Marcus Payne Advanced E&S

November 9-12, 2020 • 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 curriculum consists 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 from top industry professionals who bring years of experience and expertise. With the current restrictions and changes due to COVID-19, WSIA has converted the 2020 program into a four-day facilitated virtual learning experience. Facilitated through a virtual platform using Zoom as the basis, participants will look at current industry issues and trends and learn comprehensive information to apply immediately to strengthen any business. Networking and interacting with peers is also a valuable component of this program.

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.  Read more about Advanced E&S in the informational program brochure.

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 for the 2020 Virtual Marcus Payne Advanced E&S program opens September 2020. Those wishing to be notified early to register for the 2020 program, should click here to join the waitlist.
  • Registration is $350 per participant.
  • Registration deadline is October 30.
  • Any questions regarding registration may be directed to Denise Marshall,

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

    2019 WSIA Continuing Education Credit Disclosure

    The program is filed for Continuing Education credit in the following states:
    New York
    North Carolina
    New Jersey

    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.

    2020 Executive Panel

    2020 panelists to be announced.

    Schedule of Events

    A tentative schedule for the 2020 virtual program is below. Events are scheduled in Central Time (CT). Details to be announced soon.

    Monday, November 9  
    10:00 a.m. - 4:00 p.m. CT Opening Comments, Breakout Groups, Logistics
      The Broker/Underwriter Relationship 
      Creating Surplus Lines Customer Value
      Presented by Wendy Houser and Jacey Norberg
      The Devil's in the Details 
      Presented by Andrew Forstenzer
    Tuesday, November 10
    10:00 a.m. - 3:00 p.m. CT Avoiding the Sting
      Presented by Dan Brown
      Reinsurance in the Specialty Marketplace
      Presented by Steve Eilers
    Wednesday, November 11
    10:00 a.m. - 3:00 p.m. CT Conquering Financial Statements
      Presented by Lee Sjostrom
      The Claims Experience
      Presented by Steve Kelly
    Thursday, November 12
    10:00 a.m. - 2:30 p.m. CT Executive Panel
      Liverpool Case Study
      Presented by Mike Miller

    Marcus Payne Advanced E&S Cancellation Policy

    • Registrants can receive a full refund, less a $50 fee for processing, if the request is made by September 28. 
    • Registrants can receive a 50% refund between September 29 and October 12.
    • No refund is offered after October 12.
    • Should you cancel after September 28, you will have a limited time opportunity to substitute someone else at your firm as an alternative to the above refund policy.
    • All cancellation requests must be made in writing to Denise Marshall,