Marcus Payne Advanced E&S

November 8-11, 2021 • Facilitated virtual learning
For E&S professionals with multiple years of surplus lines industry experience

About the Program

WSIA's Marcus Payne Advanced E&S participants will enhance their understanding of wholesale distribution issues and best practices, industry regulatory issues, marketing, the claims process, and the reinsurance impact upon the  wholesale, specialty and surplus lines industry, learning alongside top industry professionals who bring years of experience and expertise. Participants will look at current industry issues and trends and learn comprehensive information to apply immediately to strengthen any business. This program will be virtually facilitated in 2021 to allow more attendees to participate conveniently from their homes or offices. 

Wholesale, specialty and surplus lines industry executives serve as instructors, and the program includes a variety of self-directed learning tools such as study groups, case studies, student led presentations, panels and informal networking sessions. Marcus Payne Advanced E&S curriculum places a primary emphasis on hands-on learning. 

Watch a short video to learn more about Marcus Payne Advanced E&S and what past participants have to say about their experiences. 

Who Should Attend

The Marcus Payne Advanced program is designed for insurance professionals with multiple years of experience in the surplus lines industry. Past participants of WSIA's Excess & Surplus Lines program are strongly encouraged to attend. Completion of the WSIA Excess & Surplus Lines program is not a prerequisite.

Registration and Fees

  • Registration cost is $350 per participant.
  • Registration will close on October 29.
  • Please contact Lindsay Holland, [email protected], with any questions.  

What Alumni Have to Say

Read feedback from past attendees about their experiences at Marcus Payne Advanced E&S.

    Marcus Payne Advanced E&S Topics

    • The Broker/Underwriter Relationship* - Discuss the dynamics in the placement of business between excess and surplus lines company underwriters and transactional brokers.
    • Creating Surplus Lines Customer Value - Discuss the key elements of evaluating new appointments, and how to develop existing business relationships beyond account specific transactions between surplus lines brokers and carriers.
    • The Devil’s in the Details* - Review standards and procedures to reduce errors and omissions exposures.
    • Avoiding the Sting* - Recognize scams in the nonadmitted market and gain an overview of Stamping Offices with an update on key surplus lines regulatory issues. 
    • Reinsurance and the Specialty Marketplace* - Learn about current issues, trends and the impact of reinsurance on the marketplace.
    • Conquering Financial Statements* - Review key financial metrics for brokers and carriers, overall surplus lines industry financial results, and tips to understand financial information.
    • The Claims Experience* - Look at the surplus lines claims process, coverage and liability issues.
     * 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

    For states not listed, WSIA is happy to request CE in those specific states. 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. 

    2021 Schedule of Events

    The program will be virtually facilitated, allowing members to participate from their home or office. All times are shown in ET. 

    Monday, November 8

    11:00 - 11:10 a.m.  Opening Comments/Breakout Groups/Logistics
    11:10 a.m. - 2:30 p.m. The Broker/Underwriter Relationship 
    Creating Surplus Lines Customer Value
    Broker/Underwriter Relationship Q&A

    Presented by Wendy Houser, Markel
    Jacey Norberg, Risk Placement Services
     3:00 - 5:00 p.m. The Devil's in the Details 
    Presented by Andrew Forstenzer, Preferred Mutual Insurance Company

    Tuesday, November 9

    11:00 a.m. - 1:00 p.m.  Avoiding the Sting
    Presented by Michael Blackshear and Illiana Hessing, Ryan Specialty Group
    2:00 - 4:00 p.m. Reinsurance in the Specialty Marketplace 
    Presented by Jim Sullivan, GenRe

    Wednesday, November 10

    11:00 a.m. -1:00 p.m.  Conquering Financial Statements 
    Presented by Doug Lang, Lexington Insurance Company
    2:00 - 4:00 p.m.   The Claims Experience
    Presented by Steve Kelly, Nationwide E&S/Specialty 

    Thursday, November 11

    11:00 a.m. - 12:30 p.m.   Executive Panel
    Moderated by Mike Miller, Ategrity Specialty Insurance Company, President & CEO


    Michael Eichhorn, Denali Specialty Group, LLC, President and CEO 
    Brian Barrilleaux, Jencap, President
    Leah Ohodnicki, Argo, SVP, Producer Management and US Marketing 

    1:30 - 3:30 p.m. Liverpool Case Study
    Presented by Mike Miller, Ategrity Specialty Insurance Company

    Marcus Payne Advanced E&S Cancellation Policy

    • Registrants can receive a full refund, less a $50 processing fee, through October 11, 2021.
    • Cancellation between October 12 and October 25, 2021 will result in a 50% refund.
    • No refund is offered after October 25, 2021.
    • Should you cancel after October 25, you will be offered 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, [email protected].