Sales Workshop


This unique Sales Workshop is designed to help surety bond producers and surety company underwriters define and hone their sales and marketing process by learning the strategies and practices used by the top producers in our industry. Participants will complete the MCORE assessment to identify their unique pattern of motivated behavior. The NASBP Sales Workshop presenters will help participants understand how to use the assessment to achieve better outcomes! NASBP has expanded the Workshop to include an additional module that takes what participants learn in the first module of the course and guides them through a brainstorming process to build a personal social marketing strategy. During this module, the presenter leads participants through various marketing platforms—social media, email marketing, newsletters, websites, blogs, live presentations—and explains how they can be effective. The presenter will describe the types of content and targeted audiences for each platform, as well as, how to develop a marketing calendar. Also, the module will address the tools and techniques that simplify the process of building a social marketing strategy. Participants that complete the Workshop will leave with clear, actionable practices that can be implemented immediately. This one and a half-day workshop will be held January 23-24, 2020, in Dallas, TX in conjunction with NASBP’s Winter Surety School

Register_Now_button.pngThe registration fee is $1,259 for NASBP members, affiliates and associates, $2,518 for non-members, and there is a special discount for NASBP's 5-15 Leadership Committee. Fees include all classes, class materials, assessments, the reception, and continental breakfasts. Attendees are responsible for their own travel, hotel accommodations, and all other incidental expenses.


Thursday, January 23

7:30 - 8:00 a.m.

Continental breakfast

8:00 a.m. - 5:30 p.m.

Class: Sales Modules

6:00 - 7:00 p.m.

Networking Reception

 Friday, January 24

7:30 - 8:00 a.m.

Continental breakfast

8:00 a.m. - 12:00 p.m.

Class: Marketing Module - We ask students not to make travel plans that will require them to leave class before 12:00

Continuing education credits are not available for this workshop.


NASBP's Sales Workshop will be held at The Westin Galleria Dallas, 13340 Dallas Parkway, Dallas, TX 75240, (972) 934-9494. Attendees are responsible for making their own sleeping room accommodations. NASBP has secured a discounted room rate of $205/night plus taxes. All students must reserve their room by Wednesday, January 8, 2020, in order to receive this special rate. Reserve your room online to receive the discounted rate. 


JP_Picture.jpgJONATHAN PAUL has been a consultant and strategist for the Commercial Insurance and Surety Industry, the Accounting Industry, the Legal profession, Fortune 500 and private companies for the past 30 years.  His practice specializes in helping organizations develop future leaders with identity-based tools and best practices. His passion is equipping leaders to grow their practices and organizations.
Mr. Paul integrates his background in vocational and clinical psychology with best engagement practices learned from the work he and his team have done with 825 companies.

From 2005 to the present Mr. Paul has worked with private companies, national associations and professional practices that require a new sustainable market approach that engages potential clients in new ways and produces real results. This has included the Accounting Industry, Commercial Insurance and Surety industries, and the high-end Wealth Management industry. He has helped these industries develop new sustained market competencies that relate to their core identity, that allow them to compete and operate more effectively. Prior to that Mr. Paul worked primarily with public companies, providing strategy and sourcing, selection and development resources for approximately 350 clients and their corresponding sales forces.   His clients included AT&T, Johnson & Johnson, Wyeth-Ayerst, The New England, Eli Lilly, Aerotek, Acuity Brands and many, many others.

Larry McMahon headshot 2013 webpage.jpg

LAWRENCE F. McMAHON is Executive Vice President and Surety Manager for Alliant Insurance Services, Inc. which he joined in 2000. In addition to managing large surety placements nationally, he works closely with Alliant Construction Unit and Alliant Public Entity Group to provide expert advice on surety. After graduation from Siena College he joined St Paul/Seaboard Surety Company and in 1994 was appointed branch manager in Los Angeles. The 1998 merger of St. Paul/Seaboard and USF&G saw him named Regional Underwriting Director in New York.

Mr. McMahon served as NASBP President in 2013-14. He serves on the NASBP Professional Development & Education and the Government Relations committees. He participated in the development of the curriculum for and teaches at the NASBP Sales Workshop for Bond Producers. He has been a faculty member of the NASBP William J. Angell Surety School since 2000.

print-54.jpgCHAD MARTIN 
is a Vice President of the Construction Division at TIS Insurance Services, Inc. His primary focus is that of a contract bond producer, where he has worked for the past decade working with construction industry clients to help them improve bonding capacity through both internal changes and external relationships.

Before joining TIS, Mr. Martin worked in private banking at Wachovia Bank.

He graduated from the University of Tennessee-Knoxville - College of Business Administration with a bachelor’s degree in Economics in 2003.

Mr. Martin has a wealth of teaching experience, having taught at the University of Tennessee’s Construction Management program in 2014-17; and the SBA Surety Bond Educational Programs from 2013-16. He has also given presentations on understanding surety, and construction finances and accounting.

In addition to teaching at the William J. Angell Surety School, Mr. Martin is very active in numerous NASBP committees, including the 5-15 Leadership Committee, where he served as chair; the Annual Meeting Program Committee, where he served as co-chair in 2015-16; he is a past Region 8 Director and currently on the Board of Directors, where he serves as a Director at Large. He also serves as the Chair of the Professional Development Committee. Mr. Martin received the 2016 President’s Award for his distinguished service to the NASBP.  He is also active in numerous construction industry trade associations, including the Associated Builders and Contractors, Associated General Contractors, Tennessee Road Builders Association, Associated Construction Women and Contractors Financial Management Association of Tennessee.

elisabeth.jpgELISABETH DEFFNER is a nationally recognized journalist and contributor to a variety of regional and national publications. She is co-founder of Bizability Group, a digital media company serving small businesses. And she oversees the InsuranceSocial.Media design and editorial team in the ongoing development of targeted social media content for producers and the companies they serve. Elisabeth is a recipient of the Egan Award for Journalistic Excellence. 

david__2_.jpgDAVID BEALL
 is a fourth-generation insurance leader and professional, with more than 25 years of executive experience in marketing, training and administration. He has long been a proponent of social marketing for financial services and works directly with carriers, sales organizations and producers to grow agent/customer engagement and sales. Dave is a graduate of Drake University and received his MBA in Finance from Claremont Graduate University. He currently serves on the Drake University National Alumni Board of Directors.



For more information, please contact NASBP Professional Development at