Articles by Randy Schwantz

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

Teach New Producers to Diagnose Success Early and Often

There is a fun phrase in golf, “Drive for show, putt for dough.” It’s a subtle shot at those guys that can rip it off the tee but can’t putt, so they don’t score so well. The reality is even …

Why Small Agencies Struggle to Hire New Producers

It’s hard to find a needle in a haystack, unless you know what you are looking for The very best agencies that are committed to hiring new producers, who have senior leaders dedicated to recruiting, a bevy of internal resources …

Why Hiring New Producers is Such a Crapshoot

You probably think this is a horrific analogy and has zero relevance to hiring new producers. If that is the case, you’ll surely dismiss the idea and continue to train, coach and develop new producers your way. I hope it’s …

Agency Growth Secrets: To Build Your Sales Team, Grow Your Agency and Change Your World

Many agencies have a growth rate of 1% to 3%. They have an aging producer force, no systems to drive growth and no way out but to sell to an aggregator. In most cases, they have tried to hire new …

Enduring Pain on the Path to Success

Do you ever get sick of hearing about professional athletes like Tom Brady, Tiger Woods and Steph Curry who have tremendous success because of their work ethic and ability to endure pain? Or maybe you’re tired of stories about the …

3 Steps to Building an Agency Growth Machine

How much did your agency grow last year? How about in the past 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 …

5 a.m. Wakeup Call: 66 Days to Create a Habit

As I laid down in bed, I called out to a recent Christmas gift that’s on the nightstand next to my bed: “Alexa, set a 5 a.m. wakeup call.” “Your alarm is set for 5 a.m. tomorrow,” Alexa responded. My …

Deconstructing Sales Excellence

Aaron is about 5 foot 8 inches, 150 pounds dripping wet and bald. A big-time producer? You wouldn’t think so. But, when you look at his numbers, they are way beyond impressive. Why is that? Is it pure talent? Gift …

‘Film Don’t Lie’

I spent 30 years in Dallas, listening to talk radio – specifically, sports radio. On Monday afternoon, there was a segment by one of the big-time local sport’s radio personalities called “Film Don’t Lie.” This radio host had been around …

3 Steps to Building an Agency Growth Machine

How much did your agency grow last year? How about in the past 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 …