Consultative Selling and Negotiations

July 10-11, 2018 • Kansas City, MO
November 13-14, 2018  • Scottsdale, AZ
March 2019
July 2019
October 2019

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

  • 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
  • Click here to register for the  July program.
  • 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

There are several hotels in the area; two recommendations are provided below.

Marriott Kansas City Downtown 
(two block walk)
200 W 12th St.
Kansas City, MO 64105
(To receive a special rate for the Marriott Kansas City Downtown, please reserve your room online using special rate code of F1V which carries a cost of approximately $176/night, plus taxes and fees. This rate is subject to availability.)

Hotel Phillips (one block walk)
120 W 12th St. 
Kansas City, MO 64105

Session Location

RT Specialty
1100 Walnut, 4th Floor Training Center
Kansas City, MO 64108

Travel Information

Participants should schedule travel to arrive on site before 8:00 a.m. on the first day and depart the training site after 2:30 p.m. on the second day. The Kansas City airport is approximately 25 minutes from the training location. Please consider your travel time when making airline reservations.   

Consultative Selling and Negotiations Program Cancellation Policy

  • Cancellation through May 28 will result in a full refund, less a $50 processing fee. 
  • Cancellation between May 29 and June 11, 2018 will result in a 50% refund.
  • No refund is offered after June 11, 2018.
  • Should you cancel after June 11, 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,