Are you ready to go the distance? Be a part of the most innovative and effective new agent development training program in the industry.

Celebrating 20 years of developing great agents

�ePaceSetter Program

�ePaceSetter Program

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Since 1997

SM

Testimonials

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“When asked to attend the PaceSetter Personal Lines Program, I thought, ‘What is PaceSetter going to teach me that I don’t already know after doing insurance for 13 plus years (as a CSR)?’ Well, PaceSetter has taught me a lot! PaceSetter taught me how to build relationships — not only with my customers but 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 would not have had the success that I had this past year!”—Crystal White, DLH Associated LLC

Princeton, W.Va.

“PaceSetter was my very first introduction to insurance sales and servicing. The 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 the coaching, the efforts of the PaceSetter team and the amazing cruises, it’s a program that every new agent should do!”—Matthew Ring, Associated Insurance Agencies

Indianapolis, Ind.

“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.” —Michael Eck, Eck Agency

Attica, Kan.

“The PaceSetter Program kicked me into another gear with production and goals. Being accountable to someone and achieving goals makes all the difference in the world. The coaching staff and the entire program is the best of the best.” —Traci Davis, First Texas Insurance Services

Arlington, Texas

How does PaceSetter compare? PaceSetter IndustryProgram

Company A

Company B

Company C

Technical Training Yes Yes Yes NoDynamics of Selling Yes Yes No NoSales Webinars Yes Yes No NoSales Management Training Yes Yes No NoDOS Audio Series Yes Yes No NoMid-Year Conference Yes Yes No NoTravel and Meal Allowance Yes No No NoHotel Room Yes No No NoSalesforce.com Yes No No NoSales Profiles Yes No No No52 Weeks Coaching Yes No No NoQuarterly Incentives Yes No No NoSales Blog Yes No No NoFee Refund Incentive Yes No No NoCruise Incentive Yes No No No

PaceSetter is an intensive year-long sales partnership between the agency sponsor, the new agent, the agency and State Auto®. Our team of insurance sales professionals works closely with each PaceSetter new agent and agency to develop the marketing, sales and underwriting expertise necessary to write quality business – and improve the agency’s bottom line.

How PaceSetter worksYour new agent begins this 12-month sales and marketing effort by attending a New Agent Development Conference at our corporate headquarters in Columbus, Ohio.

A PaceSetter sales coach will work closely with your new agent throughout the 12 months following the conference to monitor sales activities and further develop sales skills.

The agency sponsor, typically the agency owner or sales manager, oversees the new agent’s prospecting and sales activities in the agency and confers with the sales coach when needed.

What’s in it for your agency? More profitable, targeted business, which can lead to

higher contingency payments Increased production of quality business Higher new agent retention

Who should attend?The PaceSetter program is an intensive sales development program designed for your newly hired and licensed agents. Your agent must be appointed with State Auto prior to registration.

What’s expected of your agent? Participate in weekly phone coaching with their

sales coach Participate in quarterly sales phone conferences Participate in scheduled sales blitzes Update their sales reporting system on a timely basis Participate in Mid-Year PaceSetter conference

A New Agent Development Program

�ePaceSetter Program

�ePaceSetter Program

3

4

Since 1997SM

Mike LaRocco, State Auto President and CEO, talks with a PaceSetter class.

Personal Lines and Small CommercialPaceSetter Program

Commercial LinesPaceSetter Program

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  PaceSetter Sales for Personal Lines and

Small Commercial Cold calling Time management Sales role play Social media Develop referral partners

Post Conference 52 weeks of sales coaching Salesforce.com Attend 1½-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 Commercial Lines PaceSetter

Program within two years following 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

Post Conference 52 weeks of sales coaching Salesforce.com Attend 1½-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

Jeff Wodicka, faculty member of the National Alliance, discusses sales strategies with a PaceSetter class.

Sponsor Sales Management SeminarSponsor 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

If you’d like to find out more, please contact PaceSetterTeam@StateAuto.com.

We’ll go the distance with you ... Two tracks to choose from:

Personal Lines/Small Commercial or Commercial Lines

 Sales training Insurance technical training  52 weeks of personalized

sales coaching  Social media instruction

and coaching

From left: Sales Coaches Diane Masterson, Pam Kusma and Ken Fields.

Registration InformationThe PaceSetter Program is only available to State Auto agencies.

To apply or learn more about PaceSettergo to StateAuto.com/AgentSite. After logging in, click on PaceSetter Program under popular links.

Conference Location State Auto Corporate HeadquartersPavilion Training Center518 East Broad StreetColumbus, Ohio 43215

SM-221 (0317)

PaceSetter Team ContactPeg Fullwiler (above on right)PaceSetter Coordinator800-444-9950, ext. 5397Peg.Fullwiler@StateAuto.com

Trisha Ray (above on left)PaceSetter Coordinator800-444-9950, ext. 5715Trisha.Ray@StateAuto.com

CoachesKen Fields, CPCU, CICDiane Masterson, CPCU, CICPam Kusma, CIC

Follow PaceSetters on Facebook

July 17 – 28, 2017Commercial Lines

July 24 – 29, 2017Personal Lines and Small Commercial

Jan. 22 – Feb. 2, 2018Commercial Lines

Jan. 29 – Feb. 3, 2018Personal Lines and Small Commercial

PaceSetter Sales Development Conference Dates

StateAuto.com/AgentSite (under Popular Links)