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.
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.
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.
If this episode was helpful, share it with a producer or agency leader who needs it.
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