Marcus Payne Advanced E&S

November 5-8, 2017 • St. Louis, MO
For professionals with approximately 5-15 years of insurance experience

About the Program

Marcus Payne Advanced E&S participants learn about wholesale distribution issues and best practices, industry regulatory issues, marketing, the claims process, and the reinsurance impact upon the surplus lines industry from top industry professionals who bring years of experience and expertise. Participants leave with comprehensive information to apply immediately to strengthen any business and they look at current surplus lines issues and trends as they network with others in the industry. Completion of the WSIA Excess & Surplus Lines program is not a prerequisite.
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. 

For more information, download a Marcus Payne Advanced E&S brochure.

Who Should Attend

The Marcus Payne Advanced program is designed for insurance professionals with 5-15 years of experience in the surplus lines industry. Persons with less than five years of surplus lines experience are encouraged to participate in the Excess & Surplus Lines program, offered each summer. 

Registration and Fees

  • Registration requires an I.D./Password for the NAPSLO/WSIA website. For anyone with a current NAPSLO login, your account credentials remain the same. If you have forgotten your ID or 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 $1,250.
  • Click here to login/create an account and register.
  • Registration deadline: October 6, 2017.
  • Any questions regarding registration may be directed to

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

The 2017 Executive Panel participants are:

  • Mike Miller, Insurance Industry Consultant, Moderator
  • Scott Anderson - Owner, Concorde General Agency 
  • Brenda (Ballard) Austenfeld - President, National Property Practice, RT Specialty 
  • Bob Matamoros - Executive Vice President Specialized Distribution, Breckenridge Insurance Group

Schedule of Events

Registration and Room Check-in will be located at the Parkway Hotel. All other functions will be held within walking distance at the Eric P. Newman Center. This schedule is subject to change

Sunday, November 5   
4:00 - 5:30 p.m. Registration & Room Check-In (Parkway Hotel Lobby) 
5:30 - 6:15 p.m. Opening Reception
6:15 - 7:30 p.m. Dinner
7:30 - 8:30 p.m. Opening Comments and Introduction
8:30 - 9:15 p.m. Hospitality
Monday, November 6
7:00 - 8:00 a.m. Breakfast Buffet
8:00 - 10:00 a.m. The Broker/Underwriter Relationship
10:15 a.m. - Noon Creating Surplus Lines Customer Value
12:05 - 1:00 p.m. Luncheon Buffet (Pictures 12:00-12:05)
1:00 - 3:00 p.m. The Devil’s In The Details
3:15 - 4:45 p.m. Avoiding the Sting
6:30 - 8:00 p.m. Drinks & Casual Dinner (off-property)
Tuesday, November 7
7:00 - 8:00 a.m. Breakfast Buffet
8:00 - 10:00 a.m. Reinsurance in the Specialty Marketplace
10:15 - Noon Conquering Financial Statements
Noon - 1:00 p.m. Luncheon Buffet
1:00 - 3:15 p.m. The Claims Experience
3:30 - 5:00 p.m. Executive Panel
5:15 - 6:00 p.m. Reception with Executive Panel
6:00 - 7:00 p.m. Dinner Buffet
Wednesday, November 8
7:00 - 8:00 a.m. Breakfast Buffet
8:00 - 11:00 a.m. Case Study
11:00 - 11:30 a.m. Final Evaluations, Certificate Presentation & Departure

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 attendee 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

Students should schedule travel to arrive on-site before 4:00 p.m. on Sunday, November 5 and depart the training facility after 11:15 a.m. on Wednesday, November 8.

Marcus Payne Advanced E&S Cancellation Policy

  • Registrants can receive a full refund, less a $50 fee for processing, on or before September 25, 2017.
  • Registrants can receive a 50% refund between September 26 and October 6, 2017. 
  • No refund is offered after October 6, 2017.