Consultative Selling and Negotiations

May 2-3, 2017 • Detroit, MI area
July 18-19, 2017 • Newark, NJ area
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

  • Register online here for the Detroit-area program. 
  • 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

These hotels are located near the Detroit area training location:

SpringHill Suites by Marriott Detroit Southfield
28555 Northwestern Hwy.
Southfield, MI 48034

Holiday Inn Express & Suites Farmington Hills - Detroit

32769 Northwestern Hwy.
Farmington Hills, MI 48334

Hampton Inn West Bloomfield/Southfield

33096 Northwestern Hwy.
Bloomfield Township, MI 48322

Session Location

The Detroit area training will be held in Farmington Hills. 

Kaufman Institute Learning Center

30903 Northwestern Hwy., 2nd Fllor
Farmington Hills, MI 48334

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

Detroit area cancellation policy:

  • Registrants can receive a full refund, less a $50 fee for processing, through March 20, 2017. 
  • Registrants can receive a 50% refund between March 21 and April 4, 2017.
  • No refund for the Detroit area training will be offered after April 4, 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