Consultative Selling and Negotiations

October 10-11, 2017 • Anaheim, CA  

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.
  • Click here to login/create an account and register.
  • Registration deadline: September 29, 2017.
  • 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

Below are two Anaheim hotel accommodation suggestions. 

DoubleTree Hotel by Hilton
100 The City Drive
Orange, CA 92868

ALO Hotel
3737 W. Chapman Ave
Orange, CA 92868

Session Location

The Sullivan Group
2400 E. Katella Ave., Suite #600
Anaheim, CA 92806

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. The John Wayne Airport is approximately 29 miles from the training location and the Los Angeles International Airport is approximately 40 miles from the training location. Please consider your travel time when making airline reservations.  

Consultative Selling and Negotiations Program Cancellation Policy

Los Angeles cancellation policy:

  • Registrants can receive a full refund, less a $50 fee for processing, through August 27, 2017. 
  • Registrants can receive a 50% refund between August 28 and September 10, 2017.
  • No refund for the Los Angeles training will be offered after September 10, 2017. 
These refund time periods are subject to change, annually, based upon hotel contract and policy changes. All requests must be made in writing via email to