1. . www.InsuranceCommunityUniversity.com Skills Training for Producers & CSRs

2. . www.InsuranceCommunityUniversity.com Insurance forms and endorsements vary based on insurance company; changes in edition dates; regulations; court decisions; and state jurisdiction. The instructional materials provided by The Insurance Community Center and its authors is intended as a general guideline and any interpretations provided by The Community do not modify or revise insurance policy language. Information which is copyrighted and proprietary to Insurance Services Office, Inc. (“ISO Material”) is included in this publication. Use of the ISO Material is limited to ISO Participating Insurers and their Authorized Representatives. Use by ISO Participating Insurers is limited to use in those jurisdictions for which the insurer has an appropriate participation with ISO. Use of the ISO Material by Authorized Representatives is limited to use solely on behalf of one or more ISO Participating Insurers. The authors of these materials, Pace 360 and The Insurance Community Center assumes neither liability nor responsibility to any person or business with respect to any loss that is alleged to be caused directly or indirectly as a result of the instructional materials provided. Pace 360 866-570-9216 www.pace360.com www.theinsurancecommunity.com Copyright 2010 All Rights Reserved 2

3. . www.InsuranceCommunityUniversity.com What is the biggest issue facing you in today's economic marketplace? From the Standpoint of Salespeople PRICE COMPETITION 89% of salespeople say price competition is getting worse

4. . www.InsuranceCommunityUniversity.com Most Salespeople see price as their largest roadblock YET Only 19% felt they were effective at handling price objections!

5. . www.InsuranceCommunityUniversity.com What is the biggest issue facing you in today's economic marketplace  From the Standpoint of Sales Managers  FAILURE TO DIFFERENTIATE PRODUCTS AND/OR SERVICES IS THEIR #1 CONCERN

6. . www.InsuranceCommunityUniversity.com Why Train Your Brokers?  Leverage:  Investing in sales training for your Brokers is your greatest leverage to increasing sales volume, improving commission income, retain current clients, add new lines of coverage to existing accounts and Increase the value of the business practice. It is the smart thing to do.  Evolution:  The ever accelerating speed of change in both knowledge and technology causes to make a decision: continue to learn or become obsolete.

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12. . 72% of the Time Sales Success is in Your Hands!  54% for Quality of relationship with the Salesperson  18% Value-Added Services

13. . www.InsuranceCommunityUniversity.com XLR8 – GROUP25 We have identified the five key sales skills and designed our XLR8 training around them:  The sales skills presented in our training sessions are critical to Producers & CSRs  They are trainable skills that are not based on personality or personal motivation  They are measurable  They will result in consistent and dramatic performance improvement over time.

14. . www.InsuranceCommunityUniversity.com What are the Five XLR8 Sales skills? 1.Managing the Broker/Client Relationship 2.Sales Call Planning 3.Questioning Skills 4.Presentation Skills 5.Gaining Commitments

15. . www.InsuranceCommunityUniversity.com Broker/Client Relationship  Learn the sequential buying-decision process  Learn how to impact that process and in the right order  Learn how to bring the brokers process and the buyers process in synchronization  Learn how to stand-out from the crowd amongst your competitors  Today only 18% of sales people can effectively differentiate themselves from the competition.

16. . www.InsuranceCommunityUniversity.com Sales Call Planning FACT: 99% of salespeople fail to set the right call objectives  PACE360 will:  Provide tools that will prepare you for the call  Develop a roadmap for the team to follow in order to be more successful and earn more business

17. . www.InsuranceCommunityUniversity.com Questioning Skills FACT: 86% of salespeople ask the wrong questions  Ask, don’t tell  Learning about your customers will build and strengthen your relationship  We will cover different questioning tactics and what questions to use and when to use them  Ask situation-appropriate questions during the sales process

18. . www.InsuranceCommunityUniversity.com Presentation Skills  There is always room for improvement  Stand out from the crowd  Engage your customer and capture their business

19. . www.InsuranceCommunityUniversity.com Gaining Commitment FACT: 60% of Producers don’t ask for a commitment. Learn:  Develop a commitment objective for each call  Obtain a client's written consent to complete the sales process  Complete three actions to help you when building relationships with clients  Respond to a client based on his or her stage of need  Manage a client's anxiety by speaking plainly, asking for feedback, and sharing success stories

20. . www.InsuranceCommunityUniversity.com Why are these sales skills so critical to Producers? 1.They are trainable, not personality or motivationally driven. 2.They are measurable. 3.They are adaptable to the needs of each agency and each agent. 4.They are sustainable. Because they are learned behaviors which are reinforced and consistently applied over 6 months they become permanent behaviors and habits. 5.Most Importantly, Improvement is Dramatic.

21. . www.InsuranceCommunityUniversity.com Why are these sales skills so critical to Producers? 1.They are trainable, not personality or motivationally driven. 2.They are measurable. 3.They are adaptable to the needs of each agency and each agent. 4.They are sustainable. Because they are learned behaviors which are reinforced and consistently applied over 6 months they become permanent behaviors and habits. 5.Most Importantly, Improvement is Dramatic.

22. . www.InsuranceCommunityUniversity.com How Effective is Sales Training 90% of Sales Training Programs Fail

23. . www.InsuranceCommunityUniversity.com Why will XLR8 Succeed? Because we are Unique in Approach and Training: We combine two critical elements:  Insurance Oriented Knowledge and Experience  Professional Executive Coaching

24. . www.InsuranceCommunityUniversity.com Why will XLR8 Succeed?  Insurance Oriented Knowledge and Experience.  40 Years in the Industry  Experience with the problems and issues associated with selling professional services

25. . www.InsuranceCommunityUniversity.com Why will XLR8 Succeed?  Managers that underwent a managerial training program showed an increased productivity of 22.4%.  However, a second group was provided coaching following the training process and their productivity increased by 88%. -Public Personnel Management Journal

26. . www.InsuranceCommunityUniversity.com Listing of PACE 360 Services 1.Marketing Assessment 2.Group Training CSRs 3.Industry Expert Series 4.Digital Footprint Assessment 5.Product or Program Launch 6.Sales Meeting or Event Planning 7.XLR8 Group25 8.One-on-One Agency Sales Strategy 9.Sales Measurements 10. Sales Planning Agency 11.Individual Producer Planning 12.Target Marketing and Group Planning

27. . www.InsuranceCommunityUniversity.com Listing of PACE360 Products 1. StarMinder Communication Platform 2. Annual Policy Review Services 3. E/Agency Contact Generator 4. Producer Income Planning

28. . www.InsuranceCommunityUniversity.com Listing of PACE360 Products 5. TOP 25 Client Modeling Tool 6. B2B Lead Manager 7. Web Based Client Contact Manager Platform 8. Effective Newsletter and E-Zine Service

29. . www.InsuranceCommunityUniversity.com Other Products iNotes Policy Review