. InsurPac is the political action 

committee of our national association and an important tool in our 

government affairs program, increasing agent visibility on Capitol 

Hill while empowering agent participation in the political process. 

IIABSC leadership poses with Congressman Jim Clyburn (D-South Carolina), House 

Majority Whip, during Capitol Hill visits at the IIABA Legislative Conference this 

past May in Washington, D.C. 

IIABSC leadership poses with freshman Congressman William Timmons 

(R-South Carolina) in South Carolina’s 4th District during Capitol Hill visits 

at the IIABA Legislative Conference this past May in Washington, D.C. 

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This course will address the financial issues 

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• Agency Financial and Productivity Review 

• Revenue and Expense Analysis 

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• Balance Sheet Ratio Analysis 

• Agency Productivity Analysis 

• Developing a Budget 

• Agency Compensation 

• Administration, Producer and Staff Methods 

• Retirement 

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This course is designed for Agency principals, managers and supervisors. 

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Summer 2019 • South Carolina Agent & Broker 11

SC CE ADMINISTRATOR TRANSITION 

FROM PROMETRIC STARTS JULY 1 

CE admin fee eliminated for producers, 

expect increase in course fees 

Effective July 1, 2019, Prometric will no longer be the Continuing Education 

administrator for the SC Department of Insurance and SC resident producers. 

The SCDOI, through the NAICs State Based System (SBS), will be new 

administrator. 

Resident producers with a birth month through June 2019 will still be 

required to pay the $15 CE record-keeping fee to Prometric. Starting July 2019 and after 

the $15 record-keeping fee will not be charged However, course sponsors will have to pay a 

small fee under the SBS model so producers should expect a slight increase in course fees. 

All resident producers will still need to meet the 24 hours of CE and renewal application 

requirements to maintain an active license. The CE requirements can be found on the 

Department’s website (www.doi.sc.gov). 

Effective July 8, 2019, you will log onto the SBS website (www.statebasedsystems. 

com) to view your CE transcript and South Carolina license information. As a reminder 

to resident producers, fingerprinting is not required at every renewal. If a resident producer 

was fingerprinted at initial licensure or for their last compliance period, fingerprinting is not 

required a second time as long as the license remains active. 

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Scholarship Golf Tournament 

April 30, 2019 

Woodcreek Country Club – Elgin, SC 

SPONSORS 

Beverage Carts 

Awards Reception (Meal) 

Putt for Cash Contest 

ISU Group 

Lunch 

Rainbow Restoration 

Closest to the Pin 

Insurance House 

HOLE SPONSORS 

Bankers Insurance Group 

Burns & Wilcox 

Genesee General 

Gulfstream Property 

& Casualty Insurance 

Hanover Insurance Group 

Harford Mutual 

Heritage Property 


Hull & Company, LLC 

IIABSC Agency, Inc. 

Jackson Sumner & Associates 

Lighthouse Property Ins. Corp. 

Preferred Specialty, LLC 

Progressive 

Safeco Insurance 

/Liberty Mutual Business Insurance 

St. Johns Ins Company 

State Auto 

UPC Insurance Co. 

TOURNAMENT CHAMPIONS, (top-left photo, L to R:) Andy Nason, Jack Griffith, 

David Weber, Bobby Bryant (not pictured). Long Drive winner is Alex Fierszt, and 

Closest to the Pin is Ryan Manore (top-right photo, right). All proceeds of this tournament 

benefit the IIABSC Young Agents Scholarship Fund to support educational, 

leadership, and networking opportunities for young agents across the state.

IIABSC 

Annual 

Convention 

OCT. 13-15, 2019 

Westin Resort & Spa, Savannah, Ga. 

TENTATIVE AGENDA 

Sunday, Oct. 13 

1:00 – 3:30 pm 

4:00 – 6:00 pm 

6:30 – 8:30 pm 

Exhibitor Setup 

Registration Desk Open/Welcome event with Exhibitors 

After a few years of a drop-in hospitality reception during attendee check-in, we’ve re-opened the exhibit hall on Sunday afternoon. 

Welcome reception with Band 

Drop in to enjoy a beverage and light hors d’oeuvers while mingling with fellow insurance professionals from around the state. 

Monday, Oct. 14 

7:30 – 9:00 am 

7:45 – 9:00 am 

9:00 – 9:45 am 

9:45 – 11:45 am 

11:45 am – 1:15 pm 

2:00 – 5:00 pm 

6:00 – 6:45 pm 

6:45 pm 

Tuesday, Oct. 15 

8:30 – 10:30 am 

Breakfast Buffet 

BUSINESS SESSION & INDUSTRY UPDATES 

Networking break in Exhibit Hall 

GENERAL SESSION & KEYNOTE SPEAKER 

“9 Point Success System” by Todd Stottlemyre, filed for 2 hrs. P&C or L&H credit. 

Former Arizona Diamondbacks pitcher and three-time Word Series winner Todd Stottlemyre presents his methods of goal setting 

and action to build a mindset of perseverance and facing failures to achieve ultimate successes. 

EXHIBIT HALL OPEN w/ lunch 

Optional activities/tours 

Chairman’s reception 

AWARDS BANQUET & ENTERTAINMENT 

Closing Session/Panel Discussion 

“Industry Update and Hiring/Recruiting,” filed for 3 hrs. P&C or L&H credit. 

After hearing from SC Director of Insurance Ray Farmer, a panel of industry leaders will discuss hiring and recruiting best 

practices as well as tools available to Big “I” members such as Big “I” Hires and WAHVE. 

View up-to-date agenda items and other registration details on our website, iiabsc.com 


ARE YOU READY FOR YOUR ORGANIZATION 

TO CONQUER THE IMPOSSIBLE? 

By Todd Stottlemyre, former Arizona Diamondbacks pitcher, three-time World Series 

winner, and IIABSC 2019 Annual Convention Keynote Speaker 

In my signature keynote, I talk about my 

Nine-Point Success System. This system 

is a series of steps that walks through 

the importance and methods of setting 

goals and follow through with action 

and using that knowledge to build on shortterm 

goals in order to reach long-term goals. 

What I’ve found in my 15 MLB seasons, in my 

several successful business adventures, and in 

life; however, is that this system is an outline 

to a mindset on which we rely, regardless of 

whether we’re aware of it. 

Whether we wake up generally satisfied 

with life, with a few things we’d like to tweak, 

or with some pending opportunities looming 

over our heads, we as humans are constantly 

setting goals. And whether we frame them as 

a childhood dream, things we wish to achieve, 

odds we’d like to beat, or the next step we’d like 

to take up the corporate ladder, the process 

of creating long-term goals is naturally 

occurring and constant. 

Failure is not 

the opposite of 

success. It is a 

building block, a 

supplement, and a 

teacher. 

The system becomes especially useful 

in two places. While long-term goals like 

the enticing ideas of success and fortune 

are common and exciting to dream up, the 

work necessary to achieve them lives in the 

short-term. In breaking down the process 

of achieving the long-term ideals, the ninepoint 

system emphasizes the importance 

of dedication to these short-term goals and 

perseverance through what may be the less 

exciting steps in order to reach the big picture. 

That same perseverance is needed in another 

aspect of the road to success: facing failure. I 

HOW’S YOUR ENERGY? 

Performing at your best takes considerable 

energy. A person’s energy comes in three 

different sources: mental, physical and 

emotional. When one of these sources gets 

depleted, it will affect the other two, keeping us 

from being our best. 

I call these the three Es. These energy sources 

depend on each other for us to perform and live 

at our best. 

#1 MENTAL ENERGY 

The average person has thousands of thoughts 

per day, which begin to eat away at our mental 

energy. Mental energy is where your focus 

comes in. You have to block the noise and focus 

on the things that matter the most. I’m talking 

about extreme focus with no distractions. Get 

into solitude and quiet the world around you as 

you begin to focus on the things that matter the 

most. It takes work and practice to prepare your 

mind for your best work. Stand guard of your 

mind and protect your mental energy because 

your highest performance starts with a single 

thought. My mentor once told me, “They can 

take your body, but they can’t take your mind 

unless you give it to them.” 

#2 PHYSICAL ENERGY 

Are you physically showing up as your 

best when it counts the most? As a former 

professional athlete, I had to protect my physical 

energy at all times during the season so that I 

was physically ready on my game day. Likewise, 

you have to protect your physical energy so that 

you are prepared to perform when it counts. I 

have four tips for you to protect your physical 

energy: 

• Sleep & Rest 

You can’t work around the clock and 

don’t hesitate to point out my failures, just as I 

encourage others not to hesitate to recognize 

their own. Failure is not the opposite of success. 

It is a building block, a supplement, and a teacher. 

Each failure only refines our mindsets and allows 

us to truly and fully prepare for future successes. 

expect to perform at your best. Science 

says that we need 7 to 7.5 hours of 

uninterrupted sleep a night to live and feel 

optimal. 

• Nutrition 

How are we fueling our bodies? Is our diet 

and nutrition in alignment with us living 

out our best? 

• Water 

Drink half your weight in ounces of 

water every day to fight off dehydration. 

Dehydration will massively affect your 

physical energy. 

• Exercise 

Sweat every day for at least 20 to 30 

minutes. It will enhance both your 

physical and mental energy. Remember, 

if one energy source breaks down it will 

begin to affect the others, therefore, 

keeping you from being your best. 

#3 EMOTIONAL ENERGY 

This is your passion. All of your excitement 

and enthusiasm comes from your emotional 

energy. Guard yourself against expressing 

your passion on the things you can’t control 

or that won’t help you become the best version 

of yourself. You only have so much emotional 

bandwidth. Don’t waste your energy on things 

that don’t matter. Guard yourself against 

replaying negative events in your life because it 

eats up your emotional energy. 

To play the game of life at your best, you 

must manage your energy well. These three 

energy sources need to be protected and 

expressed when it matters the most. You were 

born with seeds of greatness. Water those seeds 

with your highest performing energy. See you 

in Savannah! 

While the allure of success that comes with 

setting long-term goals exists naturally and 

frequently, I believe that recognizing the process 

of reaching them in a concrete way is the fastest 

route to achievement. With a tangible plan in 

place to navigate the ins, outs, ups and downs 

Continued on page 16 >> 


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VIRTUAL UNIVERSITY. 

GETTING SUED BY 

BEING TOO HELPFUL: 

Stick to Your Expertise 

By David Thompson, CPCU, AAI, API, CRIS, Florida 

Association of Insurance Agents (FAIA) 

A fellow “insurance nerd” of mine did a class a few years back titled, “Getting 

Sued by Being Too Helpful.” He presented the class alongside an attorney 

who specialized in E&O defense. The thrust of the class was that insurance 

agents should stick to their expertise (insurance), and not venture outside of 

insurance when giving advice to customers. 

Here are 10 examples I have run across recently that illustrate this 

concept very well. All of these situations were presented to me by 

agency staff, seeking an answer from me so that they could provide 

an answer to their customer. 

1. Golf cart: “Can golf carts legally travel on public roads? If so what roads, and 

must they be licensed? What safety equipment is required? My customer has asked 

me and I don’t know the answers.” 

Answer: “I don’t know. I’d refer the customer to the Department of Highway Safety. 

I can help you with the insurance issues surrounding the ownership of a golf cart, but 

not the registration issue.” 

2. Swimming pool: “I insure a homeowners association. Does the swimming pool 

have to meet the requirements of the Americans with Disability Act?” 

Answer: “The best source is probably a local building official or a swimming pool 

company; I’d refer the customer there. Did you have a question about coverage under 

a CGL policy for the pool?” 

3. IRAs and life insurance cash values: “I am quoting an umbrella for a customer. 

He has asked me if he were to get sued could the plaintiff take his IRA and cash 

value from his life insurance policy?” 

Answer: “That’s a question to be answered by an attorney; I’d suggest to the 

customer that they consult with their attorney. Did you have a question about 

coverage under an umbrella policy? If so, I can help with that.” 

4. Garnish wages: “A coworker and I disagree on an issue. She just sold her house 

and says she no longer needs to carry an umbrella. She said that if she got sued a 

judge could not garnish her wages. Could that happen?” 

Answer: “Your coworker should ask a judge that question. Now, let’s talk about the 

need to carry an umbrella even if you don’t own a home.” 

5. Auto lease: “My customer owns a car and wants to lease it to his company and 

add it to his business auto policy. Does FAIA have a sample lease we can provide to 

the customer?” (I swear this was a real question.) 

Answer: “No we do not; that’s for an attorney to draw up. Now, let’s talk about the 

serious insurance mistake the customer is about to make.” 

6. Condo drywall: “I insure a condominium and they have to tear out the drywall to 

repair a pipe that is deteriorating. There is no insurance claim, but they have asked 

me who has to pay for the drywall. I want to be helpful to my condo association, so 

what’s your view of who has to pay?” 

Answer: “My view is that this is not an insurance issue, and an insurance agent 

should not be involved. The issue is between the board and the unit owner. If there 

had been a covered cause of loss generating an insurance claim I could have helped, 

but this is not an insurance issue.” 



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AND THE VALUE OF THE AGENT 

By Bill Wilson, CPCU, ARM, AIM, AAM, Founder & CEO, InsuranceCommentary.com 

fire started in a cabinet of a tenant in a 

building. In addition to the fire damage, there 

was water damage from the fire sprinkler 

system, as well as openings cut in the roof by 

the fire department to ventilate the smoke. It 

appears that the tenant is responsible for the damage. 

The claim was submitted to the tenant’s E&S CGL insurer and the adjuster denied it, citing this 

exclusion in the ISO policy: 

1. Damage To Property 

“Property damage” to: 

(1) Property you own, rent, or occupy, including any costs or expenses incurred by you, or 

any other person, organization or entity, for repair, replacement, enhancement, restoration 

or maintenance of such property for any reason, including prevention of injury to a person 

or damage to another’s property; 

According to the policy language above, there is no coverage for damage to property you own, 

rent or occupy. So, what’s the problem? 

The problem is the selective use of policy language to deny a covered claim. If you continue 

to read this exclusion in the ISO form, you will come to the following exception {EMPHASIS 

added]: 

Paragraphs (1), (3) and (4) of this exclusion do not apply to “property damage” (OTHER 

THAN DAMAGE BY FIRE) to premises, including the contents of such premises, rented 

to you for a period of seven or fewer consecutive days. A separate limit of insurance applies 

to Damage To Premises Rented To You as described in Section III – Limits Of Insurance. 

Continuing in this section of the policy, you will find the following as well [EMPHASIS 

added]: 

Exclusions c. through n. DO NOT APPLY TO DAMAGE BY FIRE to premises while 

rented to you or temporarily occupied by you with permission of the owner. A separate 

limit of insurance applies to this coverage as described in Section III – Limits Of Insurance. 

This is what we traditionally refer to as “fire damage legal liability” (FDLL) coverage and this 

insured had a limit on his declarations page of $50,000. While there are better ways to cover 

the exposure for damage to rented premises, the point here is that the adjuster only cited the 

exclusionary portion of the policy and left out the exceptions to that exclusion that created 

coverage. 

Why is this? Was this done deliberately and selectively to avoid paying a covered claim? Was 

it done because the adjuster lacks the minimal knowledge and skill to competently do the job? 

In either case, there is state law that governs both reasons. Or is there some other reason we can’t 

possibly fathom? None of the possibilities that come to mind are flattering and the possibility that 

this could be a deliberate attempt to defraud the insured is troubling. 


JUST BECAUSE IT’S NOT 

COVERED DOESN’T MEAN IT’S 

NOT COVERED 

What happens when a claim is denied based on an 

exclusion in an open perils policy that doesn’t exist in 

a named perils policy that includes a named peril that 

would appear to cover the loss? In other words, is it 

possible that an ‘inferior’ named perils policy provides 

more coverage than an open perils policy? This is an issue 

I explore in my book “When Words Collide: Resolving 

Insurance Coverage and Claims Disputes.” Below is an 

example of an actual denied claim that was resolved in 

the insured’s favor by applying the principles outlined in 

the book. 

THE DENIED CLAIM 

An insured suffered water damage to the bathroom floor, 

most likely as a result of a leaking seal under the toilet 

bowl. The insurer paid the initial claim but, as repairs 

were initiated, the insured discovered that the damage 

was greater than originally contemplated in that there 

appeared to be structural damage and sagging of the 

floor. The company denied the remainder of the claim, 

citing the “deterioration” exclusion in the ISO HO 00 

03 Special Form, and the premise that the loss was not 

“sudden and accidental.” 

THE RESOLUTION 

Here are the points we made to convince the adjuster to 

pay the claim: 

• Nothing in the policy requires a loss to be “sudden 

and accidental” and no such wording appears… 

the form states that it covers “direct physical loss” 

and there is a specific exclusion for “intentional” 

(i.e., non-accidental) losses. The insured certainly 

didn’t do it on purpose. By saying the loss must be 

“sudden,” the adjuster might have been thinking 

about the “gradual loss” exclusion for water damage 

that occurred over a period of “weeks, months or 

years”…an exclusion that was removed from the 

ISO form in 1991. 

• In the filing memorandum from that 1991 change, 

ISO clearly states its intent: “Coverage is afforded 

unless the insured took no action to save and 

preserve the ceiling, walls or floors at and after 

the time the water damage becomes visible.” This 




“Bill Wilson is the nation’s formost leading expert on form, coverage and technical issues.” 

— Bob Rusbuldt, IIABA, CEO 

Now Available! 

• How to resolve claim disputes without 

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“Wilson deals with a complex legal subject with 

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It is an indispensable tool to understand and unlock 

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to have this work from one of the masters of coverage 

interpretation.” 

— Stuart Powell, CPCU, CIC, CLU, ChFC, ARM, 

AMIM, AAI, ARe, CRIS 

www.WhenWordsCollideBook.com 

also available in print and ebook editions at Amazon.com

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New Course Series: 

Commercial Agent Training 

Coming later this year to Charleston & Greenville 

A new three-day training series 

designed to help agents train new 

employees in commercial insurance, 

or as a refresher course for current 

employees. The Commercial Agent 

Training (CAT) series provides a 

broad understanding of the property 

and liability loss exposures faced 

by most commercial clients and the 

coverages used to protect them. 

Based on feedback from IIAB- 

SC members for training for newly 

licensed or less experienced employees, 

the CAT series is designed 

to help build a strong foundation in 

commercial lines coverages. 

Participants attend one class per 

week for three weeks. At the completion 

of all three days, participants 

earn a Certificate of Completion. It 

is possible to only attend one or two 

sessions. 

Three classes, one day per week for three weeks. 

Day One 

(6 hrs. P&C credit) 

• Commercial Property 

• Business Income 

• Inland Marine 

Day Two 


• Commercial General Liability 

• Commercial Auto 

• Businessowners 

Day Three 


Specialty Coverages: 

• Crime Insurance 

• Equipment Breakdown 

• Workers Comp 

August 13, Charleston 

October 10, Greenville 





Learn more/register at iiabsc.com/CAT

IIABSC FOUNDATION 

SCHOLARSHIP WINNERS 

Presented during the opening session of Spring 

Conference on March 6 

IIABSC Foundation Chairman of the Board of Trustees Tommy Cook 

awarded the annual recipients of its newest scholarship program 

during the opening session of the IIABSC Spring Conference on 

March 6 in Columbia, SC. 

Each year the Foundation awards five college scholarships to the 

children of member agency employees whose children are either entering 

college or already undergrads. To be eligible, applicants must be a South 

Carolina resident and enrolled as a full-time student in the fall. They are 

looking for students that are active in his or her school and community, 

demonstrate a solid work ethic and possess strong leadership abilities, 

teamwork and a desire to succeed. 

Call for applications are in October with a December 31 deadline. In 

2019, we received 17 applications. The following are the winners: 

Congratulations and best wishes to each of our winners, and their parents 

too! Winners who meet the criteria are eligible to reapply next year. Special 

thanks to all who made contributions to the Foundation this past year. 

The IIABSC Foundation was established in 1984 to support charitable and 

educational endeavors that benefit both the public and our industry. Over the 

years it has contributed more than half a million dollars to causes that meet our 

purpose, supported by the generous charitable contributions of individuals and 

companies within the industry. 

Bladen Bates, graduating from Wade Hampton High School and attending 

Woffard College in the Fall. She intends to major in Psychology. She is the 

daughter of Tom Bates with Assured Partners/ Herlong Bates Burnett in 

Greenville. 

Andrew Cash, graduating from Landrum High School. So far he is 

undecided on where he will be attending and what he hopes to major in. He 

is the son of Kelley Cash with the Correll Insurance Group. 

Perrin Berry, currently attending the University of South Carolina with 

a business major. He is the son of Scott Berry with the Insurance Office of 

America in Columbia. 

Patrick Ellis, currently attending the University of South Carolina with a 

Political Science major. He is the son of Lee Ellis with Ellis Realty & Insurance 

Agency in Hampton. 

Erica Seaford, graduating from York Comprehensive High School. So far she is undecided 

where she will be attending in the Fall, but she knows that she wants to major in Health Science. 

She is the daughter of Nicole Seaford, who works at Correll Insurance Group. 


EDUCATION CLASSROOM CALENDAR 

View up-to-date calendar, course descriptions and register 

using our online Education & Event Calendar at 

www.iiabsc.com/education 

JULY 

16 CISR Dynamics of Service, Charleston, 7 hrs. P&C or L&H 

17 E&O Risk Management – Meeting the Challenge of 

Change, Charleston, 3 hrs. P&C/ 3 hrs. Ethics 

17 AIAM 3 – Negotiating Conflict/ Professional 

Relationships, Hilton Head, 6 hrs. P&C 

18 CISR Commercial Property, Columbia, 7 hrs. P&C 

AUGUST 

01 AIAM 1 – Understanding Consumer Needs/ Customer 

Service, Greenville, 6 hrs. P&C 

13 Commercial Agent Training 1, Charleston, 6 hrs. P&C 


21-23 CIC Personal Lines, Charleston, 16 hrs. P&C 


SEPTEMBER 

05 AIAM 5 – Regulation, Politics & Polish/Leadership, 

Greenville, 6 hrs. P&C 

11 CISR Agency Operations, Greenville, 6 hrs. P&C/ 

1 hr. Ethics 

17 CISR Commercial Property, Charleston, 7 hrs. P&C 

18 AIAM 4 – How Not to Get in Trouble w/ Your Mouth/ 

the Write Stuff, Columbia, 2 hrs. P&C/ 4 hrs. Ethics 

24 CISR Life & Health Essentials, Florence, 7 hrs. L&H 

25-27 CIC Commercial Casualty, Myrtle Beach, 16 hrs. P&C 

NOVEMBER 

05 CISR Life & Health Essentials, Bluffton/HHI, 7 hrs. L&H 

6-8 CIC Commercial Multiline, Hilton Head, 16 hrs. P&C 

12 Agency Financial Analysis & Compensation, Columbia, 

5 hrs. P&C or L&H 

13 CISR Personal Auto, Charleston, 7 hrs. P&C 

13 AIAM 2 – Time Management/ Organization Workflow, 

Greenville, 6 hrs. P&C 

19 AIAM 3 – Negotiating Conflict/ Professional 

Relationships, Columbia, 6 hrs. P&C 

DECEMBER 

05 CISR Personal Residential Property, Greenville, 

7 hrs. P&C 

10 CISR Personal Lines Misc., Columbia, 7 hrs. P&C 

11 AIAM 5 – Regulation, Politics & Polish/ Leadership, 

Bluffton, 6 hrs. P&C 

OCTOBER 

02 CISR Elements of Risk Management, Columbia, 

7 hrs. P&C 

03 AIAM 6 – Ethics/Changing Attitudes & Creating 

Opportunities, Charleston, 2 hrs. P&C/ 3 hrs. Ethics 

09 CISR Personal Residential Property, Myrtle Beach, 

7 hrs. P&C 

10 Commercial Agent Training 1, Greenville, 6 hrs. P&C 

16 CISR Personal Auto, Rock Hill, 7 hrs. P&C 


23 E&O Risk Management – Meeting the Challenge of 

Change, Columbia, 3 hrs. P&C/ 3 hrs. Ethics 



IIABSC WEBCASTS 

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ERRORS & OMISSIONS 

E&O Mock Trial — 2 hrs. P&C 

E&O Risk Management, Meeting the Challenge of Change 

Part 1 — 3 hrs. P&C 

E&O Risk Management, Meeting the Challenge of Change 

Part 2 — 3 hrs. Ethics 

The Additional Insured Illusion — 2 hrs. P&C 

Guy in the Bar is Back — 3 hrs. P&C 

Insurance and BBQ, The Hidden Connection — 3 hrs. P&C 

National Flood Insurance Program, Basic Course (2016) — 

3 hrs. P&C 

SC Surplus Lines License Review Course — 3 hrs. P&C 

Shake, Rattle & Roll With It: Earthquake Basics — 1 hr. P&C 

When Disaster Strikes: Lessons Learned from the Front Lines — 

4 hrs P&C 

COMMERCIAL LINES 

Agent Friendly Endorsements for CGL & BAP Forms — 2 hrs. 

P&C credit 

BAP Symbols and Endorsements — 1 hr. P&C 

Building Codes are BAD for Insureds — 2 hrs. P&C credit 

Business Auto Claims that Cause Problems — 2 hrs. P&C credit 

Business Income: Beyond the Basics — 3 hrs. P&C credit 

Business Income, Extra Expense, Off-Premises Utility Failure 

and Spoilage Coverage — 1 hr. P&C 

Certificates of Insurance Emerging Issues — 3 hrs. P&C credit 

Commercial Lines Claims that Cause Problems — 2 hrs. P&C 

credit 

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Commercial Lines Myths, Part I — 1 hr. P&C credit 

Commercial Property Endorsements That Can Make You Money 

— 2 hrs. P&C credit 

COPE: Property Underwriting and Effective Loss Control — 2 

hrs. P&C credit 

Cyber Security and Insurance Risk Management: Training for 

Agents & Brokers — 2 hrs. P&C 

Data Privacy Insurance — 2 hrs. P&C 

Directors and Officers Liability Insurance — 2 hrs. P&C 

The E-world for Insurance Professionals — 3 hrs. P&C 

Emerging Work Comp Risks and Trends that Threaten Agents & 

Their Clients — 3 hrs. P&C 

Home-based Business Exposures — 2 hrs. P&C 

Insurance and the Property Lease — 2 hrs. P&C 

Liability Issues to Worry About — 2 hrs. P&C 

Top 10 Work Comp Risks Employers Unknowingly Assume — 2 

hrs. P&C 

Umbrella Excess: A Blanket of Protection — 2 hrs. P&C 

Workers Comp, Beyond the Basics — 3 hrs. P&C 

PERSONAL LINES 

Hot Topics in Personal Lines — 2 hrs. P&C 

Insuring Condominiums — 2 hrs. P&C 

Personal Lines Claims that Cause Problems — 2 hrs. P&C 

Personal Lines Myths, Part I — 1 hr. P&C 

Rental Cars: More Than Meets the Eye — 2 hrs. P&C 

Those Kids and Their Cars — 2 hrs. P&C 

LIFE & HEALTH 

Estate Planning Techniques Options & Opportunities — 

2 hrs. L&H 

Innovations in Long Term Care Funding with Life Insurance — 

3 hrs. L&H 

Long Term Care Insurance — 2 hrs. L&H 

Retirement Planning and Annuities — 2 hrs. L&H 

Top 5 Life Insurance Uses — 2 hrs. L&H 

ETHICS 

Agency Management Based E&O and Ethics — 3 hrs. Ethics CE 

Ethical Issues - Personal & Organizational — 3 hrs. Ethics 

Professional Ethics in the Insurance Industry — 3 hrs. Ethics 

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VIRTUAL UNIVERSITY WEBINARS 

VIRTUAL UNIVERSITY. 

New webinars from the Virtual University, 

broadcasting monthly. No test or proctor 

required for CE credit. Register through 

links on our online education calendar – 

iiabsc.com/education 

3 KEYS TO GETTING THE NAMED 

INSURED CORRECT, 2 HRS. P&C 

CREDIT 

If “insured” status does not exist, all 

your hard work at designing coverage is 

wasted because you messed up at the 

beginning. Participants in this class will 

be able to: 

• Identify improperly named insureds; 

• Understand the amount of protection extended to an 

insured; 

• Describe the technical difference between a “DBA” and a 

“TA”; 

• Explain why one “person” can’t do business/trade as 

another “person”; and 

• Properly manage multiple named insureds. 

GENESEE YESTERDAY VS 

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4 KEY PERSONAL & COMMERCIAL 

EXPOSURES ALL AGENTS SHOULD 

KNOW ABOUT, 2 HRS. P&C CREDIT 

We cover a lot of ground in this session 

with the goal of being able to explain 

some of the new exposures, policy 

issues and so-called “disruptors.” 

Session topics are: 

• Understanding Ridesharing Exposures and Coverage 

Options 

• Understanding Home Sharing Exposures and Coverage 

Options 

• Understanding Other Sharing Exposures 

• Understanding the Drone Exposure and Coverage Options 

• How “Disruptors” Really Affect the Independent Agency 

System 

5 CONTRACTOR COVERAGE 

CONCEPTS, 2 HRS. P&C CREDIT 

Contractor risks are unique regarding 

their risk profile, exposures and 

coverage needs. This session focuses 

on five of the most common contractor 

risk exposures: 

• Contractual 

Risk Transfer 

• Properly Extending Insured Status 

• Business Auto Issues 

• Misuse of the Absolute Pollution 

Exclusion 

• Professional and Pollution Exposures 

Faced by Contractors 

IN THE AFTERMATH OF THE STORM, 

2 HRS. P&C CREDIT 

In October 2016, Hurricane Matthew 

devastated Lumberton, N.C., with recordsetting 

rainfall and subsequent flooding, 

the likes of which it had never seen 

before. Danny Cook, an agent for more 

than 20 years, shares his experience 

of life after the storm and how you can 

better prepare your agency if it happens 

to your town. 

www.geneseeins.com 

Home Office - Georgia 

3025 Windward Plaza 

Suite 400 

Alpharetta, GA 30005 

Phone: 770-396-1600 

Fax: 770-396-7699 

Toll Free: 800-282-8755 

Branch Office - Colorado 

390 Interlocken Crescent 

Suite 140 

Broomfield, CO 80021 

Phone: 303-791-0600 

Fax: 303-791-0850 

Toll Free: 866-847-4223 

Branch Office - North Carolina 

3440 Toringdon Way 

Suite 208 

Charlotte, NC 28277 

Phone: 704-424-3999 

Fax: 704-353-7077 

Toll Free: 1-833-Genesee (436-3733) 


Looking for content? 

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MEMBER NEWS 

IN MEMORIAM: FRANK GARRISON 

COMMERCIAL AGENT 

TRAINING - COLUMBIA 

IIABSC’s new Commercial Agent Training course made its 

debut in Columbia this month. Pictured are the inaugural 

class with their certificates. This classroom series will also 

be offered in Charleston this August and in Greenville this 

October. 

Francis Patrick Garrison, 67, died May 5, 2019. Born in Massachusetts, Frank graduated 

from Dreher High School and earned a Bachelor of Science from the University of 

South Carolina. He worked in the property and casualty insurance industry as a 

marketing representative, the past 10 years with Capitol Preferred Insurance Company. 

Frank leaves behind his wife Betty, two children, Elizabeth and Patrick, as well as two 

grandchildren. In lieu of flowers, memorials may be made to St. Martin’s In-the-Fields 

Episcopal Church Building Fund, 5220 Clemson Ave., Columbia, SC 29206. 


MEMBER NEWS 

JENSEN INSTALLED AS CHAIRMAN OF THE WORLD FEDERATION OF 

INSURANCE INTERMEDIARIES 

Jon Jensen was installed as the new chairman of the World Federation of 

Insurance Intermediaries (WFII) on April 2, 2019, at their annual meeting in 

Rome, Italy. Jensen, currently Chairman-elect of the Independent Insurance 

Agents & Brokers of America (IIABA), is the first officer from IIABA to chair 

WFII. 

WFII was created to promote the increasingly vital role of insurance 

intermediaries in todays economy, providing a powerful voice to advance 

their interests, to provide innovative solutions at international level. WFII 

members include IIABA and The Council of Insurance Agents & Brokers 

and come from North America, Latin America, Europe, Africa and Asia 

Pacific Rim. 

WFII represents the interests of intermediaries with international 

institutions and works to deepen the understanding of the role played by 

insurance brokers and agents in global commerce. 

Jensen is the Chief Executive Officer for Correll Insurance Group that 

has locations throughout South Carolina and North Carolina. He will be 

installed as the Chairman of the Independent Insurance Agents & Brokers of 

America in September 2019. 

Jon Jensen of Correll Insurance Group in Spartanburg, SC, honors the outgoing 

chairman of the World Federation of Insurance Intermediaries (WFII) with a 

gift and a few words. Jensen was installed in early April as the new chairman 

during their annual meeting in Rome, Italy. He is the first officer from IIABA to 

chair the international organization. 


MEMBER NEWS 

TWO SC AGENTS SPOTLIGHTED IN NATIONAL INDUSTRY MAGAZINE 

South Carolina agents and board members 

Renado Robinson of Crosswinds Insurance 

Agency in Ft. Mill, SC, and Andrew Muller of 

Mappus Insurance Agency in Mt. Pleasant, SC, 

were both featured in the May 2019 edition 

of IA Magazine by our national association. 

Renado is heavily featured in the story 

“Express Yourself: The Human Way to Market 

Your Agency” about bringing your personality 

to your agency’s brand, and his smiling 

headshot is the cover. Andrew appears in the 

“Declaration of Independents” agent spotlight 

at the very back page. 

Ins_halfH_green.pdf 1 2/24/19 10:21 PM 

Are you compliant? 

S.C. INSURANCE DATA SECURITY ACT 

Deadline for compliance is July 1, 2019 

We are prepared to implement information 

security programs for your business. 

Offering advice and legal representation in the fields of: 

◦ Information Security ◦ Compliance 

◦ Risk management ◦ Privacy 

◦ Data breach 

Jamie A. Khan, CIPP/US 

Attorney 

843.937.0400 

MK 

McCullough Khan, LLC 

ATTORNEYS AT LAW 

McCullough Khan, LLC • 359 King Street, Suite 200 • Charleston, SC • mklawsc.com 


COMMITTED TO MUTUAL SUCCESS. 

Harford Mutual Insurance partners with 

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We insure restaurants, contractors, mercantile, and other 

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INSURING BUSINESSES SINCE 1842

2019 BOARD OF DIRECTORS 

Executive Committee 

Chairman 

Tom Bates, Jr. 

AssuredPartners 

Greenville, SC 

tom.bates@assuredpartners.com 

Chairman Elect/ Treasurer 

James G. Taylor, Jr., CIC (Jay) 

Kinghorn Insurance Agency 

of Beaufort 

Beaufort, SC 

jtaylor@insurancebeaufort.com 

Secretary 

Tonya S. Thomason, CIC 

David A. Crotts & Associates 

Greenwood, SC 

tonya.thomason@dcrotts.com 

National Director 

Ashley Brady, CIC 

First Charter Company, Inc. 

Marion, SC 

abrady@firstcharter.com 

Immediate Past Chairman 

R. Scott Moseley 

Irmo Insurance Agency 

Irmo, SC 

scott@irmoins.com 

Directors 

J. Derrik Chandler 

Chandler Insurance 

Greenville, SC 

dchandler@chandlerinsurance.com 

Kelly Frontroth, API, AAI, CPIW 

Hutson-Etherredge Companies 

Aiken, SC 

kfrontroth@hecos.com 

Robert W. Hammett, AIP (Rob) 

CWS Insurance Agency Inc. 

Spartanburg, SC 

rob@cwsinsurance.com 

Hilary McCarthy, AIAM 

Carrie Johnson Insurance 

Murrells Inlet, SC 

hilary_cj_ins@sccoast.net 

Andrew E. Muller, CIC, AAI, CWCC, 

PRIS 

Mappus Insurance Agency Inc. 

Charleston, SC 

andrew@mappusinsurance.com 

Benjamin C. Myers, AIP (Ben) 

Russell Massey & Co. Inc. 

Columbia, SC 

ben@russellmassey.com 

Robert E. Nalley (Robbie) 

Creech Roddey Watson Ins 

Sumter, SC 

rnalley@crwins.com 

Renado Robinson 

Crosswinds Insurance Agency, 

LLC 

Fort Mill, SC 

rrobinson@crosswindsinsurance.com 

Matthew B. Wiseman, CIC CISR 

(Matt) 

Peoples Underwriters Inc 

Myrtle Beach, SC 

mattw@peoplesunderwriters.com 

THE SMARTEST COVERAGE 

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DWELLING FIRE | FLOOD 


MEMBER NEWS 

WELCOME NEW MEMBERS 

AGENCY MEMBERS 

Kassel Insurance Group 

Columbia 

Metts Insurance Agency, Inc. 

Summerville 

Outdoor Underwriters, Inc 

Columbia 

Sweetgrass Insurance Agency, LLC 

Charleston 

Practical Solutions 

for Unique Needs 

New Look! Same 

Commitment to 

Exceptional Service 

Specializing in: 

• garage 

• property & caSualty 

• tranSportation 

• profeSSional liability 

Send new business submissions to: 

newsubmissionsfl@mjkelly.com 

800-873-8374 | www.mjkelly.com 


Bankers Insurance Group 

Burns & Wilcox 

Gulfstream Property 


Heritage Property 


Jackson Sumner & Associates 

Lighthouse Property 

Insurance Corporation 

Preferred Specialty, LLC 

Progressive 

St. Johns Insurance Company 

UPC Insurance Co. 

Allstar Financial Group 

Assure Alliance, Inc. 

Builders Insurance Group 

Centauri Insurance 

Frontline Insurance 

GeoVera Holdings 

Imperial PFS — Premium Financing 

J.M. Wilson 

The Main Street America Group 

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AMERISAFE 

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Southern Mutual Insurance Co. 

State Auto Insurance 

TAPCO Underwriters, Inc. 

Universal North America 


WE NEVER DEMAND YOU 

Give up carrier contracts 

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Give up agency appointments 

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ALL WE ASK IS, 

“WHAT CAN WE DO FOR YOU?” 

The community of choice exclusively 

for the well-established and successful 

Independent Agency with more than 

$1,000,000 of commissions 

ISU Insurance Agency Network 

Bruce Goebel 

Business Development 

Manager 

Southeast Region 

bgoebel@joinisu.com 

(803) 367 - 3057 

Call Bruce to explore 

what could be your 

Unique Competitive 

Advantage 

www.joinisu.com

Expect big things in workers’ compensation. Most classes approved, nationwide. It pays to get a quote from Applied. ® 

For information call (877) 234-4450 or visit auw.com/us. Follow us at bigdoghq.com. 

©2019 Applied Underwriters, Inc., a Berkshire Hathaway company. Rated A+ (Superior) by A.M. Best. 

Insurance plans protected U.S. Patent No. 7,908,157.

South Carolina Agent & Broker Summer 2019

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