This workshop is not being held in 2015. Please check back in 2016 for a date and location.

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.

Workshop Schedule

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. Reception

    7:30 - 8:00 a.m. Continental breakfast
    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





    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 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.


    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.

    Additional information:

    By registering for and attending NASBP meetings, programs, or events, you understand and agree that NASBP or its authorized representatives may conduct interviews and may take photographs and/or videotape and/or audio recordings at such meetings, programs, and events. You hereby grant to NASBP and its authorized representatives the absolute right and permission to use your name, likeness, biographical information, voice, content of any interview, image and/or photograph and any other indicia of persona (Persona) or to refrain from doing so in any manner or media whether existing now or hereinafter developed (including, without limitation, the Internet) worldwide, for trade, advertising, education, and/or promotional purposes. You agree that you shall have no rights of review or approval, no claim to compensation, and no claim arising out of or resulting from the use or alteration or use in any composite form of Persona and agree to release and hold NASBP and its authorized representatives harmless for any and all such uses(s).

    Continuing Education Credits

    This program is not eligible for CE credits.

    For more information, please contact NASBP Professional Development at