Commercial insurance sales training and systems built to help producers win.
For over 30 years, The Wedge Group has provided commercial insurance sales training to help producers and agency owners stop chasing accounts—and start winning them.
Systematically. Repeatably. On their terms.
The Origin Story
Randy Schwantz wasn’t trying to build a training empire. He was trying to take care of his family.
When a financial planner laid out what it would actually cost to raise four daughters — four cars, four colleges, four weddings, plus retirement — the number hit hard. This wasn’t abstract motivation. It was a specific, urgent, personal target.
That’s the moment Randy understood something most sales trainers miss: producers don’t perform because of goals. They perform because of reasons. Personal ones. The ones that keep you up at night and get you out of bed in the morning.
He spent the next 30+ years building a methodology — and an entire operating system — around that insight. The result is The Wedge: a disciplined, proven process that helps insurance producers stop competing on price and start winning on differentiation.
"Fewer than 10% of the 3,000 producers I've spoken with had long-term financial goals and a plan to achieve them. That gap is the opportunity." — Randy Schwantz, founder of The Wedge Group
30+ Years of Results
8,000+
Producers trained on the Wedge Sales Process™
60-80%
Closing ratio for producers who master the process
6
Bestselling books on insurance sales and agency growth
The Wedge isn’t motivational content. It’s a repeatable system built for one outcome: unseating the incumbent and winning commercial accounts — mostly by AOR/BOR — without competing on price.
Meet Randy Schwantz
Randy Schwantz has spent more than 20,000 hours with people who sell for a living. He started as a salesman himself — door-to-door vacuums, staircases, you name it — before discovering what actually moves the needle in commercial insurance: a process, not a pitch.
He’s appeared on ABC News, authored six bestselling books, and worked with hundreds of agencies across the U.S. and Canada. He lives near Hilton Head, SC with his wife Lori and their three dogs. Two of his four daughters now help run the business.
He still wakes up every day thinking about one thing: how to help agency leaders and producers build the income, the team, and the life they’re working toward.
The Wedge®
The book that changed insurance sales. How to beat the incumbent without bad-mouthing the competition.
GRIT
The playbook for finding, hiring, and developing real producers — not expensive mistakes.
Agency Growth Machine
The system for turning an agency into a scalable, high-performing growth operation.
Who We Serve
The Wedge Group works with two distinct audiences — and we’re intentional about not conflating them.
Producers who are hungry, coachable, and ready to stop chasing accounts and start winning them. If you want a repeatable system for beating incumbents and building a meaningful book of business, the Wedge Sales Process™ is your framework.
Agency owners with 4–10 producers who are tired of inconsistent growth, producer underperformance, and building a team that doesn’t stick. Our training, diagnostics, and technology combine into a complete growth system — not a patchwork of tools that were never meant to work together.
Part of a Bigger System
The Wedge Sales Process is the commercial insurance sales training and methodology foundation. For agency owners who want to go further — combining The Wedge sales process with producer diagnostics, CRM technology, and leadership coaching — that full system is available through Bignition, our Sales Operating System.
