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The Wedge Group

Imagine having the tools to develop your Insurance Producers into champions.

Founded by Randy Schwantz -- Strategic Coach, Leading Innovator, International Best Selling Author and Engaging Motivational Speaker.

10/16/2026

Agency owners, what did you measure this week?

Quotes sent or BORs locked?

Proposals delivered or revenue kept from slipping back to the incumbent?

Those are two very different scoreboards.

One measures activity. The other measures results.

If you're still celebrating quotes sent, don't be surprised when the big accounts keep saying, "We're staying put."

**Are you measuring progress or just keeping busy?**

10/15/2026

Same story. Different producer.

They found the gap, shopped the market, and built a great proposal.

Then came the call:

"Great work, but we're staying with our current agent."

Or worse:

"Your price helped our current agent."

That's last look doing exactly what last look does.

The incumbent got the diagnosis for free, matched what they needed to, and kept the account.

**A great proposal means nothing if you haven't dealt with the incumbent relationship.**

You did the hard work. Charlie kept the renewal.

10/12/2026

You reward quoting and hoping.

Producer finds a mid-market opportunity, builds the proposal, and sends it off.

No BOR. No AOR. The incumbent still owns the relationship.

Then comes the response:

"Thanks for the work. We're staying put."

Or worse:

"Your price helped our current agent."

That's not bad luck. That's what happens when you mistake activity for progress.

**Quoting before securing BOR is unpaid research for the incumbent.**

If your agency celebrates proposals sent instead of accounts won, you're rewarding the wrong behavior.

10/08/2026

The biggest problem behind producer failure?

Not enough prospecting activity.

And one of the biggest reasons is fear of rejection.

They don’t pick up the phone. They avoid the right rooms. They put off the ask.

Fear shows up in the second before action.

Courage is not the absence of fear.

Courage is taking action in the presence of it.

You can’t make the fear disappear.

But you can build the support and development that helps producers act anyway.

10/06/2026

One move you can make this week:

Find the producer who lives in prep.

One more article. One more carrier note. One more pass on the script.

Then set a hard stop.

Prep ends. Clock starts. Phone comes up.

Research isn’t the problem. Endless research is how call reluctance hides in plain sight.

Cut the loop.

Give prep a deadline, then make the dial block happen.

Watch what they do when the clock runs out. That will tell you more than another activity report.

10/05/2026

You've seen it.

Producer at the desk. Phone sitting there.

They're not lazy.

They're cleaning the CRM. Tweaking the opener. Pulling one more report on a prospect they already researched.

Organizing feels productive. Dialing feels dangerous.

That is call reluctance.

Fear of rejection dressed up as preparation.

Laziness avoids work. Call reluctance works hard at everything except the dial.

If you keep treating it like a character problem, you'll motivate, threaten, or replace... and still miss what's actually in the way.

What helps is support and development that makes dialing practiced work.

Pep talks usually aren't enough.

10/02/2026

Be honest.

What did you put in their hands this week?

A longer task list?

Or one practiced define-and-defend against a named incumbent?

One arms them.

The other gives them more places to look busy.

Which one did you choose?

Train the habit, not the checklist.

09/29/2026

Before the sales call, make the producer define and defend how they beat the named incumbent on THIS account.

Not “great service.”
Not “we’re local.”
Not “great carriers.”

Those are table stakes.

I want specifics.

What do you do first?
What happens next?
Where does the incumbent lose with this buyer?

If they can’t say it clearly to you, don’t send them into the room.

Define and defend first.

Then make the call.

09/28/2026

You didn’t miss the hiding.

You rewarded it.

Producer loses a deal, then starts cleaning notes, tidying the pipeline, making everything look “disciplined.”

And you nod.

Clean looks like work ethic. Busy looks like accountability.

So he learns the lesson: when it gets hard, hide where it looks productive.

That’s not just a producer problem. That’s an agency setup problem.

Arm them before the loss.

Hire right. Train right. Stop rewarding the hide.

09/25/2026

When you put a producer on the hot seat... can they define how they're better?

Or the same three lines every agency uses. Good service. We're local. Great carrier relationships.

Hot seat exposes the gap. Workshop builds the skill.

2027 Wedge Workshop. Live room. Seats go. Fills fast.

Learn more here: https://shop.thewedge.net/collections/in-person-wedge-workshops

Address

20 Towne Drive
Bluffton, SC
29910

Website

http://thewedge.net/

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