Articles by Randy Schwantz

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

If You Don’t Hate Your Sales Coach… Something Could be Wrong

Over the past 20 years, I’ve surveyed hundreds of high-performing athletes in all levels of sports including professional, college, high school and club sports. Not once have I found an athlete, including Heisman Trophy winners, Hall of Fame winners, Division …

How to Write Great Headlines, So Prospects Don’t Forget You

Renewal dates only come around once a year, but insurance problems can creep up on your prospect at any point. That’s why you need to become a marketer to support your prospecting activities and be there when they have a …

Prospecting: The No. 1 Source of New Production

If you’re a new producer and want to be successful, there is one thing you need to be very diligent about: Prospecting. If you walk around your office and ask for other’s opinions, you’ll get a variety of options on …

Sales Leaders and Training

Sales leaders have a tough job. They work with producers that are misplaced and burnt out. They work with underwriters in producers’ clothing. They work with the unmotivated and those with low self-esteem. Many times, sales leaders give up on …

The Absolute Secret to Building a Great Sales Team

The difference between where your agency is today and where it will be in five years from now is in direct proportion to your ability to develop your sales team. That’s a mantra that I ask every one of my …

The Wedge: What Motivates Salespeople

When Brett Favre was inducted into the NFL Hall of Fame, he looked up at the sky and said: “Dad, I hope I made you proud.” Favre’s dad was a high school football coach. He was a hard man to …

The Wedge: Overcoming Fear in 18 Minutes or Less

Fear is the No. 1 killer of sales performance. There are a lot of salespeople that avoid making cold calls because of fear. They avoid asking clients for introductions. They avoid setting meaningful and powerful goals. They avoid asking their …

The Wedge: Two Pains in Life

Have you ever laid in bed with the alarm going off and pushed the snooze button? You’re thinking: “Come on, just 15 more minutes.” A few minutes later, the alarm goes off again, and you either get up or push …

New Year’s Letter to My Boss

Dear Charlie, After having worked for you for 22 years, I can attest, you’re a great guy and a great friend. I appreciate the times you were there for me when I was having personal hardship; it truly means a …

When Hiring Seek the Help of a Bad Cop

I checked my email first thing this morning and got a resignation letter from someone on my team; a relatively new hire. She couldn’t put up with the ambiguity of working for a small entrepreneurial business. Having come from working …