welcome to class! © 2008 safeco insurance company of america. all rights reserved. this information...

Welcome to Class!

© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.

The materials herein are for training purposes only. Nothing stated herein creates a contract. All statements made are subject to the provisions, exclusions, conditions and limitations of the applicable insurance policy. If the information in this training conflicts with the policy language that it describes, the policy language prevails.

The audience for this information includes insurance agents and brokers nationwide and is therefore general in nature. Every agent and broker is responsible for knowing the guidelines and laws that govern rating, underwriting and claims handling in their states.

Although there are important legal distinctions between agents and brokers, for readability purposes, this information may use “agent” to refer to both. While Safeco’s relationships with brokers and agents differ, including the fact that brokers do not have binding authority, agents and brokers may be exposed to similar tools and resources.

Unless otherwise noted, the example companies, organizations, products, domain names, e-mail addresses, logos, people, places and events depicted herein are fictitious, and no association with any real company, organization, product, domain name, e-mail address, logo, person, place or event is intended or should be inferred.

Personal CSR Home and Specialty Lines Workshop

2© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.

This workshop provides a detailed and comprehensive view of Safeco personal lines home, landlord protection policy, watercraft, recreational vehicle, and off-road vehicle insurance. Designed as an interactive workshop, participants learn from lecture, group activities, dialogue and open discussion.

Purpose


Learning Objectives

Describe the Safeco personal lines home, landlord protection policy, watercraft, recreational vehicle, and off-road vehicle insurance.

Describe the coverages, endorsements, and eligibility requirements for each policy.

Describe the differences between Safeco and the competition.

By the end of this workshop, you will be able to:


Learning Objectives, cont’d.

Describe the Safeco personal insurance quoting process, and list available resources for more information.

Demonstrate the ability to answer common client questions, fulfill billing inquiries, and sell Safeco personal lines insurance.

By the end of this workshop, you will be able to:


Ground Rules: Interactive Workshop

Participate and share your personal experience as a CSR.

Be respectful of your peers and provide constructive feedback.

– Share positive feedback first then one-two things your peers could do better.

Ask questions at any time.

Keep a list of the two key points you learned from each topic.

Have fun!


Agenda

Introduction

Home Insurance

Landlord Protection Policy Insurance

Watercraft Insurance

Recreational Vehicle /Off-Road Vehicle Insurance

Safeco Billing

Customer Interactions

Jeopardy Game

Resources


Agenda

Introduction

• Home Insurance

• Landlord Protection Policy Insurance

• Watercraft Insurance

• Recreational Vehicle /Off-Road Vehicle Insurance

• Safeco Billing

• Customer Interactions

• Jeopardy Game

• Resources


Introduction

This workshop helps you satisfy customer questions about the Safeco personal lines insurance:

– Home

– Landlord Protection Policy

– Watercraft

– Recreational Vehicle/ Off-Road Vehicle


Activity: Ice Breaker

Interview your partner and share with the class three things you learned.


What’s In It for Me?

What do you expect to learn from today’s workshop?

Why is it important to you?


Agenda

• Introduction

Home Insurance




• Safeco Billing


• Jeopardy Game

• Resources


Home Policy Defined

Terms

Definitions

GFX: Replace with Home Policy


The Safeco Home Product

Safeco offers products for:

– Owner-occupied homes.

– Owner-occupied condominiums.

– Renters


Homeowners Products

Quality Plus

– Homeowners

– Condominium

– Safeco OptimumPackage

Enhanced Protectionendorsement

– Homeowners

– Condominium

Renters


Home Coverages

Use the Product Guide for state-specific coverages.

Renters coverage is similar to condo coverage.

Personal liability protection includes:

– Bodily injury.

– Personal injury, a special libel and slander type of coverage, is covered and is a feature not commonly included automatically.

– Property damage.

– Defense costs.

– Medical payments to others provides protection for injured guests and visitors.

Insured to Value (ITV).

Errors & Omissions (E&O) Insurance.


What Is ITV?

Insured to value (ITV) refers to the amount of required coverage needed to build an as-close-as-possible replica of an insured’s destroyed home.

Safeco requires ITV for all of its homeowners’ policies.

16


Why ITV?

Can help Safeco get an adequate rate for the risk.

Reduces agent exposure to errors and omissions liability.

17


Common Problems with E&O Insurance

Common problems include:

– Misrepresentation, including incomplete or incorrect information about the home and risk exposures.

– Failure to disclose defects.

– Lack of documentation regarding conversations and written documentation provided to the customer.

– Incorrect or incomplete information that results in processing issues.

18


Avoid E&O Problems

Ways to avoid these problems include:

– Get complete and accurate information from the customer.

– Agent’s should obtainE&O insurance.

19


Big 6 Coverage Details

Identify Recovery Coverage

Option ID Identify Recovery Coverage

Optimum Package Homeowners (OPH) and Optimum Package Condominium (OPC)

OPHOPC

Optimum Package Homeowners (OPH) and Optimum Package Condominium (OPC)

Extended Dwelling Coverage

EDC Extended Dwelling Coverage

Big 6 for Homeowners


Big 6 for Homeowners, cont’d.

Big 6 Coverage Details

Unscheduled Jewelry, Furs, and Fine Arts

Option G Extended Dwelling Coverage provides additional Coverage a protection when repair or replacement costs exceed the Coverage a amount on the policy.

Unscheduled Silverware coverage

Option H Option G is designed to provide our customers and agents with an affordable, easy to use alternative to scheduling personal property.

Loss Assessment Coverage

Option FFF Changes to condominium master association agreements often result in Condo Building Items losses being covered


Discounts

Account credit

Burglar alarm credit

Condominium security

Newer home credit

Renewal credit

Sprinkler credit

Discounts may not be available in all markets or states. Documentation may be required.


Home Eligibility Requirements

WIN Test

– Well-maintained

– Insured to value

– No unusual exposures

• Mysterious losses

• Disappearance of scheduled personal property

• In-home business

• Day care

Copyright © 2007. Safeco Insurance Companies of America. Protected by federal law. Do not copy without permission of the Safeco Insurance Companies. CONFIDENTIAL SAFECO TRADE SECRET INFORMATION. DO NOT DISCLOSE! This document contains proprietary trade secrets of Safeco.

23


Ineligibility Criteria

Ineligibilities include:

– EIFS for dwellings over $600k Coverage A

– Farms

– Historical registry

– Under construction


Insurance to Value

The Safeco Replacement Cost Guide provides a minimum estimated value.

The client selects the adequate coverage to reproduce their dwelling.


Estimated Replacement Cost

Accuracy of the Quote & Issue estimate depends on the dwelling size and features you enter.

Be sure to include:

– Specialty features

– Built-ins


Update Home Policies

Using the Replacement Cost Guide and Quote & Issue Safeco can provide a quote and update home policies based on information such as:

– Credit score

– Occupation

– Education

– Year and type ofconstruction

– Second mortgages


Target Market

Required Applicant Information

For example:

– Credit score

– Occupation (except in states where prohibited)

– Education (except in states where prohibited)

– Year and type of construction

– Second mortgages


Product Strategy

Market Tiers

Automated process

Priced based on risk

The rating variables consist of risk and personal characteristics


Rating Variables

Dwelling Personal

Construction material/type Financial responsibility

Year built Claims history

Coverage A limit Tenure with Safeco

Territory No unusual exposures

Quality of fire protection Financial responsibility

Data quality is the key to appropriate tier placement!


Home versus auto: How do they differ?

Additional considerationsfor property require underwriter review to determine overall risk acceptability. Therefore getting a quote does not guarantee it can be issued.

The Safeco Automated Underwriting Model


Cross-sell/Up-sell Opportunities Need to complete bullets

Home Scenarios:

– Xxxx

– Xxxx

– Xxxx

– xxxx


Cross-sell/Up-sell Opportunities

Scenario 1: xxxx

– Xxxx

– xxxx

What do you suggest?



Recommendation:

– xxxxxxxxx



Scenario 2: xxxx

– Xxxx

– xxxx

What are your next steps?



Recommendation:

– xxxxxx



Scenario 3: xxxx

– xxxx

– xxxx

– xxxx




Recommendation:

– xxxx

– xxx



Scenario 4: xxxx

– xxxx

– xxxx




Recommendation:

– xxxx


Online Tools

Product Guide

Policy Inquiry

Policy Forms Viewer

Policy Change Tool

Billing Payment Services


Quote and Issue a Home Policy

Follow these steps:

1. Identify the system used to quote home policies.

2. Enter a quote.

3. Convert a quote to a policy.

4. Complete the billing information.

Remember, the customer is ultimately responsible for determining the amount of coverage.


Resources for Home Information

Safeco Now®

Personal

– Homeowners

– Most Popular Support


Resources for Home Information, cont’d.

Support & Training

– Home

– Safeco True Pricing forHome


Quote New Business and Get Help

Safeco Now®

– Quote & Issue

– Application (fax)

– Product guide

Additional Resources

– Agent quick reference

– Agent support e-mail and phone


Quote & Issue

New business only

Start with a home quote or policy

Complete in less than a minute!


The Policy Change Tool for Updates

Safeco Now® under Homeowners, Write & Services Policies

– Product guide


Additional Resources

Safeco Now

– Agent quick references

– Agent support e-mail and phone

– Marketing Toolkit

World Wide Web

– Safeco.com

– Insurance information

– Competitors’ sites


Safeco Now

Product guide

Tools

Quick reference materials

Training


Life of a New Business Home Policy

What steps do you perform when a client wants a quote for a home policy?


Life of a New Business Home Policy, cont’d.

Recommended Steps

1. What type of home does the client want to insure?

2. Is the home eligible? Check the Safeco Product Guide.

3. If eligible, who will be living in the home?

4. Is the client a risk? Check the:

– Safeco Product Guide

– Safeco insurance score

5. What’s the cost? Use Quote & Issue to issue the quote.

6. If the client accepts the quote, send the declarations, policy contract, billing statement, and ID cards.


What key points did you learn about home insurance?

Home Insurance - Summary


Agenda

• Introduction

• Home Insurance

Landlord Protection Policy Insurance



• Safeco Billing


• Jeopardy Game

• Resources


Homeowners Versus Dwelling Fire

Homeowners Dwelling Fire

Dwelling Coverage

100 % replacement cost based on completed cost guide

Form dependent - 100 % replacement cost or actual cash value based on completed cost guide

Occupancy Owner occupied Tenant occupied

Use Private residence Private residence

Maximum # of Family Units

4 4

Course of Construction

No No

Cash Value vs. Replacement Cost


Homeowners Versus Dwelling Fire, cont’d.

Homeowners Dwelling Fire

Condominium Coverage

Resident owner: condominium form

Tenant: renters form

Condominium form

Coverage for Personal Property in Rental Dwelling

Tenant’s property under a renters form

Coverage C is optional

Ineligible for Coverage

Farm, unless incidental (see the Product Guide for other ineligible situations)

Farm, unless incidental Risks constructed for other than dwelling purposes unless completely converted for dwelling


The Safeco Dwelling Fire Coverage Policies - Types

Continuous Dwelling Fire (CDF) - going away

Landlord Protection Policy (LPP) - new


CDF Versus LPP

CDF LPP

Eligibility

Dwelling and premise that are well maintained with no unusual exposures is assumed but not specified

No dwellings in course of construction

No trailers or mobile homes

Dwelling and premise that are well maintained with no unusual exposures

No dwellings in course of construction

No trailers or mobile homes

PricingPrice based on territory and year built

Price based on risk

Segmentation – up to 11 pricing tiers – state dependant


Landlord Protection Policy: Coverage A - Dwelling

Form (1) /Basic

Form (2) /Broad

Form (8) /Condominium

Dwelling coverage basis

Actual cash value Replacement costReplacement cost – minimum limit of 10,000

Extended coverage basis

Actual cash value Actual cash value N/A

Vandalism and mischief

Not automatically included

May be purchased separately

Automatically included

May not be eliminated

Automatically included

May not be eliminated


Coverage A – Coverage

Covers

Dwelling on Described Location

Structures attached to dwelling other than fences, patios, decks, driveways or walkways

Materials and supplies used for construction, alteration or repair of dwelling or other structures on Described Location

Building equipment used for service of and located on Described Location

Does not cover

Land or retaining wall


Landlord Protection Policy: Coverage B – Other Structures

Forms (1) and (2) /Basic and Broad


StructureOn actual cash value basis up to 10% of Coverage A

NA

LimitsMay not be decreased or eliminated

Increased may be purchased

Perils Same as Coverage A


Coverage B – Coverage

Covers

Fences, patios, decks, driveways, and walkways

Other structures on Described location

Does not cover

Structures used for commercial, manufacturing, or farming

Rented or held for rental to any person not a tenant of dwelling

Grave markers, including mausoleums


Landlord Protection Policy: Coverage C – Personal Property

Forms (1) and (2) /Basic and Broad


Coverage basis

Actual cash value basis NA

Perils Same as Coverage A


Landlord Protection Policy: Coverage D – Loss of Rent, Rental Value

Forms (1) and (2)/Basic and Broad


Coverage basis

Automatically covered up to 10 percent of Coverage A

Loss of rent or rental value are determined by tenant occupancy


Additional Living Expense

Not included for Form (1) N/A

LimitsMay not be decreased or eliminated but increased limits may be purchased

Additional limits not available


Landlord Protection Policy: Ordinance or Law Coverage

All Forms

Coverage basis


Limits Additional limits not available


Optional Coverage A – Extended Dwelling Coverage

Forms – Broad (2)

Extended dwelling coverage may be purchased and provides up to an additional 25 percent of Coverage A should repair or replacement exceed the Coverage A amount displayed on the declarations page.


Optional Coverage N – Earthquake Coverage

Not available in all states

Condominium (8)

Earthquake damage coverage may be extended to frame, masonry veneer and solid masonry dwellings.


Actual Cash Value Versus Replacement Cost

Actual cash value

Repairable damage – cost of repair less depreciated value

Total loss – market value of comparable used property

Other – market value of comparable new property less depreciated value

Replacement cost

All damage – current market price not depreciated value


Group Activity – Account Review


Reference Resources

Safeco Now

Dwelling Fire Product Guide(by state)

Policy Forms Viewer

Agent Quick Referencedocuments


Quote and Issue a Landlord Protection Policy

Follow these steps:

1. Identify the system used to quote landlord protection policies.

2. Enter a quote.




What key points did you learn about land protection policy insurance?

Land Protection Policy Insurance - Summary


Agenda

• Introduction

• Home Insurance


Watercraft Insurance


• Safeco Billing


• Jeopardy Game

• Resources


Watercraft Policy Defined

Terms

Definitions


Only four boats written on a single policy.

Supporting business not required.

Total loss: Agreed value.

Partial loss: Replacement cost.

Unattached equipment (oar, anchor, and wake board)

Personal effects (clothing, scuba/snorkeling gear, and fishing equipment)

The Safeco Watercraft Product


Watercraft Coverages

Liability

Physical damage

– Personal effects

– Emergency assistance

– Tender

Optional coverages

– Uninsured / underinsured

– Medical payments


Watercraft Coverage Options

Liability coverages

Physical damage coverages

Optional coverages

Available discounts


Watercraft Eligibility Requirements

Boat Eligibility

– Safeco’s watercraft appetite

– Acceptable vessel requirements

• Vessel types

• Vessel ownership

• Propulsion types

• Horsepower

– Unacceptable vessel uses

– Ineligible vessel types


Watercraft Eligibility Requirements, cont’d.

Driver Eligibility

– Eligible for coverage

– Special categories

– Ineligible for coverage

– Driving record


Watercraft Eligibility Requirements, cont’d.

Safeco Watercraft Product Guide

– Available content

State-specific Product Guide

– Key eligibility requirements


Target Market

Core focus is medium and small ski boats, fishing boats and runabouts.

The target market for the Safeco watercraft policy includes:

– Maximum length 40’

– Maximum value $300,000

– Maximum speed 65 mph


Chris and Ruth spend lots of time on the river in their 17-foot outboard boat.

Terry is proud of the 18-foot boat he designed and built in his garage from old car parts.

Tony and Karen’s 50-foot yacht is their pride and joy.

Susan takes her 20-foot air-propelled boat out when gathering crawfish.

Aaron has a 26-foot fishing boat with an inboard-outboard motor.

Bob spends every moment he can sailing across the lake in his 14-foot daysailer.

Eligible for Safeco Watercraft?

Copyright © 2007 Safeco Insurance Companies of America. Protected by federal law. Do not copy without permission of the Safeco Insurance Companies. CONFIDENTIAL SAFECO TRADE SECRET INFORMATION. DO NOT DISCLOSE! This document contains proprietary trade secrets of Safeco.

Andrea – New slide added


Cross-sell/Up-Sell Opportunities

Watercraft Scenarios:

– Policy Inquiry

– Coverage Amount

– Add Additional Name Insured

– Watercraft Coverage



Scenario 1: Policy Inquiry

– 12-foot outboard boat

– 50 horsepower motor

– Stored uncovered in backyard

Does my homeowners policy

cover my outboard boat?




Recommendation:

– xxxxxxxxx



Scenario 2: Coverage Amount

– 24-foot boat with an inboard motor valued at $30,000

– Trailer valued at $5,000

– Unattached equipment valued at $1500

How much coverage should I have?




Recommendation:

– xxxxxxxxx



Scenario 3: Cancel Policy

– Won’t be using her boat for the rest of the year

– Wants to renew next summer




Recommendation:

– xxxxxxxxx



Scenario 4: Watercraft Coverage

– Inflatable motorized raft

– Kayak

How do I cover my raft and kayak?




Recommendation:

– xxxxxxxxx


Selling Watercraft Insurance

If you were a CSR’s trusted advisor:

– “What are the questions you would ask your customer to help you determine the best coverage for their needs?”

– “What coverages and limits would you recommend? Why?”

– “What questions would you ask to identify additional sales opportunities?”


Safeco Compared to the Competition

Agreed value

Coverages

Territory

Rates

– Small to moderate power boats

– Small motor yachts


Benefits of a Safeco Watercraft Policy

Provides stand-alone boat business

Insures at agreed value

Provides some coverages without additional charge

– Fuel spill

– Wreckage removal

– Personal effects, up to $250 per occurrence

– Unattached equipment (up to 10% of hull physical damage or $100, which ever is greater )

– Emergency assistance (EAP), up to $500 per occurrence

Offers multiple credits


Benefits of a Safeco Watercraft Policy, cont’d.

Competitive rates

Coverage for full range of recreational boats

No operator experience restrictions

Can quote in one minute or less

Dedicated watercraft-focused claims group

Specialized underwriting team


Online Tools

Quote & Issue

– Watercraft New Business


Quote and Issue a Watercraft Policy

Follow these steps:

1. Identify the system used to quote watercraft policies.

2. Enter a quote.




Resources for Watercraft Information

Books and guides

– ABOS Marine Blue Book

– BUC Used Price Guide

Local boat dealers

Online resources

– National Automobile Dealers Association (NADA) Marine Appraisal Guide


Quoting Tips

Start QuoteStart Quote


What key points did you learn about watercraft insurance?

Watercraft Insurance - Summary


Agenda

• Introduction

• Home Insurance



Recreational Vehicle /Off-Road Vehicle Insurance

• Safeco Billing


• Jeopardy Game

• Resources


Recreational Vehicle and Off-Road Vehicle Policies Defined

Terms

Definitions


RVs separate from Auto. Not considered accommodations.

Vehicles written without supporting business

All vehicles accepted without supporting Auto or Home business

RV insured even if it’s the company’s only policy with the policyholder

The Safeco Recreational Vehicle (RV) Product


RV Coverages, Endorsements, and Limits

Coverages

Endorsements

Limits


State-mandated and anti-theft discounts are available for certain vehicle types.

Discounts and Verifications


Recreational Vehicle Eligibility Requirements

Preferred and standard risks exclusively covered.

Monoline or accounts targets:

– Part-timers and vacation users,

– Motor homes to $500K (increasing to $750,000),

– Trailers, campers, horse and utility trailers to $75K (increasing to $300,000).

Agreed value, vacation liability, improved roadside assistance program added in 2008.


Target Market

* Source: RVIA Industry Profile for 2005 & U.S. Census 2000

8.5 million U.S. households will own a RV in 2010 (up from 7.9 million today).*

One in twelve U.S. vehicle-owning households now owns a motor home, trailer or camper.


Opportunities to Sell RV Policies

RV Coverage Options

Bodily Injury Liability (BI)

Property Damage Liability (PD)

Combined Single Limits (CSL)

Personal Injury Protection (PIP)

Additional Personal Injury Protection (APIP)

Underinsured Motorist Bodily Injury (UIMBI)

Comprehensive Physical Damage Coverage (Comp)

Collision Physical Damage Coverage (Coll)


Resources for RV Information

Safeco Now®

Support & Training

Personal Insurance

– Rec Vehicles

Support

– Quote & Issue Support


RV Program Advantages

17% commission on new business and 10% on renewals.*

All vehicles accepted without supporting Auto or Home business.

Motor homes valued up to $750,000 and trailers up to $300,000.

*Commission levels are equal to those of Auto. If an agency is at 15/15 for Auto, then it will get 15/15 for RV and Classic.


RV Program Advantages, cont’d.

Agreed value policy for antiques and classics.

State-mandated and anti-theft discounts available for certain vehicle types.

Emergency assistance package available on motor homes.


The Off-Road Vehicle Product

Off-Road Policy Guidelines

– The Safeco Off-Road Vehicle program provides comprehensive insurance protection for the responsible operator of an off-road vehicle.


Golf mobiles part of the motorcycle program become ineligible for the ORV program.

The Off-Road Vehicle Strategy

Annual liability, physical damage, uninsured motorist and medical insurance to snowmobiles, and some miscellaneous type vehicles.

Golf mobiles added to the motorcycle program (by state).

Accommodation market offered to primary lines of auto and homeowner insurance.


Off-Road Vehicle Eligibility

Insured up to four vehicles on a single Recreational Vehicle policy (not available in Texas)

– Golf carts

– Snowmobiles

– Trail bikes

– ATVs

– Segway(using miscellaneous as type)


Off-Road Driver Eligibility

At least 14 years old

Good driving record if 16 years old


Follow these steps:

1. Identify key benefits of Quote & Issue for RV or ORV

2. Access Quote & Issue

3. Answer RV or ORV-specific questions on the riders screen

4. Enter year, make and model

5. Identify vehicle without a listed model

6. Activate and complete the custom parts and equipment screen

How to Prepare an RV or ORV Quote


Opportunities to Sell Off-Road Vehicle Policy

Off-Road Coverage Options

– Description of Coverage

– Liability Section

– Uninsured Motorists Section

– Physical Damage Section

– Medical Payments Section


Resources for ORV Information

Safeco Now®

Support & Training

Personal Insurance

– Off-Road

Support

– Quote & Issue Support



RV Scenarios:

– Add co-titled RV

– Add pickup to use for community events

– Add trailer with company logo

– Add trailer equipped with full kitchen



Scenario 1: Add Co-titled RV

– 2003 motorhome

– Two families share using the motorhome

What do you suggest?



Recommendation:

– xxxxxxxxx



Scenario 2: Add Pickup to use for Community Events This is RV if used as a classic use vehicle.

– 1968 Ford Pickup

– Usage for:

• Local parades

• Car shows

• Charity events




Recommendation:

– xxxxxx



Scenario 3: Add Trailer with Company Logo

– Airstream travel trailer

– Company logo on the side

– Used to travel to trade shows




Recommendation:

– xxxx

– xxx



Scenario 4: Add Trailer Equipped with Full Kitchen

– Travel trailer

– Used for tail-gating at football games

– Equipped with:

• Full kitchen

• Sleeping quarters

• Bathroom




Recommendation:

– xxxx


What key points did you learn about recreational vehicle and off-road vehicle insurance?

Recreational Vehicle/Off-Road Insurance – Summary


Agenda

• Introduction

• Home Insurance




• Safeco Billing

Customer Interactions

• Jeopardy Game

• Resources


Activity: CSR/Client Role Play

Sample Customer Scenarios


What key points did you learn from this role-play activity?

CSR/Client Role Play – Summary


Agenda

• Introduction

• Personal Auto Insurance

• Motorcycle Insurance

• Recreational Vehicle Insurance

• Personal Umbrella Insurance


• Safeco Products Compared to the Competition


Jeopardy Game

• Resources


Agenda

• Introduction

• Personal Auto Insurance

• Motorcycle Insurance

• Recreational Vehicle Insurance

• Personal Umbrella Insurance


• Safeco Products Compared to the Competition


• Jeopardy Game

Resources


When is Safeco a Good Fit?

Visit SafecoNow® (www.SafecoNow.com) for information on Safeco products and services.


Are there any questions about what we covered today?

Q & A and Wrap-up


Summary

Describe the Safeco personal lines home, landlord protection policy, watercraft, recreational vehicle, and off-road vehicle insurance.

Describe the coverages, endorsements, and eligibility requirements for each policy.

Describe the differences between Safeco and the competition.

In this workshop, you learned to:


Summary, cont’d.

Describe the Safeco personal insurance quoting process, and list available resources for more information.

Demonstrate the ability to answer common client questions, fulfill billing inquiries, and sell Safeco personal lines insurance.

In this workshop, you learned to:


Recommended Books

Little Red Book of Selling by Jeffrey Gitomer

Stop Telling, Start Selling by L. Richardson

The Art of Possibility by Rosamund Stone Sander

What You Say Is What You Get by George P. Walther

Rules for Renegades by Christine Comaford-Lynch

Now, Discover Your Strengths by Marcus Buckingham and Donald O. Clifton, PhD

The Tipping Point by Malcolm Gladwell

The Fred Factor by Mark Sanborn

The 7 Habits of Highly Effective People by Stephen R. Covey


Recommended Web Sites

The Disney Institute: http://www.disneyinstitute.com/index.cfm

The Institute of Customer Service: http://www.instituteofcustomerservice.com/

Customer Service Help: http://customerservicezone.com/


Recommended Additional Training

Virtual Product Training

Personal Producer Development Program

Future CSR Workshops

Personal Auto: Overview and Selling

Personal Auto: How to Quote & Issue New Business

Virtual Discussion: Auto

Safeco self-study course:

– Motorcycle Overview, Quoting, and Selling

Virtual group discussion:

– Umbrella, Motorcycle, RV/ORV, and Watercraft


Tips for Success

Be proactive not reactive.

Take control and lead the conversation.

Make your own choices.

Work on the 1% you can change.

Love what you do.

© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.


Workshop Credit (Agents Only)

Every two years licensed agents must complete at least 24 credits of Continuing Education courses (the amount of credits vary by state).

The State of Washington approved this workshop for two Continuing Education credits (agents only).


Thank You for Attending

We hope you’ve enjoyed your Seattle workshop experience!

welcome to class! © 2008 safeco insurance company of america. all rights reserved. this information...

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