September / October 2016 Vol. 21, No. 5
The bimonthly magazine of the Kansas Association of Insurance Agents
TABLE OF CONTENTS
KANSAS INSURANCE AGENT & BROKER
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OFFICERS OF KAIA
President Dustin Davis | ddavis @ icblueskies. com
President-Elect Lyle Davidson | lyledavidson @ thedavidsonagency. net
Treasurer Scott Strong | sstrong @ strongsinsurance. com
Secretary / Assistant Treasurer Lee Gleason | lgleason @ kfsa. com
National Director Cindy Hower | chower @ kellermaninsurance. com
Immediate Past President SueAnn Schultz | sueann. schultz @ imacorp. com
BOARD OF DIRECTORS Zone I Director Jo Erin Stuteville | joerin @ elliottinsurancegroup. com
Zone II Director Rob Lessen | rob @ foxinsuranceks. com
Zone III Director Doug Smart | doug @ smart-ins. com
Zone IV Director Lucas Raleigh | lucas @ raleighinsurance. biz
Zone V Director Jolene Biggs | biggjo @ insurance-planning. com
Zone VI Director Alan Schlesener | aschlesener @ kellerleopold. com
Director at Large Monica Meininger | snelinc @ ucom. net
Director at Large Ron Bolz | bolzins @ embarqmail. com
Director at Large Chad Fuqua | chad @ fuquainsurance. com
Director at Large Kristy Wilson | kwilson @ kellermaninsurance. com
Young Agents Chair Austin Renn | austin @ rennandcompany. com
KAIA STAFF & CONSULTANTS Executive Director | David Hulcher Director of Agency Operations | Bob Harris Vice President-Finance | Shannon Bower Director of Member Services | Joan Sutton Events and Education Coordinator | Morgan Schultz Director of Communications & Technology | Nicole Schings Senior Insurance Services Representative | Sherri Snyder Insurance Services Representative | Amanda Hanson Insurance Services Representative | Katie Hobson Office Assistant | Barbara Cobuluis Legal Counsel | Will Larson
FEATURES
10 Selling is Changing... Not really
14” Pretirement’ Brings Benefits to Both Sides of the Hiring Table
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cover story Kansas Insurance Certificate
21 Being Mobile in a Mobile World
23 Creating a Solid Letter of Intent
24 Five Things I’ ve Learned in Doing E & O Audits
Kansas Association of Insurance Agents 815 SW Topeka Boulevard | Topeka, KS 66612 785.232.0561 | 800.229.7048 www. kaia. com
E & O Audits
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DEPARTMENTS
President’ s Message 2 Industry Partners Program 6 Commissioner’ s Column 7 Young Agents Profile 8 Agency Profile 22 Company Profile 28 Continuing Education Classes 29 New Members 30 Kansas Filings Report 31
POSTMASTER: Send address changes to Kansas Insurance Agent & Broker, c / o Kansas Association of Insurance Agents, 815 SW Topeka Blvd., Topeka, KS 66612.( 785) 232-0561.
Kansas Insurance Agent & Broker( ISSN # 1069-1847) is published bimonthly by Agency Services Corporation of Kansas( AScK), a subsidiary of the Kansas Association of Insurance Agents, 815 SW Topeka Blvd., Topeka, KS.( 785) 232-0561. Periodicals postage paid at Topeka, KS 66612, and additional mailing offices.
The Kansas Association of Insurance Agents was formed September 1, 1992, through the merger of the Professional Insurance Agents of Kansas( PIAK) and the Independent Insurance Agents of Kansas( IIAK). The Association is affiliated with the Independent Insurance Agents and Brokers of America( IIABA).