Agency Growth Machine

Hey there everybody, this is Randy Schwantz. Welcome to another episode of Agency Growth Machine. I hired a marketing consultant to help me out and one of the assignments he gave me was to watch Simon Sinek do his TED Talk on Start with Why. It made me go pull the book off my shelf again and as I’m reading through it, thinking through it, mapping it out just a little bit, here’s what’s kind of hitting me; what Simon does a good job of is comparing somebody like Apple to somebody like Dell. They’re both computer companies. They both have all the capabilities in the world. They both have huge bank accounts. They both could be making amazing things, but Apple seems to trump Dell and other computer makers, like Lenovo in big ways. And why is that? Well, what he’s saying is that Steve Jobs, who’s the genius over there, has this kind of Why thing. Hope you tune in to hear the rest… Listen below. Or click here to read a transcript.

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Letter to My Boss… I love you, but I’ve got to go to a place that will help me grow. This new Agency Growth Machine podcast is a little off the rails…. 3 subjects: 

1. Why did I write the “letter to my boss?”
2. New Trends
3. Old World Agency vs. The New World Agency

 Probably some stuff that will make you mad… Hope you tune in. Listen below.

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What is Failure? Why do people make so much of it? In this brief Agency Growth Machine Podcast, I get into Failure in a unique way. I think you’re going to like it. Listen below.

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Fundamentally, people know what they have to do to be successful. They have to prospect and set appointments. They have to convert those prospects into clients. They have to retain those clients for as long as possible, hopefully a lifetime. But, many have a hard time with the first step…. Prospecting. The source of the problem is NOT finding names to call. It’s NOT having a telephone that works. The problem is FEAR. And FEAR comes in different packages, sometimes disguised, but nevertheless… it’s FEAR. So, how do you solve the FEAR problem in 18 minutes or less? Listen below.

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When someone comes after your business, you leverage your relationship with your customer, get the last look, and keep the account. How many naïve producers have you rolled in your career?

Want to solve the ‘getting rolled’ problem? Listen now.

For In-depth training on the latest sales techniques, CLICK HERE. 

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I’ll Teach You HOW to Wedge-OUT the Incumbent… And Get a BOR Letter Up-Front.

I’ve taught thousands of producers how to ‘unseat’ the incumbent and WIN the business at the first interview.

I’m a process guy…

Everything can be boiled down to a process in my world and The Wedge is a process that, when mastered, will have Mr. Prospect asking you to do business.

For In-depth training on the latest sales techniques, CLICK HERE to join us in April for the next The Wedge 3-in-1 Workshop. Sign up now and save, use the promo code: Save300.

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Here’s the problem, a Good Cop’s job is to get the candidate excited about insurance, your agency and working for you.

The Bad Cop’s job is to get the TRUTH about the candidate: Can they sell? Will they sell?

They are TWO remarkably different roles, almost as different as being a spouse and a parent.

For more on BAD COP, listen below.

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 The biggest challenge that kills growth is that you, the agency owner have so few systems to drive growth, you struggle to find the time. No systems for sales training. No systems for running sales meetings. No systems for accountability… 

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Don’t you hate it when someone says, “your ANYTHING sucks.” I know I do, I could quickly lose respect for that kind of marketing communication.

So instead, let’s say your sales meetings are awesome, but being a progressive Agency Owner, you want them to be better, more effective, drive differentiation and as result, get 200% more BORs.

Would you be more comfortable saying that? I know I would.

Want better sales meetings… Listen now.

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.

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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. 

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