Consultative Selling and Negotiations

March 12-13, 2019 • Stamford, CT
July 9-10, 2019 • Dallas, TX
November 12-13, 2019 • Scottsdale, AZ

For all brokers, managing general agents and underwriters who transact business and have relationships with clients

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.

Consultative Selling and Negotiations is not about hard sales tactics. The curriculum prepares participants to develop relationships and place focus on their customers rather than themselves. In addition to discussing expectations in transactional relationships, the two-day program covers skills of selling and negotiating and insight into individual strategies and habits.

Who Should Attend

The program is designed for all brokers, managing general agents and underwriters who transact business. It is most beneficial to those E&S professionals who have relationships with clients.

Registration and Fees

  • This program is SOLD OUT. Please consider the 2019 programs, dates for which are listed above. If you want to be placed on a waiting list, please email Denise Marshall,
  • Registration is $995 per participant.
  • Hotel accommodations are the responsibility of the participant.
  • 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

Session Location

Markel Corporation
16100 N 71st St.
Scottsdale, AZ 85254

Hotel Accommodations

There are discounted hotel rooms available for $159/night plus taxes and fees, at the Hampton Inn & Suites until sold out.

Hampton Inn & Suites Phoenix/Scottsdale
16620 N Scottsdale Road
Scottsdale, AZ 85254
(To access this block, mention group name Markel.)

Best Western Plus Scottsdale Thunderbird Suites
7515 E Butherus Drive
Scottsdale, AZ 85260

Holiday Inn Club Vacations Scottsdale Resort
7677 E Princess Blvd
Scottsdale, AZ 85255

Session Location

Markel Corporation
16100 N 71st St.
Scottsdale, AZ 85254

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 Phoenix 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 September 21 will result in a full refund, less a $50 processing fee. 
  • Cancellation between Sept. 22 and October 12, 2018 will result in a 50% refund.
  • No refund is offered after October 12, 2018.
  • Should you cancel after October 12, 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,