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 ).