Protect the ICA
Approximate Total of ICA + Team Members
What is Almost 100,000 (19000 +78000) ?
Words to avoid in communicating with agents include: "Need, Should, Must, Required" to Do. Name 3 words/phrases to use instead.
What is "Action Requested", "Optional", "Consider", "Encourage", "Recommend", "Resources"?
ICA are responsible for and make ALL employment decisions regarding their employees including....(provide a few examples)
What is recruitment, selection, hiring, training, licensing, compensation, recognition, evaluation, management and termination of their employees?
When presenting or sharing content to agents, it is the SL or FIC responsibility to ensure that.....
What is ensure that any material has gone through the Material Review Compliance process?
(i.e PowerPoint presentations must be approved)
Agents are _____ who _______.
What is Independent Contractors who Run their own business.
Rather than referring to "Job Aids" or "Checklists", we can call them _______ or ______.
What is "Resources" or "Guides" but we should refrain from providing checklists or step-by-step instructions.
Bullet points are okay. Do not use check boxes next to steps or statements.
State Farm employees should not generally communicate directly with ____________.
What is Employees of Independent Contractor Agents?
Communication should be to the agent who can then determine what they want to share with their employees. If ATM contacts FIC directly, then respond with CC: to Agent. Getting agent consent does not solve all issues, because there could be co-employment implications.
Some things that can be done in SLT pod or agent meetings include:
What are: share purpose, vision, overall objective of the meeting
Provide coaching on progress toward agent driven tactics in the agents business plan goal and General Leading Practices
Share Sales Practices information
ATMS including aspirants are __________
What is employees of the agent?
Word tracks could be directive if we imply that agents must use words or phrases verbatim. Do not use quotes, the words "word tracks" or "scripts". Rather, you could.....
What is use "conversation starters" or "thought starters" along with bullet points to provide suggestions?
Example: When opening the onboarding call, consider reviewing the following conversation starters:
• Contact Info
What is agent?
Generally it isn’t appropriate for an employee to meet with an agent team member without the agent present at the training session.
Example: specific situation with permission from the agent and document before/after and in OSC.
Emails to agents require a compliance review by Agency Learning. True or False.
What is False?
You should review Sales Practices and The Words to Use/Avoid resource as a reference.
Communications and resources should not _____ agents on how to run their business.
What is direct or instruct?
Ex: Communications like email or conversations, resources, presentations
SF Sales Practices is about placing customer needs first, operating fairly and doing right thing. Avoid sales practices that do not align with Simple Conversation and do not use "Overcoming Objections"... A phrase you could use instead would be
What is "Address Customer Concerns"?
An FIC can/cannot attend and speak at a team or agent study group meeting.
What is CAN?
A Sales Leader or FIC may attend an agent team member study group as a guest speaker at the request of an agent, but should not be involved in the creation of the agent team member study group or the development of the meeting content. At least one agent should be present at the study group when a State Farm employee has been requested to speak at the meeting. When asked to attend as a guest speaker, the State Farm employee is responsible for ensuring that the material they present or share is compliant and has gone through any applicable State Farm compliance reviews.
They include: Pulled from an internally validated source (SOCI); Recognition for Top 3/5/10 or a rollup territory goal or recognition of a milestone (above the goal of 75%, or achieved at least 3/1/10 reviews last week or month). Do not use external sources.
__________ ultimately decide how they run their business and engage with their employees.
We should avoid using promissory or superlative words with agents such as these examples....
What is always, never, none, every, best, perfect, ideal?
What are: Agent invited TM to attend, AND Current MPC approval code (if applicable) AND training has either a leaders guide, appropriate disclosures for team members, Use of demo sites, ABS or Simulation tools.
What are some things an FIC could do to assist agents and stay within the terms of the ICA?
What are provide general resources (ABS), host voluntary meetings or training sessions where insights, suggestions and recommendations are shared (not directive), coach to agent business plan with motivation/encouragement to try different approaches using what works best for them, maintain communications with agent, respect their authority to run own business, and reinforce that autonomy.