Attract a New Consumer Segment with Quantum Condo SM

1. Attract a New Consumer Segment with Quantum CondoSM June, 2007

2. The Market Opportunity • There were 2.6 million condominium units in the US in 1980. Today, there are close to 5.5 million units • Close to 1 million condos are bought/sold every year • 100,000 new condos were built countrywide in 2005 • First-time buyers and baby-boomers, the ‘bookends’ of the housing market, are driving condo sales Two very attractive insurance market segments • Affordable for first-time buyers • Easier to maintain for empty-nesters • 1/3 of condo buyers are single women Source: U.S. Housing Market; Bureau of the Census, Statistical Brief; USA Today, “Condos outrun fast market,”; National Association of Realtors, Dean Crist, Sr Economist, National Association of Realtors; David Lereah, NAR Chief Economist, US Newswire; NAR President Martin Edwards, Jr, US Newswire; Construction Bulletin

3. Attract a broad customer base with Quantum Condo • Quantum Condo Offers similar advantages as Quantum Home • More coverage options for easy customer customization • Multi-policy discount (varies per state) – a boost for account rounding • Opportunity to target new-forming households in the market to cross-sell auto, flood, umbrella, PAF and later upsell home and other coverages (Lifecycle Marketing) • Attract the high-net-worth market – Quantum Condo offers high value condominium coverage

4. Quantum Condo Keeps Your Customers Satisfied • More coverage options for easy customer customization includes… • Basic coverage – furniture, clothing, appliances, personal belongings, etc. • Liability coverage - financial protection if someone is accidentally injured or their property is damaged • Plus, optional coverages, such as… • Personal Articles floater - protects specific high-value items • Contents Replacement Cost – enables you to repair or replace insured personal property with no deduction for depreciation • Additional Coverage Endorsement (ACE) - extends protection or increases limits on special types of property, such as jewelry and silverware • Savings with built-in discounts: antitheft devices, smoke detectors, fire alarms, etc. Special premium discount – if customers’ condo association uses Travelers for master policy, customer may be eligible for discount on personal policy • Convenience of having one insurance company for all your customers’ insurance needs

5. Tips for growing your book with Quantum Condo 1) Form relationships with local real estate agents and mortgage brokers who can refer condominium owners to you for their insurance needs 2) Educate local condo associations/owners on the rules and regulations for condo insurance in their state. • Possible to reach out to owners through condo communications (i.e. monthly newsletter) • Have condo association distribute consumer brochures to condo owners • Hang poster in central location • Piggyback on meetings condo associations hold with owners to share offering • Obtain X dates for condo policyowners from condo association and send mailer/call 3) Develop special expertise in this category and advertise it to the public. i.e. place ad in local paper promoting your unique knowledge 4) Utilize Travelers’ Benefits Plus program 5) Find out which condo associations have their master policy insured with Travelers and offer 5% discount to customers 6) Look for recent condo purchases or property transfers in local paper. Mark the possible x-date, and send prospect a letter a year from purchase

6. Use Consumer Brochure to Promote Quantum Condo • Consumer Brochure • Offers high-level overview of Travelers’ Condo Insurance • Highlights the need for condo insurance and working with an independent agent • Tips for Use • Leverage centers of influence relationships with realtors, mortgage brokers and banks (they can • present the brochure to potential customers during real • estate transactions that involve insurance) • Mail to local condo owners/associations • Attend condo association meetings and give a seminar on the need for condo insurance

7. Use Poster to Promote Quantum Condo Poster • Message: Condo owners may not have the proper coverage. Travelers’ independent agents are there to help • Customize with agent contact information Tips for Use • Use poster at local realtors, mortgage brokers, banks and condo sales centers • Get permission to hang in central locations at local condo developments

8. Use Direct Mail to Promote Quantum Condo • Self Mailer • Educates condo owners on the need for condo insurance • Customize with agency contact information • Tips for Use • Obtain a mailing list of condo owners from local condo associations, real estate agents, banks and mortgage brokers and mail to contacts • Use as hand out for potential customers • Use ROI Template to calculate ROI

9. Use Sell Sheets to Promote Quantum Condo • 10 Reasons to Purchase & Overview Sell Sheets • Offers overview on the need for condo insurance and top 10 reasons to purchase. • Customize with agency contact information • Tips for Use • Provide to condo association to distribute to owners during condo meetings • Use as hand out for customers • Include in customer proposals

10. Use Advertising to Promote Quantum Condo • Drop Ad • Customize with agent logo and contact information and print free of charge! • Tips for Use • Use in local publications (insert into newspapers) to advertise agency. • Use as handouts at home shows. • Work with local realtors and mortgage companies to have the drop ad included in informational packets. • Use in direct mail campaigns – tri-fold it and send it to prospects in the mail.

11. Use Presentations to Promote Quantum Condo • Condo folder • Use to present condo marketing pieces to prospects, or to present policy documents to new or existing customers. • Tips for Use • Create marketing packets that include a brochure, customized drop ad and other materials about your agency. Local realtors or other centers of influence can provide the packets to potential customers. • Present account review documents in the folder, along with a product brochure. Use with existing customers or present proposals to prospects.

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