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
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Your agent works full time, is licensed and will be an outside producer.
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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:
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CLCS or PLCS designation program (National Underwriter Company)
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SWOT Analysis
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Center of Influence (C100) spreadsheet
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Participate in two sales webinars-
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Prepare prospecting letters
PaceSetter Development Conference
Commercial Lines - (Two Week Program)
- Sales Training
- Sales Coaching
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Weekly coaching calls following the conference
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Review prospecting and sales performance
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Role Play
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Review upcoming sales presentations
Personal Lines/Small Commercial - (One Week Program)
- Coverage Training
- Sales Training
- Sales Coaching
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Weekly coaching calls following the conference
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Review prospecting and sales performance
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Role Play
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Review upcoming sales presentations
Sales Incentives
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Weekly, Monthly and Quarterly sales incentives
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Fee Refund based on State Auto production
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Travel Incentive Trip based on State Auto production Production Qualification Levels - State Auto Premium
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$650,000 – Owners Suite
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$550,000 – First Class Airfare
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$450,000 – 2 Additional nights in location + meals
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$300,000 - Grand suite
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$250,000 – Extra night + meals
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$200,000 - Junior suite
- $150,000 – Balcony Room
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$125,000 – Shore excursion for 2
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$100,000 – Cruise for two & 100% Registration Fee Refund
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$ 75,000 – PaceSetter & $300 Guest buy-in and 75% Registration Fee Refund
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$50,000 – PaceSetter & $600 Guest buy-in and 50% Registration Fee Refund
The Sponsor Sales Management Seminar

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