Marcus Payne Advanced E&S

November 3-6, 2019 • St. Louis, MO
November 8-11, 2020 • St. Louis, MO
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. Participants look at current industry issues and trends and leave with 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.

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

  • Register online here.
  • Registration is $1,300 per participant and includes hotel accommodations and meals on-site.
  • Any questions regarding registration may be directed to Denise Marshall,

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.

2019 Executive Panel

  • Troy Fornof, Western World, Vice President Marketing and Underwriting Operations
  • Bob Greenebaum, CRC, Executive Vice President
  • Rosemarie Marshall, AmWINS Access, Executive Vice President & Office Underwriting Leader

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 3  
4:00 - 4:45 p.m. Registration & Room Check-In (Parkway Hotel Lobby) 
4:45 - 5:30 p.m. Registration & Room Check-In (EPNEC 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 4
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 5
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 6
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

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 attendee registration process.

Travel Information

Students should schedule travel to arrive on-site before 4:00 p.m. on Sunday, November 3 and depart the training facility after 11:15 a.m. on Wednesday, November 6.

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 23. 
  • Registrants can receive a 50% refund between September 24 and October 7.
  • No refund is offered after October 7.
  • All cancellation requests must be made in writing to Denise Marshall,