The Wedge Group

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.

I handed him the dry erase marker.“Show me your machine.”He started drawing.Halfway through, he stopped.“I don’t actuall...
06/02/2026

I handed him the dry erase marker.

“Show me your machine.”

He started drawing.

Halfway through, he stopped.

“I don’t actually know what happens between the appointment and the close.”

That’s the gap.

And in most agencies, that’s where revenue leaks out.

High-performing agencies don’t run on hope. They run on a machine:

Motivation
Difference
Prospecting
Preparation
Selling
Retention
Measurement

Most agencies are only running a few of the gears.

The problem usually isn’t effort.

It’s that nobody has documented the full machine.

If you want to talk through where your agency’s machine is breaking down go to bignition.io and book a call.

Nine out of ten new producers didn’t make it.For one agency, that was the pattern for years.After changing how they eval...
05/28/2026

Nine out of ten new producers didn’t make it.

For one agency, that was the pattern for years.

After changing how they evaluated and hired producers, 70% of their new hires started succeeding.

They stopped building their process around how someone made them feel in a room.
They started asking: where's the evidence?
Evidence that they follow through when nobody's watching.
Evidence they can handle rejection without needing a reset.
Evidence that there's something they want badly enough to go get it on their own or work for it to be developed.

That kind of shift doesn’t happen by accident.

Because a bad hire doesn’t just cost salary.

It costs time, accounts, relationships, and months of hoping things will turn around.

The Falcons fired their coach and general manager.Two years in. Both gone.Then they hired a coach Cleveland had already ...
05/27/2026

The Falcons fired their coach and general manager.
Two years in. Both gone.

Then they hired a coach Cleveland had already fired.

Different team. Same person. Same expensive guess.

NFL teams track everything: performance data, tendencies, sleep, biometrics, chemistry, interview notes.
And still, organizations make million-dollar decisions off a great interview and a gut feeling.

Insurance agencies do it too.

A producer walks in, sounds impressive, says all the right things, and everyone feels good about the hire.

But interviews measure confidence.
Processes reveal behavior.

Make candidates prove something before you write the check.
Or keep calling it a hiring process and wondering why the results look the same.

Most agencies don’t actually have a hiring process.They have a likeability test.“She interviewed well.” “My gut says yes...
05/25/2026

Most agencies don’t actually have a hiring process.
They have a likeability test.

“She interviewed well.”
“My gut says yes.”
“Everyone liked them.”

But likable doesn’t mean coachable.
Activity doesn’t mean productive.
Confidence doesn’t mean they can perform when the pressure hits.

The agencies pulling away aren’t hiring better personalities.
They’re running a process that makes candidates prove something before the offer letter gets signed.

Because the clues are usually there early...
The slow follow-through.
The defensive answer when pushed.
The PR response when the question gets real.

You don’t need perfect instincts.
You need a process that makes the truth visible before the check gets written.

A competitor walks into your client’s office.They ask sharp questions.They make the client wonder what they’ve been miss...
05/21/2026

A competitor walks into your client’s office.

They ask sharp questions.
They make the client wonder what they’ve been missing.
Now what?

If your producer has to scramble for proof of value, you’re already behind.

That’s why stewardship matters.

Not as a nice report.
As a documented record of everything you’ve done for that client.

Coverage reviews.
Renewal strategy.
Service changes.
Problems solved.
Value delivered.

When that work is captured all year, the renewal conversation changes.
That's not a relationship advantage. That's a documented competitive moat.

You’re not hoping they remember.
You’re showing them.

A producer once told me...“Every system I’ve ever used felt like another thing I had to update for someone else.”That se...
05/20/2026

A producer once told me...

“Every system I’ve ever used felt like another thing I had to update for someone else.”

That sentence stuck with me.
Because most platforms are built that way.
They help managers see what happened.
But they don’t help producers know what to do next.

So we asked a different question...
What does the producer need when they log in?
Not a cluttered dashboard.
A clear next step.

Who to call.
Who needs follow-up.
What account is in action.
What wedge to practice.

That’s when a system becomes useful.
Not just visible.

Steve Jobs said design isn’t just what something looks like.It’s how it works.Most sales technology was built for manage...
05/18/2026

Steve Jobs said design isn’t just what something looks like.
It’s how it works.

Most sales technology was built for managers.
Not producers.

That’s why so many systems become reporting tools instead of selling tools.

The producer logs activity.
The manager reviews it.

But the producer’s morning doesn’t actually get any better.

We built The Bignition Sales Operating System differently.
Start with what the producer needs at 7:00 AM.

Then build backward from there.
Because if the system doesn’t help the producer sell, they won’t use it.

A producer’s best opportunities are often already sitting in their relationships.They’re just not documented.Who do they...
05/14/2026

A producer’s best opportunities are often already sitting in their relationships.

They’re just not documented.
Who do they know?
What industry are they in?
How strong is the relationship?
Would they make an introduction?

Once those answers are visible, the “pipeline problem” starts to look different.
Sometimes the next best account isn’t out there somewhere.
It’s one introduction away.

I asked a producer to walk us through his morning routine live on a Mastermind call.No prep.No polish.He checked his num...
05/13/2026

I asked a producer to walk us through his morning routine live on a Mastermind call.
No prep.
No polish.

He checked his numbers.
Reviewed his best wedges.
Then started dialing.

That was it.
Nothing flashy.

But that’s exactly why it worked.
Consistent producers usually aren’t doing fifty things.
They’re doing the right few things in the same order every morning.

The best producers usually don’t start the day by checking email.They start by checking the numbers that tell them where...
05/11/2026

The best producers usually don’t start the day by checking email.

They start by checking the numbers that tell them where they actually stand...
Appointments needed.
Qualifying ratio.
Closing ratio.
Average account size.
Book of business.

Two minutes.
That’s all it takes to know whether you’re on pace, off track, or chasing the wrong accounts.
Growth gets a lot easier when the morning starts with clarity.

Address

20 Towne Drive
Bluffton, SC
29910

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