NASBP Sales Workshop for Surety Bond Professionals
2014 offering - September 24 & 25
Westin Kierland Resort & Spa, Scottsdale AZ
This highly customized sales workshop, facilitated by a Fortune 500 sales coach and top surety producers, is designed by and for surety bond producers. The curriculum will introduce participants to a formal sales process that is tailored to the surety agency environment. Participants will explore how different personal styles can be leveraged and learn to use tools and techniques to improve client relationships, expand circles of influence and lead to improved production.
This program will be offered in a one and half day session leading up to the Regions 1, 2 & 3 Annual Meeting and at the same hotel. Those planning to attend this Regional Meeting can take advantage of attending both of these important events in a single trip to Seattle.
The Registration Fee for the Sales Workshop is $895 and is only available to NASBP Members, Affiliates and Associates at this time.
|Wednesday, Sept. 26
|12:00 pm - 1:00 pm
||Working Lunch/Introduction/Program Overview
|1:00 pm - 5:00 pm
||Modules 1 - 3
- Stories of Success as a Surety Producers
- Approach and Methodology to Relationship Selling in the Surety Industry
- Understanding Your Individual Approach and Methodology
|6:00 pm - 7:00 pm
|Thursday, Sept. 27
|7:30 am - 8:30 am
|8:30 am - 11:30 am
||Modules 4 - 5
- Systems of Top Producers: From Activity to Close
- Obstacles and Answers: Objections and the Tools and Techniques to Overcome Them
|11:30 am - 1:00 pm
||Wrap up/Lunch/Awarding of Certificates
Sales Workshop Faculty
Jonathan Dick is a speaker, consultant, and strategist specializing in issues of corporate identity and resulting applications for sales force development, long-term cultural change and sustenance, staff development, and change management.
Since 2002 he has worked almost exclusively with private companies undergoing long-term market and generational change to help them compete more effectively and develop new market competencies that relate to their core identity. Mr. Dick integrates individual giftedness and corporate identity to build new sales cultures that are sustainable and profitable. Prior to this, he worked with Fortune 500 companies to provide strategy and resources for clients and their sales forces.
LAWRENCE F. McMAHON
Lawrence F. McMahon is Senior Vice President and Surety Manager for Alliant Insurance Services, Inc. which he joined in 2000. He has been instrumental in developing the Alliant Surety Department to manage large surety placements nationally and provide expert advice to the Alliant Construction Unit and Alliant Public Entity Group. Upon graduation from Siena College, Mr. McMahon joined St Paul/Seaboard Surety Company. With the merger of St. Paul/Seaboard and USF&G he became Regional Underwriting Director representing almost $50 million in surety premiums and more than ten percent of the company’s total writings. He is an NASBP Director and as the Third Vice President on track to become NASBP President in 2013. In addition he serves on the Government Relations and Professional Development & Education committees and recently participated on the subcommittee to develop the curriculum for the NASBP Sales Workshop for Surety Bond Professionals. He has been a faculty member of NASBP William J. Angell Surety School since 2000.
DONALD E. APPLEBY, AFSB
Don Appleby joined Willis of Colorado in 1999 after serving nine years in regional and branch surety underwriting positions with the St. Paul Seaboard Surety, and USF&G in St. Paul, Minnesota, and Denver, Colorado.
His primary focus is on developing new surety clients, and serves as a Client Advocate for existing customers.
Don is a past president of the Rocky Mountain Surety Association, holds the Associate in Fidelity and Surety Bonding (AFSB) designation, and currently serves as a Regional Director for the National Association of Surety Bond Producers, and the Associate Board of the CCA. He earned his Bachelors of Business Administration, with distinction, in 1990, from the University of New Mexico in Albuquerque.
The Seattle Marriott Waterfront hotel is located in the heart of downtown Seattle, Washington's most popular waterfront district near Pike Place Market.
To make reservations, contact the Seattle Marriott Waterfront at (206) 443-5000 Group Name: NASBP Meeting
NASBP Rate - Single/Double Room - $209 single/double plus applicable taxes.
Even though NASBP has a block of rooms available at the special NASBP group rate, these rooms could sell out before the hotel room cut-off date of Friday August 31, 2012.
Room reservations are held on a first-come, first-served basis and
NASBP cannot guarantee an accommodation once the room block is sold
out. To avoid disappointment at not getting into the hotel, please call
immediately to reserve your hotel room. A one night deposit is
required at time of making the reservation. This deposit will not be
refunded if the reservation is cancelled less than 48 hours prior to
Workshop Cancellation Policy
All cancellations or substitutions must be made in writing. For a full refund, a written cancellation must be received 30 calendar days prior to the start of the workshop. Cancellations received between 15 – 29 calendar days prior to the workshop are eligible for a 50% refund. Cancellations received in less than 15 calendar days prior to the workshop are not eligible for refunds.
Please call NASBP Professional Development at 202-686-3700.