State Auto can help! - The PaceSetter Program

If one of your greatest challenges is developing
and motivating good producers...
State Auto can help!
PACESETTER
PROGRAM
Now accepting registrations
for the July 2011
PaceSetter Program
Fees 100% Refundable
The
PaceSetter
Program
Since 1997
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.
StateAuto.com/AgentSite
(look under Popular Links)
for application information

PACESETTER
PROGRAM
The
PaceSetter
Program
Bob Restrepo,
President and
CEO of State
Auto, addresses
a PaceSetter
class.
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.
Craig Andrews,
Commercial Lines
Faculty, explains
commercial insurance
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...
A Producer
DevelopmentProgram
PACESETTER
PROGRAM
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 head quarters
in Columbus, Ohio. This two-week
conference includes both tech nical 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 In sur ance 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 manager—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 G DISCONTINUED DISCO
Company H No No No No No No No No No
Industry Program Yes Yes Yes No No Yes No No No

Mid-Year PaceSetter
Class Reunion
Six months into the PaceSetter year,
eligible PaceSetters rejoin their class in
Columbus for a 1 1 /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 Pace Setter 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 Pro duc er Development
Conference and the Mid-Year
PaceSetter Class Reunion.
• Hotel accommodations are provided
for your producer while attending the
Producer De velop ment 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 salesforce.com
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 Yes Yes Yes Yes Yes Yes Yes
NTINUED
DISCONTINUED
Optional, 26 weeks
for additional N fee no No No No No No Yes
No no No No No No No No

PACESETTER
PROGRAM
JULY 2011 PACESETTER PROGRAM
www.stateauto.com/agentsite • Luanna Matthews 800-444-9950 ext. 4931 • luanna.matthews@stateauto.com
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
Last day to apply-
April 4, 2011
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
Refund
State Auto premium: of fees paid:
$100,000 100%
$75,000 75%
$50,000 50%
$350,000
$300,000
$350,000
250,000
$300,000
200,000
250,000
150,000
200,000
100,000
150,000
50,000
100,000
PaceSetter
Results
PaceSetter
Results
Industry Average*
Industry Average*
PaceSetter Average*
PaceSetter Average*
PACESETTER PROGRAM
0
*First year written premium
50,000
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.

Testimonials
PACESETTER PROGRAM
Stephen Appelbaum
Insurance Concepts of St. Louis
St. Louis, MO
“PaceSetter is the road map to success. It teaches the skills necessary to build a strong book of
business from scratch and instills the confidence you need in a competitive environment. Simply
put, it is the best decision I have made in my young insurance career.”
Sharon Galpin
PaceSetter Alumni Club
Weathers Insurance Agency
Duluth, GA
“From the excellent classroom training by professionals in the industry to the supportive and knowledgeable
coaches you interface with on a scheduled basis, the program offers something for everyone
whether novice or seasoned. The accountability to a coach on a regular basis keeps you focused, and
the support and encouragement to achieve your greatest potential is a tremendous asset.”
Michael Eck
Eck Agency, Inc.
Attica, KS
“I am a very goal oriented person, and PaceSetter helped me attain the goals I set for
myself. They taught me to be a better agent than I ever thought possible.”
Mike Gould
Geny Insurance Agency, Inc.
Nashville, TN
“The PaceSetter Program taught me many great things. I feel most importantly, it taught me how
to manage my time and prioritize. I am positive that I can attribute my success as a rookie agent to
PaceSetters. I would highly recommend it to anyone regardless of age or experience.”
sponsor SPONSOR sales SALES management MANAGEMENT Program PROGRAM
Steve Weiler
Archer-Meek-Weiler Agency, Inc.
Columbus, OH
“I hope to have someone in each Pacesetter class and have a different sponsor within the agency
attend the sales management half of the program. I think it is the consultative sale approach along
with the commitment to mentoring that match our culture with the fundamentals of the Pacesetter
experience. It works and everybody wins-from the new clients, the Agency, the new hire, and the
Insurance Company. A win/ win/ win/ win/. Thank you (again) and Congratulations (again).”
Timothy J. Konich, CPCU
President
Consolidated Union
Logansport, IN
“Pacesetter not only develops your new producer, it forces sponsors/managers to partner with the
new producer and to think critically about all aspects of the agency market efforts. You return
invigorated with ideas to implement immediately after leaving the classroom. I hope there is
room for another of our new producers in the next session.”
Larry B. Kerr
Allen-Thorley-DeLloyd, Inc.
Elyria, OH
“The PaceSetter Sponsor Sales Management Program was very well organized and certainly kept
my attention. I believe it will be very helpful in managing our PaceSetter. You gave us a clear understanding
of what the PaceSetters were learning and how you were to complete their training with
weekly follow-up phone appointments. Thanks again. The training I received was very worthwhile.”
Jack Dean
Bill Rayls Insurance Agency, Inc.
Kokomo, IN
“The time I spent in the PaceSetter Sponsor Sales Management program was the best learning
experience I have had in 30 plus years.”
MK 531-0111