Accelerate Your Insurance Sales Podcast

Andy Neary
  • 4.8 (50)
  • MARKETING
  • UPDATED WEEKLY

Welcome to the Accelerate Your Insurance Sales podcast! This is the podcast where you'll learn effective marketing and sales strategies from some of the most recognizable names in the insurance industry. You'll learn how to turn brand awareness into more appointments, sales, and revenue.

  1. 12H AGO · BONUS

    Protect Your Clients from Catastrophic Plan Risks

    When renewals rely on spreadsheets, scattered email chains, and the "tribal knowledge" of a few account managers, errors become invisible - until they suddenly show up. And when those mistakes finally surface, they introduce massive, catastrophic risk to your top clients and your agency's reputation. My guest, Weston Lunsford, the CEO of PLANSIGHT, joins me to discuss how manual workflows are secretly sabotaging benefit brokerages. We break down how purpose-built AI is replacing the outdated spreadsheet model, allowing brokers to instantly extract complex data from carrier documents to create client-ready presentations. We discuss why your team must stop finding its identity in building spreadsheets, the power of real-time plan modeling in client meetings, and why adopting new technology must be treated as a definitive leadership decision, not a side project. This is your roadmap to getting out of the clerical weeds and back into the strategic advisor seat. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

    23 min

  2. 3D AGO

    Stop Quoting Spreadsheets. Use Forensic Audits to Win Clients.

    Most brokers pitch self-funding as a silver bullet for cost containment, focusing on administrative fees and stop-loss premiums. But they ignore the elephant in the room: the actual claims data. If you are only trying to shave 10% off the admin fee - which represents just 15% of the total cost - you are completely missing the opportunity to find massive savings in the 85% of the pie that actually matters. My guest, Jeff Borglund, Co-Founder of IntegroIQ, joins me to explain why forensic claims auditing is the ultimate wedge strategy to win and retain self-funded clients. We break down the difference between a targeted audit and a forensic review, and why employers are choosing "ignorance" despite mounting ERISA fiduciary lawsuits. If you want to differentiate your agency and offer a cost-containment strategy that requires zero employee disruption, this is the episode for you. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00:35) The Sausage Salesman: Jeff’s Unconventional Path to Insurance  (00:02:19) The Forbes Article That Changed Everything  (00:06:34) What is Claims Payment Integrity? (And Why is it a Blind Spot?)  (00:07:33) Forensic Audits: Finding the $69,000 Mammogram Mistake  (00:12:22) Shifting from "Identify and Recover" to "Identify and Prevent"  (00:14:02) Fiduciary Ignorance: Why Employers Put Their Heads in the Sand  (00:21:04) Fraud, Waste, and Abuse: The Most Common Billing Errors  (00:25:05) How Brokers Use IntegroIQ as Their Back-Office Data Team  (00:30:35) Jeff’s Morning Routine: Coffee, Scripture, and High-Altitude Hiking CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

    36 min

  3. FEB 27 · BONUS

    How an Immigrant Mindset Built a 100% Commission Empire

    Most brokers treat ancillary benefits as an afterthought - a quick box to check at renewal while focusing on the medical plan. But what if auditing a dental contract or uncovering a hidden clause in a disability policy was actually the "wedge" you needed to win the Broker of Record (BOR)? My guest, Mark Chai, Co-Founder of Archon, joins me to share his incredible journey from watching his immigrant father lose his business to bankruptcy, to skipping law school to sell insurance in rural Kansas, and eventually leaving a comfortable corporate job to launch a 100% commission-only General Agency. We discuss why Archon is built entirely around accountability, how they help brokers uncover hidden flaws in current contracts, and why "peace of mind" is the ultimate competitive advantage. This is an inspiring story of resilience, grinding harder than your competition, and finding the hidden value in ancillary benefits. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

    27 min

  4. FEB 24

    Why Clarity is the Ultimate Sales Weapon In Insurance

    The insurance industry is purposely complex. Many brokers use confusing jargon and convoluted strategies to maintain the status quo and protect their commissions. But in today's market, complexity kills deals. If you want to stand out to a CFO or HR leader, your ultimate competitive advantage is clarity. My guest, Nicole Quinn-Miles, an employee benefits expert at Marsh McLennan, joins me to discuss why clear, direct communication is the key to driving execution and winning business. We break down why you need to stop trying to be "interesting" and start being "interested," how to explain complex benefit strategies so clients actually take action, and why true trust requires radical honesty. We also discuss Nicole’s inspiring journey of personal accountability, her massive weight loss transformation, and how she uses her authenticity to win in a male-dominated industry. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (0:00) Why Clarity is the Ultimate Sales Weapon In Insurance  (3:58) The Wake-Up Call: Nicole’s Weight Loss and Accountability Journey  (8:40) Using Food as Fuel and Scheduling Time for Yourself  (11:26) Surviving a "Male, Pale, and Stale" Industry Through Authenticity  (14:14) Stop Trying to Be "Interesting" (And Start Being Interested)  (17:56) The "Her View" Movement: Safe Spaces for Women in Business  (20:27) The State of Healthcare: Why CFOs Are Demanding Straight Answers  (23:31) Execution vs. Ideas: Why Complexity Kills the Deal  (29:05) Trust Equals Truth Over Time  (33:48) Nicole’s Routine: Why She Prefers an Evening Regimen CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

    40 min

  5. FEB 20 · BONUS

    The Predictive Care Playbook for Brokers | with Ryan Chapman

    Most health insurance brokers rely on reactive cost-containment strategies. They wait for a catastrophic claim to hit and then scramble to manage it through cheaper drug sourcing or traditional case management. But looking in the rearview mirror won't solve the reality of 20% stop-loss increases. To win in a brutal renewal market, brokers must shift from managing claims after the fact to avoiding them entirely. My guest, Ryan Chapman, VP of Sales at HealthCare Strategies, joins me to share the predictive care playbook. We discuss how AI algorithms can identify emerging health risks, like missed screenings and trending A1C levels, years before a member ever reaches the hospital. We break down how to position predictive intervention to self-funded employers, the strategy behind running low-risk pilot programs, and why stop-loss carriers are actively rewarding this proactive approach. This is the blueprint for delivering long-term savings and proving your value before you ever win the Agent of Record. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

    30 min

  6. FEB 17

    "I Retired at 41... Then Lost Everything" | The Mark Holland Story

    At 41 years old, Mark Holland had won the game. He sold his agency, BenCom, and was in the Cayman Islands planning a life of philanthropy and leisure. Then, the check didn't clear. The buyers defaulted, destroyed the company, and Mark went from retired to restarting from scratch overnight. But the story doesn't end there. After building a second agency, Benefit Help, to nearly $2 million in revenue, he was hit with a 36-month storm of client acquisitions and COVID shutdowns that wiped out 90% of his business. In this episode, Mark, now the CEO of CoVerica, joins me to share the raw truth about resilience. We discuss how he navigated losing everything - twice - without losing his faith, why he refuses to sacrifice his family for profit anymore, and how he turned his biggest professional failures into the leadership philosophy that runs a 40-year-old powerhouse agency today. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (0:00) I Retired at 41... Then Lost Everything | The Mark Holland Story  (1:26) The Exit That Wasn't: From Cayman Islands to Crisis  (2:49) Starting Over at 41: Dealing with Fear and Ego  (5:41) Faith in the Fire: Why Setbacks Are Divine Setups  (8:13) The Mistake of the First Exit: Chasing the Finish Line vs. Enjoying the Journey  (11:25) The Second Collapse: Losing 90% of Revenue in 36 Months  (16:00) The LinkedIn Message That Saved His Career  (21:23) Why a P&C Agency Hired a Benefits CEO (Hiring Your Weakness)  (30:17) Leading Gen Z: Purpose Over Paychecks  (36:03) The Future Producer: Why You Must Master Marketing & Tech  (39:48) Mark’s Morning Routine: Coffee, Scripture, and 4 AM Starts CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

    46 min

  7. FEB 13 · BONUS

    How to Build Confidence When You Have Zero Experience

    “How am I going to get any credibility?" This is the question that paralyzes most new producers. But waiting for "gray hair" to build authority is a waste of time. You don't need decades of experience to close deals; you simply need to know more than the person sitting across from you. My guest, Brenden Mostoller, owner of Benefits by Brenden, started selling Medicare at 19 years old. He walked into rooms with seniors three times his age and convinced them to trust him with their healthcare. In this episode, we break down how to overcome age bias, why holding an insurance license is all the permission you need to be an expert, and how to transition from local community networking to a dominant online presence. Whether you are 20 or 50, this is how you build the confidence to sell before you feel ready. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

    22 min

  8. FEB 10

    From "Placing Insurance" to True Risk Advisory | with Andy Bassett

    Most agencies are stuck in the trap of "placing insurance" - chasing quotes, competing on price, and hoping for a renewal. But the agencies that are actually scaling have stopped selling products and started selling strategy. If you want to escape commoditization, you must make the shift from insurance broker to true risk advisor. My guest, Andy Bassett, CEO of Ellerbrock-Norris, joins me to explain exactly how they successfully made this transition. Andy reveals how they digitized this process with their own software, "Launch," why marketing has become their most powerful recruiting tool, and how to automate the mundane to focus on the meaningful. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (0:00) From "Placing Insurance" to True Risk Advisory | with Andy Bassett  (2:15) The Origin Story: From Pre-Med to Shag Carpet Walls  (5:14) "Protect Your Purpose": Aligning Business, Life, and Future  (8:44) The ENCORE Framework: How to Operationalize Risk Management  (15:29) Why Your Marketing is Your Best Recruiter  (27:30) The "Trojan Horse" Strategy: Charging for Advice Before the Sale  (31:26) Digitizing the Client Experience with "Launch"  (35:58) AI in Insurance: Automating Policy Audits to Focus on Strategy  (43:13) Andy’s Routine: 5 AM Cold Plunges and "Die With Zero" CONNECT WITH ANDY NEARY 📲 Schedule a free discovery call: completegameu.com/aga Subscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here: https://podcasters.spotify.com/pod/show/andy-neary7 🎯  Subscribe to the podcast on YouTube 🎥: https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg 💬 Join the Complete Game text community: Text the word BROKER to 414-622-1462 Connect with Andy Neary on social media:  LinkedIn: https://www.linkedin.com/in/andyneary/ Instagram: https://www.instagram.com/andy_neary/

    47 min
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4.8
out of 5
50 Ratings

About

Welcome to the Accelerate Your Insurance Sales podcast! This is the podcast where you'll learn effective marketing and sales strategies from some of the most recognizable names in the insurance industry. You'll learn how to turn brand awareness into more appointments, sales, and revenue.

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