Information and Learning Benefits the Entire Surety Industry

Remember when we were young and how eager we were to start school toward the end of summer? Fresh school supplies, seeing old friends, maybe making new friends—it was exciting! Fast forward 50 years to this past January. I had the privilege of experiencing that same feeling all over again, along with 135 of your NASBP members and affiliate members at the Winter Session of the NASBP Surety School. At the Sunday evening opening reception, I could sense the attendees’ excitement mixed with a bit of trepidation, just like we did on the first day of school when we were kids. As I walked around and introduced myself, I met students from across the U.S. and Canada with a broad spectrum of backgrounds and experience levels…people who had been primarily on the insurance side and who wanted to learn about surety bonds (higher commission, after all); others who wanted to step into a retiring bond producer’s book; account managers who wanted to expand their responsibilities, and so on. Amid the lively buzz of conversation was a common question: “How did you get into the surety business?” The answer was always a bit different but at the same time familiar—just happenstance, or at the right place at the right time, or a recommendation from my dad’s friend, and so forth.

The three to five days flew by with a blur of financial statement and WIP analyses, discussions, and illustrations in commercial surety, and claims. (Anyone have one?), case studies, and especially real life stories from agent and surety company instructors. The questions and input from the students spurred more stories and discussions. Friendships were started and business cards were exchanged…and the trash talking between classes!!

But you know who got really animated? The instructors. The passion and excitement for our industry is contagious. It is amazing to watch them share their tricks of the trade, “secrets” that helped make them successful. At the January Winter School the faculty collectively represented more than 500 years of surety experience being shared with the students. Large, small, commercial, claims, ethics, we covered the waterfront. Case studies were attacked like the real situations that anyone in the class might someday experience. These students are part of the future of our industry.

Agencies and bond departments are enriched by returning students who have been taught by volunteer faculty taking the time to share their profound knowledge and experience. When you think about where your membership dollars go, remember these instructors offering their time and insights to your employees and students who are excited to take what they have learned back to your office for the benefit of you and your customers. As information and learning are shared, the entire surety industry benefits. See the article in this issue that announces the Most Outstanding Pupils from the Winter School Session.

#BeGuaranteedToSucceed

The Sales Nugget Provided by Howard Cowan of Acrisure dba Cowan Hill Bond Agency in Lubbock, TX

“Do you suffer from call reluctance? Would you rather have a root canal without Novocain than make cold calls? There is encouraging news for those of us who have those traits. You too can successfully produce bond business by working tirelessly on your technical expertise (think NASBP Surety Schools and Virtual Seminars). Become the “go to” agent on complicated or unusual situations. Develop your professional relationships with other construction industry professionals, such as CPAs, attorneys, architects, engineers, and construction insurance specialists. Join and become active in their trade associations. And take comfort that the world’s greatest career allows more than one route to success.”

Robert E. Shaw is President of Skillings Shaw & Associates, Inc. in Lewiston, ME . He can be reached at RShaw@ssasurety.com and 207.753.7300.