Randy Schwantz shares a story on how he overcame his discomfort of public speaking by joining an improv comedy group. He says challenging yourself and practice will build your confidence. Summary of video: Hey, this is Randy Schwantz. Let's talk about a topic that we're all interested in and...
A System to Assure your Producers have the Skills to meet with Prospects, get Pain Identified and Confirmed, get Solutions Identified and Confirmed and get the Prospect’s Commitment to Fire the Incumbent Is the actual process of selling a science or an art? Are salespeople born...
Have you ever second guessed a new producer hire? One of the biggest hiring problems for agencies is the process of evaluating a new producer hire and knowing how long it should take to determine if they will validate. What is the average time and can that time...
Every large account that your producers want to write is currently written by an incumbent agent that has no intent on losing it. High Growth Agencies live by this rule: “someone has to lose for me to win.” Michael Jordan, the basketball player, lived by...
Randy Schwantz discusses the objective of a sales meeting. In this video Randy explains that the purpose of a sales meeting should be like a coach prepping his team for the next opponent. Helping your producers focus on their skills and developing a strategy to...
Randy Schwantz discusses how far an agency manager should push his producers. Every manager wants to get the most out of his producers, but is there a point when enough is enough? Randy sets up guidelines in this video. Transcription of video: When is Enough, Enough? Should...
A System to Assure Account Retention As an insurance agency, one of your biggest liabilities is when a large account walks off. If you could buy insurance for that you probably would. But since you can’t, here’s what you can do to assure your chances of...
The following is a six-step conversation you can use to bust the relationship between prospects and the competition.Picture PerfectAsk a question that gets the prospect to see a gap between their current service and the ideal service they could be receiving.Take AwayTake away the benefit you...
Recruiting is a lot like dating. Unfortunately, there is no class on how to date the “right way” and many of you probably have been out of the dating scene for so long you need a refresher course. Dating can be difficult, time-consuming and involves...
How many new producers do you have to hire to find one or two that will not only make it in the business, they will produce large books of business? The research I've seen says, that the really good agencies will hit on 5 or...
When I was young, dumb and single, I went skydiving. It was before the days of everything having to be a tandem dive, where you are securely hooked to each other. Our training was minimal. One night watching safety videos, then we practiced jumping off of...
If you've seen any of the documentaries on Herschel Walker, you already know that as a kid he was shy, overweight, slow and bullied. One day on the playground, a group of kids decided he was the target for the day. They knocked his books...