New Employee Meeting October 18, 2011

History of Most Insurance

• Established in January 3, 1973 as an exclusive Nationwide Insurance Agency– No Computer, no fax, not typewriter, card table

and manual apps!• Business Agent 1974-1989• Transition to Personal Lines focus 1996-2000• April 1, 1998 Established Dade City office lead

by the Mayor Scott Black

• Craig joined the team in 2004 with a focus on Financial Services, and Commercial Sales

• Eric followed late 2004 working in personal lines• 2007 Craig was given opportunity to leave and

buy out a retiring agents operation in Brandon• January 2008 transitioned from a Nationwide

exclusive agent to an independent agency, at the same time merging both agencies together.

• 2008 New entity formed Most Ins LLC, owned by Robert, Craig and Eric Most

• 2011 consolidated the 3 Tampa offices into the Florida head-courter office of 801 N Armenia. To allow further growth and diversification to strategic locations in Florida, and moving into multi states in the near future.

Overview of our 2011 Kick off meeting

Welcome to 2011

• A New Year, An Increased Focus, A Strong Position

• That is how we started of the year, and boy is it true you can see vast changes in the past 6 months.

• Television Ad 1• Television Ad 2

Most Insurance Vision

• We Expect:

– Giving Exceptional Insurance Experiences – Protecting What Matters Most– Treating customers as we would like to be treated– Consultative Approach to Sales/Service– Always leaving a customer/prospect better off than before we

spoke with them. – What has been called the Golden Rule

» Treat Others as You want to be treated» This includes Customers, underwriters and Co-workers

Most Insurance Vision

• We Expect:

– To work with individuals who are engaged in, and concerned with Most Insurance, their co-workers, and their customers

– New thoughts, ideas, and strategies. We appreciate and expect new ideas, and suggestions.

– A feeling of urgency as we approach all of work life. – Team members of Most Insurance to be looking for opportunities

to bring new business into Most Insurance. We should always be prospecting! And Always be closing/selling!

– Most Insurance is a sales organization

Level 1 & Level 2

• For the last couple years we have been talking about Level 1 & Level 2 Basically we were at level one, and wanting to get to level 2. Level one was our base line.

Level 1 & Level 2• Over the past 2 years we needed to Get some things

– Tracking – Niches

• Cold Stone • Adult day care facilities• Churches• Rental Storage facilities• Private Client High Net Worth Insurance Program

– Goal Setting– Renewal/Claims Process– Procedures – Mortgage/Realtor Plan – Better internet presence (Agency Revolution)– Improve Cross/Sell Focus – Personal Lines Marketer (Jenny)

Level 1 & Level 2• Over the past 2 years we needed to Keep some things– Aggressive Marketing

– Verizon TV Commercials, Radio ads (Ann Kelly), WTBN, Dupont Registry– Technology Focus– Process/Procedure Driven– Convenience to customers– Adaptability– Branding– Sales Atmosphere

• Over the past 2 years we needed to get rid of some things– Which we have done

Level 2 to Level 32011 Focus to take us from Level 2 to Level 3

•Things we need to Get or improve– Auto must become King Again!– More Process Driven– Every User in the agency needs to be familiar with and utilizing all our

technologies for improved efficiencies including but not limited to:• Spark, and proper Spark notification settings• Print to PDF• Fax @vantage• Echo Sign• Improved typing skills • Applied Mastery

– Cross Training on products and jobs• Everyone should know how to take a payment, and be willing at anytime

Level 2 to Level 3

– Ready and Willing to do whatever it takes attitude– More Commercial Niches/Producers• Adding product Specialties in 2011

• Professional Liability• Restaurant

• Additional Producers• Greg Weaver

• Diversification by location (locations outside of Tampa Market)

Agency Retention Numbers 2010

• Overall Retention– 88.6%

• Tampa Offices– 88.78 %

• Dade City Office– 87%

• Commercial – 89.2 %

– This does include Non renewals of HO

– This also includes Nwide Commercial Conversion

Reports used etc.,

• Expiration List (applied)• Premium Change – Daily– +/-7% Change

• Cancellation (Daily)• Retention report (monthly)• Non Renewal List (google)

Behind the scenes alphabet Splits

Break

Technologies we use overview

• AR-website• AR- engine• Applied• Echosign• Vid Bisquit• PL Rater, SilverPlumb– Auto

• Spark• Call Assistant • Keypass• Fax @vantage• Electronic Timecard• Semcat– Home

Lunch and WorkSales and Service Ideologies

Target Clients

• Auto • Multi-lined• Higher valued homes $250,000-$750,000 • High valued homes > $1,000,000• Typical Target has house-hold income – > $100,000– Multiple cars– Toys

Sales/Service

• Want to be working with top clients

• Referring Clients• Nicer/Newer Homes• Must spend time on

profitable clients/prospects

• We are not afraid to say we do not have a market for you.

• Each thing we work on must generate minimum of $53.38 commission /hour worked/year– So work 3 hours in a

given year on a case we need $160.14

– Home needs to be $1600 premium

– Auto would need to be $1067.60 premium

• Umbrella Insurance– In my opinion everyone

needs an umbrella, just the questions is how big of one do you need?

• Flood Insurance (NW)– Everyone is in a flood

zone. Some are just in a preferred risk flood zone

• Jewelry and Inland Marine (Abacus)

• Toys (Pro, NW, Safeco)– Do you have a trailer

hitch on your car? What you pulling with that?• Motor-cycle• Boat• Jet-ski

Selling for Sales and Service

• Selling by story telling• Selling by asking questions (consultative

selling)• No Apples to Apples selling • Benefit selling• Referrals, Referrals, Referrals Expect 5/week

Preferred Carriers

• Nationwide • Travelers • Progressive• Prepared • Mercury• ASI

• Discussion on Maximizing revenue per account

Break

Commercial

• Headed up by Craig– Teresa

• Commercial Specialist

– Kathy• Commercial specialist

in training

– Sales• Craig• Greg Weaver• Bob• Eric

Life Insurance Opportunities

What to listen for:•Change of Job

– Was Laid-off, retired

•Major Family Change– Married– Divorced– Pregnant/Just have new

addition

•Recent major move•Death of Parent/spouse•Received Money

Services Offered•Financial Planning •Wealth Management•Investments•Insurance: – Life, Disability, Long-

Term Care

•IRA’s and 401k rollovers•529 college plans

Most Insurances Keys to Success

Q&A

Paperwork