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 Ray [email protected]800.444.9950, ext. 5715 Peg Fullwiler [email protected]800.444.9950 ext. 5397 PaceSetter Coordinators Conference Location State Auto Corporate Headquarters Pavilion Training Center 518 East Broad Street Columbus, Ohio 43215 SM-221-0819 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 & Associates New 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 Group Nashville, 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 Agencies Indianapolis, 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 LLC Princeton, 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 Insurance Park Hills, Kentucky The most innovative and effective new agent development program in the industry
Conference LocationState Auto Corporate HeadquartersPavilion Training Center518 East Broad StreetColumbus, Ohio 43215
SM-221-0819
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
The most innovative and effective new agent development program in the industry
SM-221-0819
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
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
New PaceSetter agents attending the Conference in Columbus.
PaceSetter Results
Average new premium written per participant for all lines, all companies.
Jan. 20 - Jan. 31, 2020Commercial LinesJan. 27 - Feb. 1, 2020Personal Lines and Small Commercial
July 20 - July 31, 2020Commercial LinesJuly 27 - Aug. 1 2020Personal Lines/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
■ Phone prospecting ■ Face-to-face prospecting ■ Networking ■ Rapport building ■ Identifying buying styles ■ Developing centers of influence■ Role playing ■ Sales coaching
