Agency Growth Machine

Randy Schwantz
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Welcome to the Agency Growth Machine Podcast with Randy Schwantz. This show is for agency owners who want to remain independent, develop their team of producers, and do it in a way that they too can grow and profit from.

  1. 3D AGO

    The $300K Ceiling: Why Hard Work Keeps Producers Stuck

    You know that producer who has worked hard for 20 years and still has a $300,000 book? That is not a career. That is a sentence. In this episode, Randy Schwantz breaks down the exact system separating million dollar producers from everyone else. Spoiler: the answer is not more accounts. It is fewer, better ones. Randy walks through the Me Inc. mindset, the 20-20 game plan, and the math that shows how to double your book in three years with half the accounts. One producer went from $300K with 300 accounts to $1.3 million with 30. The arithmetic works. The question is whether you are willing to do what it takes.  Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes. If this episode was helpful, share it with a producer or agency leader who needs it.   Get more insights like this every week:  👉 Subscribe to the podcast & blog: https://thewedge.net

    21 min

  2. APR 27

    From 25% to 81%: The Sales Meeting System That Wins

    Your sales meetings are backward-looking theater, and your close rate proves it. CRISP is the 4-part weekly framework one agency used to go from a 25% close rate to 81% and nearly double their new business per producer.  Randy Schwantz breaks down every phase and shows you exactly what's different about a meeting designed to win. If your Monday morning meeting teaches producers nothing, this episode is the fix.  Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes. If this episode was helpful, share it with a producer or agency leader who needs it.   Get more insights like this every week:  👉 Subscribe to the podcast & blog: https://thewedge.net

    22 min

  3. APR 20

    The 5-Letter System That Closes at 7x the Rate of a Cold Call

    Your clients will give you a referral reluctantly. They'll give you an introduction enthusiastically — but only if you give them the right story to tell.  Most producers are sitting on their single greatest pipeline asset and never touching it: their existing book of business.  In this episode, Randy Schwantz breaks down SODAR — a five-letter system that transforms your best client from "sure, I'll mention your name" into a champion who pre-sells you before you walk in the door. Introductions built this way close at seven times the rate of a cold call. If your pipeline still depends on strangers saying yes, this episode changes that.  Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes. If this episode was helpful, share it with a producer or agency leader who needs it.   Get more insights like this every week:  👉 Subscribe to the podcast & blog: https://thewedge.net

    19 min

  4. APR 14

    He Lost 6 Accounts in 18 Months. Here's How He Rebuilt.

    If you've spent four episodes learning how to wedge out other agents' accounts... congratulations. Someone in your market is now running those exact plays on you. This episode is Randy's defensive playbook: the ABC account management system, the written service timeline that turns your service commitments into signed contracts, and the cross-sell strategy that makes your best accounts nearly impossible to crack. One producer went from losing 6 accounts in 18 months to growing his book 28% in 24 months using exactly this system.   IN THIS EPISODE •       The ABC system: why your A accounts (top 20%, 80% of revenue) are probably getting the least service — and exactly how to fix that with visit frequency and proactive touchpoints •       Why frequency alone isn't enough: the one document that locks a client in and shuts down a competitor's wedge before it starts •       A real written service timeline example: April 15 claims review, July midyear check, September renewal strategy, November delivery — all signed at the start of the policy year •       Cross-selling as a defensive weapon: why holding more lines per account is the highest-return retention activity a producer can do •       The producer comeback story: from 6 lost accounts to 28% book growth in 24 months, with zero cold calls Ready to move your agency from Selling 2.0 to Selling 3.0? Learn more about Bignition at bignition.com. Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes. If this episode was helpful, share it with a producer or agency leader who needs it.   Get more insights like this every week:  👉 Subscribe to the podcast & blog: https://thewedge.net

    19 min

  5. APR 6

    The 6-Step Keystone Process That Pushes Your Close Rate Past 80%

    You ran a strong first meeting. You found pain. You built the vision. You got commitment. And then… you lose the deal anyway. It happens every day in commercial insurance. Not because your proposal was weak, but because the incumbent got a second chance. In this episode, Randy breaks down the 6-step Keystone process—the exact system top producers use to lock in deals before the second meeting ever slips away. You’ll learn:  Why deals are actually won before the proposal is presented  The 3 positions you’re always in walking into a second meeting  How to prevent the “let me talk to my current agent” stall  The one step that took a producer’s close rate above 80%  How to present service in a way the incumbent can’t match If you’ve ever walked out of a meeting thinking, “that was a layup”… and still lost, this is the fix. Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes. If this episode was helpful, share it with a producer or agency leader who needs it.   Get more insights like this every week:  👉 Subscribe to the podcast & blog: https://thewedge.net

    22 min

  6. MAR 30

    The 5-Step Wedge System: Close More Deals Without Quoting

    Most producers lose before they even realize it. They think they got beat on price…  but in reality, they were just used to give the incumbent leverage. In this episode, The Wedge creator Randy Schwantz breaks down the exact 5-step system that flips that dynamic completely. This is a field-tested process that’s been used for 30+ years to:  Eliminate price competition  Create real differentiation (not “better service” fluff)  Get prospects to ask YOU for the proposal And close deals without chasing or convincing You’ll learn:  The “Picture Perfect” question that exposes gaps instantly  Why most producers accidentally help the incumbent win  The Vision Box technique that makes prospects sell themselves  How to shift control so the buyer pulls you in  The final move that prevents your proposal from dying in a drawer If you’re tired of losing deals you should have won… this is the system that changes that. Get the full process with the book here: https://shop.thewedge.net/collections/books Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes. If this episode was helpful, share it with a producer or agency leader who needs it.   Get more insights like this every week:  👉 Subscribe to the podcast & blog: https://thewedge.net

    20 min

  7. MAR 23

    Close 3X More Deals with 7 Questions of Pre-Call Prep

    Most producers don’t lose deals because of price. They lose because they walk into meetings unprepared. In this episode, Randy breaks down the exact 7-question pre-call framework top commercial insurance producers use to dramatically increase their close rate—often in just 20 minutes of preparation. You’ll learn: Why every sales meeting actually has a “third person” in the room—and how to beat themThe simple prep strategy that turns average producers into top performersHow to uncover hidden weaknesses in the incumbent before you ever walk inThe real reason prospects say “your price is too high” (and how to avoid it)How one producer went from losing deals to winning by BOR in the first meetingIf you want to win more accounts, shorten your sales cycle, and stop competing on price, this episode gives you a practical system you can use before your very next meeting. Interested in learning more? Visit thewedge.net Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes. If this episode was helpful, share it with a producer or agency leader who needs it.   Get more insights like this every week:  👉 Subscribe to the podcast & blog: https://thewedge.net

    16 min

  8. MAR 16

    The 3 Moves That Win $40K Accounts

    In commercial insurance sales, there is no such thing as a “win-win.” If you want to grow your book of business, someone else has to lose. In this episode of the Agency Growth Machine Podcast, Randy Schwantz breaks down the hard truth most insurance producers avoid: every prospect already has an incumbent agent. If you want the account, you must create a reason for the buyer to fire their current broker. Instead of competing on price or hoping relationships win deals, Randy explains the real strategy top commercial insurance producers use to take accounts from competitors. Inside this episode you’ll learn: The 3 brutal realities that control every commercial insurance sales conversationWhy pain is the only true motivator that gets buyers to switch brokersHow prospects lower their expectations and why that creates opportunityThe sales questions that expose weaknesses in the incumbent agent’s serviceWhy the best producers differentiate with process instead of priceHow to shift a conversation from a quote meeting to a competitive takedownYou’ll also hear the story of how one producer used this approach to take a $40,000 revenue account from an incumbent who held it for 11 years. If you sell commercial insurance, this episode will change how you approach every prospect meeting. Because the real competition isn’t the other broker. It’s the comfort your prospect has with staying exactly where they are. Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes. If this episode was helpful, share it with a producer or agency leader who needs it.   Get more insights like this every week:  👉 Subscribe to the podcast & blog: https://thewedge.net

    16 min
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Ratings & Reviews

5
out of 5
7 Ratings

About

Welcome to the Agency Growth Machine Podcast with Randy Schwantz. This show is for agency owners who want to remain independent, develop their team of producers, and do it in a way that they too can grow and profit from.

Information

  • Creator
    Randy Schwantz
  • Years Active
    2020 - 2026
  • Episodes
    42
  • Rating
    Clean
  • Copyright
    © 2026 Agency Growth Machine
  • Show Website
    Agency Growth Machine

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