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...
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...
Item #10 on - How Insurance Producers are Produced- was this: 63% success rate for producers endorsed by a pre-hiring test. This was 12 point higher than producers not recommended by a test or with inconclusive results. Reverse the logic on this and what it says is...
Any time you hire a producer, you are hiring both the potential and the baggage that comes along with them. If they are fresh out of college, they have their baggage. If an experienced insurance producer with a track record of some kind, they have...
Many insurance agencies struggle with finding and retaining good producers. Randy Schwantz of the Wedge Group discusses how to become the type of recruiter that attracts good candidates to your firm. If you can’t attract the best people, you can’t hire them. Let's put some definition...
“I’m satisfied with my current supplier” is an objection too many sales professionals run in to and aren’t sure how to get past. Sales trainer and author Randy Schwantz specializes in teaching sales professionals how to overcome this oh-too-common roadblock by driving a wedge between...
When you sell something you should ring the bell and celebrate...
[caption id="attachment_256" align="alignleft" width="300"] Grow Agency Revenue with Sales Training[/caption] Most agencies don’t have a producer problem… they have a sales leadership problem. If an insurance agency owner fills the Sales Leadership void, the agency grows, however, if they don’t, agency stagnates. Quitting is probably the number...
My wife, Lori was committed to having the baby without anesthesia. That is until the pain meter started spiking off the charts. If you've ever been in the delivery room with a mom in labor, you know the contractions get worse the closer you are...