Consultative Selling and Negotiations

April 3-4, 2018  • East
July 10-11, 2018    Kansas City, MO
November 13-14, 2018   Scottsdale, AZ

For any E&S professional who transacts business

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. 

Download a brochure with additional information about the program and the curriculum. 

Who Should Attend

The program is designed to complement WSIA’s other educational and career development offerings and is appropriate for WSIA member firm surplus lines brokers, general agents and carrier underwriters who transact business.

Registration and Fees

  • Registration requires an ID/password for the NAPSLO/WSIA website. For anyone with a current login, your account credentials remain the same. If you have forgotten your ID and Password you may retrieve it online prior to registering. If you do not yet have an account you may create one as part of the registration process.
  • Registration is $995.
  • Registration will open in early-2018.
  • 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

Hotel Accommodations

Hotel accommodation suggestions for the 2018 programs will be posted soon. Contact Denise Marshall,, with questions. 

Session Location

2018 session location information is coming soon!

Travel Information

Upon confirmation of acceptance to the school, participants should schedule travel to arrive on site before 8:00 a.m. on the first day and depart after 2:30 p.m. on the second day.