Personal Lines/ Commercial Lines Small …...Jan. 18 - 29, 2021 Commercial Lines Jan. 25 - 30, 2021...
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SM-221-0220 Personal Lines/ Small Commercial Program Sponsor Sales Management Seminar Commercial Lines Program 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 Conference Comprehensive Insurance Training 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-RECHARGE ■ 52 weeks of sales coaching ■ Salesforce.com ■ Attend 1.5-day Mid-Year Recharge ■ 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 videoWW ■ 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-RECHARGE ■ 52 weeks of sales coaching ■ Salesforce.com ■ Attend 1.5-day Mid-Year Recharge ■ 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 ■ Most meals ■ CIC update New PaceSetter agents attending the Conference in Columbus. PaceSetter Results Average new premium written per participant for all lines, all companies. July 20 - 31, 2020 Commercial Lines July 27 - Aug. 1 2020 Personal Lines/Small Commercial Jan. 18 - 29, 2021 Commercial Lines Jan. 25 - 30, 2021 Personal Lines/Small Commercial PACESETTER SALES DEVELOPMENT CONFERENCE DATES A NEW AGENT DEVELOPMENT PROGRAM PaceSetter ® 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 21 years or older and appointed with State Auto prior to registration. PERSONAL LINES/SMALL COMMERCIAL - This 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 LINES - This program is designed for full time 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 High Touch ■ Phone prospecting ■ Face-to-face prospecting ■ Networking ■ Rapport building ■ Identifying buying styles ■ Developing centers of influence ■ Role playing ■ Sales coaching
Transcript of Personal Lines/ Commercial Lines Small …...Jan. 18 - 29, 2021 Commercial Lines Jan. 25 - 30, 2021...
SM-221-0220
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 Conference Comprehensive Insurance Training 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-RECHARGE■ 52 weeks of sales coaching■ Salesforce.com■ Attend 1.5-day Mid-Year Recharge■ 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 videoWW■ 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-RECHARGE■ 52 weeks of sales coaching■ Salesforce.com■ Attend 1.5-day Mid-Year Recharge■ 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■ Most meals■ CIC update
New PaceSetter agents attending the Conference in Columbus.
PaceSetter Results
Average new premium written per participant for all lines, all companies.
July 20 - 31, 2020Commercial Lines
July 27 - Aug. 1 2020Personal Lines/Small Commercial
Jan. 18 - 29, 2021Commercial Lines
Jan. 25 - 30, 2021Personal Lines/Small Commercial
PACESETTER SALES DEVELOPMENT CONFERENCE DATES
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.
PERSONAL LINES/SMALL COMMERCIAL - This 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 LINES - This program is designed for full time 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
High Touch
■ Phone prospecting ■ Face-to-face prospecting ■ Networking ■ Rapport building ■ Identifying buying styles ■ Developing centers of influence■ Role playing ■ Sales coaching
SM-221-0220
Testimonials“Dietz and Bluett Insurance has found Pacesetters 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. Pacesetters 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 Pacesetters program!”
-Lee Dietz Agency Principal, Dietz Insurance
“The Pacesetter Program gave me the push and accountability to succeed as a brand new agent in the insurance industry. The structure of the program and weekly coaching calls definitely played a huge role in my success. I would suggest this program to any new or even existing agents who would like to be the best in the industry.!”-Chandler Jackson, Crawford Insurance
“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 it’s 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 Teams 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 OfficerFirst Choice Agents Alliance
The most innovative and effective new agent development program in the industry
“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 5 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
Having had the pleasure of working with many of the Producer Development programs offered by Carriers around the Nation I place the Pacesetter program at the top of the stack. It is the only program that that has committed 100% of senior staff time and focus to managing the sales process of new entrants to our business. The result has been to change the lives of at least 2000 producers as well as the agencies they are a part of. Pacesetter is not an event it’s a transformation. Jeffrey Wodicka, CIC President Business Development
Peg [email protected] ext. 5397
PaceSetter Coordinator
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.
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
Conference LocationState Auto Corporate Headquarters
Pavilion Training Center518 East Broad StreetColumbus, Ohio 43215
