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This episode is sponsored by IA Path - Unlocking Your Adjusting Superpowers. Go to https://iapath.com My first experience with Randy Schwantz was at the first agency I worked at. All the corner office producers had The Wedge in their bookcases. In fact, in every successful agency I ever worked at had a copy of The Wedge. Coincidence? Nope. Randy Schwantz is considered one of the best insurance production trainers. The Wedge production system focuses on the biggest problem for producers...regardless of your product or service, most insurance buyers already have a relationship with an agent/broker and are much more likely than not to be satisfied. The Wedge is a process to "wedge" your way into that relationship so that you can better sell your solutions. We discuss this and a lot more in this episode of Profiles in Risk. CONNECT WITH RANDY SCHWANTZ:LinkedIn: https://www.linkedin.com/in/randyschwantz/Home Page: http://thewedge.net/ MENTIONED IN THIS EPISODE:All Books Written by Randy Schwantz: https://amzn.to/2JAKURgArticle on Bill Belichick from ESPN: https://goo.gl/ciQq1ZBOR - Broker of Record Letter: https://www.investopedia.com/terms/b/broker-of-record.aspSaL Crisis (Keating): https://en.wikipedia.org/wiki/Savings_and_loan_crisisBOOKS RECOMMENDED BY RANDY:Storytelling Made Easy by Michael Hauge: https://amzn.to/2MoHhM9Unlimited Power by Anthony Robbins: https://amzn.to/2Mp67eE SUBSCRIBE AT:Buzzsprout RSS: https://goo.gl/5K4X3QGoogle Play: https://goo.gl/WMAvW4iTunes: https://goo.gl/7SqwvP Overcast: https://goo.gl/8b4cbDStitcher: https://goo.gl/DmE7MiYouTube: https://goo.gl/1Turar