Consultative Selling and Negotiations

April 3-4, 2018 • Baltimore, MD area
July 10-11, 2018 • Kansas City, MO
November 13-14, 2018  • Scottsdale, AZ

For any E&S professional who transacts business

About the Program

WSIA’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. 

Who Should Attend

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

Registration and Fees

  • Register online here. Registration requires an ID/password for the WSIA website. For anyone with a current login, your account credentials remain the same. If you have forgotten your ID and password you may retrieve it online prior to registering. If you do not yet have an account you may create one as part of the registration process.
  • Registration is $995.
  • Download a program brochure  for more information.
  • Contact Denise Marshall,, with any questions. 

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

Residence Inn Baltimore Hunt Valley
45 Schilling Rd
Hunt Valley, MD 21031

Courtyard Baltimore Hunt Valley
221 International Circle
Hunt Valley, MD 21030

Embassy Suites Baltimore - North/Hunt Valley
213 International Circle
Cockeysville, MD 21030

Delta Hotels Baltimore Hunt Valley
245 Shawan Rd.
Hunt Valley, MD 20131

Session Location

All Risks Ltd.
10150 York Road, 5th Flr.
Hunt Valley, MD 21030

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. Please consider your travel time when making airline reservations.  

Consultative Selling and Negotiations Program Cancellation Policy

  • Cancellation through February 19 will result in a full refund, less a $50 processing fee. 
  • Cancellation between February 20 and March 5, 2018 will result in a 50% refund.
  • No refund is offered after March 5, 2018.
  • Should you cancel after March 5, 2018 you will have a limited time opportunity to substitute someone else at your firm as an alternative to the above refund policy.
  • All requests must be made in writing to Denise Marshall,