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. Give our podcast a listen! We...
"No one really wants a new producer. What you really want is a person that can, and will develop a Million Dollars of Revenue, and do it profitably." - Randy Schwantz Is having Million Dollar Producers about ego or is it good business sense? That depends on...
"Before the first interview ever takes place, I highly recommend the candidate completes the GRIT Personality Inventory: GPI and CLAS." - Randy Schwantz The biggest difference between a Producer and an Account Executive is simply this: Account Executives are great at solving problems. Producers are great at finding...
"If producers are not resilient, you'll find them hiding under their desk, on the golf course, at the coffee shop at the sports bar or at home on the couch eating twinkies. That means they are not out prospecting and selling, which means they are...
"If producers are not resilient, you'll find them hiding under their desk, on the golf course, at the coffee shop at the sports bar or at home on the couch eating twinkies. That means they are not out prospecting and selling, which means they are...
The Formula for Winning “If you build up their confidence they will set higher goals and push to achieve more.” — Lou Holtz Mr. Holtz gives us a formula for winning and who doesn’t want to win? The formula starts off with building up their confidence. We’ll dig...
Good Cop, Bad Cop in new producer hiring "My theory is simple. I have to do whatever I have to do to get to the truth. And what I've found is this: One person can't play both roles. You need a good cop to recruit them...
"High maintenance producers cost the organization much more than just their lost sales. The productivity of the agency owner and the other producers suffers significantly as well." - Randy Schwantz here are multiple websites that show people how to answer the questions on personality profiles to...
"You have to determine a producer’s drive and motivation before you hire them. I recommend a tool that has been used over a million times by managers who want to hire race horses, not plow horses. Race horses have a sense of urgency and they...
"Start looking for talented people who are NOT currently in the commercial insurance industry. Recruit them into your hiring process. Become masterful at hiring and developing new producers." - Randy Schwantz What’s the difference between can’t produce and won’t produce? Can’t produce simply means they don’t have...
"I want you to be so committed to the hiring process that you will freely and eagerly invest four meager hours of your time before making a positive hiring decision." - Randy Schwantz Too many Agency Owners have relied on their gut when making hiring decisions. It...
Why off-the-shelf CRM technology might not get you what you really want – growth! Imagine this conversation with another agency owner:“Charlie, what are you guys using as a pipeline tool?”“Well Mike, I had my IT person look into it and he recommended we go with SalesForce.com,...