The Wedge Workshop
March 25-26, 2026 | Nashville, TN
If Producers Can’t Beat the Incumbent, Nothing Else Matters.
The problem isn’t effort.
It’s that the incumbent owns the conversation before your producer ever gets control.
This Workshop Is For You If:
- You lead or sell in a commercial or EB-focused agency
- Your team struggles to displace incumbents
- You want a repeatable sales conversation
- You’re tired of activity without consistent outcomes
This Workshop Is NOT For You If:
- You’re personal-lines focused
- You’re looking for scripts or ra-ra motivation
- You believe great salespeople are "born, not built"
Why the Incumbent Keeps Winning
You show up with better service, better ideas, more hustle—
but the buyer won’t budge.
You keep hearing:
“We’re staying with our current guy.”
The problem is your strategy.
You didn’t make the gap obvious.
The Wedge Workshop fixes that.
What Changes After The Workshop
This is a 2-day, live, in-person training with Randy Schwantz—
author of The Wedge: How to Stop Selling and Start Winning and founder of The Wedge Group.
This isn't about learning more information.
It's about changing how producers show up in real sales conversations.
Producers stop chasing quotes
Sales conversations shift from price to control
Leaders gain visibility into stalled deals
New producers validate faster
This is a battle-tested framework with live coaching, roleplay, and repetition built in — so you walk out knowing how to use it immediately.
If Producers Can't Beat the Incumbent, Nothing Else Matters
The problem isn't effort.
It's that the incumbent owns the conversation before your producer ever gets control.
This Workshop Is For You If:
- You lead or sell in a commercial or EB-focused agency
- Your producers struggle to displace incumbents
- You want a repeatable sales conversation
- You want faster validation without micromanagement
This is NOT For You If:
- You’re personal-lines focused
- You’re looking for scripts or motivation
- You believe great salespeople are born, not built
Why The Incumbent Keeps Winning
You show up with better service, better ideas, more hustle—
but the buyer won’t budge.
You keep hearing:
“We’re staying with our current guy.”
The problem is your strategy.
You didn’t make the gap obvious.
The Wedge Workshop fixes that.
What Changes After The Wedge Workshop
This is a 2-day, live, in-person training with Randy Schwantz
Author of The Wedge: How to Stop Selling and Start Winning and founder of The Wedge Group.
This isn't about learning more information.
It's about changing how producers how up in real sales conversations.
Producers stop chasing quotes
Sales conversations shift from price to control
Leaders gain visibility into stalled deals
New producers validate faster
This is a battle-tested framework with live coaching, roleplay, and repetition built in — so you walk out knowing how to use it immediately.
"Using The Wedge, I can get my new producer up to speed in
1 year, when it used to take me 3 years."
-Jared Pitts, Agency Owner
Why Most Producers Fail Before They Ever Get A Fair Shot
"If I can improve your coverage and save you money,
is there any reason why we can't do business?"
Some sales courses teach you to 'pre-qualify' your prospect with this phrase.
The problem is that it puts you right back into the price/coverage trap.
It's too easy for the incumbent agent to match your price and steal your coverage ideas.
All the buyer has to do is tell a little white lie,
"sorry, there just wasn't enough difference between your price and my current agent to make a change."
You just got ROLLED.
What You'll Walk Away With
A 3-step Wedge script that creates separation and disrupts loyalty
A complete sales structure to prep, present, and win on purpose
Live practice to build confidence and fix your weak spots
The mindset and strategy to go after bigger accounts with precision
Clarity on what to say, when to say it, and how to move the buyer to action
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One System that Changes Everything
$2,499
|
2 Days
|
Seats are Limited
Refunds available with written notice at least 10 days prior to the workshop start date.
If you’re happy playing small, scroll away.
If you want to win bigger, walk in with your problems—
and walk out with a system that fixes them...
One System that Changes Everything
$2,499
2 Days
Seats are Limited
What You'll Walk Away With
A 3-step Wedge script that creates separation and disrupts loyalty
A complete sales structure to prep, present, and win on purpose
Live practice to build confidence and fix your weak spots
The mindset and strategy to go after bigger accounts with precision
Clarity on what to say, when to say it, and how to move the buyer to action
Schedule & Materials
The Wedge Workshop will be hosted and taught by Randy Schwantz.
Upon registration you will receive a confirmation email with all of the event information, including hotel recommendations.
At the Wedge Workshop we will have a Wedge Workbook for you.
The workshop will be located at:
6640 Carothers Pkwy Franklin, TN 37067 in the Social Hub
Both breakfast and lunch will be provided for you.
The schedule and meals for the workshop is as follows:
Day 1 (Wednesday, March 25):
Breakfast: 8:00 AM
Start Time: 8:30 AM
Break for Lunch: 12:00 PM
End: 5:00 PM
Day 2 (Thursday, March 26):
Breakfast: 8:00 AM
Start Time: 8:30 AM
Break for Lunch: 12:00 PM
End: 2:00 PM
Hotel Recommendations
There are many hotels in the area depending on your preference, the below are the closest to the workshop:
Frequently Asked Questions (FAQs):
Q. What is your refund policy?
A: Because The Wedge Workshop is a live, in-person event with limited seating, all registrations are non-refundable within 10 days of the event.
If you need to cancel, you must notify us at least 10 days prior to the workshop start date to receive a refund.
Cancellations made fewer than 10 days before the event are non-refundable.
Q. So, tell me EXACTLY what this is again?
A: The Wedge Workshop is an in-person sales training for Insurance Producers who want to win. You will learn how to drive a Wedge between your prospect and the incumbent agent -- so you can stop selling and start winning. As you master this process you will be well on your way to doubling your income.
Q. What if I can't make these dates?
A: The Wedge is held 3x per year. If you cannot make these dates, join the waitlist by emailing us at info@thewedge.net. We will notify you of upcoming events.
Q. Is The Wedge Workshop held in-person or virtual?
A: The Wedge Workshop is a live workshop held by Randy Schwantz. We do not record the live workshops or offer a way to attend them virtually.
Q. Who is the Wedge Workshop designed for?
A: The Wedge Workshop is built for Commercial Insurance & Employee Benefits Producers — whether you're:
Just starting out and trying to break your first $100K
5, 10, even 15 years in but your book hasn’t grown the way it should
Or a million-dollar producer who knows you're still losing accounts you should be winning
Sales leaders trying to turn average players into real closers
Q. What if I have a question you haven't covered? Or a question ABOUT these questions?
A: Let's chat! Email our team at info@thewedge.net
Hear From Our Other Workshop Attendees
I'm 71 years old, and my book is approaching $3M in revenue. I had a book of a million or so - the key was and is The Wedge. Learning how to deal effectively with the current broker was a game changer for me. I memorized Wedges that I still use to this day. Thank you for your help in making my personal journey more enjoyable and profitable.
Michael Moore
I just landed a $20K revenue account via AOR using the entire Wedge technique!! This is a success that would not have happened had I not attended your workshop. Thank you for the encouragement and for your coaching.
Douglas Miller II
The Wedge process clicked for me when I went out live with a prospect. I walked them through their pain points, showed them what they were missing, and explained how we could fix it. That conversation led to a $15,000 BOR. Seeing their reaction in person made me realize the power of The Wedge. It's not about price; it's about helping them see the gaps their current broker isn't addressing.
Gage Johnson
I had 300 Accounts worth about $300K in revenue. I followed Randy's advice, gave up over 250 accounts, then focused on growth.
4 years later I have $1,300,000. I have more than quadrupled my personal income and I'm still growing.
Thank you for everything!
Austen Lillies
3 years into my insurance career I had 160 clients and a $300K book. Although I was successful I hit a wall and didn't have the capacity to grow my book. At this time I went to one of Randy's trainings and then joined his program. 4 years later I grew my $300K book to $1.2 million and have less than half the accounts I started with.
Garret Yates
I attended my first Wedge Workshop 5 years ago with no idea what i was stepping into. Back then my book was $600K. Since then I have more than tripled the size of my book. I have also greatly increased the size of accounts I work on. I used to have a career goal of a $1M revenue book of business, now I see $3M as a very attainable goal.
Danny Stevens
Schedule & Materials
The Wedge Workshop will be hosted and taught by Randy Schwantz.
Upon registration you will receive a confirmation email with all of the event information, including hotel recommendations.
At the Wedge Workshop we will have a Wedge Workbook for you.
The workshop will be located at:
6640 Carothers Pkwy Franklin, TN 37067 in the Social Hub
Both breakfast and lunch will be provided for you.
The schedule and meals for the workshop is as follows:
Day 1 (Wednesday, January 21):
Breakfast: 8:00 AM
Start Time: 8:30 AM
Break for Lunch: 12:00 PM
End: 5:00 PM
Day 2 (Thursday, January 22):
Breakfast: 8:00 AM
Start Time: 8:30 AM
Break for Lunch: 12:00 PM
End: 2:00 PM
Hotel Recommendations
There are many hotels in the area depending on your preference, the below are the closest to the workshop:
Frequently Asked Questions (FAQs):
Q. So, tell me EXACTLY what this is again?
A: The Wedge Workshop is an in-person sales training for Insurance Producers who want to win. You will learn how to drive a Wedge between your prospect and the incumbent agent -- so you can stop selling and start winning. As you master this process you will be well on your way to doubling your income.
Q. What if I can't make these dates?
A: The Wedge is held 3x per year. If you cannot make these dates, join the waitlist by emailing us at info@thewedge.net. We will notify you of upcoming events.
Q. Is The Wedge Workshop held in-person or virtual?
A: The Wedge Workshop is a live workshop held by Randy Schwantz. We do not record the live workshops or offer a way to attend them virtually.
Q. Who is the Wedge Workshop designed for?
A: The Wedge Workshop is built for Commercial Insurance & Employee Benefits Producers — whether you're:
Just starting out and trying to break your first $100K
5, 10, even 15 years in but your book hasn’t grown the way it should
Or a million-dollar producer who knows you're still losing accounts you should be winning
Sales leaders trying to turn average players into real closers
Q. What if I have a question you haven't covered? Or a question ABOUT these questions?
A: Let's chat! Email our team at info@thewedge.net
Hear From Other Workshop Attendees
I'm 71 years old, and my book is approaching $3M in revenue. I had a book of a million or so - the key was and is The Wedge. Learning how to deal effectively with the current broker was a game changer for me. I memorized Wedges that I still use to this day. Thank you for your help in making my personal journey more enjoyable and profitable.
Michael Moore
I just landed a $20K revenue account via AOR using the entire Wedge technique!! This is a success that would not have happened had I not attended your workshop. Thank you for the encouragement and for your coaching.
Douglas Miller II
The Wedge process clicked for me when I went out live with a prospect. I walked them through their pain points, showed them what they were missing, and explained how we could fix it. That conversation led to a $15,000 BOR. Seeing their reaction in person made me realize the power of The Wedge. It's not about price; it's about helping them see the gaps their current broker isn't addressing.
Gage Johnson
I had 300 Accounts worth about $300K in revenue. I followed Randy's advice, gave up over 250 accounts, then focused on growth.
4 years later I have $1,300,000. I have more than quadrupled my personal income and I'm still growing.
Thank you for everything!
Austen Lillies
3 years into my insurance career I had 160 clients and a $300K book. Although I was successful I hit a wall and didn't have the capacity to grow my book. At this time I went to one of Randy's trainings and then joined his program. 4 years later I grew my $300K book to $1.2 million and have less than half the accounts I started with.
Garret Yates
I attended my first Wedge Workshop 5 years ago with no idea what i was stepping into. Back then my book was $600K. Since then I have more than tripled the size of my book. I have also greatly increased the size of accounts I work on. I used to have a career goal of a $1M revenue book of business, now I see $3M as a very attainable goal.
Danny Stevens
Meet Your Coach
Randy Schwantz
Author of The Wedge
Some people hold me in high esteem. I struggle with that because I just think of myself as a redneck from Lubbock, Texas that got lucky.
I feel fortunate that after 26 years, people like you still want to come to The Wedge Workshop.
It speaks to the power of the process and the problem it solves, 'how to bust the incumbent relationship without saying anything bad about them'.
I only do this 3 times a year and our core clients take most of the available seats...but there are generally a few available if you jump on it fast when we open registration.
Having trained a little more than 8,000 producers on The Wedge, I've seen a lot: big brokers, small agencies, new producers and multi-million producers.
Because of that, I think You will leave more confident:
-You'll have black & white differentiation
-You'll know how to drive a wedge
-You'll know how to block the incumbent from getting last look
-You'll know how to get a BOR
25+
Years of Coaching
The Wedge Workshop
8,000+
Trained Producers
300+
Privately Worked with Agencies
$1B+
Dollars in Revenue Written from My Program
Meet Your Coach
Randy Schwantz, Author of The Wedge
Some people hold me in high esteem. I struggle with that because I just think of myself as a redneck from Lubbock, Texas that got lucky.
I feel fortunate that after 26 years, people like you still want to come to The Wedge Workshop.
It speaks to the power of the process and the problem it solves, 'how to bust the incumbent relationship without saying anything bad about them'.
I only do this 3 times a year and our core clients take most of the available seats...but there are generally a few available if you jump on it fast when we open registration.
Having trained a little more than 8,000 producers on The Wedge, I've seen a lot: big brokers, small agencies, new producers and multi-million producers.
Because of that, I think You will leave more confident:
-You'll have black & white differentiation
-You'll know how to drive a wedge
-You'll know how to block the incumbent from getting last look
-You'll know how to get a BOR
25+
Years of Coaching
The Wedge Workshop
8,000+
Trained Producers
300+
Privately Worked with Agencies
$1B+
Dollars in Revenue Written from My Program