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Welcome to Class!
© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
The materials herein are for training purposes only. Nothing stated herein creates a contract. All statements made are subject to the provisions, exclusions, conditions and limitations of the applicable insurance policy. If the information in this training conflicts with the policy language that it describes, the policy language prevails.
The audience for this information includes insurance agents and brokers nationwide and is therefore general in nature. Every agent and broker is responsible for knowing the guidelines and laws that govern rating, underwriting and claims handling in their states.
Although there are important legal distinctions between agents and brokers, for readability purposes, this information may use “agent” to refer to both. While Safeco’s relationships with brokers and agents differ, including the fact that brokers do not have binding authority, agents and brokers may be exposed to similar tools and resources.
Unless otherwise noted, the example companies, organizations, products, domain names, e-mail addresses, logos, people, places and events depicted herein are fictitious, and no association with any real company, organization, product, domain name, e-mail address, logo, person, place or event is intended or should be inferred.
Personal CSR Home and Specialty Lines Workshop
2© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
This workshop provides a detailed and comprehensive view of Safeco personal lines home, landlord protection policy, watercraft, recreational vehicle, and off-road vehicle insurance. Designed as an interactive workshop, participants learn from lecture, group activities, dialogue and open discussion.
Purpose
3© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Learning Objectives
Describe the Safeco personal lines home, landlord protection policy, watercraft, recreational vehicle, and off-road vehicle insurance.
Describe the coverages, endorsements, and eligibility requirements for each policy.
Describe the differences between Safeco and the competition.
By the end of this workshop, you will be able to:
4© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Learning Objectives, cont’d.
Describe the Safeco personal insurance quoting process, and list available resources for more information.
Demonstrate the ability to answer common client questions, fulfill billing inquiries, and sell Safeco personal lines insurance.
By the end of this workshop, you will be able to:
5© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Ground Rules: Interactive Workshop
Participate and share your personal experience as a CSR.
Be respectful of your peers and provide constructive feedback.
– Share positive feedback first then one-two things your peers could do better.
Ask questions at any time.
Keep a list of the two key points you learned from each topic.
Have fun!
6© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Agenda
Introduction
Home Insurance
Landlord Protection Policy Insurance
Watercraft Insurance
Recreational Vehicle /Off-Road Vehicle Insurance
Safeco Billing
Customer Interactions
Jeopardy Game
Resources
7© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Agenda
Introduction
• Home Insurance
• Landlord Protection Policy Insurance
• Watercraft Insurance
• Recreational Vehicle /Off-Road Vehicle Insurance
• Safeco Billing
• Customer Interactions
• Jeopardy Game
• Resources
8© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Introduction
This workshop helps you satisfy customer questions about the Safeco personal lines insurance:
– Home
– Landlord Protection Policy
– Watercraft
– Recreational Vehicle/ Off-Road Vehicle
9© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Activity: Ice Breaker
Interview your partner and share with the class three things you learned.
10© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
What’s In It for Me?
What do you expect to learn from today’s workshop?
Why is it important to you?
11© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Agenda
• Introduction
Home Insurance
• Landlord Protection Policy Insurance
• Watercraft Insurance
• Recreational Vehicle /Off-Road Vehicle Insurance
• Safeco Billing
• Customer Interactions
• Jeopardy Game
• Resources
12© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Home Policy Defined
Terms
Definitions
GFX: Replace with Home Policy
13© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
The Safeco Home Product
Safeco offers products for:
– Owner-occupied homes.
– Owner-occupied condominiums.
– Renters
14© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Homeowners Products
Quality Plus
– Homeowners
– Condominium
– Safeco OptimumPackage
Enhanced Protectionendorsement
– Homeowners
– Condominium
Renters
15© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Home Coverages
Use the Product Guide for state-specific coverages.
Renters coverage is similar to condo coverage.
Personal liability protection includes:
– Bodily injury.
– Personal injury, a special libel and slander type of coverage, is covered and is a feature not commonly included automatically.
– Property damage.
– Defense costs.
– Medical payments to others provides protection for injured guests and visitors.
Insured to Value (ITV).
Errors & Omissions (E&O) Insurance.
16© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
What Is ITV?
Insured to value (ITV) refers to the amount of required coverage needed to build an as-close-as-possible replica of an insured’s destroyed home.
Safeco requires ITV for all of its homeowners’ policies.
16
17© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Why ITV?
Can help Safeco get an adequate rate for the risk.
Reduces agent exposure to errors and omissions liability.
17
18© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Common Problems with E&O Insurance
Common problems include:
– Misrepresentation, including incomplete or incorrect information about the home and risk exposures.
– Failure to disclose defects.
– Lack of documentation regarding conversations and written documentation provided to the customer.
– Incorrect or incomplete information that results in processing issues.
18
19© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Avoid E&O Problems
Ways to avoid these problems include:
– Get complete and accurate information from the customer.
– Agent’s should obtainE&O insurance.
19
20© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Big 6 Coverage Details
Identify Recovery Coverage
Option ID Identify Recovery Coverage
Optimum Package Homeowners (OPH) and Optimum Package Condominium (OPC)
OPHOPC
Optimum Package Homeowners (OPH) and Optimum Package Condominium (OPC)
Extended Dwelling Coverage
EDC Extended Dwelling Coverage
Big 6 for Homeowners
21© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Big 6 for Homeowners, cont’d.
Big 6 Coverage Details
Unscheduled Jewelry, Furs, and Fine Arts
Option G Extended Dwelling Coverage provides additional Coverage a protection when repair or replacement costs exceed the Coverage a amount on the policy.
Unscheduled Silverware coverage
Option H Option G is designed to provide our customers and agents with an affordable, easy to use alternative to scheduling personal property.
Loss Assessment Coverage
Option FFF Changes to condominium master association agreements often result in Condo Building Items losses being covered
22© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Discounts
Account credit
Burglar alarm credit
Condominium security
Newer home credit
Renewal credit
Sprinkler credit
Discounts may not be available in all markets or states. Documentation may be required.
23© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Home Eligibility Requirements
WIN Test
– Well-maintained
– Insured to value
– No unusual exposures
• Mysterious losses
• Disappearance of scheduled personal property
• In-home business
• Day care
Copyright © 2007. Safeco Insurance Companies of America. Protected by federal law. Do not copy without permission of the Safeco Insurance Companies. CONFIDENTIAL SAFECO TRADE SECRET INFORMATION. DO NOT DISCLOSE! This document contains proprietary trade secrets of Safeco.
23
24© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Ineligibility Criteria
Ineligibilities include:
– EIFS for dwellings over $600k Coverage A
– Farms
– Historical registry
– Under construction
25© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Insurance to Value
The Safeco Replacement Cost Guide provides a minimum estimated value.
The client selects the adequate coverage to reproduce their dwelling.
26© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Estimated Replacement Cost
Accuracy of the Quote & Issue estimate depends on the dwelling size and features you enter.
Be sure to include:
– Specialty features
– Built-ins
27© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Update Home Policies
Using the Replacement Cost Guide and Quote & Issue Safeco can provide a quote and update home policies based on information such as:
– Credit score
– Occupation
– Education
– Year and type ofconstruction
– Second mortgages
28© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Target Market
Required Applicant Information
For example:
– Credit score
– Occupation (except in states where prohibited)
– Education (except in states where prohibited)
– Year and type of construction
– Second mortgages
29© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Product Strategy
Market Tiers
Automated process
Priced based on risk
The rating variables consist of risk and personal characteristics
30© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Rating Variables
Dwelling Personal
Construction material/type Financial responsibility
Year built Claims history
Coverage A limit Tenure with Safeco
Territory No unusual exposures
Quality of fire protection Financial responsibility
Data quality is the key to appropriate tier placement!
31© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Home versus auto: How do they differ?
Additional considerationsfor property require underwriter review to determine overall risk acceptability. Therefore getting a quote does not guarantee it can be issued.
The Safeco Automated Underwriting Model
32© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities Need to complete bullets
Home Scenarios:
– Xxxx
– Xxxx
– Xxxx
– xxxx
33© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Scenario 1: xxxx
– Xxxx
– xxxx
What do you suggest?
34© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxxxxxxx
35© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Scenario 2: xxxx
– Xxxx
– xxxx
What are your next steps?
36© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxxxx
37© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Scenario 3: xxxx
– xxxx
– xxxx
– xxxx
What are your next steps?
38© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxx
– xxx
39© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Scenario 4: xxxx
– xxxx
– xxxx
What are your next steps?
40© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxx
41© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Online Tools
Product Guide
Policy Inquiry
Policy Forms Viewer
Policy Change Tool
Billing Payment Services
42© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Quote and Issue a Home Policy
Follow these steps:
1. Identify the system used to quote home policies.
2. Enter a quote.
3. Convert a quote to a policy.
4. Complete the billing information.
Remember, the customer is ultimately responsible for determining the amount of coverage.
43© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Resources for Home Information
Safeco Now®
Personal
– Homeowners
– Most Popular Support
44© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Resources for Home Information, cont’d.
Support & Training
– Home
– Safeco True Pricing forHome
45© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Quote New Business and Get Help
Safeco Now®
– Quote & Issue
– Application (fax)
– Product guide
Additional Resources
– Agent quick reference
– Agent support e-mail and phone
46© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Quote & Issue
New business only
Start with a home quote or policy
Complete in less than a minute!
47© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
The Policy Change Tool for Updates
Safeco Now® under Homeowners, Write & Services Policies
– Product guide
48© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Additional Resources
Safeco Now
– Agent quick references
– Agent support e-mail and phone
– Marketing Toolkit
World Wide Web
– Safeco.com
– Insurance information
– Competitors’ sites
49© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Safeco Now
Product guide
Tools
Quick reference materials
Training
50© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Life of a New Business Home Policy
What steps do you perform when a client wants a quote for a home policy?
51© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Life of a New Business Home Policy, cont’d.
Recommended Steps
1. What type of home does the client want to insure?
2. Is the home eligible? Check the Safeco Product Guide.
3. If eligible, who will be living in the home?
4. Is the client a risk? Check the:
– Safeco Product Guide
– Safeco insurance score
5. What’s the cost? Use Quote & Issue to issue the quote.
6. If the client accepts the quote, send the declarations, policy contract, billing statement, and ID cards.
52© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
What key points did you learn about home insurance?
Home Insurance - Summary
53© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Agenda
• Introduction
• Home Insurance
Landlord Protection Policy Insurance
• Watercraft Insurance
• Recreational Vehicle /Off-Road Vehicle Insurance
• Safeco Billing
• Customer Interactions
• Jeopardy Game
• Resources
54© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Homeowners Versus Dwelling Fire
Homeowners Dwelling Fire
Dwelling Coverage
100 % replacement cost based on completed cost guide
Form dependent - 100 % replacement cost or actual cash value based on completed cost guide
Occupancy Owner occupied Tenant occupied
Use Private residence Private residence
Maximum # of Family Units
4 4
Course of Construction
No No
Cash Value vs. Replacement Cost
55© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Homeowners Versus Dwelling Fire, cont’d.
Homeowners Dwelling Fire
Condominium Coverage
Resident owner: condominium form
Tenant: renters form
Condominium form
Coverage for Personal Property in Rental Dwelling
Tenant’s property under a renters form
Coverage C is optional
Ineligible for Coverage
Farm, unless incidental (see the Product Guide for other ineligible situations)
Farm, unless incidental Risks constructed for other than dwelling purposes unless completely converted for dwelling
56© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
The Safeco Dwelling Fire Coverage Policies - Types
Continuous Dwelling Fire (CDF) - going away
Landlord Protection Policy (LPP) - new
57© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
CDF Versus LPP
CDF LPP
Eligibility
Dwelling and premise that are well maintained with no unusual exposures is assumed but not specified
No dwellings in course of construction
No trailers or mobile homes
Dwelling and premise that are well maintained with no unusual exposures
No dwellings in course of construction
No trailers or mobile homes
PricingPrice based on territory and year built
Price based on risk
Segmentation – up to 11 pricing tiers – state dependant
58© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Landlord Protection Policy: Coverage A - Dwelling
Form (1) /Basic
Form (2) /Broad
Form (8) /Condominium
Dwelling coverage basis
Actual cash value Replacement costReplacement cost – minimum limit of 10,000
Extended coverage basis
Actual cash value Actual cash value N/A
Vandalism and mischief
Not automatically included
May be purchased separately
Automatically included
May not be eliminated
Automatically included
May not be eliminated
59© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Coverage A – Coverage
Covers
Dwelling on Described Location
Structures attached to dwelling other than fences, patios, decks, driveways or walkways
Materials and supplies used for construction, alteration or repair of dwelling or other structures on Described Location
Building equipment used for service of and located on Described Location
Does not cover
Land or retaining wall
60© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Landlord Protection Policy: Coverage B – Other Structures
Forms (1) and (2) /Basic and Broad
Form (8) /Condominium
StructureOn actual cash value basis up to 10% of Coverage A
NA
LimitsMay not be decreased or eliminated
Increased may be purchased
Perils Same as Coverage A
61© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Coverage B – Coverage
Covers
Fences, patios, decks, driveways, and walkways
Other structures on Described location
Does not cover
Structures used for commercial, manufacturing, or farming
Rented or held for rental to any person not a tenant of dwelling
Grave markers, including mausoleums
62© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Landlord Protection Policy: Coverage C – Personal Property
Forms (1) and (2) /Basic and Broad
Form (8) /Condominium
Coverage basis
Actual cash value basis NA
Perils Same as Coverage A
63© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Landlord Protection Policy: Coverage D – Loss of Rent, Rental Value
Forms (1) and (2)/Basic and Broad
Form (8) /Condominium
Coverage basis
Automatically covered up to 10 percent of Coverage A
Loss of rent or rental value are determined by tenant occupancy
Automatically covered up to 10 percent of Coverage A
Additional Living Expense
Not included for Form (1) N/A
LimitsMay not be decreased or eliminated but increased limits may be purchased
Additional limits not available
64© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Landlord Protection Policy: Ordinance or Law Coverage
All Forms
Coverage basis
Automatically covered up to 10 percent of Coverage A
Limits Additional limits not available
65© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Optional Coverage A – Extended Dwelling Coverage
Forms – Broad (2)
Extended dwelling coverage may be purchased and provides up to an additional 25 percent of Coverage A should repair or replacement exceed the Coverage A amount displayed on the declarations page.
66© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Optional Coverage N – Earthquake Coverage
Not available in all states
Condominium (8)
Earthquake damage coverage may be extended to frame, masonry veneer and solid masonry dwellings.
67© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Actual Cash Value Versus Replacement Cost
Actual cash value
Repairable damage – cost of repair less depreciated value
Total loss – market value of comparable used property
Other – market value of comparable new property less depreciated value
Replacement cost
All damage – current market price not depreciated value
68© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Group Activity – Account Review
69© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Reference Resources
Safeco Now
Dwelling Fire Product Guide(by state)
Policy Forms Viewer
Agent Quick Referencedocuments
70© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Quote and Issue a Landlord Protection Policy
Follow these steps:
1. Identify the system used to quote landlord protection policies.
2. Enter a quote.
3. Convert a quote to a policy.
4. Complete the billing information.
71© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
What key points did you learn about land protection policy insurance?
Land Protection Policy Insurance - Summary
72© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Agenda
• Introduction
• Home Insurance
• Landlord Protection Policy Insurance
Watercraft Insurance
• Recreational Vehicle /Off-Road Vehicle Insurance
• Safeco Billing
• Customer Interactions
• Jeopardy Game
• Resources
73© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Watercraft Policy Defined
Terms
Definitions
74© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Only four boats written on a single policy.
Supporting business not required.
Total loss: Agreed value.
Partial loss: Replacement cost.
Unattached equipment (oar, anchor, and wake board)
Personal effects (clothing, scuba/snorkeling gear, and fishing equipment)
The Safeco Watercraft Product
75© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Watercraft Coverages
Liability
Physical damage
– Personal effects
– Emergency assistance
– Tender
Optional coverages
– Uninsured / underinsured
– Medical payments
76© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Watercraft Coverage Options
Liability coverages
Physical damage coverages
Optional coverages
Available discounts
77© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Watercraft Eligibility Requirements
Boat Eligibility
– Safeco’s watercraft appetite
– Acceptable vessel requirements
• Vessel types
• Vessel ownership
• Propulsion types
• Horsepower
– Unacceptable vessel uses
– Ineligible vessel types
78© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Watercraft Eligibility Requirements, cont’d.
Driver Eligibility
– Eligible for coverage
– Special categories
– Ineligible for coverage
– Driving record
79© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Watercraft Eligibility Requirements, cont’d.
Safeco Watercraft Product Guide
– Available content
State-specific Product Guide
– Key eligibility requirements
80© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Target Market
Core focus is medium and small ski boats, fishing boats and runabouts.
The target market for the Safeco watercraft policy includes:
– Maximum length 40’
– Maximum value $300,000
– Maximum speed 65 mph
81© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Chris and Ruth spend lots of time on the river in their 17-foot outboard boat.
Terry is proud of the 18-foot boat he designed and built in his garage from old car parts.
Tony and Karen’s 50-foot yacht is their pride and joy.
Susan takes her 20-foot air-propelled boat out when gathering crawfish.
Aaron has a 26-foot fishing boat with an inboard-outboard motor.
Bob spends every moment he can sailing across the lake in his 14-foot daysailer.
Eligible for Safeco Watercraft?
Copyright © 2007 Safeco Insurance Companies of America. Protected by federal law. Do not copy without permission of the Safeco Insurance Companies. CONFIDENTIAL SAFECO TRADE SECRET INFORMATION. DO NOT DISCLOSE! This document contains proprietary trade secrets of Safeco.
Andrea – New slide added
82© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-Sell Opportunities
Watercraft Scenarios:
– Policy Inquiry
– Coverage Amount
– Add Additional Name Insured
– Watercraft Coverage
83© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-Sell Opportunities
Scenario 1: Policy Inquiry
– 12-foot outboard boat
– 50 horsepower motor
– Stored uncovered in backyard
Does my homeowners policy
cover my outboard boat?
What are your next steps?
84© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxxxxxxx
85© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-Sell Opportunities
Scenario 2: Coverage Amount
– 24-foot boat with an inboard motor valued at $30,000
– Trailer valued at $5,000
– Unattached equipment valued at $1500
How much coverage should I have?
What are your next steps?
86© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxxxxxxx
87© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-Sell Opportunities
Scenario 3: Cancel Policy
– Won’t be using her boat for the rest of the year
– Wants to renew next summer
What are your next steps?
88© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxxxxxxx
89© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-Sell Opportunities
Scenario 4: Watercraft Coverage
– Inflatable motorized raft
– Kayak
How do I cover my raft and kayak?
What are your next steps?
90© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxxxxxxx
91© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Selling Watercraft Insurance
If you were a CSR’s trusted advisor:
– “What are the questions you would ask your customer to help you determine the best coverage for their needs?”
– “What coverages and limits would you recommend? Why?”
– “What questions would you ask to identify additional sales opportunities?”
92© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Safeco Compared to the Competition
Agreed value
Coverages
Territory
Rates
– Small to moderate power boats
– Small motor yachts
93© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Benefits of a Safeco Watercraft Policy
Provides stand-alone boat business
Insures at agreed value
Provides some coverages without additional charge
– Fuel spill
– Wreckage removal
– Personal effects, up to $250 per occurrence
– Unattached equipment (up to 10% of hull physical damage or $100, which ever is greater )
– Emergency assistance (EAP), up to $500 per occurrence
Offers multiple credits
94© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Benefits of a Safeco Watercraft Policy, cont’d.
Competitive rates
Coverage for full range of recreational boats
No operator experience restrictions
Can quote in one minute or less
Dedicated watercraft-focused claims group
Specialized underwriting team
95© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Online Tools
Quote & Issue
– Watercraft New Business
96© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Quote and Issue a Watercraft Policy
Follow these steps:
1. Identify the system used to quote watercraft policies.
2. Enter a quote.
3. Convert a quote to a policy.
4. Complete the billing information.
97© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Resources for Watercraft Information
Books and guides
– ABOS Marine Blue Book
– BUC Used Price Guide
Local boat dealers
Online resources
– National Automobile Dealers Association (NADA) Marine Appraisal Guide
98© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Quoting Tips
Start QuoteStart Quote
99© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
What key points did you learn about watercraft insurance?
Watercraft Insurance - Summary
100© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Agenda
• Introduction
• Home Insurance
• Landlord Protection Policy Insurance
• Watercraft Insurance
Recreational Vehicle /Off-Road Vehicle Insurance
• Safeco Billing
• Customer Interactions
• Jeopardy Game
• Resources
101© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Recreational Vehicle and Off-Road Vehicle Policies Defined
Terms
Definitions
102© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
RVs separate from Auto. Not considered accommodations.
Vehicles written without supporting business
All vehicles accepted without supporting Auto or Home business
RV insured even if it’s the company’s only policy with the policyholder
The Safeco Recreational Vehicle (RV) Product
103© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
RV Coverages, Endorsements, and Limits
Coverages
Endorsements
Limits
104© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
State-mandated and anti-theft discounts are available for certain vehicle types.
Discounts and Verifications
105© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Recreational Vehicle Eligibility Requirements
Preferred and standard risks exclusively covered.
Monoline or accounts targets:
– Part-timers and vacation users,
– Motor homes to $500K (increasing to $750,000),
– Trailers, campers, horse and utility trailers to $75K (increasing to $300,000).
Agreed value, vacation liability, improved roadside assistance program added in 2008.
106© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Target Market
* Source: RVIA Industry Profile for 2005 & U.S. Census 2000
8.5 million U.S. households will own a RV in 2010 (up from 7.9 million today).*
One in twelve U.S. vehicle-owning households now owns a motor home, trailer or camper.
107© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Opportunities to Sell RV Policies
RV Coverage Options
Bodily Injury Liability (BI)
Property Damage Liability (PD)
Combined Single Limits (CSL)
Personal Injury Protection (PIP)
Additional Personal Injury Protection (APIP)
Underinsured Motorist Bodily Injury (UIMBI)
Comprehensive Physical Damage Coverage (Comp)
Collision Physical Damage Coverage (Coll)
108© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Resources for RV Information
Safeco Now®
Support & Training
Personal Insurance
– Rec Vehicles
Support
– Quote & Issue Support
109© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
RV Program Advantages
17% commission on new business and 10% on renewals.*
All vehicles accepted without supporting Auto or Home business.
Motor homes valued up to $750,000 and trailers up to $300,000.
*Commission levels are equal to those of Auto. If an agency is at 15/15 for Auto, then it will get 15/15 for RV and Classic.
110© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
RV Program Advantages, cont’d.
Agreed value policy for antiques and classics.
State-mandated and anti-theft discounts available for certain vehicle types.
Emergency assistance package available on motor homes.
111© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
The Off-Road Vehicle Product
Off-Road Policy Guidelines
– The Safeco Off-Road Vehicle program provides comprehensive insurance protection for the responsible operator of an off-road vehicle.
112© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Golf mobiles part of the motorcycle program become ineligible for the ORV program.
The Off-Road Vehicle Strategy
Annual liability, physical damage, uninsured motorist and medical insurance to snowmobiles, and some miscellaneous type vehicles.
Golf mobiles added to the motorcycle program (by state).
Accommodation market offered to primary lines of auto and homeowner insurance.
113© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Off-Road Vehicle Eligibility
Insured up to four vehicles on a single Recreational Vehicle policy (not available in Texas)
– Golf carts
– Snowmobiles
– Trail bikes
– ATVs
– Segway(using miscellaneous as type)
114© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Off-Road Driver Eligibility
At least 14 years old
Good driving record if 16 years old
115© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Follow these steps:
1. Identify key benefits of Quote & Issue for RV or ORV
2. Access Quote & Issue
3. Answer RV or ORV-specific questions on the riders screen
4. Enter year, make and model
5. Identify vehicle without a listed model
6. Activate and complete the custom parts and equipment screen
How to Prepare an RV or ORV Quote
116© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Opportunities to Sell Off-Road Vehicle Policy
Off-Road Coverage Options
– Description of Coverage
– Liability Section
– Uninsured Motorists Section
– Physical Damage Section
– Medical Payments Section
117© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Resources for ORV Information
Safeco Now®
Support & Training
Personal Insurance
– Off-Road
Support
– Quote & Issue Support
118© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
RV Scenarios:
– Add co-titled RV
– Add pickup to use for community events
– Add trailer with company logo
– Add trailer equipped with full kitchen
119© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Scenario 1: Add Co-titled RV
– 2003 motorhome
– Two families share using the motorhome
What do you suggest?
120© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxxxxxxx
121© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Scenario 2: Add Pickup to use for Community Events This is RV if used as a classic use vehicle.
– 1968 Ford Pickup
– Usage for:
• Local parades
• Car shows
• Charity events
What are your next steps?
122© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxxxx
123© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Scenario 3: Add Trailer with Company Logo
– Airstream travel trailer
– Company logo on the side
– Used to travel to trade shows
What are your next steps?
124© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxx
– xxx
125© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Scenario 4: Add Trailer Equipped with Full Kitchen
– Travel trailer
– Used for tail-gating at football games
– Equipped with:
• Full kitchen
• Sleeping quarters
• Bathroom
What are your next steps?
126© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Cross-sell/Up-sell Opportunities
Recommendation:
– xxxx
127© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
What key points did you learn about recreational vehicle and off-road vehicle insurance?
Recreational Vehicle/Off-Road Insurance – Summary
128© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Agenda
• Introduction
• Home Insurance
• Landlord Protection Policy Insurance
• Watercraft Insurance
• Recreational Vehicle /Off-Road Vehicle Insurance
• Safeco Billing
Customer Interactions
• Jeopardy Game
• Resources
129© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Activity: CSR/Client Role Play
Sample Customer Scenarios
130© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
What key points did you learn from this role-play activity?
CSR/Client Role Play – Summary
131© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Agenda
• Introduction
• Personal Auto Insurance
• Motorcycle Insurance
• Recreational Vehicle Insurance
• Personal Umbrella Insurance
• Watercraft Insurance
• Safeco Products Compared to the Competition
• Customer Interactions
Jeopardy Game
• Resources
132© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Agenda
• Introduction
• Personal Auto Insurance
• Motorcycle Insurance
• Recreational Vehicle Insurance
• Personal Umbrella Insurance
• Watercraft Insurance
• Safeco Products Compared to the Competition
• Customer Interactions
• Jeopardy Game
Resources
133© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
When is Safeco a Good Fit?
Visit SafecoNow® (www.SafecoNow.com) for information on Safeco products and services.
134© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Are there any questions about what we covered today?
Q & A and Wrap-up
135© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Summary
Describe the Safeco personal lines home, landlord protection policy, watercraft, recreational vehicle, and off-road vehicle insurance.
Describe the coverages, endorsements, and eligibility requirements for each policy.
Describe the differences between Safeco and the competition.
In this workshop, you learned to:
136© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Summary, cont’d.
Describe the Safeco personal insurance quoting process, and list available resources for more information.
Demonstrate the ability to answer common client questions, fulfill billing inquiries, and sell Safeco personal lines insurance.
In this workshop, you learned to:
137© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Recommended Books
Little Red Book of Selling by Jeffrey Gitomer
Stop Telling, Start Selling by L. Richardson
The Art of Possibility by Rosamund Stone Sander
What You Say Is What You Get by George P. Walther
Rules for Renegades by Christine Comaford-Lynch
Now, Discover Your Strengths by Marcus Buckingham and Donald O. Clifton, PhD
The Tipping Point by Malcolm Gladwell
The Fred Factor by Mark Sanborn
The 7 Habits of Highly Effective People by Stephen R. Covey
138© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Recommended Web Sites
The Disney Institute: http://www.disneyinstitute.com/index.cfm
The Institute of Customer Service: http://www.instituteofcustomerservice.com/
Customer Service Help: http://customerservicezone.com/
139© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Recommended Additional Training
Virtual Product Training
Personal Producer Development Program
Future CSR Workshops
Personal Auto: Overview and Selling
Personal Auto: How to Quote & Issue New Business
Virtual Discussion: Auto
Safeco self-study course:
– Motorcycle Overview, Quoting, and Selling
Virtual group discussion:
– Umbrella, Motorcycle, RV/ORV, and Watercraft
140© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Tips for Success
Be proactive not reactive.
Take control and lead the conversation.
Make your own choices.
Work on the 1% you can change.
Love what you do.
© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
141© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Workshop Credit (Agents Only)
Every two years licensed agents must complete at least 24 credits of Continuing Education courses (the amount of credits vary by state).
The State of Washington approved this workshop for two Continuing Education credits (agents only).
142© 2008 Safeco Insurance Company of America. All rights reserved. This information contains proprietary Safeco trade secrets and is therefore confidential. Do not copy or disclose without prior permission from Safeco.
Thank You for Attending
We hope you’ve enjoyed your Seattle workshop experience!