Agency Growth Machine
Randy Schwantz
Overview
Episodes
Details
Welcome to the Agency Growth Machine Podcast with Randy Schwantz. This show is for agency owners who want to remain independent, develop their team of producers, and do it in a way that they too can grow and profit from.
Recent Episodes
APR 20, 2026
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 touching it: their existing book of business. In this episode, Randy Schwantz breaks down SODAR — a five-letter system that transforms your best client from "sure, I'll mention your name" into a champion who pre-sells you before you walk in the door. Int...
18 MIN
APR 14, 2026
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, the written service timeline that turns your service commitments into signed contracts, and the cross-sell strategy that makes your best accounts nearly impossible to crack. One producer went from losing 6 accounts in 18 months to growing his book 28% in ...
18 MIN
APR 6, 2026
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 incumbent got a second chance. In this episode, Randy breaks down the 6-step Keystone process—the exact system top producers use to lock in deals before the second meeting ever slips away. You’ll learn: Why deals are actually won before the proposal is presented ...
22 MIN
MAR 30, 2026
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 exact 5-step system that flips that dynamic completely. This is a field-tested process that’s been used for 30+ years to: Eliminate price competition Create real differentiation (not “better service” fluff) Get prospects to ask YOU for the propo...
19 MIN
MAR 23, 2026
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 dramatically increase their close rate—often in just 20 minutes of preparation. You’ll learn: Why every sales meeting actually has a “third person” in the room—and how to beat themThe simple prep strategy that turns average producers into top performersHow to uncover hidden w...
15 MIN
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