Consultative Selling and Negotiations

October 10-11, 2017 • Los Angeles, CA area  

For any E&S professional who transacts business

About the Program

NAPSLO’s Consultative Selling and Negotiations is a customized sales training program for any surplus lines professional who transacts business. The program is offered regionally throughout the year in small group settings so participants receive individualized instruction. The program is co-produced by Richardson, a leading global sales training and strategy execution company, well-versed in sales training within the surplus lines market. 

Download a brochure with additional information about the program and the curriculum. 

Who Should Attend

The program is designed to complement NAPSLO’s other educational and career development offerings and is appropriate for NAPSLO member firm surplus lines brokers, general agents and carrier underwriters who transact business.

Registration and Fees

  • To be notified when registration for the Los Angeles program opens, contact Denise Marshall,
  • Registration for the program is $995 per participant.

Schedule of Events

Day 1
7:30 - 8:30 a.m. Continental Breakfast
8:30 a.m. - Noon Training Session
Noon - 1:00 p.m. Lunch
1:00 - 5:00 p.m. Training Session
Day 2
7:30 - 8:30 a.m. Continental Breakfast
8:30 - 11:45 a.m. Training Session
11:45 a.m.-12:30 p.m. Lunch
12:30 - 2:30 p.m. Training Session

Hotel Accommodations

Check back soon for Los Angeles-area hotel accommodation suggestions. 

Session Location

Check back soon for Los Angeles-area training details.

Travel Information

Upon confirmation of acceptance to the school, participants should schedule travel to arrive on site before 8:00 a.m. on the first day and depart after 2:30 p.m. on the second day. 

Consultative Selling and Negotiations Program Cancellation Policy

Los Angeles cancellation policy:

  • Registrants can receive a full refund, less a $50 fee for processing, through August 8, 2017. 
  • Registrants can receive a 50% refund between August 8 and September 10, 2017.
  • No refund for the Los Angeles training will be offered after September 10, 2017. 
These refund time periods are subject to change, annually, based upon hotel contract and policy changes. All requests must be made in writing via email to