Personal Lines & Small Commercial

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.

How It 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 one-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.


PaceSetter Development Conference

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

 

Application Process

  1. Watch video

  2. Review PaceSetter Contract 

  3. Complete the on line application

- First, the agency sponsor completes Part A of the application..  Then the PaceSetter Nominee is sent an email with a link to complete the application and sales profile.  Note - ask Peg about the Please Note section.

  1. Submit resume

  2. Complete interview with a sales coach

  3. Review orientation video, sign contract and submit payment

  4. Final confirmation is when payment is made.

 

Pre-Conference Assignments to be completed:

  1. CLCS or PLCS designation program (National Underwriter Company)

  2. SWOT Analysis

  3. Center of Influence (C100) spreadsheet

  4. Participate in two sales webinars-

  5. Prepare prospecting letters

 

Conference

Commercial Lines - two weeks

Week 1 - Insurance Contract Training

Week 2 - Sales Training (includes the Saturday between the two weeks)

 

Personal Lines - one week

Coverage Training

Sales Training

Box in:  DOS and Dr Hold, Salesforce

Sales Coaching

  • 52 weeks, 30 minute coaching calls

  • Review prospecting and sales performance 

  • Role Play

  • Review upcoming sales presentations

  • Coach on DOS principles

Sales Incentives

  • Weekly, Monthly and Quarterly sales incentives

  • Fee Refund based on State Auto production

  • Travel Incentive Trip based on State Auto production

 


The Sponsor Sales Management Seminar

 

Joan
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.

 


What's Expected of a PaceSetter Personal Lines 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 coaching sessions with the Sales Coach.
• Participates in quarterly sales phone conferences.
• Participates in scheduled sales blitz days, along with their agency sponsor.
• Updates a comprehensive reporting system on a timely basis.

NOTE: Your producer must be licensed and appointed with State Auto before being confirmed into the PaceSetter Program. They must have a cellphone and a laptop with USB port as well. (Manuals will be provided via USB drives. Participants will need to be able to utilize these on their devices.)

 


How It Works: Commercial Lines

  • 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 Reunion.

 


Mid-Year PaceSetter Class Reunion

Six months into the PaceSetter year, eligible Commercial Lines PaceSetters rejoin their class in Columbus for a one and a half day sales conference. Faculty of The National Alliance return to lead a Dynamics of Selling refresher course.

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

Joan

 


What you Can Expect From State Auto Commercial Lines

  • 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

  1. Carefully review the program description and contract before submitting an application.
    ***Sponsors and PaceSetter Nominees***
  2. 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.

  3. 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.

  4. Please keep in mind the classes are limited to 25 participants.  Participants for the Jan 2020 class will be selected from applications received between Sept 3 through Nov 22, 2019.
  5. 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. 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.

    *Note: In order to complete the application, you will need to first log onto StateAuto.com/Agentsite. Then, select the PaceSetter Program link to access the “How to Apply” page.

  6. 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.)

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.

 

Upcoming PaceSetter Programs

Personal Lines and Small Commercial

July 27 - August 1 2020 Producer Development Conference
July 27 - July 29 2020 Sponsor Sales Management Seminar

Commercial Lines

July 20 - July 31 2020 Producer Development Conference
July 27 - July 29 2020 Sponsor Sales Management Seminar
For complete calendar of events click here.