Randy Schwantz of The Wedge Group talks about how to build an agency where top producers want to work for you and ask to be recruited. Randy lays out the three questions that every recruiter needs to answer when recruiting top producers. Watch the video...
Randy Schwantz of The Wedge Group discusses the six characteristics that all real producers possess: Drive, Handles Rejection, Resilient, Sociable, Intelligent, and Learns from Mistakes. How do you spot these characteristics in a person when you are hiring new producers? Watch this video for some...
[caption id="attachment_11528" align="alignleft" width="300"] Beat the Incumbent[/caption] How many agencies does your firm run into on a consistent basis? If you're in LA or New York you might say "They're always different." But, if you're in a regular town in the USA or Canada you'll probably say...
The Wedge Group announces a brand new live workshop called 10x Producer on August 9-11, 2016, held in Plano, Texas. Randy Schwantz, CEO of The Wedge Group, will be conducting a hands-on, in-depth sales strategy and tactics workshop designed for Insurance Producers to learn effective...
Years ago, Anthony Robbins put on Fire Walk Seminars to help people turn Fear into POWER. Over 30,000 people had walked on fire already. So, Randy wondered, “If they can do it, why can’t I?” Hence, Randy participated and walked on fire. It opened his eyes...
What is the best personality profile for Hiring a New Producer? There are a lot of personality profiles and frankly, they use similar science to make their recommendations. However, these two critical factors differentiate them. Was the profile developed to hire sales people or the population...
Now that your producers have skills, you have to find a way to convert those skills into ACTION… This is Step Four of the Extraordinary Growth Process. Your producers MUST have a great coach that will drive the process and help them convert their newfound...
Should a Producer have to fill out their own applications and market their own business? It depends on whether you want a high growth agency or not. There are a lot of highly profitable, no-growth and low-growth agencies. They have for the most part converted producers...
Training. Admit it, no one really wants to do training, particularly if you’re a seasoned producer. If you’ve been producing for five, 10 or 20 years, what is new to learn other than a few changes in law or coverage? If your producers have already developed...
Accountability: Who's burden is it? The burden of accountability remains on leadership shoulders unless you put it where it belongs and keep it there. Where does it belong? It belongs with the producer. How do you get it assigned and transferred to the producer? Let me give...
https://youtu.be/WCMludLcFHcIf you can't define and defend exactly how you're better than the prospect's current agent -- the chances you'll beat the incumbent are pretty slim.It’s almost impossible to drive an idea, but you can drive a process. So think of this "6 Step Sales Process to...
Three things can give your agency a competitive advantage – price, coverage and service. But is price or coverage a sustainable advantage? Probably not. Why? Because they are too easy for the incumbent agent to match! Services can be broken down into two types: Reactive Service Proactive Service When I...