Consultative Selling and Negotiations

July 9-10, 2019 • Dallas, TX
November 12-13, 2019 • Scottsdale, AZ
March 10-11, 2020 • TBD

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. Download a program brochure here to learn more. 

Watch a short video to learn more about Consultative Selling and Negotiations and what past attendees have to say about their experiences.

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

  • To be notified directly when registration opens for the July and November Consultative Selling and Negotiations programs, please fill out this waitlist survey.
  • Registration is $1,045 per participant.
  • Hotel accommodations are the responsibility of the participant.
  • 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

AmWINS Dallas
5190 North Central Expressway, Suite 500
Dallas, TX 75206

Hotel Accommodations

Magnolia Dallas Downtown
1401 Commerce Street
Dallas, TX 75201

The Highlands Dallas, Curio Collection by Hilton
5300 E. Mockingbird Lane
Dallas, TX 75206

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. Please consider your travel time when making airline reservations.   

Consultative Selling and Negotiations Program Cancellation Policy

  • Cancellation through May 28, 2019 will result in a full refund, less a $50 processing fee. 
  • Cancellation between May 29 and June 11, 2019 will result in a 50% refund.
  • No refund is offered after June 11, 2019.
  • Should you cancel after June 11, 2019 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,