c insurance sales professionals works closely ese … with ideas to implement immediately after ......

If one of your greatest challenges is developing and motivating good producers...State Auto can help!PA C E S E T T E R P R O G R A M

Testimonials

SPOnSOR SAlES MAnAGEMEnT PROGRAM

“I hope to have someone in each Pacesetter class and have a different sponsor within the agency attend the sales management half of the program. I think it is the consultative sale approach along with the commitment to mentoring that match our culture with the fundamentals of the Pacesetter experience. It works and everybody wins-from the new clients, the Agency, the new hire, and the Insurance Company. A win/ win/ win/ win/. Thank you (again) and Congratulations (again).”

“Pacesetter not only develops your new producer, it forces sponsors/managers to partner with the new producer and to think critically about all aspects of the agency market efforts. You return invigorated with ideas to implement immediately after leaving the classroom. I hope there is room for another of our new producers in the next session.”

“The PaceSetter Sponsor Sales Management Program was very well organized and certainly kept my attention. I believe it will be very helpful in managing our PaceSetter. You gave us a clear under-standing of what the PaceSetters were learning and how you were to complete their training with weekly follow-up phone appointments. Thanks again. The training I received was very worthwhile.”

“The time I spent in the PaceSetter Sponsor Sales Management program was the best learning experience I have had in 30 plus years.”

S P O n S O R S A l E S M A n A G E M E n T P R O G R A M

State Auto’s innovative PaceSetter producer development program is an intensive yearlong sales partnership between you, your producer, your agency and State Auto. Our team of insurance sales professionals works closely with each PaceSetter producer and agency to develop the marketing, sales, and underwriting expertise necessary to write quality business—and improve your agency’s bottom line.

PACESETTER PROGRAM

“I was a young producer right out of college and was concerned that potential prospects would question my ability to handle their account. State Auto’s PaceSetter program instilled in me the confidence I was lacking prior to the program.”

“From the excellent classroom training by professionals in the industry to the supportive and knowl-edgeable coaches you interface with on a scheduled basis, the program offers something for everyone whether novice or seasoned. The accountability to a coach on a regular basis keeps you focused, and the support and encouragement to achieve your greatest potential is a tremendous asset.”

“The State Auto PaceSetter Program is the best new producer sales program - period. The pro-gram provides a solid foundation on which a new insurance producer can build a profitable sales career. If the producer has the determination and work ethic then the program will do the rest.”

“I was extremely impressed with the entire PaceSetter program and especially the Dynamics of Selling portion. The follow up and monitoring aspects of the program are first class. Our Agency’s PaceSetter participant came away energized and confident in his ability to produce new business.”

Alisha Pollock Steve Standridge Insurance, Inc.

Mt. Ida, AR

Sharon GalpinPaceSetter Alumni Club

Weathers Insurance Agency Duluth, GA

Doug Todd, CICPresident

Dunaway Insurance AgencyNew Palestine, IN

larry Meyers, PresidentHIA InsuranceSchererville, IN

Steve WeilerArcher-Meek-Weiler Agency, Inc.

Columbus, OH

Timothy J. Konich, CPCUPresident

Consolidated UnionLogansport, IN

larry B. KerrAllen-Thorley-DeLloyd, Inc.

Elyria, OH

Jack DeanBill Rayls Insurance Agency, Inc.

Kokomo, IN

The PaceSetter Program

Jeff Wodicka, National Marketing Alliance, is one of The Dynamics of Sales Management instructors.

MK 531-0210

PACESETTER PROGRAM

Since 1997


Tonia Jackson, State Auto personal lines faculty, works with the personal lines PaceSetters.

Bob Restrepo, President

and CEO of State Auto,

addresses a PaceSetter

class.

www.stateauto.com/agentsite

Craig Andrews, Commercial Lines Faculty, explains

commercial insur-ance principles.

Above:Dave Rice of Craft Insurance Agency in Jackson, MI and Alisha Pollock of Steve Standridge Agency in Mt. Ida, AR are members of the PaceSetter Super Producer Panel.

Accepting registrations

October 12 – november 6, 2009

for the February 2010

PaceSetter Program

www.stateauto.com/agentsitefor application information

FEES 100% REFUnDABlE

HOW PACESETTER WORKS• Your producer begins this 12-month

sales and marketing effort by attending a Producer Development Conference at State Auto’s corporate head quarters in Columbus, Ohio. This two-week conference includes both tech nical and sales training.

• A State Auto Sales Coach is assigned to your producer. The Sales Coach works closely with your producer throughout the 12 months following the conference to monitor sales activi-ties and further develop sales skills.

• You provide an Agency Sponsor, per-haps yourself, who oversees the pro-ducer’s prospecting and sales activities in the agency and confers with the Sales Coach when needed.

• Your PaceSetter returns to Columbus for a one-day Mid-Year PaceSetter Class Reunion.

THE PRODUCER DEvElOPMEnT COnFEREnCE InClUDES:• The highly acclaimed Dynamics Of

Selling sales program presented in its entirety by faculty from The National Alliance for In sur ance Education and Research.

• Comprehensive technical training pro-vided by State Auto staff.

• Development of a Personal Marketing Plan which guides your producer’s sales efforts in the coming year. Commercial lines producers begin implementing that marketing plan while in Columbus by making x-dating and prospecting phone calls to their marketing territory.

THE SPOnSOR SAlES MAnAGEMEnT SEMInARThis two and a half day seminar for PaceSetter sponsors includes the Dynamics of Sales Management program and can be used to update your CIC designation. This program

addresses the skills needed to success-fully train, coach, and monitor the prospecting and sales activities of your PaceSetter producers.Topics include:• Traits of today’s successful sales man-

ager—How to make decisions that have a direct, positive impact on your bottom line.

• Selection and hiring—How to take stock, integrate new producers, create an effec-tive hiring process, select that ace pro-ducer, motivate your people, and more.

• Contract and equity issues—How to cre-ate win-win situations out of employment and commission agreements.

• Goal setting and monitoring—How to set realistic production goals and maximize performance.

• Compensation strategies—What are the elements of a compensation plan, and how is a successful plan developed?

• Managing For Success with the DISC profile—Understanding behavioral characteristics and how they impact performance.

MID-YEAR PACESETTER ClASS REUnIOnSix months into the PaceSetter year, eligible PaceSetters rejoin their class in Columbus for a one-day sales confer-ence. Faculty of The National Alliance return to lead a Dynamics of Selling refresher course.

WHAT’S ExPECTED OF A PACESETTER PRODUCER?Once the PaceSetter returns to the agency, the sales commitment truly begins. Working closely with the Sales Coach, each Pace Setter producer:• Participates in weekly phone meetings

with the Sales Coach.• Participates in quarterly sales phone

conferences.• Attends the Mid-Year PaceSetter Class

Reunion.• Updates the sales reporting system on

a timely basis.NOTE: Your producer must be licensed before being confirmed into the PaceSetter Program, must have a dedicated PC with internet access, and a personal e-mail address.

WHAT’S In IT FOR YOUR AGEnCY?Your agency will benefit immensely from PaceSetter, if you and your pro-ducer remain committed to the program. What benefits, exactly, can you expect?• More profitable, targeted business which

can lead to higher contingency payments.• Increased production of quality business.• Higher producer retention.• A more professional producer, overall.

PaceSetter Academy

OTHER IMPORTAnT FEATURES• Fees are 100% refundable. A registra-

tion fee refund is made to the agency if your PaceSetter produces eligible State Auto premiums and meets other program requirements.

• A transportation allowance to help offset the cost of sending your pro-ducer to the Pro duc er Development Conference and the Mid-Year PaceSetter Class Reunion.

• Hotel accommodations are provided for your producer while attending the Producer De velop ment Conference and the Mid-Year PaceSetter Class Reunion.

• Breakfast and lunch are provided for your producer during the Producer Development Conference and the Mid-Year PaceSetter Class Reunion.

PaceSetter... A Producer DevelopmentProgram

PACESETTER PROGRAM

PaceSetter Super Producer Brock Ryan of the Murphy Insurance Group in Waunakee, WI shares his experiences with a new PaceSetter class.

• A five-day, four-night Caribbean Cruise is awarded to your PaceSetter if he/she produces eligible State Auto premiums and meets other program requirements.

• Quarterly sales incentives to empha-size specific sales skills.

WHAT YOU CAn ExPECT FROM STATE AUTO• Intensive, personalized weekly phone

coaching from a Sales Coach.• Assistance in securing sales leads from

your marketing territory.• One-year subscription to a contact man-

agement system and My Loss Runs.• Quarterly sales phone conferences.• 24 hour sales information line.• $650 advertising budget for your

PaceSetter.

Technical Dynamics Webinar Travel & Meals Hotel Sales Mgmt. DOS Refresher Contact Sales 52 Weeks Quarterly Sales Fee Refund Cruise My Loss Advertising Training of Selling Sales Training Allowance Room Training CDs Mgmt. System Profiles Coaching Incentives InfoLine Incentive Incentive Runs (CL) Budget PaceSetter Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes

Company A Yes Yes no no no no no no no no no no no no no no

Company B no no no no no no no no no no no no no no no no

Company C Yes no no no no no no no no no no no no no no no

Industry Program Yes Yes Yes no no Yes no no no no no no no no no no

PROGRAM DATES October 12 – November 6, 2009 Accepting Registrations February 1 – 12, 2010 Producer Development Conference February 8 – 10, 2010 Sponsor Sales Management Seminar September 13, 2010 Mid-Year Class Reunion February 2010 – February 2011 Sales Coaching

REGISTRATIOn FEES (100% Refundable)

• Registration fee includes the Producer Development Conference, Sponsor Sales Management Seminar, Mid-Year Class Reunion, private hotel accommodations, breakfast, lunch, and a travel allowance. nominee and Sponsor - $4,750

• Registration fee includes the Producer Development Conference, Mid-Year Class Reunion and private hotel accommodations, breakfast, lunch, and a travel allowance. nominee Only - $3,950

• If payment is received by October 23, 2009, an early registration fee discount of $250 is applied.

NOTE: • Your application cannot be considered until the PaceSetter fee has been received.• The registration fee is invoiced and due at the time of registration.

SPONSOR: Your attendance is optional if you have attended the Sponsor Sales Management Seminar since August 2005. Otherwise, you will need to consider a future PaceSetter class if you are not able to attend.

The Producer Development ConferenceSElF-STUDY COURSESParticipants may be required to take self-study courses.

WITHDRAWAl/CAnCEllATIOn POlICYA $150 fee will apply to withdrawals/cancellations after December 4, 2009. A $1,000 fee will apply to withdrawals/cancellations received less than 30 days prior to beginning of class. The entire fee is forfeited once class begins.

ATTEnDAnCE POlICYZero Tolerance—PaceSetters are required to attend all sessions in their entirety, without exception. The only acceptable excuse for tardiness or absenteeism is personal illness requiring medi-cal attention.

FEBRUARY 2010 PACESETTER PROGRAM

PACESETTER PROGRAM

www.stateauto.com/agentsite • Luanna Matthews 800-444-9950 ext. 4931 • [email protected]

From left: PaceSetter Coaches Ken Fields, CPCU, CIC; Diane Masterson, CPCU, CIC; and PaceSetter Coordinator Luanna Matthews, CPCU.

PACESETTER FEE REFUnD InCEnTIvE

Qualifying Refund State Auto premium: of fees paid:

$100,000 100% $75,000 75% $50,000 50%

0

50,000

100,000

150,000

200,000

250,000

$300,000

PaceSetter Results

Average new premium written per participant for all lines, all companies.

Industry Average*

Average per PaceSetter*

*First year written premium

HOW PACESETTER WORKS• Your producer begins this 12-month

sales and marketing effort by attending a Producer Development Conference at State Auto’s corporate head quarters in Columbus, Ohio. This two-week conference includes both tech nical and sales training.

• A State Auto Sales Coach is assigned to your producer. The Sales Coach works closely with your producer throughout the 12 months following the conference to monitor sales activi-ties and further develop sales skills.

• You provide an Agency Sponsor, per-haps yourself, who oversees the pro-ducer’s prospecting and sales activities in the agency and confers with the Sales Coach when needed.

• Your PaceSetter returns to Columbus for a one-day Mid-Year PaceSetter Class Reunion.

THE PRODUCER DEvElOPMEnT COnFEREnCE InClUDES:• The highly acclaimed Dynamics Of

Selling sales program presented in its entirety by faculty from The National Alliance for In sur ance Education and Research.

• Comprehensive technical training pro-vided by State Auto staff.

• Development of a Personal Marketing Plan which guides your producer’s sales efforts in the coming year. Commercial lines producers begin implementing that marketing plan while in Columbus by making x-dating and prospecting phone calls to their marketing territory.

THE SPOnSOR SAlES MAnAGEMEnT SEMInARThis two and a half day seminar for PaceSetter sponsors includes the Dynamics of Sales Management program and can be used to update your CIC designation. This program

addresses the skills needed to success-fully train, coach, and monitor the prospecting and sales activities of your PaceSetter producers.Topics include:• Traits of today’s successful sales man-

ager—How to make decisions that have a direct, positive impact on your bottom line.

• Selection and hiring—How to take stock, integrate new producers, create an effec-tive hiring process, select that ace pro-ducer, motivate your people, and more.

• Contract and equity issues—How to cre-ate win-win situations out of employment and commission agreements.

• Goal setting and monitoring—How to set realistic production goals and maximize performance.

• Compensation strategies—What are the elements of a compensation plan, and how is a successful plan developed?

• Managing For Success with the DISC profile—Understanding behavioral characteristics and how they impact performance.

MID-YEAR PACESETTER ClASS REUnIOnSix months into the PaceSetter year, eligible PaceSetters rejoin their class in Columbus for a one-day sales confer-ence. Faculty of The National Alliance return to lead a Dynamics of Selling refresher course.

WHAT’S ExPECTED OF A PACESETTER PRODUCER?Once the PaceSetter returns to the agency, the sales commitment truly begins. Working closely with the Sales Coach, each Pace Setter producer:• Participates in weekly phone meetings

with the Sales Coach.• Participates in quarterly sales phone

conferences.• Attends the Mid-Year PaceSetter Class

Reunion.• Updates the sales reporting system on

a timely basis.NOTE: Your producer must be licensed before being confirmed into the PaceSetter Program, must have a dedicated PC with internet access, and a personal e-mail address.

WHAT’S In IT FOR YOUR AGEnCY?Your agency will benefit immensely from PaceSetter, if you and your pro-ducer remain committed to the program. What benefits, exactly, can you expect?• More profitable, targeted business which

can lead to higher contingency payments.• Increased production of quality business.• Higher producer retention.• A more professional producer, overall.

PaceSetter Academy

OTHER IMPORTAnT FEATURES• Fees are 100% refundable. A registra-

tion fee refund is made to the agency if your PaceSetter produces eligible State Auto premiums and meets other program requirements.

• A transportation allowance to help offset the cost of sending your pro-ducer to the Pro duc er Development Conference and the Mid-Year PaceSetter Class Reunion.

• Hotel accommodations are provided for your producer while attending the Producer De velop ment Conference and the Mid-Year PaceSetter Class Reunion.

• Breakfast and lunch are provided for your producer during the Producer Development Conference and the Mid-Year PaceSetter Class Reunion.

PaceSetter... A Producer DevelopmentProgram

PACESETTER PROGRAM

PaceSetter Super Producer Brock Ryan of the Murphy Insurance Group in Waunakee, WI shares his experiences with a new PaceSetter class.

• A five-day, four-night Caribbean Cruise is awarded to your PaceSetter if he/she produces eligible State Auto premiums and meets other program requirements.

• Quarterly sales incentives to empha-size specific sales skills.

WHAT YOU CAn ExPECT FROM STATE AUTO• Intensive, personalized weekly phone

coaching from a Sales Coach.• Assistance in securing sales leads from

your marketing territory.• One-year subscription to a contact man-

agement system and My Loss Runs.• Quarterly sales phone conferences.• 24 hour sales information line.• $650 advertising budget for your

PaceSetter.

Technical Dynamics Webinar Travel & Meals Hotel Sales Mgmt. DOS Refresher Contact Sales 52 Weeks Quarterly Sales Fee Refund Cruise My Loss Advertising Training of Selling Sales Training Allowance Room Training CDs Mgmt. System Profiles Coaching Incentives InfoLine Incentive Incentive Runs (CL) Budget PaceSetter Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes Yes

Company A Yes Yes no no no no no no no no no no no no no no

Company B no no no no no no no no no no no no no no no no

Company C Yes no no no no no no no no no no no no no no no

Industry Program Yes Yes Yes no no Yes no no no no no no no no no no

PROGRAM DATES October 12 – November 6, 2009 Accepting Registrations February 1 – 12, 2010 Producer Development Conference February 8 – 10, 2010 Sponsor Sales Management Seminar September 13, 2010 Mid-Year Class Reunion February 2010 – February 2011 Sales Coaching

REGISTRATIOn FEES (100% Refundable)

• Registration fee includes the Producer Development Conference, Sponsor Sales Management Seminar, Mid-Year Class Reunion, private hotel accommodations, breakfast, lunch, and a travel allowance. nominee and Sponsor - $4,750

• Registration fee includes the Producer Development Conference, Mid-Year Class Reunion and private hotel accommodations, breakfast, lunch, and a travel allowance. nominee Only - $3,950

• If payment is received by October 23, 2009, an early registration fee discount of $250 is applied.

NOTE: • Your application cannot be considered until the PaceSetter fee has been received.• The registration fee is invoiced and due at the time of registration.

SPONSOR: Your attendance is optional if you have attended the Sponsor Sales Management Seminar since August 2005. Otherwise, you will need to consider a future PaceSetter class if you are not able to attend.

The Producer Development ConferenceSElF-STUDY COURSESParticipants may be required to take self-study courses.

WITHDRAWAl/CAnCEllATIOn POlICYA $150 fee will apply to withdrawals/cancellations after December 4, 2009. A $1,000 fee will apply to withdrawals/cancellations received less than 30 days prior to beginning of class. The entire fee is forfeited once class begins.

ATTEnDAnCE POlICYZero Tolerance—PaceSetters are required to attend all sessions in their entirety, without exception. The only acceptable excuse for tardiness or absenteeism is personal illness requiring medi-cal attention.

FEBRUARY 2010 PACESETTER PROGRAM

PACESETTER PROGRAMwww.stateauto.com/agentsite • Luanna Matthews 800-444-9950 ext. 4931 • [email protected]

From left: PaceSetter Coaches Ken Fields, CPCU, CIC; Diane Masterson, CPCU, CIC; and PaceSetter Coordinator Luanna Matthews, CPCU.

PACESETTER FEE REFUnD InCEnTIvE

Qualifying Refund State Auto premium: of fees paid:

$100,000 100% $75,000 75% $50,000 50%

0

50,000

100,000

150,000

200,000

250,000

$300,000

PaceSetter Results

Average new premium written per participant for all lines, all companies.

Industry Average*

Average per PaceSetter*

*First year written premium

If one of your greatest challenges is developing and motivating good producers...State Auto can help!PA C E S E T T E R P R O G R A M

Testimonials

SPOnSOR SAlES MAnAGEMEnT PROGRAM

“I hope to have someone in each Pacesetter class and have a different sponsor within the agency attend the sales management half of the program. I think it is the consultative sale approach along with the commitment to mentoring that match our culture with the fundamentals of the Pacesetter experience. It works and everybody wins-from the new clients, the Agency, the new hire, and the Insurance Company. A win/ win/ win/ win/. Thank you (again) and Congratulations (again).”

“Pacesetter not only develops your new producer, it forces sponsors/managers to partner with the new producer and to think critically about all aspects of the agency market efforts. You return invigorated with ideas to implement immediately after leaving the classroom. I hope there is room for another of our new producers in the next session.”

“The PaceSetter Sponsor Sales Management Program was very well organized and certainly kept my attention. I believe it will be very helpful in managing our PaceSetter. You gave us a clear under-standing of what the PaceSetters were learning and how you were to complete their training with weekly follow-up phone appointments. Thanks again. The training I received was very worthwhile.”

“The time I spent in the PaceSetter Sponsor Sales Management program was the best learning experience I have had in 30 plus years.”

S P O n S O R S A l E S M A n A G E M E n T P R O G R A M

State Auto’s innovative PaceSetter producer development program is an intensive yearlong sales partnership between you, your producer, your agency and State Auto. Our team of insurance sales professionals works closely with each PaceSetter producer and agency to develop the marketing, sales, and underwriting expertise necessary to write quality business—and improve your agency’s bottom line.

PACESETTER PROGRAM

“I was a young producer right out of college and was concerned that potential prospects would question my ability to handle their account. State Auto’s PaceSetter program instilled in me the confidence I was lacking prior to the program.”

“From the excellent classroom training by professionals in the industry to the supportive and knowl-edgeable coaches you interface with on a scheduled basis, the program offers something for everyone whether novice or seasoned. The accountability to a coach on a regular basis keeps you focused, and the support and encouragement to achieve your greatest potential is a tremendous asset.”

“The State Auto PaceSetter Program is the best new producer sales program - period. The pro-gram provides a solid foundation on which a new insurance producer can build a profitable sales career. If the producer has the determination and work ethic then the program will do the rest.”

“I was extremely impressed with the entire PaceSetter program and especially the Dynamics of Selling portion. The follow up and monitoring aspects of the program are first class. Our Agency’s PaceSetter participant came away energized and confident in his ability to produce new business.”

Alisha Pollock Steve Standridge Insurance, Inc.

Mt. Ida, AR

Sharon GalpinPaceSetter Alumni Club

Weathers Insurance Agency Duluth, GA

Doug Todd, CICPresident

Dunaway Insurance AgencyNew Palestine, IN

larry Meyers, PresidentHIA InsuranceSchererville, IN

Steve WeilerArcher-Meek-Weiler Agency, Inc.

Columbus, OH

Timothy J. Konich, CPCUPresident

Consolidated UnionLogansport, IN

larry B. KerrAllen-Thorley-DeLloyd, Inc.

Elyria, OH

Jack DeanBill Rayls Insurance Agency, Inc.

Kokomo, IN


Jeff Wodicka, National Marketing Alliance, is one of The Dynamics of Sales Management instructors.

MK 531-0210

PACESETTER PROGRAM

Since 1997


Tonia Jackson, State Auto personal lines faculty, works with the personal lines PaceSetters.

Bob Restrepo, President

and CEO of State Auto,

addresses a PaceSetter

class.

www.stateauto.com/agentsite

Craig Andrews, Commercial Lines Faculty, explains

commercial insur-ance principles.

Above:Dave Rice of Craft Insurance Agency in Jackson, MI and Alisha Pollock of Steve Standridge Agency in Mt. Ida, AR are members of the PaceSetter Super Producer Panel.

Accepting registrations

October 12 – november 6, 2009

for the February 2010

PaceSetter Program

www.stateauto.com/agentsitefor application information

FEES 100% REFUnDABlE

c insurance sales professionals works closely ese … with ideas to implement immediately after ......

Documents