Accelerate Your Insurance Sales Podcast

Andy Neary
  • 4.8 (53)
  • 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. 6d ago

    The Story Behind the Self-Funded Sensei with Jason Powers

    Are you giving clients a spreadsheet and expecting the numbers to sell the solution for you? In this episode, I sit down with Jason Powers, Partner and Co-Founder of Legacy Brokers, to talk about what it takes to become a more confident, consultative advisor in the self-funded market. We dive into why so many producers hesitate to enter self-funding, what happens when you compete primarily on rate, and how the right support gives you the confidence to lead the conversation. Jason also shares the story behind his journey into insurance and the mission of the “Self-Funded Sensei” brand. Get ready to shift from presenting options to confidently recommending the strategy that’s right for your client. In this Episode, You Will Learn What led Jason from a TPA administration role into sales and eventually agency ownership. Why a spreadsheet should support your recommendation, not your sales story. The mindset shift from presenting options to making a recommendation. What can keep experienced brokers from entering the self-funded market. Why competing on rate can make your business vulnerable. The value of building trust before introducing a self-funded strategy. How advisors can manage the anxiety that comes with delivering difficult renewal news. Why showing historical performance can change a renewal conversation. How the right GA support can help producers sell with greater confidence. Resources + Links Accelerate your insurance sales - schedule a discovery call here  Follow Follow Jason Powers: @legacybrokers Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. Learn more about Complete Game Consulting:https://completegameconsulting.com

  2. Sep 8

    3 Sales Tips Every Insurance Producer Needs Right Now

    Are you putting in the activity but still not seeing the sales results you want? In this episode, I share 3 sales lessons that have come up repeatedly in my recent coaching conversations with insurance producers. I talk about the mindset, communication, and habits that can affect your ability to move opportunities forward. Tune in to learn how these 3 simple shifts can help you create clearer decisions, build stronger connections, and turn more opportunities into results. In this Episode, You Will Learn Why the energy you bring into a sales conversation affects the outcome. The advice to move buyers from “maybe” to a clear decision. Video and audio messages as a more human approach to prospecting. Why being more human matters in today's prospecting environment. The difference between confident sales energy and desperation. How giving without needing the win can change your approach to prospects. Why written outreach is becoming harder to trust in the age of AI. The mistake of assuming a prospect knows you want their business. Getting stuck in the “friend zone” instead of moving a prospect toward a decision. 3 sales habits that can turn more opportunities into results. Resources + Links Accelerate your insurance sales - schedule a discovery call here  Follow Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. Learn more about Complete Game Consulting:https://completegameconsulting.com

  3. Sep 1

    Why Great Producers Lose Deals They Should Win with Guffy Wright

    Why do good deals still fall apart when you know you’re offering more value? In this episode, I sit down with Guffy Wright, National Sales Leader of the Real Estate Practice at Mahoney Group, to talk about the friction that keeps buyers from moving forward. Guffy shares the framework of value, vulnerability, and validation, along with why alignment can be more important than simply building trust and how co-anchoring connects your solution to a client’s future goals. Tune in to learn how removing friction can help you turn strong opportunities into decisions that actually move forward. In this Episode, You Will Learn Why having the best value doesn’t guarantee you’ll win the deal. 3 types of friction that can prevent a decision. How value, vulnerability, and validation work together. Why alignment, not trust, actually moves decisions forward. How co-anchoring connects your solution to the buyer’s future. How vulnerability can build psychological safety and strengthen connection. The shift from being visible to becoming known in your market. Using expertise to create attraction instead of chasing prospects. The mindset shift from proving your value to removing friction. Resources + Links Get your copy of Guffy’s book Attach High: How Elite Advisors Remove Friction from High-Stakes Decisions HERE Accelerate your insurance sales - schedule a discovery call here  Follow Follow Guffy Wright on LinkedIn: @guffy-wright-752679b Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. Learn more about Complete Game Consulting:https://completegameconsulting.com

  4. Aug 25

    How to Build Producer Confidence and Conviction Faster

    Are your producers struggling to gain confidence and traction, even when they’re doing the work? In this episode, I break down the One-of-One Sales Framework we use at Complete Game Consulting to help producers build confidence and conviction faster. I share the four pillars behind a message that only they can deliver, from defining their zone of genius and ideal buyer to identifying the problem they are best positioned to solve and the framework they can use to solve it. Tune in to learn how to give your producers a message they believe in, strengthen their conviction, and accelerate their path to success. In this Episode, You Will Learn Why confidence and conviction should come before prospecting tactics. The 5 stages of a producer’s career. Why copying a successful producer’s sales message doesn’t create lasting success. How to build a One-of-One Sales Framework. How to help producers define their zone of genius. Why new producers should identify their ideal buyer early. The difference between demographic and psychographic buyers. How to find the problem a producer is best positioned to solve. How a personalized sales message can reignite veteran producers. Resources + Links Accelerate your insurance sales - schedule a discovery call here  Learn more about Complete Game Consulting HERE! Follow Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. - https://www.linkedin.com/in/andyneary

  5. Aug 21

    The Boring Habits That Build Elite Producers | with Dan Michelini

    Dan Michelini, VP of Sales at Acrisure, joins me to discuss his unique path into the industry. Making a massive career pivot at age 37, Dan transitioned from tech consulting and venture capital into insurance - starting with 100 cold calls a day and driving home in tears before finally catching his big break.  We discuss how he applies Ryan Holiday’s teachings on Stoicism to his daily leadership, the vital difference between a sales manager and a sales coach, and a brilliant case study on how a 24-year-old producer stole a marquee account from a 10-year veteran by selling his "inexperience." Dan also pulls back the curtain on the M&A landscape, sharing what made his former agency an attractive acquisition for Acrisure and what agency owners need to know about selling in 2026. ▶▶ Sign Up For Your Free Discovery Call https://completegameu.com/request-a-call Timestamped Outline (00:00) Introduction: Welcome Dan Michelini (01:26) A Career Pivot at 37: From Tech Startups and VC to Insurance Sales (05:06) College Football Chaos: Notre Dame, Luke Fickell, and the NIL Era (08:52) The Daily Stoic: How Ryan Holiday’s Philosophy Shapes Dan’s Leadership (11:45) Calm Amidst the Chaos: Why Producers Must Avoid Extreme Highs and Lows (12:40) Case Study: How a Young Producer Beat a 10-Year Veteran by Selling Hunger (17:40) The 100 Cold Call Grind: Driving Home in Tears and Finding the Breakthrough (21:06) The Ripple Effect: How One Small Deal Led to Millions in Revenue Over 20 Years (25:56) Advice for New Producers: Bring Infectious Energy and Listen More Than You Talk (28:51) Sales Manager vs. Sales Coach: The Power of Servant Leadership (33:29) Hoops History: Playing for a Young Gregg Popovich at Pomona College (36:00) The Acrisure Acquisition: Why Greg Williams' Pitch Stood Out in 2017 (41:42) Advice for Sellers: Navigating Valuations and Protecting Your People (43:59) Dan’s Lightning Round: Wordle, MapTap, 175-Degree Saunas, and Jack Reacher 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/

  6. Aug 18

    Why Insurance Brokers Need to Become Strategic Advisors with Abigail Senso

    What does it take to scale an insurance agency without getting buried in back-office work? In this episode, I sit down with Abigail Senso, Director of Growth at BrokerPro, to break down how agencies can turn siloed data into actionable insight, automate time-consuming work, and spend more time being strategic with clients. Abigail shares how BrokerPro and GenPro help brokers prepare for renewals, RFPs, finalist presentations, and client meetings, while we also explore why clients are already using AI to challenge their advisors and how smaller agencies can compete with larger firms. Tune in to learn why the future of insurance belongs to brokers who can combine technology with the relationships, judgment, and empathy clients still value most. In this Episode, You Will Learn How BrokerPro turns siloed agency data into actionable insight. The cross-sell opportunities between commercial and benefits. How GenPro can save time on RFPs and renewal preparation. Why mid-sized agencies are hitting a growth ceiling. The “AI employee” helping brokers work faster behind the scenes. How to prepare for client meetings without relying on PowerPoint. Why clients are already using AI to fact-check their brokers. How smaller agencies can compete with larger firms using AI. The shift from transactional broker to strategic advisor. Why AI will separate consultants from brokers in the years ahead. Resources + Links Learn more about BrokerPro HERE! Accelerate your insurance sales - schedule a discovery call here  Learn more about Complete Game Consulting HERE! Follow Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. - https://www.linkedin.com/in/andyneary Abigail Senso: https://www.linkedin.com/in/abigail-senso-04ab13179

  7. Aug 14

    MD Ortho: Work Comp | Medical Claims Solution Wrapped In One

    If you want to help your clients control their health insurance premiums, you must help them control their claims. Musculoskeletal (MSK) and orthopedic conditions are consistently a top three cost driver for employers. Yet, the traditional healthcare system forces patients through a bloated, expensive, and time-consuming maze of primary care, unnecessary physical therapy, and urgent care visits before they ever see a specialist. My guests, Dr. Tom Weber and Peter Krahn of MD Ortho, join me to discuss how their physician-led digital platform is completely changing the way orthopedic care is delivered. We break down the "Pyramid and the Pie" of direct specialty care, how treating employees like professional athletes gets them back to work faster, and why bypassing the ER for workplace injuries is a massive win for workers' comp mod rates. If you want to bring actionable, cost-containment solutions to your self-funded clients rather than just talking in theory, this episode is a must-listen. ▶▶ Sign Up For Your Free Discovery Call https://completegameu.com/request-a-call Timestamped Outline (00:00) The Broker's Voice: Introducing Dr. Tom Weber and Peter Krahn (02:09) The Breaking Point: Why Traditional Orthopedic Care is Unsustainable (05:29) Leaving the Ancillary Space: Why Peter Krahn Joined the MD Ortho Mission (07:26) The MSK Epidemic: Why Orthopedics is a Top 3 Cost Driver for Employers (09:34) Crawl, Walk, Run: How the Broker Community is Waking Up to Direct Care (14:09) The Pyramid and the Pie: Explaining MD Ortho to a Benefits Consultant (19:30) The Employee Experience: From Injury to Recovery with a Physician-Led Team (24:04) Skipping the Line: Why Direct Access to an MRI Beats 6 Weeks of Unnecessary PT (28:56) The Workers' Comp Ecosystem: Reducing Days Away From Work and OSHA Recordables (32:47) Bypassing the ER: Why Your Clients Need a Standalone Ortho Solution (36:06) The Lightning Round: 96/100 Free Throws and Doing CPR at the Pro Bull Riders Rodeo 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/

  8. Aug 11

    The $11.5M Small Business Opportunity Most Insurance Agencies Overlook with Rebecca Menefee

    What if I told you your biggest growth opportunity is hiding inside your agency? In this episode, I sit down with Rebecca Menefee of M3 to unpack how her team built Elevate, a dedicated small business division that grew from roughly $3.5 million to $11.5 million in revenue in 5 years. We break down how to stop overservicing small accounts, build a service model that actually scales, and create a system that allows clients to grow without outgrowing your agency. You’ll also learn how technology and AI are changing client expectations, what it takes to build the right team for small business, and how an overlooked book of business can become a profitable growth engine for your agency. In this Episode, You Will Learn The service mistake quietly destroying your small business margins. How M3 turned a $3.5M division into an $11.5M growth engine. The hidden opportunity inside the accounts most producers overlook. How to give small clients exactly what they need without overservicing them. The expectation trap that makes great service impossible to sustain. How to build a small business model your producers actually trust. The system that lets clients grow without outgrowing your agency. When keeping your small business book makes sense and when it’s time to get out. What to look for when hiring producers who can thrive in a high-volume market. How AI is giving your clients a new way to challenge your advice. The question that can expose a client problem before it costs you the account. How community relationships can become a competitive advantage in small business. The mindset shift that can turn “small accounts” into some of your most valuable long-term relationships. Resources + Links Accelerate your insurance sales - schedule a discovery call here  Follow Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. Learn more about Complete Game Consulting:https://completegameconsulting.com Connect with Rebecca: https://m3ins.com/person/rebecca-menefee/

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4.8
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53 Ratings

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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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