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"I just landed a $20K revenue account via AOR using the entire Wedge technique!! This is a success that would not have happened had I not attended your workshop."
$20K AOR WinThe Wedge Workshop is the only live, in-person commercial insurance sales training built around one skill: driving a wedge between your prospect and their incumbent — without saying anything negative about the competition.
2 days. Live with Randy Schwantz. 8,000+ producers trained. You leave with a system you've already practiced.
Taught by Randy Schwantz · 8,000+ producers trained · $1B+ in new revenue written from this system
Core clients fill most seats. Spots open 3× per year — register fast when sessions open.
+ hundreds more
The average commercial producer who attends this workshop reports a significant increase in BOR appointments in the 90 days following. At $5,000–$15,000 per BOR, every deal you're losing to an incumbent has a dollar value. How many did you lose last quarter?
You've invested $100,000–$200,000 in salary, benefits, and training to validate a new producer. Industry average: 3 years. After attending the Wedge Workshop, Jared Pitts said: "Using The Wedge, I can get my new producer up to speed in 1 year, when it used to take me 3 years." That's two years of investment you get back.
"Using The Wedge, I can get my new producer up to speed in 1 year, when it used to take me 3 years."— Jared Pitts, Agency Owner
The workshop costs $2,499. The cost of staying stuck is measured in years and accounts.
The Wedge Workshop is a working session, not a conference. You'll leave with a process you've already practiced — not one you have to figure out later.
The Wedge Workshop is a 2-day, live, in-person training with Randy Schwantz — author of The Wedge: How to Stop Selling and Start Winning. It's built with live coaching, roleplay, and repetition so you walk out with a system you've already practiced — not one you have to figure out when you get back to your market.
When you control the conversation from the first meeting, you set the criteria — not the incumbent. Proposals become a formality, not a gamble.
You'll know how to surface what the prospect is missing from their current broker — without ever saying anything negative about the competition.
When your whole team speaks the same language, it's easy to diagnose why a deal is stuck and what to do next.
Instead of years of trial and error, newer producers get a proven system from day one — one they can practice, refine, and own.
A 3-step Wedge script that creates separation between you and the incumbent and disrupts prospect loyalty — without saying anything negative
A complete sales structure to prep, present, and win on purpose — not just wing it and hope for the best
Live practice reps built into the workshop — so you build confidence, find your weak spots, and fix them before you go back to your market
The mindset and strategy to go after bigger commercial accounts with precision — and stop underselling yourself
Clarity on what to say, when to say it, and how to move the buyer from "we're staying" to signing a B.O.R.
The Wedge Workbook — your physical playbook packed with frameworks and scripts you can reference in the field long after the workshop ends
"I just landed a $20K revenue account via AOR using the entire Wedge technique!! This is a success that would not have happened had I not attended your workshop."
$20K AOR Win"The Wedge process clicked for me when I went out live with a prospect... That conversation led to a $15,000 BOR. It's not about price; it's about helping them see the gaps their current broker isn't addressing."
$15K BOR in One Meeting"I had 300 accounts worth about $300K in revenue. I followed Randy's advice, gave up over 250 accounts, then focused on growth. 4 years later I have $1,300,000."
$300K → $1.3M Book"4 years after attending Randy's training, I grew my $300K book to $1.2 million — with less than half the clients I started with."
$300K → $1.2M Book"I attended my first Wedge Workshop 5 years ago. Back then my book was $600K. Since then I have more than tripled the size of my book. I used to have a career goal of $1M — now I see $3M as very attainable."
$600K → $2M+ Book"I'm 71 years old, and my book is approaching $3M in revenue. The key was and is The Wedge. Learning how to deal effectively with the current broker was a game changer for me."
Approaching $3M BookTwo days of focused, hands-on training built around one goal: leaving with a system you've already practiced.
Randy walks you through the full Wedge selling system — the psychology behind why incumbents win, and the exact sequence that flips the dynamic in your favor.
You'll roleplay real sales scenarios with other producers in breakout sessions — hear what good sounds like, get direct feedback, and build genuine muscle memory.
By the end of day two, you know your differentiation, your script, how to qualify a prospect, and how to get a B.O.R. — and you've already practiced all of it.
The workshop runs 3 times per year. Core clients fill most seats — when registration opens, it moves fast. Select a session below to register.
Can't make any of these dates? Email us at info@thewedge.net and we'll notify you when the next session opens.
Each session follows the same structure. Breakfast and lunch are included both days.
The Wedge Workshop is a live, in-person sales training for commercial insurance and employee benefits producers who want to win more business by breaking the bond between prospects and their incumbent agent. Over two full days, Randy Schwantz teaches the Wedge selling system — the same framework he's used to train 8,000+ producers and drive over $1 billion in new revenue. You'll learn the framework, drill it in roleplay, and leave with a physical workbook to use in the field.
The Wedge Workshop is built for Commercial Insurance and Employee Benefits producers at any experience level — whether you're:
Live and in-person only. It is not recorded and there is no virtual option. Randy teaches every session himself, and the roleplay-based learning requires you to be in the room. Specific venue details and hotel recommendations are included in your confirmation email after registration.
The Wedge Workshop runs three times per year. Core clients fill most of the available seats, so when registration opens, it moves quickly. Email info@thewedge.net to join the waitlist and be notified when the next session opens.
Registration includes two full days of live training with Randy Schwantz, the Wedge Workbook (your physical sales playbook), live roleplay and breakout coaching sessions, breakfast and lunch both days, and a confirmation email with hotel recommendations near the venue.
Because the Wedge Workshop is a live, in-person event with limited seating, all registrations are non-refundable within 10 days of the event. If you need to cancel, you must notify us at least 10 days prior to the workshop start date to receive a refund. Cancellations fewer than 10 days before the event are non-refundable.
Yes. The Wedge system is designed to be learnable regardless of tenure. Newer producers often benefit most because they build the right habits from the beginning rather than having to unlearn bad ones. The framework is practical, repeatable, and built for real commercial sales conversations — not a theory exercise.
Email our team at info@thewedge.net or call (214) 446-3209. We're happy to help you figure out if the workshop is the right fit.
If you're tired of showing up with better service and still losing to the incumbent, the Wedge Workshop is where that changes.
Two days with Randy. A system you've already practiced. And the confidence to walk into your next prospect meeting knowing exactly how to drive a wedge.
Seats are limited. Core clients fill most of them.
Reserve My Seat — Sept 9–10 →Questions? info@thewedge.net · (214) 446-3209
