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There’s Nothing Small About the Larry Magill Rural & Small Agents Conference

Rural and Small is named in honor and memory of Larry Magill (1948 – 2010) For over 25 years, Larry Magill was instrumental in the development and success of KAIA’s Rural and Small Agents Conference. It is only fitting that the largest conference in the state of Kansas for Independent Insurance Agents is named after him- the Larry Magill Rural & Small Agents Conference. Larry’s memory will forever live within the insurance industry. As KAIA’s Executive Director, Larry helped merge the Independent Insurance Agents of Kansas with the Professional Insurance Agents. He initiated the formation of KAIA’s for-profit, Agency Services Corporation of Kansas, and helped develop their non-dues revenue programs to include multi-line public entity safety groups, miscellaneous errors and omissions programs and a group workers compensation fund with the Kansas Chamber of Commerce and Industry along with member E&O and group medical programs. Larry will always be remembered for his committed leadership, his friendship and his enduring dedication to KAIA.

This event is open only to KAIA Members

Conference Agenda Tuesday, January 24 9:00 - 4:45 pm 10 - 11:30 am 11:30 - 1pm

Registration Workers Compensation Panel (1PC) Opening Luncheon- featuring conferment ceremony &

1:15 -3:15 pm 3:30 - 5 pm 5:00 pm 8:00 pm

Ethics- Hoodlums to Hackers (2 ETH), Jeff Lanza App is not short for Apple, Jeff Hollowell & Marty Agather Opening Social with Exhibitors Young Agents Pub Crawl- (Sign-up at YAC registration table)

KAIA Update by President Lee Hays

Wednesday, January 25 7:30 am 8:00 - 4:30 pm 8:30 -11:30 am 8:45 -11:45 am 9:00 - Noon 11:30 - 1:45 pm 1:15 -4:15 pm 1:30 -4:30 pm 1:45 -4:45 pm 5:00 pm 9:00 pm

Continental Breakfast Registration Personal Automobile Coverages (3PC), Rusty Deaton Planning for Retirement- What to do Now (3 LH), Charlie Matejowsky Small Commercial Accounts & Property Exposures (3 PC), Tim McClendon Lunch Break Rental Car Coverage (3PC), Rusty Deaton The Most Undersold Insurance- Disability (3 LH), Charlie Matejowsky Executive Risk Exposures for Commercial Accounts (3 PC), Tim McClendon Company Hospitality Night/YAC Casino Night After Hours Entertainment- Hotel Bar

Thursday, January 26 7:30 am 7:30 - 9 am 8:15 am - 3:15 pm 8:30 -11:30 am 8:45 -11:45 am 9:00 - Noon 11:30 - 12:45 pm 1:00 -1:50 pm 1:50 pm 2:00 - 2:50 pm 3:00 - 3:50 pm

Continental Breakfast Registration Best Practices E&O (3GEN/3ETH), Chris Amrhein (10% discount for Westport policy holders) Personal Residential Endorsements & Changes (3 PC), Rusty Deaton Long Term Care Insurance- The Old Way & New (3 LH), Charlie Matejowsky Cyber Risk, Some Exposures and Solutions (3 PC), Tim McClendon Lunch Break Back to the Basics of Life Insurance (1 LH), Mark Ricklefs Farmers Alliance Ice Cream Social Business Exit Planning Strategies (1 LH), Mark Ricklefs Business Planning- Family Business, Farm & Commercial (1 LH), Mark Ricklefs

*All CE is pending

Top Notch Speakers

Jeff Lanza Jeff was an FBI Special Agent for over 20 years. He investigated corruption, fraud, organized crime, cyber crime, human trafficking and terrorism. He appears regularly on the Fox News Channel and has informed the public on other national programs including the Today Show, Good Morning America, Dateline and Larry King Live, among others. He is passionate about keeping people and organizations safe from risk and has presented to thousands around the globe. His clients include many Fortune 500 companies. His newest book, “Pistols to Press: Lessons on Communication From an FBI Special Agent and Spokesman”, is now available.

Marty Agather Marty is the Vice President of Marketing and Sales for Entrepreneurial Advantage. Marty’s position as an insurance technology thought leader has been developed through a career of leading change in industry organizations and processes. Prior to joining Entrepreneurial Advantage, Marty held senior roles in management, sales, and marketing for leading insurance technology organizations Marty was Vice President of Rating Operations for Applied Systems, Inc, leading a team of 80 individuals. When MI-Assistant acquired Applied Rating, Marty took a leadership role as Vice President of Sales and Marketing for MI.

Chris Amrhein, AAI Chris is a speaker, consultant, seminar leader and training developer with Amrhein and Associates. After beginning in this business as a life-health agent, he graduated to property-casualty sales where he first met the greatest mine of comedy material existing today, the ISO forms. Following several years as a producer and independent agency manager/owner, Chris spent many years as a full-time educator/VPEducation for the Florida Association of Insurance Agents and VP-Education for the Independent Insurance Agents and Brokers of America. He is a faculty member of IIABA’s Virtual University and Society of CIC James Ruble seminars. Since 1993, Chris has published a monthly column in American Agent & Broker magazine, Policy Issues. He is also a primary author for AAI textbooks and a developer of “Street Level Ethics” Program for AICPCU/IIA.

Rusty Deaton, CIC Rusty’s work experience includes 26 years as owner and principal of Deaton Insurance Agency, a multi-line property and casualty agency, which he founded in 1985. Rusty’s focus in the agency is now on public entity insurance. Rusty was a partner in Edmond, Deaton, and Stephens Insurance Agency from 1991 to 2002, a leading commercial insurance provider in the Texas Panhandle. In addition to his insurance pursuits, Rusty has been a Director of First National Bank of Paducah since 1987, and President of First Paducah Bancshares of Texas since 1997. He graduated from Texas A&M University in 1984 and received his CIC designation in 1998.

Charlie Matejowsky, CIC, LUTCF Charlie is a 29 year veteran of the insurance business. He is Vice-President of Sales for Van Dyke, Rankin Financial Services in Brenham, Texas. Starting as salesman in this multi-line agency he has specialized in financial services for the last 22 years. He is a former high school coach/teacher in several Texas communities. He is past President of the Washington County Chamber of Commerce and is a very popular emcee and after dinner speaker at area functions. Charlie is a member of the National Faculty for The National Alliance for Insurance Education & Research and has instructed financial services (Life, Health, Retirement, etc.) all over the country. He has instructed LUTCF classes for The American College for 18 years, both in the classroom and via the internet.

Tim McClendon, CIC, CWCA Tim is Managing Partner of Hertel McClendon, L.L.P. in Fort Worth, Texas with additional locations in Austin and Lubbock. Tim teaches insurance courses throughout Texas and around the country including CISR, CIC and Ruble Seminars. He is a past chairman of the Board of Governors for the Society of CISR. Tim also serves on the ISO Mid-America Technical Conference Committee for the Independent Insurance Agents of Texas. He has taught classes for the University of Dallas MBA program, the Independent Insurance Agents of Texas, CPCU Society, CFP program and in-house classes for many insurance carriers and agencies. Tim also serves as an expert witness in insurance-related litigation.

Mark Ricklefs, CLU, ChFC, CFP Mark entered the financial services industry in 1980. His financial planning practice has emphasized planning for individuals and businesses. Mark uses a goal-focused approach through personal evaluation of all individual and business needs and desires. He uses a thorough analysis approach through active listening to the customer and utilization of risk management diversification and asset allocation. Mark is a long-standing member of the National Association of Insurance and Financial Advisors and the Financial Planning Association. Mark is licensed in series 6, 63, 7, life, and health insurance with over 25 years experience in financial services.

Jeff Hollowell With over 12 years experience working in technology for Fortune 500 brands, Jeff has helped create solutions for large organizations to measure performance and scale. Hollowell is a seasoned programmer enthralled with mobile technology and apps. In addition, he has over a decade experience in SEO and is a frequent speaker at industry events. Jeff saw the power of mobile marketing take off while working in the agency and developed ideas about helping small businesses win in the mobile marketplace. He developed the IIA Mobile app, is a Cisco Certified Network Associate and co-author of system and method patent for search algorithms.

This non-technical presentation is an informative and descriptive account how criminals, fraudsters, scam artists and computer hackers have taken advantage of vulnerabilities and weak defenses to commit their crimes and what we can do to mitigate and prevent today’s hoodlums and hackers from victimizing us on a personal and business level.

App is not short for Apple

Why you needed a website three years ago Digital marketing is not only what the cool kids are doing, but also a necessary move for your agency if you are not already there. There is no longer time to wait – you must have a website to keep up with the competition, and maintain high client retention. Over 70% of the world’s population now have a mobile phone, and 160,000 Android OS devices are activated daily. Consumers want quick, wireless results. Jeff Hollowell, CEO of IIA Mobile will reveal the secret to integrating your agency’s great customer service model with mobile technology. Marty Agather, Vice President of Sales & Marketing for Entrepreneurial Advantage will follow up with an introduction to Project CAP – a powerful industry initiative that has partnered with Trusted Choice® with the vision and resources to recapture and expand the independent agent’s share of the personal lines insurance market. Finally, a representative from Swiss Re will be there as well to help alleviate your concerns about E&O exposures associated with a cyber-presence

A Practical Guide to Agency E&O Risk Management

There is no question…more and more insurance agencies are finding themselves faced with Errors and Omissions situations that, at best, result in a time-consuming effort to assemble documents, make statements, and provide proof that the agency did nothing wrong and, at worst, mean going to trial and having the plaintiff awarded damages. When an E&O matter goes to trial, it is the culmination of years of exhausting work, regardless of whether the agency wins or loses the case.

Personal Residential Endorsements and Changes

This class will analyze the changes from the 2000 to the 2011 homeowners policy. Some of these changes are quite significant, both expanding and restricting coverage. In Kansas, over 60 endorsements can be used to modify a homeowners policy. We will discuss the most commonly used endorsements, explaining what they cover and what they leave uncovered. We will specifically examine the endorsements available for in-home business exposures. Finally, we will analyze the conflicts that appear in the policy language where one part gives coverage and the other part takes it away.

Personal Automobile Coverages

Long-Term Care – The Old Way & The New Way

Planning For Retirement – What to do Now

Cyber Risk – Some Exposures and Solutions

The basics of auto insurance that aren’t so basic. This class is an in-depth discussion of the personal auto policy and a comparison to the business auto policy. You will learn which is better and why. And, how you take care of the mom and pop business auto needs with the personal auto policy. Who’s insured for what, when, and where are several basic issues that are in every policy that many agents never realize or understand. Has your 401(k) turned into a 201(k)? This session will provide some practical information for you and your clients to consider using the latest techniques and products to face retirement in a more positive way.

Small Commercial Accounts & Handling Property Exposures

You will learn about relevant Commercial Property issues such as problems with lease requirements, certificates of insurance and a number of specific property-related problems and solutions.

Rental Car Coverage

Do I have to purchase coverage from the rent car company? This is the question our clients ask every time they think about renting a car, and as agents we need to know how to answer it. Our clients rent more than just cars, though, and this class will cover many of the things people rent on an occasional basis. We will determine how our policies address issues involving golf carts, go-karts, segways, boats, and motor homes. Also we will discuss the issues involved with renting power tools and equipment such as tile saws, ditching machines, and power washers. We will look at the auto policy as well as the homeowners, and see where coverage may be found and where it is lacking.

The Most Undersold Insurance in the World – Disability Income

You and your clients have their homes, businesses and autos protected. What about your most valuable asset? Your ability to earn a living! Learn about Paycheck Protection!

Executive Risk Exposures for Small Commercial Account

This session will provide information as to why your clients are exposed to claims that are not covered by standard insurance policies. You will learn about Directors and Officers Liability and why it is important, EmploymentRelated Practices exposures and coverages and Fiduciary Liability.

This is a topic nobody wants to talk about, but everyone needs to know as much as they possibly can. This session will discuss the real needs, costs, and solutions for what over 50 percent of Americans will face before they die. Traditional Long-Term Care policies as well as Asset-Based Long-Term Care products will be discussed as well as the tax benefits now available through Long-Term Care coverages.

One of the most important exposures facing all of your clients in the months and years to come is the Cyber Risk problem. We will discuss what exposures apply to your clients for both their own information and for liability problems associated with using computers in their businesses.

Back to the Basics of Life Insurance

The basics of insurance policies and where they fit into different life stages for marketing. Showing the correct fits from birth to college to marriage to home ownership to wealth accumulation , business planning, and estate planning in a simple fashion.

Business Exit Planning Strategies

Business exit planning strategies from commercial accounts to a family- farm. How to uncover prospects from current clients and motivate them to action in a simple way. Making the process as seamless as possible to perpetuate their business and your commercial account. Value added to your customers to let them sleep at night.....

Business planning for the Family Business, Farm, Commercial account or Insurance agency

How to address the unique situations of family owned farms , businesses and insurance agencies. Handling the dynamics and relationships unique to a legacy business with minimal pain and heartache to leave that legacy and keep the business and family intact. Please note that name badges and packet material will only be available during the times listed for registration.

Class Descriptions

Ethics- Hoodlums and Hackers

Registration Information Please complete a separate form for each registrant

(except spouses, who may register on the same form)

Full Name ___________________________________ Designations _______________________________ Agency/Company ________________________________________________________________________ __________________________________________________________________________________________ Address City State Zip __________________________________________________________________________________________ Phone Fax Email Early Bird

Event Registration- Open Only to KAIA Members

Full Conference Registration (does not include E&O Class) E&O Class (with conference registration) E&O Class Only I am a Young Agent (40 and under or in the insurance business < 5 years)

by Jan. 1


after Jan. 1








Total Enclosed $

If yes- please circle your shirt size: S M L XL XXL

Method of Payment I wish to pay by:  Check (Make checks payable to: KAIA)  Master Card  Visa  American Express Credit Card # ______________________________________________________________________ CVV ______ Exp. _______ Signature: _________________________________________________________________________________________________

Please indicate which sessions you will be attending Tuesday, January 24

Wednesday, January 25

Workers Compensation Panel: 10-11:30 am

Personal Auto Coverages: 8:30 - 11:30 am

E&O Best Practices: 8:15 - 3:15 pm

Opening Luncheon: 11:30 - 1 pm

Planning for Retirement: 8:45- 11:45 am

Personal Residential: 8:30 - 11:30 am

Ethics- Hoodlums to Hackers: 1:15 - 3:15 pm

Small Commercial Accounts: 9 - Noon

Long Term Care Insurance: 8:45 - 11:45 am

App is not Short for Apple: 3:30 - 5 pm

Lunch: 11:30 - 1:45 pm

Cyber Risk, Exposures: 9 - Noon

Opening Social with Exhibitors: 5 pm

Rental Car Coverage: 1:15 - 4:15 pm

Lunch: 11:30 - 12:45 pm

After Hours Entertainment

Most Undersold- Disability Ins: 1:30 - 4:30 pm

Back to the Basics: 1 - 1:50 pm

Executive Risk Exposure: 1:45 - 4:45 pm

Farmers Alliance Ice Cream Social: 1:50 pm

Company Hospitality Night/YAC Casino Night

Business Exit Strategies: 2 - 2:50 pm

After Hours Entertainment

Commercial Business Planning: 3 - 3:50 pm

Conference name badges should be worn to all events

Thursday, January 26

Hotel Information Hotel Reservation Cutoff Date Ramada Inn (conference hotel) SOLD OUT AmericInn (1/2 block from Ramada Inn) 1/3/12 Quality Inn and Suites (Next door to Ramada Inn) 1/9/12 Fairfield Inn (One block from Ramada Inn) 1/3/12 Courtyard by Marriott (Two Blocks from Ramada Inn) 1/3/12 Holiday Inn Express- NEW! (use code KIA when making reservation) 12/26/11

Phone (785) 823-1739 (785) 826-1711 (785) 825-2111 (785) 823-6900 (785) 309-1300 (800) 465-4329

Rate NA $119 $74.99 $124 $99 $114.99

Cancellation Policy 90% refund will be issued for requests received in writing or by email to the association office more than five days prior to the event. One-half of the registration fee will be refunded if request is received fewer than five working days before the event. Refunds will not be granted for requests received at the start of the event.

Please return form and payment to: KAIA, 815 SW Topeka Blvd, Topeka, KS 66612 For more information, call 800-229-7048 or visit

2012 Larry Magill Rural and Small Agents Conference  

A brochure marketing the largest conference for independent insurance agents in the state of Kansas.