Accelerate Your Insurance Sales Podcast

Andy Neary
  • 4.8 (53)
  • Marketing
  • 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. 8h ago

    DI Broker East: Why You're Leaving Your Top Earners Exposed

    Disability insurance is the coverage almost every broker offers and almost nobody sells. In this Solution Partner Spotlight, Andy Neary is joined by three members of DI Broker East - Sean Eskra in Miami, Alex Wesdorf in Des Moines and Grayson Owen in Savannah, for an honest look at why the product keeps sliding off the agenda, what a standard group LTD contract actually leaves uncovered for a company's top earners, and how a producer can bring income protection into the conversation without having to become the expert. In This Episode, You Will Learn: - Why disability keeps getting skipped even when everyone in the room agrees it matters - What to read in a group LTD contract: the monthly maximum, employer-paid premium and taxable benefits, a 24-month own-occupation definition, mental and nervous limits, and offsets for other income - How to attach income protection to the financial plan your client has already bought into - When a guaranteed standard issue executive carve-out fits, and why the underlying group plan gets squared away first- How to raise disability while the health insurance renewal is dominating every meeting - What a broker's broker actually does, and why handing the case to a disability-only specialist can still pay you TIMESTAMPS0 1:05 Who is DI Broker East 03:57 Where brokers struggle with disability 06:23 Working disability into the financial plan 08:09 The gaps in a standard group LTD plan 10:50 The awareness problem 13:40 GSI executive carve-outs15:46 Funding disability when health costs dominate 18:25 Price only matters when you're healthy 20:13 Half a health plan 23:13 AI and disability underwriting 25:20 Inside the Broker-Broker Program 27:16 What a broker's broker actually does 29:10 Why a DI-only specialist is different 32:35 Client stories and what's at stake 37:18 Protecting executive wealth 39:14 One tip from each guest RESOURCES + LINKS Discover a smarter way to manage healthcare with True Captive Insurance: truecaptive.com Your Path to Seven Figures... Get access to our 1-of-1 Sales Framework HERE: https://completegameu.com/salesframework utm_source=youtube Request a discovery call here: https://completegameu.com/request-a-call Learn more about Complete Game Consulting: https://completegameconsulting.com

  2. 3d ago

    How to Break Through Growth Ceilings and Build an Insurance Agency That Scales with Tim Leman

    What if the biggest thing holding your insurance agency back from its next level of growth is YOU? In this episode, I'm joined by Tim Leman, CEO of Gibson, a Unison Risk Advisors firm, to unpack the leadership lessons, difficult decisions, and growth strategies that helped him scale his business and ultimately navigate a strategic sale. Tim shares the brutally honest feedback that changed the way he led, the systems that allowed Gibson to thrive without his constant involvement, and the uncomfortable truths about breaking through growth ceilings that every agency owner needs to hear. We also dive into the personal cost of building a successful business, the four resources Tim believes every leader needs, and how to set ambitious growth goals without losing sight of what matters most. Whether you're trying to scale your agency, build a stronger leadership team, or create a business that doesn't depend on you for every decision, this conversation will challenge you to rethink what it really takes to grow. In this Episode, You Will Learn The uncomfortable leadership blind spot that could be keeping your agency from growing. How to build an insurance agency that continues to perform when you step away. The four essential resources that can help you break through your next growth ceiling. What it really takes to delegate effectively and get more out of your leadership team. The difficult decisions that come with scaling an agency and how to recognize when it's time to make them. How to create a bold five-year growth vision and make sure your daily actions support it. The hidden personal costs of business growth that agency owners rarely talk about. What Tim learned about leadership, legacy, and letting go through Gibson's strategic sale. Resources + Links Get more information about the book and access the prologue: timleman.com/theforge Discover a smarter way to manage healthcare with True Captive Insurance Your Path to Seven Figures  – Get access to our 1-of-1 Sales Framework HERE! 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. Nov 3

    How Elite Producers Eliminate the Competition

    Are you spending too much time watching what other producers are doing instead of focusing on your own growth? In this episode, I break down three common misconceptions about competition that can keep insurance producers and agencies from reaching their full potential. I dive into why elite producers don't view everyone as a threat, don't compare their success to others, and don't try to copy what the competition is doing. Drawing from my experience in professional baseball and the lessons I've learned from working with successful producers, I share how to develop an abundant mindset, stay focused on your own goals, and build a brand that reflects what makes you different. Tune in to learn how to stop playing someone else's game and become the obvious choice for your ideal buyers. In This Episode, You Will Learn The three outdated views of competition that can hold producers back. Why an abundant mindset helps producers share knowledge and collaborate. How constantly comparing your success to others can steal your joy. What my professional baseball career taught me about competing against my own potential. Why elite producers celebrate others while staying focused on their own goals. How trying to look like larger competitors can make your agency blend in. The importance of building a brand around your strengths and ideal buyers. How the One-of-One Sales Framework helps producers stand out. Why knowing what you do best makes you the obvious choice for the right prospects. Why defining your own version of success helps you stay focused on your growth. Resources + Links Join me for my live training on November 11: How Elite Producers Use the 1-of-1 Framework to Become the Obvious Choice HERE Discover a smarter way to manage healthcare with True Captive Insurance Your Path to Seven Figures  – Get access to our 1-of-1 Sales Framework HERE! 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

  4. Oct 27

    The LinkedIn Blueprint for Business Success

    Are you frustrated with LinkedIn because your impressions and engagement are down? In this episode, I talk about why you shouldn't abandon the platform or let its metrics determine whether your content is working. I break down how LinkedIn content builds credibility long before a prospect is ready to hire you, why consistency accelerates credibility, and how to create content for buyers closest to making a decision. I also share examples of producers who have won business through their posts and explain how to turn consistent content into a credibility vault that helps you win more business. Tune in to learn how to stop chasing metrics and start showing up with purpose. In This Episode, You Will Learn Why consistency is the real secret to long-term sales success. The mindset shift from chasing LinkedIn metrics to building credibility. Why your LinkedIn content should build credibility rather than generate immediate leads. How to build a credibility vault that helps prospects evaluate you before the first meeting. The connection between valuable content, posting frequency, and credibility velocity. How to use LinkedIn and YouTube to build a library of expertise prospects can explore. What Chris Hamilton’s RFP win teaches about strategic content. How Tom Sutter’s LinkedIn post helped him win an account. Why producers should consistently share relevant stories and insights. Resources + Links Discover a smarter way to manage healthcare with True Captive Insurance Want to stand out and connect with the right prospects? Join my 1-on-1 Sales Workshop on October 29th. Connect with me on LinkedIn and send me a DM to learn more!  Your Path to Seven Figures  – Get access to our 1-of-1 Sales Framework HERE! 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

  5. Oct 20

    How Insurance Producers Can Build Credibility in a Trust Recession

    Are you putting in the work to prospect but still struggling to stand out and earn your prospects’ trust? In this episode, I talk about why traditional insurance sales tactics are no longer enough in today’s market and why building awareness is essential to earning a prospect’s attention and trust. I break down how the sales cycle has changed, why a unique sales message helps you build credibility, and how consistently delivering value can give you an advantage before you ever walk through a prospect’s door. I also share how consistency and character help producers build credibility and why educating prospects is essential to earning their trust. Tune in to learn how to build awareness, establish credibility, and become the producer prospects want to work with. In This Episode, You Will Learn The 5 stages of a producer’s career and how expertise develops at each stage. How the trust recession affects producers selling insurance to businesses that already have coverage. Why your agency’s logo, years in the industry, and knowledge alone aren’t enough to establish credibility. How the sales cycle has changed since 2002 and why building awareness is essential to earning prospects’ trust. The 4 pillars of the One-of-One Sales Framework and how they help producers develop a distinctive sales message. How to reach prospects through cold calls, cold emails, and door-to-door outreach. How to generate referrals from clients and centers of influence. How to build awareness through LinkedIn, public speaking, webinars, email newsletters, and podcasts. Why awareness-building doesn’t produce overnight wins but is essential to building credibility. Why credibility depends on consistency and character. Resources + Links Discover a smarter way to manage healthcare with True Captive Insurance Want to stand out and connect with the right prospects? Join my 1-on-1 Sales Workshop on October 29th. Connect with me on LinkedIn and send me a DM to learn more!  Your Path to Seven Figures  – Get access to our 1-of-1 Sales Framework HERE! 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

  6. Oct 13

    The Future of Producer Training & Development

    Are you an insurance leader trying to help your producers grow, but finding that traditional prospecting advice isn’t enough? I’m sharing how my baseball journey taught me that trying to fit in can keep you from reaching your potential, while standing out helps the right attention find you. I explain why insurance sales now depend on becoming known, building trust, and guiding producers through longer sales cycles. I introduce my One-of-One Sales Framework: define what you do best, identify your ideal buyer, choose the problem you’re best positioned to solve, and explain your process for solving it. I also outline 5 stages of producer growth and 3 weekly activities that support sustainable sales success. In the Q&A, I discuss call reluctance, prospecting cadence, referrals, and more human ways to reach buyers. If you’re responsible for developing producers, this episode offers a practical way to build their confidence and create a more consistent path to organic growth. In this Episode, You Will Learn How can insurance leaders help producers build confidence, conviction, and consistency in today’s changing sales environment? How do you develop insurance producers into trusted, recognizable experts instead of generalist brokers? What are the 5 stages of insurance producer growth, and what support does each stage need? How can an insurance producer create a clear sales message using their niche, ideal buyer, best-solved problem, and unique process? How can insurance agencies use buyer psychographics to identify ideal prospects and generate better referrals? What weekly sales activities should insurance producers focus on to build pipeline and increase visibility? How can new insurance producers overcome call reluctance and make outreach more personal with drop-ins, audio messages, and video messages? Resources + Links Discover a smarter way to manage healthcare with True Captive Insurance Want to stand out and connect with the right prospects? Join my 1-on-1 Sales Workshop on October 29th. Connect with me on LinkedIn and send me a DM to learn more!  Your Path to Seven Figures  – Get access to our 1-of-1 Sales Framework HERE! 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

  7. Oct 6

    How Great Agencies Build Sales Talent That Keep Scaling with James McMillan

    Are you leading producers who work hard but stall out before they reach their potential? In this episode, I sit down with James McMillan, Chief Sales Officer at BHC Insurance in Fort Smith, Arkansas, to talk about conviction, leadership, and what it takes to build a producer team that lasts. James shares the story of his son's health journey, including two terminal diagnoses and the path forward he found through Mayo Clinic, and what that means for how you talk to clients and their employees about the coverage they already pay for. We also dive into how to motivate each producer differently, why grit matters when hiring producers, and how to hire for a plan instead of just adding another body. Tune in to learn how to lead with purpose, hire with intention, and keep producers growing long after they hit a plateau. In This Episode, You Will Learn How a family health crisis led James to use his benefits knowledge to find the right care. The shift from being the hero to building other heroes. Why James considers himself a “chief storyteller.” How to help clients and their employees use the benefits they already pay for. The traits James looks for when hiring and developing producers. How telling client stories can support recruiting, marketing, and growth. What AI means for the way producers prospect and prepare for client conversations. Why grit is essential for producer success. The role of mentorship and product expertise when opportunities get serious. Support that successful producers still need after reaching significant book sizes. Resources + Links Learn more about BHC Insurance HERE Connect with James McMillan: james@bhca.com Discover a smarter way to manage healthcare with True Captive Insurance Want to stand out and connect with the right prospects? Join my 1-on-1 Sales Workshop on October 29th. Connect with me on LinkedIn and send me a DM to learn more! Your Path to Seven Figures  – Get access to our 1-of-1 Sales Framework HERE! Accelerate your insurance sales - Schedule a discovery call here  Follow James McMillan: @jamesmcmillan Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. Learn more about Complete Game Consulting:https://completegameconsulting.com

  8. Sep 29

    Sales Hacks Elite Producers Use to Scale their Revenue

    Are you still trying to win every opportunity instead of focusing on helping your prospects make the right decision? In this episode, I break down 3 sales lessons I’ve been applying over the past several weeks. I share why consistently delivering value can make it easier to earn attention and book appointments, how being more open and human can build trust with buyers, and why you don’t need every prospect to say yes to feel confident in your sales process. I also share examples from my own career and from producers I’ve worked with that show what happens when you lead with service instead of desperation. Get ready to let go of the ego, build more trust with your buyers, and rethink what it really means to win in sales. In this Episode, You Will Learn: The 3 principles behind the V3 framework to build trust with buyers. Why delivering value earns you the right to ask for an appointment. The “news channel” approach to sharing relevant content. Why letting go of perfection can make you more effective in sales. What vulnerability can do for your credibility and relatability. Why validating yourself helps you stop chasing every deal. The story of a producer who earned trust by telling a prospect to stay with their current broker. What changes when you focus on helping prospects make the right decision. The question I use to guide sales conversations. Why leading with service can ultimately lead to more sales. Resources + Links Discover a smarter way to manage healthcare with True Captive Insurance Want to stand out and connect with the right prospects? Join my 1-on-1 Sales Workshop on October 29th. Connect with me on LinkedIn and send me a DM to learn more! Your Path to Seven Figures  – Get access to our 1-of-1 Sales Framework HERE! Accelerate your insurance sales - Schedule a discovery call here  Follow Follow Andy Neary on LinkedIn for more insurance sales strategies and high-performance insights. - https://www.linkedin.com/in/andyneary Learn more about Complete Game Consulting:https://completegameconsulting.com

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4.8
out of 5
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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