SM-221-0219

Personal Lines/ Small Commercial Program

Sponsor Sales Management Seminar

Commercial LinesProgram

PRE-CONFERENCE■ Complete application and sales profile■ Interview with sales coach■ Orientation phone conference■ 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■ Comprehensive Insurance Training■ 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 PaceSetter Conference■ Sales Blitz days■ Quarterly sales phone conferences■ 3-way coaching calls with sponsor■ Conference and quarterly report cards■ PaceSetter blog■ Cruise incentive ■ Fee discount 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 phone conference■ 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 PaceSetter Conference■ Sales Blitz days■ Quarterly sales phone conferences■ 3-way coaching calls with sponsor■ Conference and quarterly report cards■ PaceSetter blog■ Cruise incentive■ Fee discount incentive

SPONSOR SALES MANAGEMENT SEMINAR■ Traits of today’s successful sales manager■ Selection and hiring■ Contract and equity issues■ Goal setting and monitoring■ Compensation strategies■ Principles of Sales Management INCLUDED FOR SPONSOR■ Hotel accommodations■ Travel allowance■ Most meals■ CIC update

We’ll go the distance with you... ■ Two tracks to choose from: personal lines/ small commercial or commercial lines■ Sales training■ Insurance technical training ■ 52 weeks of personalized sales coaching ■ Social media instruction and coaching

New PaceSetter agents attending the Conference in Columbus.

PaceSetter Results

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

July 22 - Aug. 2, 2019Commercial Lines

July 29 - Aug. 3, 2019Personal Lines and Small Commercial

Jan. 20 - Jan. 31, 2020Commercial Lines

Jan. 27 - Feb. 1, 2020Personal Lines and Small Commercial

PaceSetter Sales Development Conference Dates

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

To apply or learn more about PaceSetter, go to SAconnect.StateAuto.com. After logging in, click Sales > Sales Training > PaceSetter.

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 prior to registration. 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 PaceSetter class reunion in Columbus, OH

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

Trisha RayTrisha.Ray@StateAuto.com800.444.9950, ext. 5715

Peg FullwilerPeg.Fullwiler@StateAuto.com800.444.9950 ext. 5397

PaceSetter Coordinators

Conference LocationState Auto Corporate HeadquartersPavilion Training Center518 East Broad StreetColumbus, Ohio 43215

SM-221-0119

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

Testimonials“We make it part of our practice to run all potential salespeople through the PaceSetter’s qualifying process. The training, monitoring and guidance by the staff of PaceSetter are second to none. A year of counseling and advising for our producers is so motivating; no wonder their success rate is so high. No other program presented by any other insurance carrier comes close.”-Jeffrey Kilberg CIC, Nicholas/Tobin & AssociatesNew Milford, Connecticut

“Every producer and/or manager within our organization, with the exception of three new hires, went through the Pacesetter Program (over the past 20 years). We’ve tested other sales programs in the past but have not found one that provided the results better than Pacesetter for our organization.”-Tracy H. Lomax, Geny Insurance GroupNashville, Tennessee

“The PaceSetter program really gave me a solid understanding of not only what was expected of a young new agent, but also gave me the tools to succeed in this business. Between coaching, the efforts of the PaceSetter team and the amazing cruises, it’s a program that every new agent should do.”-Matthew Ring, Associate Insurance AgenciesIndianapolis, Indiana

“After more than 13 years as a CSR, I wondered what PaceSetter could teach me. PaceSetter has taught me a lot! It taught me how to build relationships with my customers and also with my referral sources. It taught me how to manage my time better and be able to close 90% of sales. Without PaceSetter and my coach encouraging and pushing me to do my best, I wouldn’t have this kind of success!”-Crystal White, CLH Associated LLCPrinceton, West Virginia

“PaceSetter was a fantastic experience. I have attended other performance schools before, but none compared to State Auto’s PaceSetter program. My coach really pushed me throughout the entire program and it paid off, by doubling my sales from the prior year.-Zack Jacob, Thompson-Boerger InsurancePark Hills, Kentucky