1. Associate Account Manager Program CSUN Presentation January 31, 2019

2. Overview About Us The Program Post-Program Industry Exams Rotations
Account Teams
Post-Program
Where We Are
Where We’re Going

3. About Us

4. Lockton Insurance Brokers
Largest privately held, independent insurance broker in the world.
$1.57B in Revenue
90+ Worldwide Offices
Pacific Series: Portland, Seattle, Sacramento, San Francisco, Los Angeles, Encino, Irvine, San Diego
We Live Service!
OUR MISSION
To be the worldwide value and service leader in insurance brokerage, risk management, employee benefits and retirement services

5. Kristen Darling University of San Diego – Class of 2015
Major: Political Science
Minors: English & Economics
Why Insurance?
Family Connection
Competitive Environment
Desire to Help

6. Amelia Coletti Texas Christian University – Class of 2017
Major: Finance
Why Insurance?
Family Connection
Relationship Based Industry
Cross-Industry Knowledge Base
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7. Associate Account Manager Program

8. Fully Engaged Associates Award-Winning Service
About the Program
Program Length: 12 – 18 Months
Participants: 4 – 8 AAM’s hired each year
Accelerated Program: Account Manager status in months vs. 36 months
Three Major Components:
Industry Exams
Rotations
Account Team Placement
Clients First
Fully Engaged Associates
Award-Winning Service

9. Industry Exams AINS – Associate In General Insurance
AINS 21 – Property and Liability Insurance Principles
AINS 23 – Commercial Insurance
Elective Exam
AIS – Associate in Insurance Services
AIS 25 – Delivering Insurance Services
Ethics Exam
AU – Associate in Commercial Underwriting
AU 60 – Commercial Underwriting Principles
AU 61 – Underwriting Commercial Property
AU 62 – Underwriting Commercial Liability

10. Rotations Technical Services Unit (TSU) Risk Management Loss Control
Certificates our clients provide to vendors, lenders, landlords, etc. to evidence they are appropriately covered
Risk Management
Data analysts (Loss Data)
Create reports, projections, and models
Loss Control
Learn how to mitigate potential losses
Ergonomics & safety practices  
Lockton Financial Services
Management Liability, Professional Liability, Errors & Omissions Team

11. Account Team Assignments
Placed with permanent teams after Labor Day to focus on account management.
Focus Areas
Renewal Timeline
Exposure Analysis & Submissions to Market
Proposals to Client
Ongoing Account Servicing
Build Client Relationships & Book of Business
Kristen: Retail, Real Estate, Manufacturing, Law Firms, Fitness
Amelia: Oil & Gas, Solar Energy, Video Game, Financial Institution, Transportation

12. Where We Are (And Where We’re Going)

13. The Present & The Future
Both promoted in June – 12 months after start of program.
Amelia
7 Months into Account Management Role
Comfortable managing daily communication with clients, carriers, etc.
Future Goals:
Comfortable presenting renewal proposal to client
Account Executive
Kristen
3 Years of Account Management in June
Working autonomously on renewals and client communication
Onboarding new clients
Account Executive in the next months.