Excess & Surplus Lines

June 2-5, 2019 • St. Louis, MO 
For all 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 three-day 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. Download a past program brochure here to learn more.

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

  • Registration is $1,260 per participant and includes hotel accommodations and meals on-site.
  • Registration for the 2019 program will begin in early-2019. To be notified directly when registration opens, contact Denise Marshall at denise@wsia.org
  • Questions? Contact Denise Marshall at denise@wsia.org.

Excess & Surplus Lines Program Topics

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

* CE credits approved

Schedule of Events 

Sunday, June 2  
3:30 - 4:45 p.m. Registration and Room Check-In, Parkway Hotel Lobby
5:30 - 6:15 p.m Opening Reception
6:15 - 7:15 p.m.  Dinner
7:15 - 8:15 p.m. Opening Comments and Introductions
8:15 - 9:00 p.m. Optional Hospitality, Lobby - E.P. Newman Center
   
Monday, June 3  
7:00 - 7:55 a.m. Breakfast Buffet
7:55 - 8:45 a.m. Language of the Business, Jill K. Jinks, CPCU, ASLI
8:45 - 10:15 a.m. Distribution System, Glenn Hargrove
10:30 - 10:55 a.m. Lloyd’s Market, Mark Rector
10:55 a.m. - Noon    MGAs and Brokers, Jill K. Jinks, Glenn Hargrove
Noon - 12:05 p.m.  Group Photo
12:05 - 1:00 p.m. Luncheon Buffet
1:00 - 3:30 p.m. Sales and Marketing: Influencing with Integrity, Nir Gabay
3:45 - 4:45 p.m. Surplus Lines Regulation, Keri Kish
6:30 - 8:00 p.m. Casual Dinner, off-property
   
Tuesday, June 4  
7:00 - 7:55 a.m. Breakfast Buffet
8:00 - 9:50 a.m. Risk Takers, David Archiable
10:05 a.m. - 12:05 p.m.    Where's the Money?, Phillip McCrorie
12:05 - 1:00 p.m. Luncheon Buffet
1:00 - 3:00p.m. Surplus Lines Issues & Trends, Terri Moran
3:30 - 5:00 p.m. Executive Panel
5:15 - 6:00 p.m. Reception
6:00 - 7:00 p.m. Dinner Buffet
   
Wednesday, June 5  
7:00 - 7:55 a.m. Continental Breakfast
8:00 - 10:30 a.m. Breakout Exercise: Real World Questions, Jill JInks
11:00 - 11:15 a.m.  Certificate Presentation and Departures

2018 Executive Panel 

  • Josh Ammons, AmWINS, Senior Vice President
  • Kristen Skender, JimCor, Director of Corporate Development

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.

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 student registration process. 

Travel Information

2019 students should schedule travel to arrive on-site before 4:00 p.m. on Sunday, June 2 and depart the training facility after 11:15 a.m. on Wednesday, June 5. Please do not make travel arrangements until you receive confirmation of acceptance into the school.

Excess & Surplus Lines Cancellation Policy

    • Cancellation up to six weeks before the session will result in a full refund, less a $50 processing fee.
    • Cancellation between four and six weeks in advance of the session will result in a 50% refund.
    • No refund is offered within four weeks of the session. 
    • Should you cancel within four weeks, 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, denise@wsia.org