Program - State Auto Insurance Companies

If one of your greatest challenges is developing and motivating good producers...

State Auto can help!

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Above: Mike Gould of Geny Insurance Agency in Nashville, TN and Michael Eck of the Eck Agency in Attica, KS are PaceSetter Alumni and Super Producers.

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ACESETTER PROGRA

PPTarhcoeegSreatmter Since 1997

AgentSite (look under Popular Links) for application information

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State Auto's innovative PaceSetter producer development program is an intensive yearlong sales partnership between you, your producer, your agency and State Auto. Our team of insurance sales professionals works closely with each PaceSetter producer and agency to develop the marketing, sales, and underwriting expertise necessary to write quality business--and improve your agency's bottom line.

Bob Restrepo, President and CEO of State Auto, addresses a PaceSetter

class.

Craig Andrews, Commercial Lines Faculty, explains commercial insur-

ance principles.

Jeff Wodicka, National Marketing Alliance, is one of The Dynamics of Sales Management instructors.

Linda Propster, State Auto Claims Manager, works with the commercial

and personal lines PaceSetters.

PaceSetter alumni return to visit each new class during the mid-year reunion. From left: Michael Eck, Eck Agency, Attica, KS; Adam Barton, Woodring-Roberts Corporation, Bethlehem, PA; Sharon Galpin, Weathers Insurance, Duluth, GA; Traci Davis, First Texas Insurance Services, Arlington, TX; Mike Gould, Geny Insurance Agency, Nashville, TN; John Williams, Haverstock Insurance Agency, Murray, KY.

PaceSetter...

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ACESETTER PROGRA

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PaceSetter Academy

How PACESETTER Works

? Your producer begins this 12-month sales and marketing effort by attending a Producer Development Conference at State Auto's corporate headquarters in Columbus, Ohio. This two-week conference includes both technical and sales training.

? A State Auto Sales Coach is assigned to your producer. The Sales Coach works closely with your producer throughout the 12 months following the conference to monitor sales activities and further develop sales skills.

? You provide an Agency Sponsor, perhaps yourself, who oversees the producer's prospecting and sales activities in the agency and confers with the Sales Coach when needed.

? Your PaceSetter returns to Columbus for a one-day Mid-Year PaceSetter Class Reunion.

NOTE: Your producer must be licensed before being confirmed into the PaceSetter Program, must have a dedicated PC with internet access, and a personal e-mail address.

The Producer Development Conference Includes:

? The highly acclaimed Dynamics Of Selling sales program presented in its entirety by faculty from The National Alliance for Insurance Education and Research.

? Comprehensive technical training provided by State Auto staff.

? A proven prospecting and sales system which guides your producer's sales efforts in the coming year. Producers begin implementing that marketing plan while in Columbus by making x-dating and prospecting phone calls to their marketing territory.

The Sponsor Sales Management Seminar

This two and a half day seminar for PaceSetter sponsors includes the Dynamics of Sales Management program and can be used to update your CIC designation. This program

addresses the skills needed to successfully train, coach, and monitor the prospecting and sales activities of your PaceSetter producers. Topics include: ? Traits of today's successful sales man-

ager--How to make decisions that have a direct, positive impact on your bottom line. ? Selection and hiring--How to take stock, integrate new producers, create an effective hiring process, select that ace producer, motivate your people, and more. ? Contract and equity issues--How to create win-win situations out of employment and commission agreements. ? Goal setting and monitoring--How to set realistic production goals and maximize performance. ? Compensation strategies--What are the elements of a compensation plan, and how is a successful plan developed? ? Managing For Success with the DISC profile--Understanding behavioral characteristics and how they impact performance.

Technical Dynamics Webinar Travel Hotel Sales DOS Salesforce Sales

Training of Selling Sales & Meals Room Mgmt. Refresher .com Profiles

Training Allowance Training CDs

PaceSetter

Yes Yes Yes Yes Yes Yes Yes Yes Yes

Company GD I S C O N T I N U E D

DISCO

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Mid-Year PaceSetter Class Reunion

Six months into the PaceSetter year, eligible PaceSetters rejoin their class in Columbus for a 11/2-day sales conference. Faculty of The National Alliance return to lead a Dynamics of Selling refresher course.

What's Expected Of A PaceSetter Producer?

Once the PaceSetter returns to the agency, the sales commitment truly begins. Working closely with the Sales Coach, each PaceSetter producer: ? Participates in weekly phone meetings

with the Sales Coach. ? Participates in quarterly sales phone

conferences. ? Attends the Mid-Year PaceSetter Class

Reunion. ? Updates the sales reporting system on

a timely basis.

What's In It For Your Agency?

Your agency will benefit immensely from PaceSetter, if you and your producer remain committed to the program. What benefits, exactly, can you expect? ? More profitable, targeted business which

can lead to higher contingency payments. ? Increased production of quality business. ? Higher producer retention. ? A more professional producer, overall.

PaceSetter Super Producer Brock Ryan of the Murphy Insurance Group in Waunakee, WI shares his experiences with a new PaceSetter class.

Other Important Features

? Fees are 100% refundable. A registration fee refund is made to the agency if your PaceSetter produces eligible State Auto premiums and meets other program requirements.

? A transportation allowance to help offset the cost of sending your producer to the Produce r Development Conference and the Mid-Year PaceSetter Class Reunion.

? Hotel accommodations are provided for your producer while attending the Producer Development Conference and the Mid-Year PaceSetter Class Reunion.

? Breakfast and lunch are provided for your producer during the Producer Development Conference and the Mid-Year PaceSetter Class Reunion.

? A five-day, four-night Caribbean Cruise is awarded to your PaceSetter

if he/she produces eligible State Auto premiums and meets other program requirements. ? Quarterly sales incentives to emphasize specific sales skills. ? The registration fee also includes for the sponsor: private hotel accommodations, breakfast, lunch and a travel allowance.

What You Can Expect From State Auto

? Intensive, personalized weekly phone coaching from a Sales Coach.

? Assistance in securing sales leads from your marketing territory.

? One-year subscription to and My Loss Runs.

? Quarterly sales phone conferences. ? 24 hour sales information line. ? $650 advertising budget for your

PaceSetter.

Sales

Quarterly Sales Fee Cruise My Loss Advertising Designation

Coaching

Incentives InfoLine Refund Incentive Runs Budget Program (The Nat'l.

Incentive (CL)

Underwriter)

52 weeks

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JULY 2011 PACESETTER PROGRAM state ACESETTER PROGRA agentsite ? Luanna Matthews 800-444-9950 ext. 4931 ? luanna.matthews@

PROGRAM DATES July 11 ? 22, 2011 Producer Development Conference July 18 ? 20, 2011 Sponsor Sales Management Seminar February 20, 2012 Mid-Year Class Reunion July 2011 ? July 2012 Sales Coaching

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REGISTRATION FEES (100% Refundable)

? Registration fee includes the Producer Development Conference, Sponsor Sales Management Seminar, Mid-Year Class Reunion, private hotel accommodations, breakfast, lunch, and a travel allowance.

Nominee and Sponsor - $4,750 ? A reduction in fee will be made if the sponsor has attended and does not want to attend again. Call for details. ? If payment is received by March 25, 2011, an early registration fee discount of $250 applies.

NOTE:

? Your application cannot be considered until the PaceSetter fee has been received. ? The registration fee is invoiced and due at the time of registration.

SPONSOR:

Your attendance is optional if you have attended the Sponsor Sales Management Seminar since August 2005. Otherwise, you will need to consider a future PaceSetter class if you are not able to attend.

The Producer Development Conference

SELF-STUDY COURSES Participants may be required to take self-study courses.

WITHDRAWAL/CANCELLATION POLICY A $150 fee will apply to withdrawals/cancellations after May 6, 2011. A $1,000 fee will apply to withdrawals/ cancellations received less than 30 days prior to beginning of class. The entire fee is forfeited once class begins.

ATTENDANCE POLICY Zero Tolerance--PaceSetters are required to attend all sessions in their entirety, without exception. The only acceptable excuse for tardiness or absenteeism is personal illness requiring medical attention.

From left: PaceSetter Coaches Ken Fields, CPCU, CIC; Diane Masterson, CPCU, CIC; PaceSetter Coordinator Luanna Matthews, CPCU, CISR; and Bridgette Brodbeck.

PACESETTER FEE REFUND INCENTIVE

Qualifying State Auto premium:

Refund of fees paid:

$100,000

100%

$75,000

75%

$50,000

50%

PaceSetter

Results PaceSetter PaceSetter Average*

Results $350,000

$300,000

PaceSetter Average*

$350,000 250,000

$300,000 200,000

250,000 150,000

200,000 100,000

Industry Average*

CESETTER PROGRA

150,000 50,000

Industry Average*

100,000

0 50,000

*First year written premium

Average new premium written per

participant for all lines, all companies.

0

*First year written premium

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

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