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PPacePaceSPaceSetterPaceSetterProgram

PaceSetterProgram

PaceSetterProgram

ThePaceSetter

Program

The

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

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PPacePaceSPaceSetterPaceSetterProgram

PaceSetterProgram

PaceSetterProgram

ThePaceSetter

Program

The

A NEW AGENT DEVELOPMENT PROGRAMPaceSetter is an intensive yearlong sales partnership between the agency sponsor, the new agent, the agency and State Auto®. Our team of insurance sales professionals works closely with each PaceSetter new agent and agency to develop the marketing, sales and underwriting expertise necessary to write quality business — and improve the agency’s bottom line. HOW PACESETTER WORKSYour new agent begins with this 12-month sales and marketing effort by attending a New Agent Development Conference at our corporate headquarters in Columbus, Ohio. A PaceSetter sales coach will work closely with your new agent throughout the 12 months following the conference to monitor sales activities and further develop sales skills.

The agency sponsor, typically the agency owner or sales manager, oversees the new agent’s prospecting and sales activities in the agency and confers with the sales coach when needed. WHAT’S IN IT FOR YOUR AGENCY?More profitable, targeting business, which can lead to: • Higher contingency payments.• Increased production of quality business• Higher new agent retention WHO SHOULD ATTEND?The PaceSetter program is an intensive sales development program designed for your newly hired and licensed agents. Your agent must be appointed with State Auto prior to registration. WHAT’S EXPECTED OF YOUR AGENT?• Participate in weekly phone coaching with their sales coach.• Participate in quarterly sales phone conferences.• Participate in scheduled sales blitzes.• Update their sales reporting system on a timely basis.• Participate in Mid-Year PaceSetter conference.

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How does PaceSetter compare? State Auto PaceSetter

IndustryProgram

Company A

Company B

Company C

Technical Training Yes Yes Yes NoDynamics of Selling Yes Yes No NoSales Webinars Yes Yes No NoDOS Audio Series Yes Yes No NoMid-Year Conference Yes Yes No NoSales Management Training Yes No No NoTravel and Meal Allowance Yes No No NoHotel Room Yes No No NoSalesforce.com Yes No No NoSales Profiles Yes No No No52 Weeks Coaching Yes No No NoQuarterly Incentives Yes No No NoSales Blog Yes No No NoFee Refund Incentive Yes No No No

Cruise Incentive Yes No No No

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New PaceSetter agents attending the July 2017 Conference in Columbus. (left to right: Aimee Hall and JC Ibanez)

Personal Lines and Small Commercial

Sponsor Sales Management Seminar

Commercial LinesPaceSetter Program

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 CONFERENCEComprehensive 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 Commercial Lines PaceSetter program within two years following 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 CONFERENCEComprehensive 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

PaceSetter faculty member Carol Durkin explains insurance principles.

If you’d like to find out more, please contact PaceSetterTeam@StateAuto.com.

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

“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

“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

“PaceSetter was a fantastic experience. I have attended other performance schools before, but none compared to State Auto’s PaceSetter program. Pam and her team 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

“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

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Speaker Joe Coccimiglio engaging with PaceSetter agents at the July 2017 PaceSetter conference.

Meet the PaceSetter Coaches

KEN FIELDS, MSM, CPCU, CIC, CLU, CHFCSales Development Director Ken’s background is in insurance sales, sales management and sales training. He is the co-developer of the PaceSetter Program and has personally coached more than 900 new agents over the past 20 years.

Ken is a member of the CIC National Faculty, regularly teaches CIC seminars and is a frequent contributor to insurance publications. He was elected to The National Alliance Research Academy Board of Directors in 2013.

Ken holds a master’s degree in management from The American College.

PAM KUSMAPaceSetter Sales Manager Pam began her insurance career in 2006 as a property-casualty agent after owning and operating her own retail chain for 20 years. She entered the PaceSetter program in January 2007 and finished among the class leaders in State Auto premium. She went on to increase her book of business over 100% each successive year.

Pam joined State Auto in January 2014, initially responsible for rebuilding the Personal Lines & Small Commercial PaceSetter Program. The new program was introduced in January 2015, pushing the total number of PaceSetter participants for the year to an all-time high. Pam also provides training and consulting services in social media for PaceSetter participants.

DIANE MASTERSONPaceSetter Sales Manager Diane has over 35 years of experience in the insurance industry with the majority of her career spent on the independent carrier side. She is the co-developer of the PaceSetter program and has personally coached more than 900 new agents over the past 20 years.

Diane has held positions in sales, underwriting and supervision as well as training in insurance contracts, sales and management practices. She is also a faculty member for the National Alliance for Insurance Education & Research where she teaches sales management. She served as President of the Columbus CPCU chapter and is an advisor to the business school at Columbus State Community College.

SM-221 (0817)

Trisha RayTrisha.Ray@StateAuto.com800-444-9950, ext. 5715

Peg FullwilerPeg.Fullwiler@StateAuto.com800-444-9950 ext. 5397

PACESETTER COORDINATORS

CONFERENCE LOCATION

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.

Jan. 22 - Feb 2, 2018Commercial Lines

Jan. 29 - Feb. 3, 2018Personal Lines and Small Commercial

July 16 - July 28, 2018Commercial Lines

July 23 - July 28, 2018Personal Lines and Small Commercial

PaceSetter Sales Development Conference Dates

State Auto Corporate HeadquartersPavilion Training Center518 East Broad StreetColumbus, Ohio 43215

Stateauto.com