 1 A Producer’s Guide to Building Your Practice Identifying, Evaluating, Maintaining, and Working Your “Top 120” June 5, 2012 Presented by: Jonathan Dick, Jon Dick Consulting Joshua A. Etemadi, Construction Bonds, Inc. a Division of Murray Risk Management and Insurance Lawrence F. McMahon, Alliant Insurance Services, Inc.

 2 BIOGRAPHIES  Jonathan Dick specializes in issues of corporate identity and resulting applications for sales force development, long-term cultural change and sustenance, staff development, and change management. He is the lead architect and faculty member of the NASBP Sales Workshop for Surety Bond Professionals – to be offered again in September Since 2002 Mr. Dick 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. He integrates individual giftedness and corporate identity to build new sales cultures that are sustainable and profitable. Earlier he worked with Fortune 500 companies to provide strategy and resources for clients and their sales forces.  Joshua A. Etemadi joined Construction Bonds, Inc. a Division of Murray Risk Management and Insurance in 2007 where he focuses on helping small contractors significantly increase their bonding capacity. He has been very successful in moving contractors from non-standard market/SBA supported bonds to standard market surety credit in short periods of time. Mr. Etemadi serves on a number of NASBP committees including the Automation and Technology Committee, Government Relations, State Government Affairs, 5-15, and he is vice-chair of the Small Business Committee. He is a member of the DC Metropolitan Subcontractors Association and serves on the Leadership, Education, Advocacy and Development (LEAD) committee.  Lawrence F. McMahon is Executive Vice President and Surety Manager for Alliant Insurance Services, Inc. where he has been instrumental in developing the surety department and managing a number of large surety placements. He works closely with, and provides expert advice on surety to the Alliant Construction Unit and Alliant Public Entity Group. Mr. McMahon is NASBP First Vice President, has been a faculty member of the William J. Angell Surety School since 2000, and helped develop the curriculum for the NASBP Sales Workshop for Bond Producers where he is a key instructor.

3 Top 120  Overview of Methodology  Best Practices in Territory Management  Top Practice-Builders’ Characteristics

4 Common Characteristics of the Most Successful Sales Organizations 1. Clear Message 2. Clear Market Entry Points 3. Vertical Market Breakdown - Top 40, Top Measureable, Obtainable Sales Goals 5. Contact Management System Used by All Employees

5 Common Characteristics of the Most Successful Sales Organizations 6. Understand Critical Marketing/Sales Contact Ratios: Activity to Close 7. Fair Price, Competitive Resources, Market Top Down 8. Producer Qualities - Direct Influencer, Not Indirect, Motivated to a Quantified End - Assessment Tool Utilized 9. More Hunters than Farmers 10. Leadership that Demonstrates Success, Does Not Demand it

6 Best Practice Builders  Know Your Market  Whole-to-Part View  All Potential Clients  All Competitors

7 Larry McMahon  Top 1% Producer in Any Industry  Best Practices Guidelines  Top 120

8 Josh Etemadi  Best Practice Beginnings  Identifying top 120  Categorizing Top 120  Contacting Top 120  Content and Frequency

9 Dialogue with Larry and Josh  Identifying and Categorizing Top 120  By Revenue  By Vertical Market  By Competitor  Ranking-Hot, Warm, Cold

10 Dialogue with Larry and Josh  Challenges to Identifying and Categorizing  1  2  Solutions:  1  2

11 Dialogue with Larry and Josh  Contacting Top 120  Frequency  Why?

12 Dialogue with Larry and Josh  Contacting Top 120  Content - What to Say to Whom  Best Vehicle’s to Use to Say It - Phone, Drop- off, in Person  Best Time to Say It – a.m., social meeting, etc.

13 Dialogue with Larry and Josh  Challenges to Contacts:  1  2  Solutions:  1  2

14 Thank You for Participating Today! Contact Info: Jonathan Dick Jon Dick Consulting Joshua Etemadi Construction Bonds, Inc Larry McMahon Alliant Insurance Services