NAPSLO Schools Digital Catalog

Schools of Professional E&S Education

Learn more and register online at www.napslo.org

There’s a NAPSLO School For Every E&S Career Development Need

Surplus LinesProfessional Selling Skills

E&S School NAPSLO Marcus PayneAdvanced School

Surplus LinesReg. Compliance

Surplus LinesFundamentals Management

Operations School

1 year E&S experience

5 years E&S experience

10 years E&S experience

15+ years E&S experience

Executive Leadership School

E&S Professionalswith 1-5 years

experience

(Online)

(Online)

E&S Professionals with5-15 years experience

Senior level exec.with 15+ years experience

Executive Leadership SchoolApril 20-23, 2015 • Charlottesville, VA • Darden School of BusinessFor surplus lines senior level executives

WIth a focus on developing and implementing strategic planning, leadership and change management at the personal, team and organizational level, senior level professionals study at the Darden School of Business in this capstone course.

Management Operations SchoolJanuary 20-23, 2015 • Atlanta, GA • Emory University Goizueta School of BusinessFor broker and carrier managers with less than five years managerial experience

Taught by Emory faculty, NAPSLO instructors and industry CEOs, this course focuses on managerial soft skills, distribution management, regulatory oversight, and financial metrics.

NAPSLO E&S School May 31-June 3, 2015 • St. Louis, MOFor professionals with 1-5 years of insurance experience

Gain understanding of how excess and surplus lines insurance works in the marketplace. Students analyze and discuss real world issues and leave with a foundational knowledge of the dynamics between surplus lines brokers and carriers.

Marcus Payne Advanced SchoolNovember 2-5, 2014 • St. Louis, MOFor professionals with 5-15 years of insurance experienceLearn about regulatory issues, marketing, the claims process and reinsurance impacts from top industry professionals. Students leave with comprehensive information to apply immediately to strengthen any business.

Surplus Lines Professional Selling SkillsOffered regionally thoughout the yearFor transactional brokers and underwritersStrengthen sales acumen and indentify gaps in the selling process with this customized surplus lines sales training. A small group setting and post-course training tools personalize this course for each student.

Results Driven Professional Development Throughout Your E&S Career

Surplus Lines Fundamentals• Approved for CE in many states. • Offered through The Institutes.• Developed for those who need an introduction to surplus lines experience.

Surplus Lines Regulatory Compliance Course

• Approved for CE in all 50 states and offered through Success CE, NAPSLO’s CE partner.

• Designed for professionals with less surplus lines compliance experience.

• Ideal for both brokers and carriers.

• Lessons include licensing, eligibility, diligent search, reporting and the NRRA.

Online CE Courses

NAPSLOE&S School

National Association of Professional Surplus Lines OfficesSchools of Professional E&S Education


3 Day Course

May 31-June 3, 2015

St. Louis, MO

www.napslo.org

NAPSLO E&S School provides a comprehensive foundation for understanding surplus lines issues and trends, and the roles of the various players in the surplus lines marketplace. The school’s curriculum is reviewed annually to keep pace with

emerging technology and the changing nature of the industry.

A traditional classroom setting provides ample opportunity for interaction between instructors and attendees. Current issues facing the Excess & Surplus Lines industry are highlighted and participants are encouraged to discuss their personal perspectives. The program also uses self-directed learning tools such as break-out sessions, study groups, panels, and networking opportunities.

What to ExpectGain solid understanding of how excess and surplus lines insurance works in the marketplace in this in-troductory course. E&S students analyze and discuss real world issues and leave with a foundational under-standing of the dynamics and relationships between surplus lines brokers and carriers.

Surplus lines industry executives are the primary instructors, and students participate in a variety of self-directed learning tools such as study groups, panels and informal networking sessions. The schools curriculum is reviewed annually to keep pace with emerging technology and the changing nature of the industry. Students will:

• Examine key differences between the nonadmitted and admitted markets.

• Understand the key roles and participants within the surplus lines distribution process.

• Analyze the key factors facing successful surplus lines carriers and brokers.

• Learn how E&S firms market their business, in-cluding approaches to new media and internet technology.

• Gain a basic understanding to the Lloyd’s market and its role in the industry.

About The Course

NAPSLO E&S SchoolWho Should AttendThe NAPSLO E&S School is designed for insurance professionals with less than five years of experience in the surplus lines industry. The school is an excellent introduction to the surplus lines industry for new employees or even veteran insurance professionals who are just new to surplus lines.

E&S School Topics

• Cops* - Regulation and oversight of the E&S industry.• Distribution System* - An overview of the complexity, purpose and variations in the surplus lines market. • Sales & Marketing: Influencing with Integrity - A foundational under standing of the dynamics of relationships between surplus lines brokers and carriers.• Market Dynamics* - The study of changing environments in the E&S marketplace and the dynamics of successful carrier leadership. • MGAs and Brokers* - How MGAs and brokers maintain, market and manage business in today’s environment. • Risk Takers* - The characteristics of surplus lines insurers and an overview of the risk analysis process. • The Lloyd’s Market - An overview of the role and practices of Lloyd’s in the marketplace. • The Language of Business - Definitions, acronyms and professionalism in the E&S market. • Where’s the Money?* - An overview of carrier and broker financial statements, accounting procedures and potential financial challenges facing these firms. * CE credits approved

Executive PanelIn addition to classroom sessions, students hear from a panel of indus-try leaders as they discuss topics relevant to surplus lines and answer questions.

NAPSLO E&S SchoolRegistration and Accommodations

© National Association of Professional Surplus Lines Offices 2014

Students may register online at http://esschool.napslo.org

Tuition is $1,200 per student

Training Location Eric P. Newman Education Centerat the Washington University Medical Center

Training Date May 30 - June 3, 2015

Please visit NAPSLO’s website for hotel and travel recommenda-tions as well as refund policies and a detailed course schedule.

www.napslo.org


200 NE 54th St., Suite 200 Kansas City, MO 64118816.741.3910www.napslo.org

“The E&S School proved to be an excellent introduction to the surplus lines industry for me. The format of the course and the quality of the instructors really helped clarify some of the nuances of the industry and the information was presented in a way that was very easy to consume.”

Courtney Stuekerjuergen, R-T Specialty, LLC

“I found the NAPSLO E&S School to be very beneficial, and I really appreciated being able to interact directly with my classmates and instructors as we worked through the curriculum.”

Nathan O’Tool, Swett & Crawford - Atlanta

2014 NAPSLOMarcus PayneAdvanced School



3 Day Course

November2-5, 2014

St. Louis, MO

www.napslo.org

NAPSLO Marcus Payne Advanced School students a comprehensive foundation for understanding surplus lines issues and trends and the roles of the various players in the surplus lines marketplace. Surplus lines executives serve as

instructors and students learn about industry regulatory issues, marketing, the claims process and reinsurance impacts from industry professionals who bring years of experience and expertise to every topic.

The school is offered in a traditional classroom setting but places a primary emphasis on hands-on learning and discussion, through the use of case studies, study groups and informal networking opportunities.

What to ExpectNAPSLO’s Marcus Payne Advanced School focuses on key issues and challenges facing experienced surplus lines professionals. Attendees learn from top surplus lines leaders during the school and also benefit from self-directed learning activities including case studies and breakout session discussions.

Advanced School participants will:

• Identify and understand the dynamics of the transactional broker and underwriter relation-ship, and gain tools to strengthen relationships between broker and carrier firms and surplus lines customers.

• Analyze the impact of reinsurance on the surplus lines industry.

• Identify the impact of errors and omissions claims and leave with tools to mitigate them.

• Identify key financial indicators for surplus lines firms and the impact of market cycles on them.

• Examine the cause and impact of scams on the insurance industry and learn tools to lessen those risks.

• Participate in a claim committee process to review and recommend strategic claim handling options.

About The Course

NAPSLO Marcus Payne Advanced SchoolWho Should AttendThe NAPSLO Marcus Payne Advanced School is designed for insurance profes-sionals with five to 15 years of experience in surplus lines. Completion of the NAPSLO E&S School is an excellent building block to the Advanced School but it is not a prerequisite for attending the Advanced School.

Advanced School Topics

• The Broker/Underwriter Relationship - Discuss the relationship dynamics between excess and surplus lines company underwriters and transactional brokers.• Creating Surplus Lines Customer Value - Discuss the key elements of evaluating relationships, and how to develop existing relationships beyond account specific transactions between surplus lines brokers and carriers.• The Devil’s in the Details* - Review standards and procedures to reduce errors and omissions exposures.• Avoiding the Sting* - Recognize scams in the nonadmitted market and gain an overview of Stamping Offices with an update on key surplus lines regulatory issues. • Reinsurance and the Specialty Marketplace - Learn about current issues, trends and the impact of reinsurance on the marketplace.• Conquering Financial Statements* - Review key financial metrics for brokers and carriers, overall surplus lines industry financial restuls, and tips to understand financial information.• The Claims Experience* - Look at the surplus lines claims process, coverage and liability issues.

* CE credits approved

The Executive PanelIn addition to classroom sessions, the Advanced School features an Executive Panel discussion featuring surplus lines professionals. The 2014 panel includes: David Brinkerhoff Exec. Vice President,R-T SpecialtyKansas City

Lori HunterExec. Vice President, Worldwide FacilitiesLos Angeles

Wendy MarkhamCUO,Nautilus Ins. Co.Scottsdale

Marcus Payne Advanced SchoolRegistration and Accommodations


Students may register online at http://advschool.napslo.orgby September 29, 2014

Tuition is $1,250 per student

Training Location Eric P. Newman Education Centerat the Washington University Medical Center

Training Date November 2-5, 2014

Please visit NAPSLO’s website for specific travel recommendations as well as refund policies and a detailed course schedule.

www.napslo.org


4131 N. Mulberry Dr.., Suite 200 Kansas City, MO 64116816.741.3910www.napslo.org

“I left Advanced School with knowledge and new skills to apply to my job immediately. I really appreciated the opportunity to network with industry professionals that taught the different segments, and to hear from the Executive Panel. The course workbook is something that I keep close by and refer back to for ideas and direction. I found the experience very valuable and would recommend the course to anyone in this phase of their career.”

Brad Bubb, MacNeill Group

“All of the course topics provided valuable information. I felt like there was a very good balance of material applicable to both broker and carrier, and it was fascinating to see the different perspectives between brokers and carriers, particularly in small group settings. I met lots of great people and am pleased that I attended.”

Stephanie Geraghty, Vela Insurance Services

Surplus Lines Professional Selling Skills



2 Day Course

offered regionally throughout the year

www.napslo.org

NAPSLO’s Surplus Lines Professional Selling Skills course is a customized sales training program for any surplus lines professional who transacts

business. The course is offered regionally throughout the year in small class settings so students receive individualized instruction.

The school is designed to complement NAPSLO’s other educational and career development offerings and is appropriate for surplus lines brokers, general agents and carrier underwriters of NAPSLO member firms.

The course is co-produced by Richardson, a leading global sales training and strategy execution company, well-versed in sales training within the surplus lines market.

What to Expect

Participants receive customized surplus lines sales training geared specifically to transacting business in the surplus lines market. Students will:

• Develop skills to strengthen their overall sales acumen that are specific to surplus lines and are tailored to individual needs.

• Use real life surplus lines examples that both wholesale brokers and carrier underwriters regularly face.

• Participate in an interactive instructional environment that includes role playing activities and significant sharing of ideas and peer learning.

• Have post-course access to online training modules to reinforce the on-site sales training.

About The Course

Surplus Lines Professional Selling SkillsThe Pre-Course Assessment Students will take Richardson’s pre-course SkillGauge assessment. Richardson’s Skill-Gauge is a comprehensive portfolio of assessment and diagnostic tools that helps identify competency levels, diagnoses specific selling and prospecting training needs, and allows for a tailored learning solution. The tool helps instructors understand each student’s background and personal strengths and weaknesses and allows train-ers to identify areas on which to work during the two-day on-site course.

On-Site Learning On -site, the course features real life surplus lines examples that augment the cus-tomized Consultative Selling and Prospecting training program, which is an in-depth look at sales as an interactive process.

Richardson’s Consultative Selling and Prospecting skills program helps students analyze the critical structure of a sales call or client meeting and provides a powerful roadmap for a successful, need-based dialogue. Coupled with Richardson’s Six Criti-cal Skills, the Consultative Selling and Prospecting framework enables surplus lines professionals at every level to more effectively execute sales conversations.

Post-Course Learning To reinforce skills from the on-site course, attendees can use Richardson’s online QuickSkills review program for 18 months following the course, selecting modules of interest. The eLearning QuickSkills are highly interactive web-based training courses specifically for sales professionals.

Users work though online simulations where they face real life challenges, experi-ence immediate application and receive intensive feedback and coaching to refine skills and improve performance.

About Richardson Richardson is a global sales training and performance company that helps leading organizations improve results and provides customized surplus lines sales training.

Richardson focuses on: analyzing the structure and talent of the sales force; train-ing and developing the sales team; and continuing the development through coaching and reinforcement. Richardson equips sales leaders with skills and strat-egies to win in a complex selling environment. Richardson is unique in its ability to create customized solutions that change behavior and provide measurable results for students.

Professional Selling Skill SchoolRegistration and Accommodations

“I participated in the first Professional Selling Skills Course last August and the experience far exceeded my expectations. The instructors were truly able to cus-tomize the class in a way that helped me change the way I viewed the sales process and gave me tangible tools to apply to a variety of situations.”

Kyle Markuson, AmWINS Group


Students may register online* at http://sellingskills.napslo.org

*check the NAPSLO website for registration details on upcoming schools

Tuition is $995 per student

Training LocationsTraining is held regionally throughout the year. Check the NAPSLO website for upcoming dates and locations.

Please visit NAPSLO’s website for hotel and travel recommenda-tions as well as refund policies and a detailed course schedule.www.napslo.org


4131 N. Mulberry Dr., Suite 200Kansas City, MO 64116816.741.3910www.napslo.org

“NAPSLO’s presentation of this course was fantastic. It was not just an informa-tive sales course. It was fast paced and tailored to the E&S market with relevant, helpful and interactive examples. I would recommend this course to anyone with an interest in E&S sales, but it is a must for all brokers and underwriters new to the E&S world.”

Carl Dowling, Catlin Insurance


Executive LeadershipSchool


April 20-23,2015

Charlottesville, VA

University of Virginia,Darden School of Business

www.napslo.org

With a focus on developing and implementing strategic planning, leadership and change management at the personal, team and organizational level, senior level professionals study at the University of Virginia Darden School of Business in this

capstone course.

The NAPSLO Executive Leadership School program is designed for senior-level members who wish to broaden their perspectives on important social, political and economic issues influencing the insurance industry. Participants return to their organizations with the tools and mindsets to act more strategically. Attendees will develop the enterprise perspective required to make winning choices about running their businesses in today’s complex environment.

About The Executive Leadership School

The Executive LeadershipSchool Who Should AttendSenior-level NAPSLO members with 10-15 years or more of industry experi-ence who are at the top of their organizations’ leadership teams, and senior-level members with direct responsibility for obtaining superior and sustainable results can gain life-changing skills from this school. Previous NAPSLO school attendance is not required for the Executive Leadership School.

What to ExpectExecutive Leadership School students will examine a variety of real-life case studies, and hear a senior-level perspective on the industry from Bill Berkley, a proven industry leader, to:

• Crystallize their personal world views about how to compete successfully in their market space.

• Cultivate a set of personalized, strategic frameworks and strategies for winning in the market.

• Employ the power of engagement within their organizations.

• Learn to lead with a core set of values and convictions.

• Relate broad issues in today’s world to the surplus lines industry and to personal career experiences.

• Explore the stages and dynamics of change from a leadership viewpoint.

• Work collaboratively in small groups as they learn to employ these strategies in both personal and professional environments.

About Darden School of BusinessThe University of Virginia Darden School of Business is one of the world’s lead-ing business schools. For more than half a century, Darden has served as a criti-cal resource for businesses around the world, conveying relevant concepts and specific business skills needed to formulate sustainable growth.

The inaugural Executive Education program was offered in 1955 and since that time, individuals and companies have discovered that Darden learning means thinking differently, actively participating in finding answers to key business challenges and developing management and leadership teams at all levels. NAPSLO has partnered with Darden to produce this outstanding professional development opportunity for six years.

“I think many E&S professionals have experienced training courses that aren’t very applicable to our work. This course was the complete opposite. The real life case studies brought home several new leadership strategies and the interactive nature of the course was invaluable. The topics and take aways are real and valuable and you can apply them in your personal life as well as in business.”

-Wes Robinson, Risk Placement Services, Inc.

“The program, the professors and administrators did an excellent job of teaching complex concepts in a short period of time. Although it’s intense, the course effectively engaged me to change my way of thinking and gave me valuable takeaways to use on a daily basis.”

-Alison Oliphant, AmWINS

Faculty for the NAPSLO Executive Leadership School are selected from the Darden School of Business staff for their ability to provide students a framework for success in strategically managing, developing and leading an organization.

About The Executive Leadership School

Alan Beckenstein is a professor of Busi-ness Administration. He holds a Ph.D. in Eco-nomics from the University of Michigan and has taught at the Darden School for 35 years in the areas of political economy, global com-petition, public policy, environmental manage-ment and quantitative analysis.

Sankaran Venkataraman (“Venkat”) is the MasterCard Professor of Business Administration at the Darden Graduate School of Business Administration. He is a member of the Strategy, Entrepreneur-ship and Ethics area and teaches MBA- and executive-level courses in strategy, entre-preneurship and ethics.

Alec Horniman is Professor of Business Ad-ministration and Senior Fellow with the Olsson Center for Applied Ethics at the Darden School of Business and also serves as an industry con-sultant in the area of organizational behavior.

Day 12-4:30 p.m. Arrival and Check-In, Inn at Darden Gatehouse4-4:30 p.m. Class Discussion, Welcome & Introductions4:30-6 p.m. The Future of the U.S. Economy, Prof. Beckenstein6-6:30 p.m. Opening Reception, Abbott Center Foyer 6:30-8 p.m. Dinner, Abbott Center Dining Room, Guest SpeakerEvening Learning Team Meetings

Day 27-8 a.m. Breakfast, Abbott Center Dining Room 8-9:30 a.m. Learning, Leading and Change, Prof. Horniman10-11:30 a.m. From Tactical to Strategic Leadership I, Prof. Venkataraman11:45 a.m.-1:15 p.m. Lunch, Abbott Center Dining Room 1:15-2:30 p.m. Leading Change I, Prof. Horniman 2:30-3:15 p.m. Learning Team Meetings 3:15-4:30 p.m. Leading Change II, Prof. Horniman4:30-6:30 p.m. Reflection, Recreation and Individual Preparation6:30-7 p.m. Reception, Abbott Center Foyer7-8:30 p.m. Dinner, Abbott Center Dining RoomEvening Learning Team Meetings

Day 37-8 a.m. Breakfast, Abbott Center Dining Room8-9:30 a.m. Leadership and High Performance, Prof. Horniman10-11:30 a.m. Developing Strategic Capabilities, Prof. Venkataraman11:30 a.m.-12:15 p.m. Learning Team Meetings12:15-1:15 p.m. Lunch, Abbott Center Dining Room 1:15-2:45 p.m. From Tactical to Strategic Leadership, Prof. Horniman and Venkataraman 3-4:30 p.m. Can You Say What Your Strategy Is?, Prof. Venkataraman 4:30-5:45 p.m. Reflection, Recreation and Individual Preparation5:45-6:15 p.m. Reception, Abbott Center Foyer6:15-7:15 p.m. Dinner, Abbott Center Dining RoomEvening Learning Team Meetings

Day 47-8 a.m. Breakfast, Abbott Center Dining Room8-9:30 a.m. Sharing Insights for Future Industry Leadership & Individual Statements about Future Personal Opportunities9:45-11:15 a.m. The Power of Story and Personal Engagement, Prof. Horniman11:15-11:45 a.m. Program Evaluation and Closing Remarks

Tentative Class Schedule

Executive Leadership SchoolRegistration and Accommodations


Students may register online at http://register.napslo.org

Tuition is $2,995 per studentRegistration includes on-site hotel accommodations at the Inn at Darden as well as world-class dining at the Abbott Center.

Training Location University of VirginiaDarden School of BusinessCharlottesville, VA

Training Dates April 20-23, 2015

Please visit NAPSLO’s website for registration, travel recommenda-tions and refund policies.

www.napslo.org


4131 N. Mulberry Dr., Suite 200 Kansas City, MO 64116816.741.3910www.napslo.org

“The Executive Leadership School is a thought provoking journey, and you will not regret the time and effort invested in it. This is a powerful program and it provides relevant, applicable insights and skills that you can put into action as soon as you return to the office. I only wish I had attended sooner.”

-Wendy Houser, Markel

Documents

NAPSLO Schools Digital Catalog