--- title: "Profiles in Risk – E89: Randy Schwantz, Author, Sales Trainer & Creator of The Wedge - InsNerds.com" description: 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, every successful agency I have ever worked at, had a copy of The Wedge. Coincidence? --- [Insurance Nerds - Insuring Tomorrow ](https://insnerds.com/insights) # [Profiles in Risk – E89: Randy Schwantz, Author, Sales Trainer & Creator of The Wedge - InsNerds.com](https://insnerds.com/insights/profiles-in-risk-e89-randy-schwantz-author-sales-trainer-creator-of-the-wedge) Written by [Nicholas Lamparelli](https://insnerds.com/insights/author/nicholas-lamparelli) | Jun 14, 2018 4:00:00 AM # Profiles in Risk – E89: Randy Schwantz, Author, Sales Trainer & Creator of The Wedge by Nicholas Lamparelli Audio Player [https://www.buzzsprout.com/87086/727136-e89-randy-schwantz-author-sales-trainer-creator-of-the-wedge.mp3](https://www.buzzsprout.com/87086/727136-e89-randy-schwantz-author-sales-trainer-creator-of-the-wedge.mp3) 00:00 00:00 00:00 Use Up/Down Arrow keys to increase or decrease volume. *This episode is sponsored by **[IA Path](https://iapath.com/)** – Unlocking Your Adjusting Superpowers. Go to **[https://iapath.com](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](https://amzn.to/2MpV0lJ)** in their bookcases. In fact, every successful agency I have 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/](https://www.linkedin.com/in/randyschwantz/) [Home Page: http://thewedge.net/](http://thewedge.net/) ** **MENTIONED IN THIS EPISODE:**** [All Books Written by Randy Schwantz: https://amzn.to/2JAKURg ](https://amzn.to/2JAKURg)****[Article on Bill Belichick from ESPN: https://goo.gl/ciQq1Z ](https://goo.gl/ciQq1Z)[BOR – Broker of Record Letter: https://www.investopedia.com/terms/b/broker-of-record.asp](https://www.investopedia.com/terms/b/broker-of-record.asp) [S&L Crisis (Keating): https://en.wikipedia.org/wiki/Savings_and_loan_crisis](https://en.wikipedia.org/wiki/Savings_and_loan_crisis) ****BOOKS RECOMMENDED BY RANDY: [Storytelling Made Easy](https://amzn.to/2MoHhM9) by [Michael Hauge](https://amzn.to/2sUac2w): [https://amzn.to/2MoHhM9](https://amzn.to/2MoHhM9) [Unlimited Power](https://amzn.to/2Mp67eE) by [Anthony Robbins](https://amzn.to/2ycdN0W): [https://amzn.to/2Mp67eE](https://amzn.to/2Mp67eE)** **SUBSCRIBE AT: [Buzzsprout RSS: https://goo.gl/5K4X3Q](https://goo.gl/5K4X3Q) ****[Google Play: https://goo.gl/WMAvW4](https://goo.gl/WMAvW4) ****[iTunes: https://goo.gl/7SqwvP](https://goo.gl/7SqwvP) ****[Overcast: https://goo.gl/8b4cbD](https://goo.gl/8b4cbD) ****[Stitcher: https://goo.gl/DmE7Mi](https://goo.gl/DmE7Mi)** **[YouTube: https://goo.gl/1Turar](https://goo.gl/1Turar)** ** ** ### About Nicholas Lamparelli Nick Lamparelli is a 20+ year veteran of the insurance wars. He has a unique vantage point on the insurance industry. From selling home & auto insurance, helping companies with commercial insurance, to being an underwriter with an excess & surplus lines wholesaler to catastrophe modeling Nick has wide experience in the industry. Over past 10 years, Nick has been focused on the insurance analytics of natural catastrophes and big data. Nick serves as our Chief Evangelist. - ##### [ Nicholas Lamparelli](https://insnerds.com/author/nick-lamparelli/) + posts Nick Lamparelli is a 20+ year veteran of the insurance wars. He has a unique vantage point on the insurance industry. From selling home & auto insurance, helping companies with commercial insurance, to being an underwriter with an excess & surplus lines wholesaler to catastrophe modeling Nick has wide experience in the industry. Over past 10 years, Nick has been focused on the insurance analytics of natural catastrophes and big data. Nick serves as our Chief Evangelist. - ** [From Teacher to Tech: How SettleStream Cuts Litigation Time and Costs - A Discussion with Chrysa Jones, COO](https://insnerds.com/from-teacher-to-tech-how-settlestream-cuts-litigation-time-and-costs-a-discussion-with-chrysa-jones-coo/) - ** [My Battle With Sleep Demons (and How I Overcame It 🤞)](https://insnerds.com/my-battle-with-sleep-demons-and-how-i-overcame-it-%f0%9f%a4%9e/) - ** [Exploring the History of Citizens Insurance Company of Florida: From Inception to Present - AoB Podcast](https://insnerds.com/20638-2/) - ** [The Importance of Security in Workflow For Insurance Agents & Brokers (AoB Podcast with Taylor Pascoe of ShareFile)](https://insnerds.com/the-importance-of-security-in-workflow-for-insurance-agents-brokers-aob-podcast-with-taylor-pascoe-of-sharefile/) ### Related Posts - [Profiles in Risk - Episode 17 Interview with Bob Reville, CEO of Praedicat](https://insnerds.com/podcast-e17/) SUBSCRIBE AT: Buzzsprout RSS: https://goo.gl/5K4X3Q Google Play: https://goo.gl/WMAvW4 iTunes: https://goo.gl/7SqwvP Overcast: https://goo.gl/8b4cbD Spotify: https://goo.gl/niAbGN Stitcher: https://goo.gl/DmE7Mi YouTube:… - [Profiles in Risk - Episode 15 with Ivan Maddox EVP of Commercial Products, Intermap](https://insnerds.com/podcast-e15/) SUBSCRIBE AT: Buzzsprout RSS: https://goo.gl/5K4X3Q Google Play: https://goo.gl/WMAvW4 iTunes: https://goo.gl/7SqwvP Overcast: https://goo.gl/8b4cbD  Spotify: https://goo.gl/niAbGN Stitcher: https://goo.gl/DmE7Mi YouTube:… - [Profiles in Risk - Episode 30: Rob Galbraith on Storm Chasing With The IBHS](https://insnerds.com/podcast-e30/) or Subscribe.   In this episode of Profiles in Risk, Rob Galbraith becomes the first… [**Share](https://www.linkedin.com/cws/share?url=https%3A%2F%2Finsnerds.com%2Fprofiles-in-risk-e89-randy-schwantz-author-sales-trainer-creator-of-the-wedge%2F%3Futm_source%3Dlinkedin%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) [**Tweet](https://twitter.com/intent/tweet?text=Profiles+in+Risk+-+E89%3A+Randy+Schwantz%2C+Author%2C+Sales+Trainer+%26+Creator+of+The+Wedge&url=https%3A%2F%2Finsnerds.com%2Fprofiles-in-risk-e89-randy-schwantz-author-sales-trainer-creator-of-the-wedge%2F%3Futm_source%3Dtwitter%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare&via=InsNerds) [**Share](https://www.facebook.com/share.php?u=https%3A%2F%2Finsnerds.com%2Fprofiles-in-risk-e89-randy-schwantz-author-sales-trainer-creator-of-the-wedge%2F%3Futm_source%3Dfacebook%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) [**Reddit](https://www.reddit.com/submit?url=https%3A%2F%2Finsnerds.com%2Fprofiles-in-risk-e89-randy-schwantz-author-sales-trainer-creator-of-the-wedge%2F%3Futm_source%3Dreddit%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) [**Email](mailto:?subject=Profiles%20in%20Risk%20-%20E89%3A%20Randy%20Schwantz%2C%20Author%2C%20Sales%20Trainer%20%26%20Creator%20of%20The%20Wedge&body=This%20episode%20is%20sponsored%20by%C2%A0IA%20Path%C2%A0-%20Unlocking%20Your%20Adjusting%20Superpowers.%20Go%20to%20https%3A%2F%2Fiapath.com%20My%20first%20experience%20with%20Randy%20Schwantz%20was%20at%20the%20first%20agency%20I%20worked%20at.%20All%20the%20corner%20office%20producers%20had%20The%20Wedge%20in%20their%20bookcases.%20In%20fact%2C%20every%20successful%20agency%20I%20have%20ever%20worked%20at%2C%20had%20a%20copy%20of%20The%20Wedge.%20Coincidence%3F%0D%0A%0D%0ARead%20More%20Here:%20%20https%3A%2F%2Finsnerds.com%2Fprofiles-in-risk-e89-randy-schwantz-author-sales-trainer-creator-of-the-wedge%2F%3Futm_source%3Demail%26utm_medium%3Dsocial%26utm_campaign%3DSocialWarfare) Categories [Podcast](https://insnerds.com/category/podcast/) [Avoiding Selling on Price](https://insnerds.com/avoiding-selling-on-price/) [America’s Claims Event 2018 with Discount Code](https://insnerds.com/americas-claims-event-2018-with-discount-code/) [View full post](https://insnerds.com/insights/profiles-in-risk-e89-randy-schwantz-author-sales-trainer-creator-of-the-wedge) ```json { "@context" : "http://schema.org", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Nicholas Lamparelli" }, "dateModified" : "2025-01-03T02:07:56.282Z", "datePublished" : "2018-06-14T04:00:00Z", "headline" : "Profiles in Risk – E89: Randy Schwantz, Author, Sales Trainer & Creator of The Wedge", "image" : { "@type" : "ImageObject", "height" : 100, "url" : "https://47532799.fs1.hubspotusercontent-na1.net/hubfs/47532799/Imported_Blog_Media/Lamparelli-100x100-Jan-03-2025-02-07-01-9677-AM.jpg", "width" : 100 }, "mainEntityOfPage" : "https://insnerds.com/insights/profiles-in-risk-e89-randy-schwantz-author-sales-trainer-creator-of-the-wedge", "publisher" : { "@type" : "Organization", "logo" : { "@type" : "ImageObject", "height" : 60.0, "url" : "https://47532799.fs1.hubspotusercontent-na1.net/hubfs/47532799/logo-horizonatl.jpg", "width" : 139.38907 }, "name" : "Insurance Nerds " } } ```