Community Involvement

Internship

Internship Program
The following outline provides characteristics of Internships that offer school credits to students during the scholastic semester:
• Students commit 5-15 hours per week
• Internships last the duration of the semester, which is approximately 12-15 weeks
• Students receive credit in exchange for hours worked and work executed
• Students either take a class in conjunction with the Internship or work with a faculty member who oversees the progress of the Internship and assigns appropriate projects in order to grant the student credits

New Internship Program
This Internship is intended to be a two-part program. The first semester is strictly to gain the managerial overview of operations, learning the various components involved in running an independent business. Additionally, the Intern may assist in the evaluation and implementation of marketing programs throughout the semester.

The second semester of the program, the individual may become licensed with the necessary state insurance licenses needed to sell insurance products. The Intern may be placed with an experienced successful Agent or District Manager to get first-hand experience in the sales process as an Agency Producer, and continue to run marketing campaigns in a greater capacity.

First Semester
The First Semester phase of the Internship is designed to train and give first-hand professional experience to Interns in all the functions of a business including marketing, sales, promotions and customer service. This 15-week period is an introduction to Farmers and the insurance industry. The Intern receives instruction through formal teachings from online resources, written materials and one-on-one coaching with on the job training.

The Intern may have the opportunity to assist in the operations of a District Office with the supervision of a successful, experienced District Manager. The Intern may also be given special projects where they can help research, create and implement marketing strategies throughout the semester. Interns get the tools and guidance as well as the creative latitude to truly make a difference within the District.


The following is an itinerary, including coursework that Interns can complete during the Internship's 15-week program:

First Semester Internship Schedule:

Week 1-3
During this introductory period, Interns can gain overall knowledge of Farmers and the Insurance industry through a combination of established coursework and a tour of the State Office of Farmers Exchanges.

The following is an outline of the coursework for the introductory weeks:
• Introduction to Farmers
• Welcome to Farmers
• Why Agents Succeed
• Effective Business Practices
• Goal Setting
• Time Management
• Ethics and Professional Standards
• ACS – Training on Farmers computer systems

In addition, Interns can meet with their assigned District Managers and discuss the district operations and the entrepreneurial nature of being Farmers District Managers and Agents. District Managers and Agents operate as independent contractors and therefore, are given guidelines by the Companies of Farmers Insurance, but operate their Agency or District Office like an independent business.

Interns, together with the District Manager, can be guided through the District Office’s business plan, therefore learning the implications and significance of running a business. The business plan outlines the Office’s Mission and Vision Statements as well as Market Analysis of the district, Financial Statements where the Intern can learn about the costs of operation and profit margin, and Action plans for achieving long- and short-term goals.

** An itinerary for the State Office Tour and introduction is included as Exhibit 1.

Week 4-7
Interns can learn the steps in the sales process and start interacting with clients in a sales capacity by X-dating. Interns may also learn the Farmers computer systems, enabling them to handle customer service calls and service policies. 
    • Sales Process 
    • Communication Basics
1. Prospecting 
    • Prospecting Introduction 
    • Telephone Prospecting and X-Date Scripts 
    • Activity Point System 
    • Call Reluctance
2. Underwriting 
    • Underwriting Overview 
    • Client Service 
    • Diagnosing the Situation 
    • Filtering - Rationale and Advantages
3. Presentation 
    • Preparing for the Presentation 
    • Delivering the Presentation     
    • Prescriptive Presentation (Consultative Selling) 
    • Completing the First Transaction
4. Servicing 
    • Policy Service 
    • Customer Service
5. Customer Retention & Referrals 
    • Farmers Friendly Review 
    • The Art of Referrals 
    • Multi-Line Advantage 
    • Farmers Systems – Computer and Payment Systems 
    • ACS 
    • Payment Systems 
    • ACA Co-Banking 
    • Farmers EasyPay ® 
    • Marketing Database Systems 
    • Agency Contact Management System (ACMS) 
    • ClientVision

Week 7-15
Interns during this phase of the Internship are now expected to demonstrate the sales and business skills they have learned in the previous weeks. Interns are expected to work with their District Managers on a marketing/business project. Interns should be involved in the creative as well as the implementation stages.

Interns have the freedom to design their own projects in conjunction with their District Managers and school faculty advisor, but final approval is given by the District Manager.

Interns are required to perform the following for their project: 
• Conduct preliminary research/analysis before the planning stage of the project 
• Write project report, including (1) analysis of present situation with data sources, (2) goals (short-term/long-term), (3) action plans to achieve goals, (4) final conclusions and outcome, (5) suggestions for continuation of marketing initiative or reasons for its elimination. 
• Track progress of plan and submit progress report to the District Manger during Week 10.
• Final submission of the Project report with additional sections for conclusions and suggestions is due the week following the end of Week 15. District Managers and Interns are free to design their own projects to the needs of the District and the competencies and interests of the Intern. However, the following gives examples of possible internship projects that may be conducted.

Example Projects:
• Marketing analysis of the district, segmenting the general population within the District, segmenting Farmers current customers in the District, and identifying any potential opportunities for growth. The Intern should create goals and action plans which can be immediately implemented and create adequate tracking systems to evaluate the effectiveness of the action plans and initial evaluation.
• Conduct research of current Farmers customers holding only one policy with Farmers. In order to increase the number of policies per household, perform marketing blitz where customers are sent information regarding available discounts for multiple policies, discounts for members of affiliate groups, etc. These customers can also be sent postcards where customers can request additional information or request to be contacted to set up an additional policy. Return postcards would enable the Intern to easily track the results of the marketing blitz. The Intern should create goals and action plans which can be immediately implemented and create adequate tracking systems to evaluate the effectiveness of the action plans and initial evaluation.

Second Semester
The Second semester of the program is designed to open up career opportunities for the Intern as well as continue the learning process. In addition to performing their previous responsibilities, they are to continue their formal and one-on-one training. Additionally, they may also have the opportunity to become an Agency Producer, selling Farmers products and being able to earn commission while working towards a full-time career with Farmers. The Intern may be expected to complete their formal training program and attain their insurance licenses, enabling them to sell insurance for Farmers.

Project
Interns may choose to begin a new marketing project, but are encouraged to continue with the previous project from the first semester Internship in order to accelerate it to the next level. Interns should consult their assigned District Manager and their school faculty advisor regarding their projects. If Interns chose to continue their previous project, they should consult their DM to establish new goals and new action plans.

The training in this semester may include more in-depth study of Farmers products, sales techniques and marketing strategies as well as first-hand experience in sales and marketing.

Week 1-3 
Farmers Products
• Auto Product
• Life Insurance
• Disability Insurance Introduction
• Disability Insurance Unum
• Long Term Care Insurance Introduction
• Value Added Products
• Mechanical Breakdown Insurance Product

Intern can complete training coursework on Personal Lines products. Intern may continue to X-date and service customers. As soon as he/she becomes licensed with the necessary state insurance licenses needed to sell insurance products, the Intern may be able to sell Farmers products and act as an Agency Producer, making commission on the products he or she sells.

Week 4-8
Farmers Products: Commercial Products
• Business Insurance Overview
• Completion of Reserve Agent Training 
• An overview of the Business Insurance offerings may be completed by the District Manager.

Week 8-15
Interns can devote the last few weeks of their Internship program to selling products and completing their marketing projects.

Exhibit 1
Tour of Farmers State Office
During the initial two weeks of the Internship, Interns may be taken on an introductory tour of the Farmers Insurance State Office where the students can be introduced to the different departments within the State Office, as well as the functions they perform. During this period, they may also meet with the Division Marketing Manager and District Manager who can introduce the student to the District operations as well as the departments within the District Office.

State Office Tour and Training
I. MARKETING DEPARTMENT – Orientation

Part One – State Executive & Division Marketing Manager
1) Introduction to the State Office staff
2) Explain Training Program 
    a) Define overall objectives 
    b) Hours, dress code, etc
3) Discuss the history of Farmers Insurance Group 
    a) History of Farmers booklet (33-0500) 
    b) History of Farmers video
4) Farmers Today 
    a) Status of Farmers in the Insurance Industry
5) Marketing Department Objectives
6) Organization of State Office
7) Job Description and Authority of: 
    a) State Executive 
    b) Division Marketing Manager 
    c) Personal Lines Agency consultant 
    d) Marketing Specialist 
    e) Life Specialist 
    f) Commercial Specialist 
    g) Branch Claims Manager 
    h) District Manager 
    i) Agent
8) Production and Agency Development Quotas 
    a) Purpose 
    b) Method of developing 
    c) Market Analysis 
    d) Long range marketing plan
9) Division Administration 
    a) Division alignment 
    b) Division progress file
10) District Administration 
    a) District progress file 
    b) Monthly progress report – District Progress Review 
    c) Minimum Acceptable Performance Standards 
    d) District Manager’s Guide 
    e) Agent’s Guide

Part Two – Division Marketing Manager
1) Agency Development 
    a) State 
    b) Division 
    c) District
2) Agency Development Guidelines 
    a) Agency Development purpose 
    b) Agent Appointments 
    c) Agency development philosophy
3) Reserve Agent Program 
    a) Recruiting methods 
    b) Selection – grading system 
    c) Licensing, training, DM Guide 
    d) Career Conversion – Monthly Activity Analysis
4) Career Training Program 
    a) Financial Plan 
    b) Administration 
    c) Reports and Statistical information 
    d) Performance Evaluation 
    e) Career Success Report
5) Overall Corporate Goals 
    a) Exchange profitability 
    b) Agency development 
    c) Life and Assets under Management 
    d) Product Density 
    e) Management Companies’ Earnings