Randy Schwantz, Author at Randy Schwantz Site

Triple Your Insurance Sales with This Game-Changing Insurance Sales Strategy

Randy Schwantz on August 7, 2025

Are you putting in $300,000 worth of effort for a measly $100,000 return?

If you’re a commercial insurance producer, this imbalance is probably all too familiar. You’re busting your tail, handling claims, offering HR support, diving deep into risk management—yet clients barely notice.

Why?

Because you’re delivering invisible value.

It’s time to change that.

This isn’t just about working harder. It’s about getting credit for the impactful, revenue-driving services you already deliver.

And the secret is simpler than you think: naming your deliverables.

The Value Crisis That’s Draining Your Profits

Most insurance agencies fall into the same trap—generic promises of “great service” and “comprehensive coverage.”

That pitch? It’s dead on arrival.

Clients hear it from EVERYONE. And because the real work you do—the strategy, the analysis, the proactive protection—is never named or scheduled, it evaporates from their perception.

Poof.

Gone.

Like it never happened.

That’s how your premium services become commodities. And that’s why your close rates suffer, retention lags, and referrals fizzle out.

Named Deliverables: The Secret Weapon Top Producers Use

Imagine if every valuable service you offer had a bold, branded name.

Instead of saying, “We’ll follow up on your claims,” you offer a Reserve Reduction Review—a strategic, results-driven process that promises measurable outcomes.

Instead of “We’ll have a safety meeting,” you deliver an OSHA Exposure Scorecard—a tool with insights that could prevent six-figure losses.

This is more than a language tweak. It’s a complete shift in how clients perceive your value.

Why Naming Works

Mental Stickiness: Named services feel real and important. They get remembered.
Expectation & Accountability: Clients now expect the service—and will notice when it delivers.
Differentiation: While other brokers stay generic, you become unforgettable.

Build Your Sales Engine with a Client Engagement Calendar

Once your deliverables are named, organize them in a Client Engagement Calendar. This tool becomes your ultimate sales weapon:

Quarterly Touchpoints: Schedule branded services to show consistent value.
Annual Reviews: Tie services to strategic business goals.
Transparent Timelines: Clients see exactly what they’re getting—and when.

This calendar becomes a contract of value—one that crushes objections and reframes you as a strategic partner, not just another quote.

From Commodity to Consultant: Controlling the Sales Conversation

Next time a prospect says, “We’ve had the same broker for 10 years,” don’t flinch.

Ask, “When was the last time they came out 90 days post-renewal to deliver your OSHA Exposure Scorecard?”

Silence.

You’ve just exposed a gap—and are proving your worth.

Real Results from Real Agencies

Agencies who implement Named Deliverables report:

3X Close Rates: Prospects see tangible value, not just a cheaper quote.
Higher Client Retention: Clients stay because they finally see the difference.
Increased Revenue per Client: Value sells. And value gets paid.

Implementation Plan: Start Today

List Core Services: Start with what you already do.
Create Bold Names: Focus on benefits, not tasks.
Write Clear Descriptions: What it is. Why it matters.
Build a 12-Month Calendar: Spread services across the year.
Train Your Team: Make sure everyone knows the language of value.

Overcoming the Big Roadblocks

Time Constraints? Start small. One service. One name.
Team Buy-In? Show them how this triples close rates.
Client Confusion? Use layman’s terms.

The Future: Scale with Strategy

Once you’ve nailed the basics:

Expand Services: Use gap analysis to spot new opportunities.
Use Tech: Integrate calendars with digital portals. Automate reminders.
Track ROI: Monitor close rates, retention, and revenue per client.

Final Word: Don’t Sell Insurance—Sell Certainty

Stop being just another agent. Start being the one who shows up with a plan, a calendar, and a name for every deliverable.

You’re not selling insurance. You’re selling certainty, security, strategy—and you deserve to get paid what you’re worth.

Start naming your deliverables. Start closing more deals. Start transforming your business—today.

Sales Call Practice That Actually Builds Confidence and Closes Deals

Randy Schwantz on July 31, 2025

The first time I recorded myself in a sales role-play, I cringed so hard I almost slammed the laptop shut.

Not because I bombed the call.
Because I thought I was nailing it—and I wasn’t.

I sounded decent.
I smiled.
I followed the general flow.

But when I hit replay?
Flat delivery. Missed buying signals. Weak objection handling. A joke that landed like a brick.

That moment taught me a hard truth:

Most producers don’t fail because they’re lazy.
They fail because they’ve never actually practiced the right way.

And that’s where the right sales call practice techniques change everything.

Why Sales Call Practice Techniques Matter

Confidence doesn’t come from charisma or experience.
It comes from certainty—from knowing what happens next, because you’ve already drilled it 50 times.

Top producers aren’t better talkers.
They’re better rehearsers.

They don’t “trust their gut” in the heat of the moment.
They run the play.
They’ve built muscle memory for every phase of the call.

They don’t wonder how to handle an objection.

They’ve already practiced it so many times it’s instinct.

How Most Teams Practice (And Why It Fails)

Let’s be honest:

You role-play once during onboarding… and never again.
You “go over” a lost deal in a meeting… and move on.
You ask for feedback… and get vague advice like “just be more confident.”

That’s not practice.

That’s maintenance therapy for a system that’s barely running.

How Top Teams Practice (For Real)

Here’s what real practice looks like when the goal is performance—not comfort:

1. Rehearse Out Loud—Not in Your Head

If you’re not saying it, you’re not learning it.
Out loud. Awkward. Often. Until smooth.

2. Record Yourself

Yes, it’s uncomfortable. But the camera doesn’t lie.
What you think you said vs. what you actually said? Very different.

3. Review Footage (Alone + With Feedback)

Don’t just record—watch it.
Flag moments where you hesitated, rambled, bulldozed, or missed gold.
Bonus: Have your team lead or a top performer give timestamped, specific feedback.

4. Schedule Self-Review Time

If it’s not on the calendar, it doesn’t exist.
Protect time every week for producers to watch, reflect, and tighten up their game.

5. Gamify It

Every quarter, run a tournament.
Producers submit one recorded call. Peers rate based on clarity, confidence, and objection handling.
Winners get prizes—and more importantly, everyone gets better.

Why This Works (When Nothing Else Does)

📈 You improve faster—because you’re not relying on guesswork

💬 You develop self-awareness—because you see what needs to change

🚫 You stop bad habits early—before they cost you deals

🔁 You build a repeatable system—one that works across your whole team

The Excuse-Proof Checklist

Want to install this system in your agency?

Record every call and role-play (don’t cherry-pick the “good” ones)
Store them in a secure, private video vault
Train managers to give timestamped, no-fluff feedback
Block self-review time weekly
Run quarterly peer-reviewed contests
Lead from the front (yes, even veterans submit footage)

Final Word: Nobody’s Too Good for Reps

If you’re serious about winning against entrenched incumbents, about creating a sales team that doesn’t rely on hope, and about building confidence that sticks—you need a process.

Not more hype.
Not another script template.
Not a motivational quote.

A practice system that exposes what’s weak and sharpens what works.

This is how you close with consistency.
This is how rookies leapfrog the learning curve.
This is how veterans stop plateauing.

Record. Review. Repeat.
That’s the game. The rest is noise.

Build Your Niche. Stop Wasting Time.

Randy Schwantz on July 24, 2025

You’re not losing because you’re bad at what you do.
You’re losing because you’re chasing everyone—and converting no one.

Top producers don’t sell to the masses. They build a niche and become impossible to ignore.

The rest? They keep scrambling for scraps, “networking” with people who’ll never buy, and quoting clients who ghost.

This post is your wake-up call.
You don’t need more leads.
You need a clear Ideal Client Profile—a weaponized niche—that makes every hour you spend prospecting hit harder.

1. Name Your Sandbox. Own It.

Stop pretending you’re “industry-agnostic.” That’s code for “desperate.”

If someone said they fix cars, perform heart surgery, and design websites, you’d laugh. But that’s how most producers show up: a generalist in a specialist’s world.

Instead:

List 2–3 industries where you’ve kicked ass
Get specific: “construction” becomes “regional sitework contractors doing $10–$30M”
Prioritize: Where do you win most often, enjoy the work, and get paid well?

The narrower your niche, the faster your pitch lands.

2. Pick a Revenue Range—or Get Used to Tire Kickers

Here’s the truth: not every business deserves your time.

If they can’t afford your solution, stop showing up like a hopeful intern. Set your bar:

Below it = a hard no
In your zone = full-court press
Above it = use caution, but swing big if it fits

Example:

“We work best with companies doing $5–$50M. Big enough to have real problems. Small enough to still care.”

This one filter alone will save you 100+ wasted hours this year.

3. Call Out the Chaos in Their Industry

You want your niche to see you as a partner, not a vendor?
Know their risks better than they do.

Study their world:

What’s changing?
Where are the cracks?
What keeps their CFO up at night?

Build a risk matrix if you need to, but the real win is simple: use this intel to punch their pain in the face—and hand them the solution.

4. Know Who’s Holding the Checkbook

Selling too low in the org chart is a slow death.

You get stuck explaining things to people who need permission to buy gum. On the flip side, shooting too high without context just gets you ignored.

Figure out:

Who signs off
Who feels the pain
Who can carry your flag up the chain

Pro tip: Build your pitch around what they care about (profit, risk, growth)—not what you “do.”

5. Draw Your Geographic Battle Lines

Local? Regional? National?

Draw the line. Own your turf. And don’t waste time outside it—unless you’ve got a damn good reason.

Ask:

Can I serve this client well from here?
Is this market worth the effort?
Will I actually follow through?

The best niche strategy still dies if it’s built in places you’ll never prospect.

6. Pick Clients Who Are Going Somewhere

You don’t just want clients. You want rocket fuel.

Target companies that are:

Scaling
Innovating
Hiring
Expanding

Bonus points: Their growth opens more doors for you—more lines of business, bigger contracts, more influence.

If they’re stagnant or playing defense, let someone else waste time quoting them.

Build the Niche. Then Wield It Like a Weapon.

Your niche isn’t a cute marketing exercise.
It’s a heat-seeking missile for the work—and clients—you want.

Use your ICP to:

Filter fast
Pitch smarter
Win bigger
Say no with confidence

The producers getting rich aren’t lucky. They’re focused.

So build your niche. And then go dominate it.

Habit Installation Protocol: The System for Keystone Sales Habits

Randy Schwantz on July 17, 2025

How to Install Keystone Habits That Actually Stick.

Most people never change—not because they can’t, but because they don’t know how.

They try willpower. They start strong. Then they quit.

But high performers don’t count on motivation—they build systems. And one of the most powerful systems is called the Habit Installation Protocol: a 66-day framework for wiring in habits that transform how you sell, prospect, lead, and live.

Whether you’re trying to finally commit to consistent prospecting, master your differentiators, or stop defaulting to busywork, this framework gives you the roadmap.

Why Keystone Habits Matter.

A keystone habit is one that creates a ripple effect. It anchors your day, improves multiple areas, and changes your identity. For producers, that could mean:

Making daily prospecting non-negotiable
Writing and using 12 memorized wedges
Mapping out and owning your top 20 ideal accounts
Or monetizing the value you bring to clients

“If you just got great at five keystone habits a year, you’d be unrecognizable in five years.”

The 66-Day Habit Installation Protocol.

Forget 21 days. Research out of University College London shows it takes 66 days to fully wire a new habit into your brain.

Here’s how it breaks down:

Phase 1: Destruction (Days 1–22)

Break your old habit. Identify the cue that triggers it. Remove or block it.

Examples:

Turn off text notifications before prospecting
Avoid opening Outlook or LinkedIn first thing
Stop taking unqualified referrals just because they came easy

Phase 2: Installation (Days 23–44)

Build a new brain circuit. Keep the cue but change the response.

Examples:

Set a calendar block and follow the same script each day
Replace reactivity with focus mode
Pair your new habit with an existing one (e.g., write a wedge with your morning coffee)

Phase 3: Integration (Days 45–66)

Make it your new normal. Your new behavior happens automatically. You no longer need willpower.

“Everything you now find easy, you once found hard. Everything you find hard now will one day be easy.”

Impulse Control > Willpower.

Self-discipline isn’t about being a robot. It’s about mastering impulse control.

When distractions hit—calls, requests, email dings—you don’t react. You pause. You decide.

That’s how elite athletes and top producers operate. They don’t rely on motivation. They build systems.

How to Choose Your First Keystone Habit.

Ask yourself:

“If I installed just one new habit over the next 66 days, what would change my trajectory the most?”

Common examples:

90 minutes of deep prospecting each day
Saying no to unqualified referrals
Building out and working a list of your top 20 target accounts
Differentiating with world-class wedge mastery
Valuing the services you provide and communicating ROI clearly

Then write it down. Start tomorrow. Block the time. Stick with it.

Bonus Framework: Cue > Craving > Routine > Reward.

Use this flow to diagnose or design any habit:

Cue – What triggers the behavior? (time, place, emotion)
Craving – What are you actually seeking? (relief, success, stimulation)
Routine – What do you do next?
Reward – What do you get out of it?

If your current routine doesn’t serve your purpose, rewire it—consciously.

Your Skillset Has a Shelf Life – Build The Edge They Can’t Steal

Randy Schwantz on July 11, 2025

This isn’t training. It’s survival strategy.

I’ve watched top producers become footnotes.

They owned the room… until they coasted. Got comfortable. Then a younger, hungrier hybrid walked in — half human, half algorithm — and made them irrelevant in 30 days.

That’s the system’s design. Comfort is bait.

I’m Randy Schwantz, and I build insurance agency producers who can’t be copied or outsourced.

If you want to lead a team that never gets caught flat-footed, this continuous improvement strategy is your edge.

Why Coasting Gets You Eaten Alive

The system rewards stagnation — at first. Recycled sales playbooks, copy-paste scripts, feel-good meetings.

It looks safe.

Until your top producer gets passed by someone hungrier — someone who treats growth like a war, not a workshop.

If your team isn’t evolving, they’re eroding.

Ammunition Beats Approval: Training Can’t Be Annual

A yearly webinar doesn’t build dominance — it builds decay.

Real training is ruthless:

- One skill.

- One session.

- No fluff.

If your reps are waiting for the company to train them, they’re already behind. Equip them with a mindset of self-training or die.

Self-Directed Learning Is the Escape Hatch

Your producers can’t wait for the system to hand them skills.

Teach them to:

- Reverse-engineer competitor tactics

- Learn tools before they become mandatory

- Curate their own arsenal of books, podcasts, and mentors

If learning is optional, growth is accidental.

Your Goals Should Sting

Stretch goals are for status meetings.

High-performance sales teams chase goals that bruise:

- Close six-figure accounts without discounting

- Reframe a client’s strategy using competitor pricing

- Get a “yes” in the room, not “we’ll get back to you”

Every miss is data. Use it.

Don’t Defend Resources — Plunder Them

The system denies $300 for training that could earn $30,000.

Answer? Raid.

- Barter knowledge with peers

- Build your own learning stack

- Cut dead weight — tools, habits, people

Stop waiting for permission to grow. Start taking what you need.

Adaptation Is a Weapon, Not a Reaction

By the time most teams react, yours should be closing.

Adaptability isn’t just survival — it’s offense.

Master the CRM before it’s mandatory. Test the new platform before leadership approves it. Control change before it controls you.

Performance Gaps Are the System’s Invoice

Over a quarter, a plateau hides.
Over a year, it limps.
Over five? It’s a canyon.

The reps who improve relentlessly?
They earn leverage, territory, and freedom.

The ones who coast?
They get quietly replaced.

Burn “Optional” From Your Vocabulary

The system wants your producers tame. Safe. Replaceable.

But if you want a team the system fears, teach them this:

- Improvement is not optional.

- Learning is not scheduled.

- Growth is not negotiable.

This is how leaders stay dangerous. And it’s how producers become irreplaceable…with a continuous improvement strategy

Insurance KPIs: The System That Builds Closers, Not Just Activity

Randy Schwantz on July 10, 2025

Busy is easy.

But building a producer who closes?

That takes precision.

Most sales teams confuse motion with progress — grinding through calls with no real clarity on whether they’re winning. The fix? A simple, ruthless system built on insurance sales KPIs that tie 12-month revenue goals to daily action.

This post shows you how to build it — and why it works.

Set a Goal That’s Real — Not a Fantasy

“Grow my book” is a hope. Not a plan.

If you want your team to execute like professionals, start by anchoring everything in a clear annual revenue target. Let’s say that target is $75,000 in net new revenue.

Average account size: $8,000
$75,000 ÷ $8,000 = approximately 10 new accounts

Now you’re no longer working off a vague wish — you’ve got a real, measurable objective.

Reverse Engineer the Activity (With Math, Not Maybes)

Sales isn’t guesswork — it’s math.

If it takes two appointments to close one deal, and your team needs 10 new accounts, that means 20 qualified appointments for the year.

Now add real-world friction:

Some prospects won’t show
Others will ghost
A few won’t qualify

Plan for at least 25 appointments to stay on track.

With a dial-to-appointment ratio of 8:1, that means:

200 dials per month
10 dials per business day

This is the backbone of high-performance insurance sales KPIs — grounded in actual conversion ratios, not hope.

Make Daily Action Non-Negotiable

Most producers fail because they don’t translate the goal into daily execution.

Here’s how to map it out:

Define the revenue target: $75,000
Confirm average account size: $8,000
Calculate needed accounts: 10
Factor in close and qualification rates: 50%
Set appointments needed: 25
Determine your dial-to-appointment ratio
Convert that to daily dials

This isn’t theory. It’s the math behind momentum. If someone’s ratio is worse, they need to dial more. The data tells the story.

Track What Actually Matters

A spreadsheet doesn’t change behavior. Visibility does.

Every producer should be tied into a KPI dashboard that’s reviewed weekly — not monthly, not “when there’s time.”

What should be on that dashboard:

Appointments set (real ones, not “maybe next week”)
Qualification ratio
Closing ratio
Average account size
Net new revenue closed

Whatever CRM or system you use, make it visible. When the team can see the numbers in real time, improvement becomes inevitable.

Fix Bottlenecks Before They Break the Funnel

Falling short isn’t a mystery — it’s a system failure.

Maybe the lead list is outdated.
Maybe the script is flat.
Maybe the producer doesn’t know how to qualify.

Dig into the data:

A producer with lots of meetings but no closes? Training issue.
Great closer who barely books appointments? Prospecting issue.
Dropping conversion rates across the board? Message-market mismatch.

Don’t wait for Q3 to find the problem. Diagnose it in Q1.

Make KPIs the Operating System — Not a Campaign

Most KPI efforts fade after two weeks. Producers track dials for a few days, then fall back into busywork.

That’s not a performance culture — that’s noise.

Make insurance sales KPIs part of your team’s DNA.

Review them in every 1:1
Adjust based on performance every month
Build coaching and recognition around them

The goal isn’t to babysit. It’s to build a system where clarity breeds confidence and confidence drives results.