This unique workshop is designed specifically to help surety bond producers define and hone their sales process by learning the strategies and practices used by the top producers in our industry. Participants will leave with clear, actionable practices that can be implemented immediately.
The registration fee must be paid in advance of the school. Fees include all classes, class materials, lunch and the reception on Wednesday, and continental breakfast on Thursday.
Students are responsible for their own travel, hotel accommodations, and all other incidental expenses.
|Wednesday, Sept. 24
|12:00 - 1:00 p.m.
||Working Lunch & Introductions
|1:00 - 5:00 p.m.
||Stories of Surety Producers' Success
Approach and Methodology to Relationship Selling in the Surety Industry
Understanding Your Individual Approach and Methodology
|6:00 - 7:00 p.m.
|Thursday, Sept. 25
|7:30 - 8:00 a.m.
|8:00 - 11:00 a.m.
||Systems of Top Producers: From Activity to Close
Obstacles and Answers: Objections and the Tools and Techniques to Overcome Them
|11:00 a.m. - 12:30 p.m.
||Wrap-up & Awarding of Certificates
This program is not eligible for CE credits.
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 Executive 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 the NASBP Immediate Past President. He also serves on the Government Relations and Professional Development & Education committees and 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.
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Continuing Education Credits
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