Excess & Surplus Lines

June 5-8, 2022 • St. Louis, MO
For insurance professionals who are relatively new to the surplus lines industry or who have recently transitioned into E&S 

About the Program

Gain a solid understanding of how excess and surplus lines insurance works in the marketplace in this 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. WSIA has converted the 2021 program into a five-day facilitated virtual learning experience.

Learn more about Excess & Surplus Lines in the informational program brochure.

Watch this short video to hear past participants talk about their Excess & Surplus Lines experience.

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

Excess & Surplus Lines Program Topics

  • The Language of Business - Definitions, acronyms and professionalism in the E&S market.
  • The E&S Distribution System* - An overview of the complexity, purpose and variations in the surplus lines market.
  • MGAs and Brokers - How MGAs and brokers maintain, market and manage business in today's environment.
  • Sales & Marketing: Influencing with Integrity - A foundational understanding of the dynamics of relationships between surplus lines brokers and carriers.
  • The Lloyd's Market - A general overview of the role and practices of Lloyd's in the marketplace.
  • Surplus Lines Regulatory Overview* - Regulation and oversight of the E&S industry.
  • Risk Takers* - the characteristics of surplus lines insurers and an overview of the risk analysis process.
  • Where's the Money?* - An overview of carrier and broker financial statements, accounting procedures and potential financial challenges facing these firms.
  • Surplus Lines Issues and Trends - The study of changing environments in the E&S marketplace and the dynamics of successful carrier leadership.
* CE credits approved

2021 WSIA Continuing Education Credit Disclosure

The program is filed for Continuing Education credit in the following states:
New Jersey
New York
North Carolina

WSIA is happy to request CE in other states not already listed. Requests must be made in writing by registered attendees of the program no fewer than 60 days prior to start of the course. While WSIA cannot guarantee states outside of the above list will approve a course for CE in time for the program, 60 days is generally the time length for most states to complete the certification process.

Schedule of Events

Schedule details are tentative and subject to change. All times are shown in ET and reflect dates for both upcoming programs.

DAY 1  
11:00 - 11:45 a.m.
Language of the Business, Jill K. Jinks, CPCU, ASLI
11:45 a.m. - Noon Break
Noon - 2:00 p.m.
The E&S Distribution System, Glenn Hargrove
2:00 - 3:00 p.m. Break
3:00 - 3:45 p.m.
MGAs and Brokers - MGA Definition, Jill K. Jinks, CPCU, ASLI
  MGAs and Brokers - Broker Definition, Glenn Hargrove
DAY 2  
11:00 a.m. - 1:00 p.m.
Risk Takers, David Archiable
1:00 - 2:00 p.m. Break
2:00 - 2:30 p.m.
The Lloyd's Market, Mark Rector
2:30 - 2:45 p.m. Break
2:45 - 4:00 p.m.
Surplus Lines Regulatory Overview, Keri Kish
DAY 3  
11:00 a.m. - 1:00 p.m.
Sales & Marketing: Influencing with Integrity, Stephen Jones
1:00 - 2:00 p.m. Break
2:00 - 4:00 p.m.
Where's the Money?, Lee Sjostrom
11:00 a.m. - 1:00 p.m.
Surplus Lines Issues & Trends, Shanna Sweeney
1:00 - 2:00 p.m. Break
2:00 - 3:30 p.m.  Professional Insights - A Panel Discussion
11:00 a.m. - 1:00 p.m.
Real World Questions, Jill K. Jinks, CPCU, ASLI

Excess & Surplus Lines Cancellation Policy

  • Should you cancel, 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 Lindsay Holland, [email protected].