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  The 3 positions you’re always in walking into a second meeting  How to prevent the “let me talk to my current agent” stall  The one step that took a producer’s close rate above 80%  How to present service in a way the incumbent can’t match If you’ve ever walked out of a meeting thinking, “that was a layup”… and still lost, this is the fix.Want us to tackle a real challenge you're dealing with? Submit your question using the link below. We read every question. We don’t respond to all of them—but the best ones get turned into episodes.If this episode was helpful, share it with a producer or agency leader who needs it.  Get more insights like this every week: 👉 Subscribe to the podcast & blog: https://thewedge.net