How It Works

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.

Who’s a Candidate

Your agent works full time, is licensed and will be an outside producer.
He or she is new(er) to the business, typically less than 3 years in the business and has no or minimal service or management responsibilities.

***NOTE: Your producer must be licensed and appointed with State Auto before being confirmed into the PaceSetter Program.***

Pre-Conference Assignments to be completed:

CLCS or PLCS designation program (National Underwriter Company)
SWOT Analysis
Center of Influence (C100) spreadsheet
Participate in two sales webinars-
Prepare prospecting letters

PaceSetter Development Conference

Commercial Lines - (Two Week Program)

Sales Training
Sales Coaching
Weekly coaching calls following the conference
Review prospecting and sales performance
Role Play
Review upcoming sales presentations

Personal Lines/Small Commercial - (One Week Program)

Coverage Training
Sales Training
Sales Coaching
Weekly coaching calls following the conference
Review prospecting and sales performance
Role Play
Review upcoming sales presentations

Sales Incentives

Weekly, Monthly and Quarterly sales incentives
Fee Refund based on State Auto production
Travel Incentive Trip based on State Auto production Production Qualification Levels - State Auto Premium
$650,000 – Owners Suite
$550,000 – First Class Airfare
$450,000 – 2 Additional nights in location + meals
$300,000 - Grand suite
$250,000 – Extra night + meals
$200,000 - Junior suite
$150,000 – Balcony Room
$125,000 – Shore excursion for 2
$100,000 – Cruise for two & 100% Registration Fee Refund
$ 75,000 – PaceSetter & $300 Guest buy-in and 75% Registration Fee Refund
$50,000 – PaceSetter & $600 Guest buy-in and 50% Registration Fee Refund

The Sponsor Sales Management Seminar

Jeff Wodicka, National Marketing Alliance, leads a group discussion with PaceSetter Sponsors.

Topics include:

Traits of today's successful sales manager
Make direct and positive decisions that impact on your bottom line.
Selection and hiring
Integrate new producers, create an effective hiring process, select that ace producer, motivate your people, and more.
Contract and equity issues
Create win-win situations out of employment and commission agreements.
Goal setting and monitoring
Set realistic production goals and maximize performance.
Compensation strategies
Elements of a successful compensation plan.
Managing For Success with the DISC profile
Develop behavioral characteristics that impact performance.

NOTE: Sponsor, your attendance is optional if you have attended the Sponsor Sales Management Seminar within the last 10 classes. Otherwise, you will need to consider a future PaceSetter class if you are not able to attend.

Expectations of a PaceSetter

Once the PaceSetter returns to the agency, the sales commitment truly begins. Working closely with their Sales Coach, each PaceSetter producer must:

• Participate in weekly phone coaching sessions with the Sales Coach.

• Participate in quarterly sales phone conferences.

• Participate in scheduled sales blitz days, along with their agency sponsor.

• Update a comprehensive reporting system on a timely basis.

How It Works: PaceSetter Program

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 and a half day Mid-Year PaceSetter Class Recharge.

Mid-Year PaceSetter Class Recharge

Six months into the PaceSetter year, eligible PaceSetters rejoin their class in Columbus for a one and a half day sales conference.

PaceSetter Super Producers also return to Columbus during the Mid-Year Class Recharge to participate in a Panel Discussion and Round Robin.

What you Can Expect

Intensive, personalized weekly phone coaching.
Assistance in securing sales leads from your marketing territory.
One-year subscription to Salesforce.com.
Quarterly sales phone conferences.
Weekly PaceSetter Sales Blog

Application Instructions

Application Process

Carefully review the program description and PaceSetter contract before submitting an application.
***Sponsors and PaceSetter Nominees***
Please view the Personal Lines pre-registration presentation.

Viewing this presentation is required. The interview cannot be conducted until both the agency sponsor and the PaceSetter candidate have viewed the presentation.
Please view the Commercial Lines pre-registration presentation.

Viewing this presentation is required. The interview cannot be conducted until both the agency sponsor and the PaceSetter candidate have viewed the presentation.
Please keep in mind the classes are limited - Participants for the July 2020 class will be selected from applications received between March 5th through June 8th, 2020.
Application is a 2-step process. First, the *agency sponsor completes Part A of the on-line application. The PaceSetter nominee is then sent an e-mail with a link to complete Part B of the application and Sales Profile. Please complete Part A of the on-line PaceSetter Application.
*agency sponsor is an individual within your agency whom will act as the PaceSetter's sales manager.

The following information is required during the application process:
- Eight Zip Codes from your candidate's marketing territory. Prospects will be provided to your candidate from these ZIP codes. You will want to have these ready before you begin.
- Your Nominee's email address (It is important that we have a correct email address for your Nominee in order for them to complete PART B of the application.)
Submit Resume
Complete interview with a sales coach
Review orientation video, sign contract and submit payment
Final confirmation is when payment is made.

PLEASE NOTE: Please allow at least 15 minutes to complete the application in full. If the process is interrupted, you may have to start over from the beginning. It is important you complete each screen before moving to the next.

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