Dear Scott:

Hello. I wanted to let you know how thankful I am that you have such a wonderful program available for less experienced insurance producers. I have learned a lot from the Polestar Program, and I am trying to utilize several of the ''polestar concepts" in my
every day business practices.

Three of the biggest things I took away from the program include asking for referrals, differentiating from all of the other 40,000 insurance agents out there, and cross selling opportunities. Last year was my first year actively pursuing commercial lines business, and needless to say I was using the classic "Cold Call" knock on every door and be everything to everybody approach, which as we both know, ended up being price and product sales only and spending a lot of wasted time. I am very excited about using the Needs Analysis and Value Added Service Approach instead this year, and it has proven itself successful in these first five months. I know it will continue to surprise me as time goes on.

Referrals were something that I just did not request in the past. My mentality that I thought it was inconsiderate to ask my clients let alone prospects for a referral. Knowing what I know now, I was missing the boat big time. I have began my referral tracking program and so far it has gained me a $15,000 new business account this year and several
other opportunities for me to continue to develop as the year progresses.

As a newer agent, my focus was on talking to new people and writing business. Get one on the books, and move onto the next business. Now I have taken the time to evaluate my clients and rate them based on policy type, policy count, and total policy premium. It is amazing to see all of the opportunity that was in my hands staring me right in the face. I have begun talking to my clients about other lines of insurance protection personal, health, life, and investments. I realize I am not going to get every single policy sold, but shame on me if I never even ask the questions.

I know I am just brushing the surface on what I have learned so far and I am excited to discover more as my career develops in this wonderful industry we all work in. So again, I thank you for everything and want to applaud you on the program knowing that any program is only as good as its team!

Best Wishes,

Brooke D. Fisher

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