Lockton Insurance Brokers: Associate Account Manager Program Overview

1. Associate Account Manager ProgramCSUN Presentation January 31, 2019

2. Overview • About Us • The 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. • 2018 - $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 Insert Pic Here

7. Associate Account Manager Program

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

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) • 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 • Future Goals: • Onboarding new clients • Account Executive in the next 12-16 months.