Excess & Surplus Lines

June 7-10, 2020 • St. Louis, MO 
For 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.

Learn more about Excess & Surplus Lines in the informational program brochure.

Watch this short video to hear past participants talk about their Excess & Surplus Lines experience.

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

  • Preregistration is now open online for Excess & Surplus Lines. Due to travel restrictions and health concerns related to the coronavirus, only preregistration is available at this time. If travel restrictions are lifted, WSIA will notify all preregistered members that they may complete the program registration with payment. Learn more about WSIA’s upcoming event plans here
    Note: Preregistration requires no payment but reserves a seat for this program that typically sells out. Preregistered individuals will be notified in advance if and when program registration opens.
  • Registration is $1,325 per participant and includes hotel accommodations and meals on-site.
  • Contact Denise Marshall, denise@wsia.org, with any questions.

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

2020 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.

Schedule of Events

Schedule details are tentative and subject to change. 

Sunday, June 7  
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 8  
7:00 - 7:55 a.m. Breakfast Buffet
8:00 - 8:45 a.m. Language of the Business, Jill K. Jinks, CPCU, ASLI
9:00 - 11:00 a.m. Distribution System, Glenn Hargrove
11:15 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 - 1:30 p.m. Lloyd's Market, Mark Rector
1:30 - 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
Tuesday, June 9  
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 10  
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

2019 Executive Panel 

  • Al Geraci, RPS
  • Rachel Pagliarulo, General Star
  • Chad Trainor, Arlington/Roe
  • Moderator: David Archiable, Great American Insurance Group
2020 executive panelists to be announced in Spring 2020.

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

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

Excess & Surplus Lines Cancellation Policy

    • Registrants can receive a full refund, less a $50 fee for processing, if the request is made by April 13.
    • Registrants can receive a 50% refund between April 14 and May 10.
    • No refund is offered after May 11.
    • 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.