Agency Growth Machine

Randy Schwantz
  • 5.0 (7)
  • Arts
  • Updated Biweekly

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. 2d ago

    Brandon's Story: From the Minor Leagues to a Million-Dollar Book

    You keep going back to your old self. You win an account, then drift right back to transactional, price-only selling... and you feel the time, energy, and margin bleeding out of every deal. Brandon Spivey lived it. He came out of State Farm personal lines, got rolled on a deal at a Braves game, and decided he was done playing in the minor leagues. Five years later he's sitting on a $1.35 million book using the Wedge, a locked-in ideal client profile, and a set of named proactive services he can actually monetize. The number that should stop you: when Brandon quantified those services across his top 10 accounts, they averaged $85,000 of hard, tangible value per client in year one. That is where boldness comes from. Not wanting to win, but knowing they need you. He also reveals the drift that he says cost him a $2 million book, and why he fired his biggest client to protect it. If you're tired of burning your marketing team, your underwriters, and your weekends on deals that don't pay, listen before you build your next proposal.  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

    46 min

  2. Jun 22

    Your Best Client Just Asked to Go Out for Bid. Now What?

    Your best client just said they want to go out for bid. No complaints, no service problems, no price issue.... they just want to know if there's something better out there. Here's the brutal truth: your value is real, but it's invisible, and a client who can't see your value can't defend you when a competitor shows up with a document. In this episode, Randy Schwantz breaks down the proactive service model, an account-level service calendar that turns everything you already do into something clients can see, expect, and miss if it's gone. One Charlotte agency built it and pushed retention from 91% to over 94.5%, keeping more than a million dollars a year that used to walk out the door. Listen now and find the 10 things you do for every client that you've never put in writing, before the incumbent's next renewal becomes your open door.  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

    10 min

  3. Jun 15

    Wanting to Grow and Deciding to Grow Aren't the Same Thing

    Most agency owners say they want to grow. Ask any of them, and every single one will say yes. But wanting to grow and actually deciding to grow are two completely different things, and that gap is where most agencies stall. In this episode, Randy Schwantz breaks down what real commitment looks like: a specific number, a deadline, and an honest answer to the question most owners avoid. One agency owner took this seriously, made his commitment public to his team, and grew 31% in two years. If you're sitting on a plan that hasn't moved, this episode tells you why. Listen before your next leadership meeting.  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

    12 min

  4. Jun 8

    6 Producers. Zero Hires. $2 Million in New Revenue. Here's How.

    Most producers in the middle of your agency have never been asked what they actually want from their career. Not once. And it's costing you more than you think.  In a 10-producer agency, your middle six already generate more revenue than your top performers combined. Randy Schwantz breaks down the math: if those six producers each grow their books by just 20%, that's close to a million dollars in organic growth without a single new hire.  One agency owner proved it. Four of six middle producers hit that target, the agency added over $2 million in revenue, and nobody was hired to make it happen. If you haven't had a real developmental conversation with your middle producers lately, this is the episode that 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

    11 min

  5. Jun 1

    Same Producers. $3 Million More. Here's What Changed.

    You've spent real money on producers and they're still not winning.  Here's the uncomfortable truth: it's not them.  A Cincinnati agency owner kept the same twelve producers she'd been struggling with, built a system, and went from eight million to nearly eleven million in written premium in eighteen months.  Randy breaks down exactly what she built and why the single biggest misdiagnosis in this industry is treating a system problem like a people problem.  Fix this before you post that next job listing.  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

    13 min

  6. May 25

    Winston's Story: Rookie of the Year at 2 Years and The Daily Habit Behind the Win

    Most new insurance producers are working hard and going nowhere. Winston Welch was one of them... until he built a system. In just two years, Winston went from emailing quotes hoping prospects would bind to winning Rookie of the Year at Crest Insurance. In this episode, Randy breaks down exactly how Winston bridged the gap between effort and results using the Wedge sales process and Bignition. The math is staggering: organized, disciplined producers will out-earn disorganized producers by $8.5 million over a career. This episode shows you what it actually takes to get there.  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

    37 min

  7. May 18

    Stop Hiring Nice People to Do a Hunter's Job

    Eight months. Zero new revenue. And a nice guy who checked every box. If that story sounds familiar, you have a hiring problem, not a training problem. In this episode, Randy reveals the MCOP framework: four pillars that separate hunters from book sitters before you ever sign an offer. He also walks through the retirement math that reveals whether a new hire is truly motivated to grow. The all-in cost of a failed producer hire runs to $150,000. The fix starts before the offer is ever made.  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

    17 min

  8. May 11

    Stop Quoting. Start Winning: The Complete Flight Plan.

    Most producers think they lose on price. Greg's story proves otherwise. He kept an account where both competitors beat him by $15,000 and $20,000 — and they never knew why. In this episode, Randy Schwantz delivers the complete six-step Flight Plan, from red-hot introductions to cross-selling and wedge-proofing. Incumbents in commercial lines hold a 92% retention rate. Not because they are better. Because they get the last look. This is how you break it.  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

    25 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
    50
  • Rating
    Clean
  • Copyright
    © 2026 Agency Growth Machine
  • Show Website
    Agency Growth Machine

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