Agency Growth Machine
Episodes
52 episodes
The One Question That Turns a Name Into a Red Hot Introduction
You've got clients who'd take your call on a Saturday, and you haven't asked them for a thing. In this episode, Randy Schwantz breaks down the exact conversation that gets your best clients telling your story before you ever pick up...
The Invisible Ceiling Costing You Your Best Producers
Your busiest producer might be your most lost. He's on the phone all day, calendar packed, servicing renewals and putting out fires... and he hasn't set a new first appointment in nine weeks. From the outside he looks like your best. On paper h...
Brandon's Story: From the Minor Leagues to a Million-Dollar Book
You keep going back to your old self. You win an account, then drift right back to transactional, price-only selling... and you feel the time, energy, and margin bleeding out of every deal. Brandon Spivey lived it. He came out of State Farm per...
Your Best Client Just Asked to Go Out for Bid. Now What?
Your best client just said they want to go out for bid. No complaints, no service problems, no price issue.... they just want to know if there's something better out there. Here's the brutal truth: your value is real, but it's invisible, and a ...
Wanting to Grow and Deciding to Grow Aren't the Same Thing
Most agency owners say they want to grow. Ask any of them, and every single one will say yes. But wanting to grow and actually deciding to grow are two completely different things, and that gap is where most agencies stall. In this episode, Ran...
6 Producers. Zero Hires. $2 Million in New Revenue. Here's How.
Most producers in the middle of your agency have never been asked what they actually want from their career. Not once. And it's costing you more than you think. In a 10-producer agency, your middle six already generate more revenue ...
Same Producers. $3 Million More. Here's What Changed.
You've spent real money on producers and they're still not winning. Here's the uncomfortable truth: it's not them. A Cincinnati agency owner kept the same twelve producers she'd been struggling with, built a system, and ...
Winston's Story: Rookie of the Year at 2 Years and The Daily Habit Behind the Win
Most new insurance producers are working hard and going nowhere. Winston Welch was one of them... until he built a system. In just two years, Winston went from emailing quotes hoping prospects would bind to winning Rookie of the Year at C...
Stop Hiring Nice People to Do a Hunter's Job
Eight months. Zero new revenue. And a nice guy who checked every box. If that story sounds familiar, you have a hiring problem, not a training problem. In this episode, Randy reveals the MCOP framework: four pillars that separate hunters ...
Stop Quoting. Start Winning: The Complete Flight Plan.
Most producers think they lose on price. Greg's story proves otherwise. He kept an account where both competitors beat him by $15,000 and $20,000 — and they never knew why. In this episode, Randy Schwantz delivers the complete six-step Fl...
The $300K Ceiling: Why Hard Work Keeps Producers Stuck
You know that producer who has worked hard for 20 years and still has a $300,000 book? That is not a career. That is a sentence. In this episode, Randy Schwantz breaks down the exact system separating million dollar producers from everyone else...
From 25% to 81%: The Sales Meeting System That Wins
Your sales meetings are backward-looking theater, and your close rate proves it. CRISP is the 4-part weekly framework one agency used to go from a 25% close rate to 81% and nearly double their new business per producer. Randy Schwan...
The 5-Letter System That Closes at 7x the Rate of a Cold Call
Your clients will give you a referral reluctantly. They'll give you an introduction enthusiastically — but only if you give them the right story to tell. Most producers are sitting on their single greatest pipeline asset and never t...
He Lost 6 Accounts in 18 Months. Here's How He Rebuilt.
If you've spent four episodes learning how to wedge out other agents' accounts... congratulations. Someone in your market is now running those exact plays on you. This episode is Randy's defensive playbook: the ABC account management system, th...
The 6-Step Keystone Process That Pushes Your Close Rate Past 80%
You ran a strong first meeting. You found pain. You built the vision. You got commitment.And then… you lose the deal anyway.It happens every day in commercial insurance. Not because your proposal was weak, but because the incumben...
The 5-Step Wedge System: Close More Deals Without Quoting
Most producers lose before they even realize it.They think they got beat on price… but in reality, they were just used to give the incumbent leverage.In this episode, The Wedge creator Randy Schwantz breaks down the ex...
Close 3X More Deals with 7 Questions of Pre-Call Prep
Most producers don’t lose deals because of price. They lose because they walk into meetings unprepared.In this episode, Randy breaks down the exact 7-question pre-call framework top commercial insurance producers use to dramatical...
The 3 Moves That Win $40K Accounts
In commercial insurance sales, there is no such thing as a “win-win.” If you want to grow your book of business, someone else has to lose.In this episode of the Agency Growth Machine Podcast, Randy Schwantz breaks down the hard tr...
The Philosophy Behind the Wedge (And Why This Podcast Is Back)
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 i...
The System You Were Promised (But Never Got)
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 l...
Why Insurance Producers Fail (And the System That Prevents It)
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&n...
Adrienne's Journey: 40% Growth Rate (in just 2 years!)
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 mista...
Ryan's Journey: 3X Revenue + 97% Retention Rate
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 ...
Can a Former College Football Coach become a SUCCESSFUL SALES LEADER?
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 differen...