A must-have orientation to agency management to help your newly appointed sales managers and supervisors understand

the requirements of the field manager position, its major components, and how to carry out their new responsibilities.

Participants who complete this course are able to: • Learn the main functions of the management-role. • Practice skills important to conducting the management-role functions. • Identify opportunities and strategies to adopt management-role skills into

your organizations. • Retain agents for long-term profitability.

Target Audience: • An ideal new managers and supervisors agency/sales management

orientation program • First two years of service managers and supervisors who want to:

o Construct and implement an agency action plan o Improve recruiting techniques and results o Formulate better selection practices, processes, and tools o Enhance agent training and development o Determine what motivates agents to help them improve job

performance and accountability o Set performance standards to manage effectiveness

and efficiency

Delivery Option: • Facilitator-led classroom training — Four-and-a-half days of

facilitation and skills-use activities led by a LIMRA Certified Facilitator or LIMRA Certified Company Facilitator

• Optional virtual coaching sessions — Three virtual coaching sessions delivered 30, 60, and 90 days after completion of the seminar

With proven strategies and skills for laying a foundation for agency success, next-generation team building, and motivating agents to success, this program will help new managers and supervisors

generate greater productivity.

For more information visit www.limra.com/pacesetter or contact talentsolutionsinternational@limra.com

Pacesetter is designed to provide comprehensive managerial-skill training for first line managers that is in tune with emerging demographic, social, and technology trends.

A four-and-a-half-day program designed for field managers within their first two years; focus is on improving manager performance and developing critical management skills in: • Planning • Recruiting and Selecting • Performance Appraisal • Training • Motivation • Time Management

The program includes a popular Anytown Simulation providing participants the opportunity to: • Run an agency for three years

in three hours • Make decisions and see

results immediately • Enhance decision making and

team building

Pacesetter is one of LIMRA’s Associate Insurance Agency Manager (AIAM) and Chartered Insurance Agency Manager (CIAM) designation courses. While The AIAM designation reinforces participants’ commitment to management, the CIAM designation provides a track for professional development and a benchmark by which the manager can be measured and recognized.

LIMRA Talent Solutions International

Pacesetter

00122-0718 (50700-10-710-48526)

CURRICULUM OVERVIEW

Program Module Key Participant Takeaways

Pre-Seminar Project • Information for understanding their agencies’ current performance

Day1 — Planning and Goal Setting: Building a foundation for agency success.

• Critical elements and job tasks of agency management • How to control costs and make appropriate capital investments • Time-management principles plus systems for increasing productivity and

addressing common “time robbers” • A perspective on the agent’s role and key agent performance benchmarks

Day 2 — Recruiting and Selecting New Agents: Best practices for finding and hiring top sales talent.

• How to plan for agent production and recruiting requirements to achieve business objectives

• An ongoing process for identifying and recruiting top sales talent for their agencies

Day 3 — Developing Agents: Creating a how, why, and when action plan that propels new-agent success.

• How to apply adult-learning concepts and learning styles for training and recognize and overcome obstacles to learning

• How to identify performance discrepancies and correct them through an individualized training plan

• Development of an effective multi-year agent-training and production plan

Day 4 — Managing Performance: Strategies for motivating and coaching agents to success.

• How to use LIMRA’s Five-Step Coaching Model to lead agents to maximum performance with effective performance-management techniques and motivational strategies

Day 5 — Bringing It All Together: Summarizing what has been learned and how to apply it.

• An agency performance-improvement plan critiqued by fellow participants • What to complete during the next 30 days to drive results and

profitable growth

Post-Seminar Project • Managers implement their action plans with guidance from their supervisors

Optional Post-Seminar Coaching • Live virtual-classroom coaching sessions that reinforce learning, allow participants to share their challenges and achievements, and facilitate return-on-investment strategizing