The Wedge Group

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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.

09/03/2026

Producer 1 started strong.
Hit his numbers, showed up prepared.
Then he quietly stopped.
The commitment card was still on his desk, he just stopped opening it.
Producer 2 is a few weeks into a new agency.
First thing he asked for was an accountability partner.
Same tool.
One person used it, one let it collect dust.

09/01/2026

Want a team that actually holds itself accountable?
Steal this.
Write the commitment down, not in your head.
Rotate the accountability partner so nobody gets to go soft.
Review it out loud as a group, not one on one with the boss.
That's the whole system.

08/31/2026

Bob Ladouceur won 151 games in a row coaching high school football.
He never once asked a kid to commit to winning.
He asked for eight inches on a run play.
80% of one-on-ones.
Four sets of tires after practice.
Written down.
Signed to a teammate, not himself.
Most sales meetings ask for bookings nobody controls.
Ask for the dials instead.
Those are yours every day.

08/27/2026

"As long as Charlie's here, we'll never change."
That's what a producer, Mike, heard for years from prospect after prospect in Anchorage.
Charlie was the beloved old-school incumbent nobody would leave.
Mike kept every one of those names organized anyway.
Then Charlie retired, and Mike started dialing within minutes.
That year he picked up about fourteen accounts, somewhere around $150,000 to $200,000 in revenue.
Manufactured fear costs real money for as long as you keep paying it. Mike just stopped.

08/25/2026

A guy on stage at an NLP conference asked the room if anybody had a phobia.
I raised my hand and said I just don't like cold calls.
He had me picture the whole ugly scene, my mangy pit bull growling on the other end, shrink it down to the size of a softball, and throw it in the corner.
Then bring back something calm instead.
We ran it four or five times.
Reach for the phone now, he said.
What do you see? Clouds.
What do you feel? Nothing.
The picture got installed one rep at a time.
It comes out the same way.

08/24/2026

A cigar-chewing pit bull used to pick up the phone before I ever dialed it.
Not really, but that's what I pictured every time I reached for the telephone early in my career.
I named him Tely.
The second my hand touched the receiver, I'd hear him growl, "what the bleep do you want."
Stomach in knots, I'd pull back and call someone safer instead.
That's what call reluctance actually is.
A picture your brain made up, standing between you and a phone that has never once hurt anybody who picked it up.
Stop asking your producers why they're scared of the phone.
Ask what they're picturing right before they reach for it.

08/21/2026

Your best producer still calls himself "kind of new at this."

He's been there four years.

Ask where that line came from.

Watch him struggle, because it isn't true anymore, it just got repeated enough to become an identity.

What's one thing you believe about yourself you've never actually tested?

Comment what you find out. I'd bet at least one of your producers is living inside a story that stopped being true a long time ago.

08/20/2026

A bed of hot coals stretched out in front of me, a crowd of strangers watching to see if I'd cross it.

I was a wuss about it. Every part of me wanted out of that line.

I did it anyway.

Afterward I thought about how many people had crossed that same fire and lived.

So I asked myself, if they can do it, why can't I?

That question became my mantra. Wrote a book. Jumped out of a plane. I refused to let fear repaint a fact into something scarier, and that's what got me through both.

Your producers are carrying beliefs about themselves they've never tested.

Pick one and find out if it's even true.

08/17/2026

"Is that true?"

That's what I asked a producer who swore every account he'd ever won by cold call, he eventually lost.

Underneath it was fear of flubbing the call and blowing his shot, dressed up as a tidier story instead.

I tested the story with him. Is it true because you cold-called them, or because you won on price and never differentiated?
It's the price thing, he admitted. Not the cold call.

When a producer tells you he's too busy, unmotivated, or needs more research before he'll pick up the phone, you're rarely hearing the real reason. You're hearing an imposter standing in for fear.

Quit negotiating with the excuse. Go find what it's covering for.

08/13/2026

Rare that I point at my own tool in one of these.
Today's one of those days.
Producers say "it's moving along."
They're not lying. It's just the easiest true thing to say when nobody's asked for the actual stage.
I built Bignition to end that sentence.
Every deal sits in a real stage, not a mood: discovery actually done, the follow-up actually scheduled, the proof point actually delivered.
Finding the gap is the X-ray.
On its own, an X-ray never fixed anybody.
So the same system that finds the gap carries the coaching for that exact stage too, right where the gap got found.
Catch the comfortable answer. Fix what's actually underneath it.

Address

20 Towne Drive
Bluffton, SC
29910

Website

http://thewedge.net/

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