The most innovative and effective new agent development program in the industry

High Touch and High Tech

A NEW AGENT DEVELOPMENT PROGRAMPaceSetter® is an intensive, year-long sales partnership between the agency sponsor, the new agent, the agency and State Auto®.

WHAT DOES PACESETTER DO FOR YOU?More profitable, targeted business, which can lead to increased:■ Production of quality business■ New agent retention ■ Contingency payments

WHO SHOULD ATTEND?The PaceSetter Program is an intensive sales development program designed for your newly hired and licensed agents. Your agent must be 21years or older and appointed with State Auto.

Personal Lines/Small CommercialThis program is designed for full-time outside producers with their main focus on writing personal lines insurance. As the class develops their sales and prospecting expertise, they will begin to expand into small commercial in addition to personal lines opportunities.

Commercial LinesThis program is designed for full-time outside producers with their main focus on writing commercial lines insurance, both small commercial and middle market. WHAT’S EXPECTED OF YOUR AGENT?■ Participate in weekly phone coaching ■ Participate in quarterly sales meetings via conference calls■ Participate in scheduled sales blitzes■ Update their sales reporting system on a timely basis■ Participate in the Mid-Year Recharge in Columbus, OH

High Tech■ Salesforce■ ReferenceUSA■ Loom video■ LinkedIn

■ Facebook■ Connect■ Road Warrior■ PaceSetter Sales Blog

■ Identifying buying styles ■ Developing centers of influence■ Role playing ■ Sales coaching

High Touch■ Phone prospecting ■ Face-to-face prospecting ■ Networking ■ Rapport building

*Average new premium written per participant for all lines.

PaceSetter Results

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Personal Lines/ Small Commercial Program

Sponsor Sales Management Seminar

Commercial LinesProgram

PRE-CONFERENCE■ Complete application and sales profile■ Interview with sales coach■ Orientation video■ Complete intensive self-study program■ SWOT analysis■ Prospecting with friends and family■ Time-analysis study■ Sales webinars■ Salesforce.com

NEW AGENT DEVELOPMENT ONE-WEEK CONFERENCE■ One-week, comprehensive insurance training conference for personal lines and small commercial■ Coverage review of ISO forms■ State Auto-specific programs and endorsements SALES TRAINING■ Prospecting strategies■ Dynamics of Selling■ Cold calling■ Time management■ Sales role play■ Social media■ Develop referral partners POST-CONFERENCE■ 52 weeks of sales coaching■ Salesforce.com■ Attend 1.5-day Mid-Year Recharge■ Sales Blitz days■ Quarterly sales phone conferences■ Three-way coaching calls with sponsor■ Conference and quarterly report cards■ PaceSetter blog■ Cruise incentive ■ Fee Refund Incentive■ Fee discount on the commercial lines PaceSetter Program within two years following completion of the personal lines program.

PRE-CONFERENCE■ Complete application and sales profile■ Interview with sales coach■ Orientation video■ Complete intensive self-study program■ SWOT analysis■ Connection 100■ Time-analysis study■ Sales webinars■ Salesforce.com NEW AGENT DEVELOPMENT TWO-WEEK CONFERENCE■ Comprehensive insurance training■ Underwriting principles■ Coverage review of ISO forms■ State Auto-specific programs and endorsements SALES TRAINING■ Prospecting strategies■ Dynamics of Selling■ Cold calling■ Time management■ Sales role play■ Social media

POST-CONFERENCE■ 52 weeks of sales coaching■ Salesforce.com■ Attend 1.5-day Mid-Year Recharge■ Sales Blitz days■ Quarterly sales phone conferences■ Three-way coaching calls with sponsor■ Conference and quarterly report cards■ PaceSetter blog■ Cruise incentive■ Fee Refund Incentive

SPONSOR SALES MANAGEMENT SEMINAR■ Principles of sales management■ Learning your and your PaceSetter’s behavior styles■ Managing expectations of the PaceSetter Program■ Getting the most from your PaceSetter and the PaceSetter Program

New PaceSetter agents attending the Conference in Columbus, OH.

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Testimonials“Dietz and Bluett Insurance has found PaceSetter to be the best sales training program in the business! It is directed toward insurance specifically, which sets it apart from any other generalized sales training program. PaceSetter has gone over and beyond our expectations for our new producer! I highly recommend anyone looking to provide sales training to new producers to utilize the PaceSetter Program!”-Lee Dietz, Agency Principal, Dietz Insurance, York, PA

“As an insurance professional with 20 years’ experience, I thought I had a good plan to serve my customers. After all, I had been to many “sales schools” in the past. The PaceSetter Program is by far the best of the best. Ken Fields and his team provide you with sound sales strategies, a proven program to follow, and most importantly, the accountability that so many sales professionals lack. I have heard agency owners say they can’t afford to send someone to PaceSetter. At Owens Insurance Agency, we ask, how can you not?”-Chad Hannon, Vice President of Sales, Owens Insurance Agency, Greer, SC

“First Choice Agents Alliance and its member agencies have sponsored 20+ PaceSetter candidates in the last 12-month period of time and we could not be happier with the return on investment. What interested us most in the program was the PaceSetter Team’s proven track record of results in the producer training space. The accountability component really sets this program apart from any other. Diane Masterson, Ken Fields and David Vercillo are pros when it comes to understanding the behaviors to ensure long term success. We will continue to use PaceSetter in our organization as we build the next generation of Super Producers.”-Diane Wagner, Chief Operating Officer, First Choice Agents Alliance

“Congratulations on conducting the leading producer training program in America. I take great pride in the fact that Dynamics of Selling is an important part of the PaceSetter Program. I am looking forward to working with the State Auto team to continue the legacy of success, achievement and leadership that is the PaceSetter Program.”-Dr. William T. Hold, CIC, CPCU, CLU President The National Alliance for Insurance Education and Research

“Nine years ago, I took a leap of faith and switched careers from teaching high school math to P&C insurance. I knew absolutely nothing about insurance, other than I had to have it on my cars so I could get tags each year. The PaceSetter Program not only taught me about insurance, it also gave me the road map of how to be successful in selling insurance. I’ve stayed in the Alumni program all these years to be reminded of those key concepts of what has made me successful in the insurance business. I now make over five times my teaching salary.” -Lance Sharp, Copeland Insurance, Riley, KS

“The PaceSetter Program was exactly what I needed to succeed as an insurance advisor. Structure, accountability, weekly coaching calls, training, and incentives to motivate me throughout the year. This will be the best investment you will ever make. Thank you to the PaceSetter Team.”-Kyle Brady, Nicholas Tobin Insurance, New Milford, CT

Conference LocationVirtual Classroom (Jan. 2021)

Registration InformationThe PaceSetter Program is only available to State Auto agencies.

To apply or learn more about PaceSetter, go to pacesetter.stateauto.com.

PaceSetter Sales Development Conference Dates:Jan. 18 - Jan. 30, 2021Commercial LinesJan. 25 - Jan. 30, 2021Personal Lines/Small Commercial

July 19 - July 31, 2021Commercial LinesJuly 26 - July 31, 2021 Personal Lines/Small Commercial

Ken Fields, MSM, CPCU, CIC, CLU, ChFC

Sales Development Director

Diane Masterson, CPCU, CIC

PaceSetter Sales Manager

David Vercillo, CIC, CLCS

PaceSetter Sales Manager

Meet the PaceSetter Coaches

SM-221-0720

StateAuto.com