Excess & Surplus Lines

June 7-11, 2021 • Facilitated virtual learning
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 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. With the current restrictions and changes due to COVID-19, WSIA has converted the 2021 program into a five-day facilitated virtual learning experience.

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

  • The June 2021 program is currently sold out.
  • If you would like to be notified of openings due to cancellations, please complete the waitlist form.
  • For questions regarding registration, please contact Denise Marshall, denise@wsia.org.

Excess & Surplus Lines Program Topics

  • The Language of Business - Definitions, acronyms and professionalism in the E&S market.
  • Distribution System* - An overview of the complexity, purpose and variations in the surplus lines market.
  • MGAs and Brokers - How MGAs and brokers maintain, market and manage business in today's environment.
  • Sales & Marketing: Influencing with Integrity - A foundational understanding of the dynamics of relationships between surplus lines brokers and carriers.
  • The Lloyd's Market - A general overview of the role and practices of Lloyd's in the marketplace.
  • Surplus Lines Regulation* - Regulation and oversight of the E&S industry.
  • Risk Takers* - the characteristics of surplus lines insurers and an overview of the risk analysis process.
  • Where's the Money?* - An overview of carrier and broker financial statements, accounting procedures and potential financial challenges facing these firms.
  • Surplus Lines Issues and Trends - The study of changing environments in the E&S marketplace and the dynamics of successful carrier leadership.

* CE credits approved

2021 WSIA Continuing Education Credit Disclosure

The program is filed for Continuing Education credit in the following states:

Alabama
Florida
Massachusetts
New York
Virginia
Arizona
Georgia
Missouri
Pennsylvania
Washington 
California
Illinois
North Carolina
Tennessee
Wisconsin
Colorado
Maine
New Jersey
Texas
 

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. All times are shown in ET. 

Monday, June 7  
11:00 - 11:45 a.m.
Language of the Business, Jill K. Jinks, CPCU, ASLI
11:45 a.m. - Noon Break
Noon - 2:00 p.m.
Distribution System, Glenn Hargrove
2:00 - 3:00 p.m. Break
3:00 - 3:45 p.m.
MGAs and Brokers - MGA Definition, Jill K. Jinks, CPCU, ASLI
  MGAs and Brokers - Broker Definition, Glenn Hargrove
   
Tuesday, June 8  
11:00 a.m. - 1:00 p.m.
Sales & Marketing: Influencing with Integrity, Stephen Jones
1:00 - 2:00 p.m. Break
2:00 - 2:30 p.m.
Lloyd's Market, Mark Rector
2:30 - 2:45 p.m. Break
2:45 - 4:00 p.m.
Surplus Lines Regulatory Overview, Keri Kish
Wednesday, June 9  
11:00 a.m. - 1:00 p.m.
Risk Takers, David Archiable
1:00 - 2:00 p.m. Break
2:00 - 4:00 p.m.
Where's the Money?, Lee Sjostrom
Thursday, June 10
11:00 a.m. - 1:00 p.m.
Surplus Lines Issues & Trends, Shanna Sweeny
1:00 - 2:00 p.m. Break
2:00 - 3:30 p.m.  Professionals Panel
Friday, June 11
11:00 a.m. - 1:00 p.m.
Breakout Exercise, Real World Questions, Jill K. Jinks, CPCU, ASLI
 

Excess & Surplus Lines Cancellation Policy

  • Registrants can receive a full refund, less a $50 fee for processing, if the request is made by April 26, 2021.
  • Registrants can receive a 50% refund between April 27 and May 10, 2021.
  • No refund is offered after May 10, 2021.
  • Should you cancel after May 10, 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.