Excess & Surplus Lines

June 3-6, 2018 • St. Louis, MO 
For professionals early in their careers

About The Program

Gain solid understanding of how excess and surplus lines insurance works in the marketplace in this three-day introductory program. E&S participants analyze and discuss real world issues and leave with a foundational understanding of the dynamics and relationships between surplus lines brokers and carriers.

Surplus lines industry executives are the primary instructors. Attendees participate in a variety of self-directed learning settings such as study groups, panels and informal networking sessions. The school’s curriculum is reviewed annually to keep pace with emerging technology and the changing nature of the industry.

Who Should Attend

The Excess & Surplus Lines program is designed for insurance professionals with less than five years of experience in the surplus lines industry. The program is also an excellent introduction to the surplus lines industry for new employees or even veteran insurance professionals who are just new to surplus lines. Persons with more than five years of surplus lines experience are encouraged to attend the Marcus Payne Advanced program which is offered each fall.

Registration and Fees

  • Registration is $1,200 per participant and includes hotel accommodations and meals. 
  • Registration will open in spring 2018.
  • If you would like to notified when registration opens for the 2018 program please contact Denise Marshall at denise@wsia.org.

WSIA Excess & Surplus Lines Topics

  • Surplus Lines Regulation* - 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 understanding of the dynamics of relationships between surplus lines brokers and carriers.
  • Surplus Lines Issues and Trends* - 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 - A general 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

Schedule of Events 

Sunday, June 3  
3:30 - 4:45 p.m. Registration and Room Check-In, Parkway Hotel Lobby
5:30 - 6:15 p.m Opening Reception
6:15 - 7:15 p.m.  Dinner
7:15 - 8:15 p.m. Opening Comments and Introductions
8:15 - 9:00 p.m. Optional Hospitality, Lobby - E.P. Newman Center
Monday, June 4  
7:00 - 7:55 a.m. Breakfast Buffet
7:55 - 8:45 a.m. Language of the Business, Jill K. Jinks, CPCU, ASLI
8:45 - 10:15 a.m. Distribution System, Glenn Hargrove
10:30 - 10:55 a.m. Lloyd’s Market, Randall Jones
10:55 a.m. - Noon    MGAs and Brokers, Jill K. Jinks, Glenn Hargrove
Noon - 12:05 p.m.  Group Photo
12:05 - 1:00 p.m. Luncheon Buffet
1:00 - 3:30 p.m. Sales and Marketing: Influencing with Integrity, Letha Heaton
3:45 - 4:45 p.m. Surplus Lines Regulation, Keri Kish
6:30 - 8:00 p.m. Casual Dinner, off-property
Tuesday, June 5  
7:00 - 7:55 a.m. Breakfast Buffet
8:00 - 9:50 a.m. Risk Takers, Randall Jones and David Archiable
10:05 a.m. - 12:05 p.m.    Where's the Money?, Phillip McCrorie
12:05 - 1:00 p.m. Luncheon Buffet
1:00 - 3:00p.m. Surplus Lines Issues & Trends, Terri Moran
3:30 - 5:00 p.m. Executive Panel
5:15 - 6:00 p.m. Reception
6:00 - 7:00 p.m. Dinner Buffet
Wednesday, June 6  
7:00 - 7:55 a.m. Continental Breakfast
8:00 - 10:30 a.m. Breakout Exercise: Real World Questions
11:00 - 11:15 a.m.  Certificate Presentation and Departures

Executive Panel 

The 2017 Executive Panel featured:

Seth Fischer    David Toombs   Tiffany Way
Chief Underwriting Officer        Vice President Underwriting         Assistant Vice President
CapSpecialty   Bell & Clements Ltd   All Risks, Ltd. 

Hotel Accommodations

Attendees stay at The Parkway Hotel, 4550 Forest Park Blvd., St. Louis, MO. The hotel is located on the campus of Washington University Medical Center and housing is handled by WSIA as part of the student registration process. 

Session Location

Sessions are held at The Eric P. Newman Education Center, located within walking distance of the hotel, at the Washington University Medical Center.

Travel Information

2018 students should schedule travel to arrive on-site before 4:00 p.m. on Sunday, June 3 and depart the training facility after 11:15 a.m. on Wednesday, June 6. Please do not make travel arrangements until you receive confirmation of acceptance into the school.

Excess & Surplus Lines Program Cancellation Policy

  • Registrants can receive a full refund, less a $50 fee for processing, if the request is made six weeks in advance of the program.
  • Registrants can receive a 50% refund between four and six weeks in advance of the program. 
  • No refund is offered less than four weeks in advance of the program.
  • These refund periods are subject to change annually, based upon hotel contract and policy changes. 
  • All requests must be made in writing to Denise Marshall, denise@wsia.org