Agency Growth Machine

After several years away from the mic, Agency Growth Machine is back.

But the silence didn’t mean the work stopped.

During that time, Randy Schwantz was deep inside agencies, working with owners and producers trying to grow in a market that has shifted dramatically. Private equity consolidation, new technology, changing expectations from buyers — and yet many producers are still struggling to win deals they should be winning.

So Randy went looking for answers.

In this episode, he explains what he discovered in the trenches and lays out the core philosophy behind the Wedge — the framework that has helped thousands of producers and hundreds of agencies change the way they compete and grow.

You’ll hear:

• Why the podcast went quiet after 2021
• What Randy learned working directly with agencies during that time
• The surprising data pattern behind producer performance
• Why so many producers end up stuck in what Randy calls “small account prison”
• The core beliefs that drive the Wedge philosophy
• The overlooked third player present in every sales conversation

You’ll also hear what to expect going forward.

From here on out, the podcast will deliver one idea each week — one insight, one framework, or one play you can apply immediately in your agency or book of business.

If you're an agency owner trying to unlock growth…
 or a producer doing the work but still losing deals you thought you had won…

This episode lays the foundation for everything that follows.

Learn more about The Wedge:
 https://thewedge.net

Get the book The Wedge:
https://shop.thewedge.net/collections/books

Questions or feedback:
 [email protected]

Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.

If this episode was helpful, share it with a producer or agency leader who needs it. 

 Get more insights like this every week:
 👉 Subscribe to the podcast & blog: https://thewedge.net

👉 Book a Call to Learn More About How We Can Help You: https://thewedge.s.gy/ogNGiO

 Why Most Commercial Insurance Producers Fail — And What Actually Fixes It 

Six out of ten new commercial insurance producers fail within their first two years.

And it’s not because they’re lazy.
It’s not because they lack talent.
It’s not because they “just didn’t want it bad enough.”

It’s because they were handed a license… a list… and a draw — and told to “go figure it out.”

In this episode of the Agency Growth Machine Podcast, Randy breaks down:

• The three silent scripts running in most producers’ heads
• Why “just make more calls” is not a strategy
• The real reason incumbents keep winning
• Why mentorship isn’t the answer you think it is
• The five-step sequence that breaks the failure loop

This conversation is for the commercial insurance producer who wakes up on Tuesday morning knowing they need to prospect — but has no system for who to call, what to say, or how to create urgency.

Commercial insurance success is not a personality sport.
It’s an operational discipline.

And the difference between the 20–30% industry success rate and a 72.3% producer success rate isn’t motivation.

It’s infrastructure.

If you were hired with a draw and told the rest would “figure itself out,” this episode will explain exactly what was missing — and what to do about it.

Learn more about the fully integrated sales operating system built specifically for commercial insurance producers:

👉 https://www.bignition.io

If this episode resonates, share it with a producer who needs to hear it.

Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.

If this episode was helpful, share it with a producer or agency leader who needs it. 

 Get more insights like this every week:
 👉 Subscribe to the podcast & blog: https://thewedge.net

👉 Book a Call to Learn More About How We Can Help You: https://thewedge.s.gy/ogNGiO

Most producers don’t lose deals because they lack effort.

They lose because they lack differentiation.

In this episode, Randy walks through the exact scenario playing out in agencies every week:

• Producers quoting blind
 • Prospects saying “we’ll consider it”
 • Incumbents matching price
 • And the deal quietly disappearing

If your team walks into appointments promising to “save 10%,” you’re training prospects to make price the only decision variable.

There’s a better way.

You’ll learn:

• Why quoting creates commodity positioning
 • The real reason incumbents win at the last minute
 • How to pre-close before presenting
 • What a Written Service Plan actually is
 • The 6-step Flight Plan that helps agencies win 50%+ of new business by BOR

This isn’t theory. It’s a systematic way to differentiate without undercutting commission or chasing cheaper markets.

If you’re tired of getting “rolled” at the finish line, this episode will change how you think about selling commercial insurance.

Learn more about implementing the Flight Plan at:
 👉 https://bignition.io

Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.

If this episode was helpful, share it with a producer or agency leader who needs it. 

 Get more insights like this every week:
 👉 Subscribe to the podcast & blog: https://thewedge.net

👉 Book a Call to Learn More About How We Can Help You: https://thewedge.s.gy/ogNGiO

Meet Adrienne.

After working in education as a training coordinator for over a decade, she recently made the jump to run operations at an employee benefits firm.

It wasn't easy and she admits that she made some rookie hiring mistakes at first.

But since then, she's been promoted to CEO of Benefit Advisors.

Because in just 2 years after taking over the insurance agency -- Adrienne's lead their team to over 40% growth.

And hired a few solid ROCKSTAR producers along the way.

But the best part?

She's not done growing this money-making machine.

Watch Adrienne's Journey here.


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Learn more about Bignition -- https://bignition.io

Learn more about The Wedge Group -- https://thewedge.net/



#insuranceagenttraining #insurancesales #insurancerecruitment

Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.

If this episode was helpful, share it with a producer or agency leader who needs it. 

 Get more insights like this every week:
 👉 Subscribe to the podcast & blog: https://thewedge.net

👉 Book a Call to Learn More About How We Can Help You: https://thewedge.s.gy/ogNGiO

Meet Ryan.

He's the father figure of a blended family living off the coast of New Jersey.

Ryan's also the Sales Director at JGS Insurance, who joined Bignition a few years ago.

Since then, he's helped their team to achieve a few BIG squad goals like ...

- 3X their sales revenue
- Increase to a 97% retention rate

The best part?

They're still growing.


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*P.S. -- Are you an independent insurance agency leader with 4-10 Producers looking for a scalable growth system? 

Here's a free webinar just for you: https://thewedge.net/register/

Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.

If this episode was helpful, share it with a producer or agency leader who needs it. 

 Get more insights like this every week:
 👉 Subscribe to the podcast & blog: https://thewedge.net

👉 Book a Call to Learn More About How We Can Help You: https://thewedge.s.gy/ogNGiO

Meet Justin. 

He went from being a college football coach to selling insurance for a living ... Now he coaches Producers in his agency on how to do it too. 

Justin told us, "There's really no difference between the two jobs ... You've just got to be disciplined to a system." 

His secret training system? Bignition. 

Because with Bignition, there is no room for excuses anymore. 

Your Insurance Producers get access to 24/7 sales training on-demand and the technology to track activity effectiveness. 

... This way you ALL have the proven system to win more business. 

GROW BIG OR STAY HOME™ 

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*P.S. -- Want to know how Bignition can work for your agency? 

Watch this free webinar here -- https://thewedge.net/register/

Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.

If this episode was helpful, share it with a producer or agency leader who needs it. 

 Get more insights like this every week:
 👉 Subscribe to the podcast & blog: https://thewedge.net

👉 Book a Call to Learn More About How We Can Help You: https://thewedge.s.gy/ogNGiO

Imagine you’re a 28 to 32 year-old commercial insurance agent going after accounts anywhere from $7500, up to $30,000 in revenue.

How do you position yourself to set more appointments with these types of prospects?

The answer: BETTER MARKETING!

Join Randy Schwantz and insurance marketing LEGEND, Michael Jans, as they take a deep dive into becoming a better marketer to set more appointments.

Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.

If this episode was helpful, share it with a producer or agency leader who needs it. 

 Get more insights like this every week:
 👉 Subscribe to the podcast & blog: https://thewedge.net

👉 Book a Call to Learn More About How We Can Help You: https://thewedge.s.gy/ogNGiO

One of the biggest questions agency owners face when making a new decision for their business is, "When will we see a return on investment?"

This wasn't any different for agency owner, Jared Pitts, from GIA-TX. He admitted that he was extremely skeptical of the program at first.

But with Bignition, there is no secret formula here. If you want to grow your agency, it's VERY simple.

We'll bring the tools and coaching. You bring the commitment and effort.

And together, we'll catapult you to the next level ... Just to see how far you can take it.

So if you have 4-10+ Producers and you're ready to see EXPONENTIAL GROWTH in your agency ...

Schedule your Strategy Call here:
https://thewedge.net/grow-big/

Because if you don't ... who will?

Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.

If this episode was helpful, share it with a producer or agency leader who needs it. 

 Get more insights like this every week:
 👉 Subscribe to the podcast & blog: https://thewedge.net

👉 Book a Call to Learn More About How We Can Help You: https://thewedge.s.gy/ogNGiO

Randy Schwantz and Tim Pollard, author of The Compelling Communicator, discuss virtual and effective communication during COVID. 


In this video they dive into things you should know, common mistakes, and how mastering a few communication tips can hugely impact your business and success. 


At the end of the day good communicators win and bad communicators lose.

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AND - We've negotiated a special deal for you! If you enter the discount code RS15, you will receive a 15% discount on Oratium's E-learning.


E-Learning Website: https://elearning.oratium.com/pivot


The Compelling Communicator Book: https://www.barnesandnoble.com/w/the-compelling-communicator-tim-pollard/1125315183

Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.

If this episode was helpful, share it with a producer or agency leader who needs it. 

 Get more insights like this every week:
 👉 Subscribe to the podcast & blog: https://thewedge.net

👉 Book a Call to Learn More About How We Can Help You: https://thewedge.s.gy/ogNGiO

Don't you hate it when you spend a boatload of your time, money, and effort finding quality candidates -- only to have your newbie quit 2 weeks later?

It's frustrating. But you don't need to give up on hiring just because the last new Producer you hired felt like an absolute train wreck. 

The truth is you have what it takes to hire Producers that'll make it. You just need the proven playbook to do it right.

In the latest episode of Agency Growth Machine Podcast -- I caught up with one of our Bignition agency owner's, Jamie Noe (CEO of Insurance Group of America.)

Jamie let me in on his process for finding quality candidates and shared a BIG finding after assessing hundreds of them.

He looked at who made it vs. who didn't and found they all had one thing in common.

NEVER hire another Insurance Producer unless they have this ONE personality trait.


GRIT Personality Inventory -- https://thewedge.net/assessments/

GRIT Book -- https://thewedge.net/books/


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*P.S. — Check-out these FREE goodies for Agency Owners:
 

3 Strategies to Double Agency Growth -- https://www.thewedge.net/webinar/
 

Free Download of Agency Growth Machine -- https://www.thewedge.net/free-book/

Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.

If this episode was helpful, share it with a producer or agency leader who needs it. 

 Get more insights like this every week:
 👉 Subscribe to the podcast & blog: https://thewedge.net

👉 Book a Call to Learn More About How We Can Help You: https://thewedge.s.gy/ogNGiO