Articles by Randy Schwantz

Schwantz is founder of The Wedge Group. Phone: 214-446-3209. Website: www.thewedge.net. Email: randy@thewedge.net

Resisting Agency Partners: How to Get Stronger Buy-In

Sometimes agency partners are your biggest advocates for growth, and sometimes they are the biggest resistor. I had a call with a majority owner the other day who told me, “Man, it’s time to get on with this thing. We’ve …

3 Reasons New Producers Go Bad

Every year the NFL has a draft. There are 32 teams, and each has seven picks for a total of 224 football players drafted into the NFL. Each of those 32 teams has a recruiting staff that evaluates their picks. …

Stay Independent and Control Your Own Your Destiny

There is nothing wrong with selling your agency at 12-13 times EBITA (earnings before interest tax and appreciation) if that’s what you want. There are nearly 700 firms annually doing precisely that — maybe more if they were all reported. …

Grow Big or Go Home; 5-Step Evidence-Based Hiring Process to Help Your Agency Grow

Each bad hire can easily cost you $100,000 to $200,000. However, quality producers can add $1 million of annual revenue to the agency (which nets most owners around $150,000 to $250,000 in profit.) There’s a lot of money to be …

3 Steps to Building an Agency Growth Machine

How much did your agency grow last year? How about over the last five years? If your answer is anything less than 10%, then this article is for you. In it, I want to share with you three keys to …

Getting an Agent-of-Record: It’s Easier Than You Think

Sally wants to close every piece of business she works on, but she doesn’t. She’s not even close. Her price is never good enough. The coverage gap is never big enough. And even if it is, it doesn’t end up …

The Most Expensive Data Breach You’ll Ever Have

Last week, a producer in one of my classes was distracted beyond belief — fidgeting with his mobile device, sending emails, and texting. As happens to most of us when we’re nervous, his leg was shaking like a tree in …

Optimizing Producer Effectiveness: Using Stats Not Feelings

We were in the locker at half-time, down by two points. Kenny, our center, felt like he was playing a terrible game. He already had two fouls, and the guy he was guarding seemed like he was scoring at will. …

Who’s Your Best Client – Creating Your Avatar

I hate marketing, and I hate marketers.” I said that over and over, much to my demise. Marketing is to selling as mustard is to a hotdog. They are just better together. A common phrase amongst great marketers is this: …

It Takes a Crisis to Make You Change Your Game

Jon got the mail as he pulled up into the drive. There was a thick envelope from the credit card company. Jon opened it, and the balance was much bigger than he’d expected. Jon and his wife had a bad …