Sales & Marketing

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Cultivating Business Relationships

Federated marketing representatives are a key link between clients and the Company. They are the first source of counsel for clients seeking solutions to insurance problems. Building business relationships—turning prospects into clients—is our marketers’ greatest challenge and greatest reward.

All Federated marketing representatives are highly trained to help build superior insurance programs for each client's business. They design insurance protection for virtually all of a business owner's insurance needs: property, casualty, life, health, retirement, and more. They also assist with risk management to help clients avoid losses. Marketing representatives provide the expertise to help clients achieve their objectives within their financial means.

Our marketers build quality relationships, in addition to offering quality products and services, rather than sell insurance based solely on price.

• Cultivation builds trust with prospects before the sale and with clients after the sale. It often results in long-term friendships.
• Cultivation helps convey the scope of Federated's service and special coverages. It allows clients to make buying decisions based on value.

Successful marketing representatives need the ability to:

• Demonstrate knowledge and insurance programming skills
• Build relationships of trust inside and outside the Federated organization
• Establish efficient, organized business practices
• Operate Federated's Business Plan

Federated's unique Business Plan provides a proven track for successful insurance marketing. The Business Plan works best for marketers who work to build relationships rather than just make sales. Selling skills bring life to the Business Plan and personality to our client and prospect relationships. Selling skills include the ability to establish trust, demonstrate expertise, and prove benefits.

These skills are enhanced through a strong training program and continuous self-development. Federated's extensive orientation program provides an opportunity for new marketing representatives to learn and experience the insurance business through classroom work, discussion, and on-the-job training.

Marketing representatives are encouraged to continue self-development through self-study courses and achieving professional designations such as Chartered Property Casualty Underwriter (CPCU) and Chartered Life Underwriter (CLU). Federated pays exam fees and awards cash bonuses for completion of most insurance-related courses. Federated employees also have Company support for individual self-development activities. See Training/Development to learn more about Federated's extensive training programs.