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. 1D AGO ·  BONUS

    The 70/30 Split: Monetizing Life Insurance for P&C Agencies

    Many P&C and commercial agents avoid selling life insurance because it feels intrusive, the applications are too long, and the underwriting process is overly complex. As a result, they ignore it entirely - failing to put quote links on their websites or even mention it to their clients. But by ignoring life insurance, you are leaving thousands of dollars in easy commissions on the table and risking your client relationships. My guest, Brian Greenberg, founder of Quoteplicity, joins me to discuss how his software is simplifying the life insurance sale for non-life agents. He shares how his platform allows consumers to run their own quotes and compare companies without jumping through hoops, how you can automate long-term follow-up without being pushy, and why you should consider partnering with a fulfillment center to handle the application process while you keep 70% of the commission. If you want to create a hands-off revenue stream and protect your top clients, this episode will show you how. ▶▶ 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

  2. 4D AGO

    Building An Effective Marketing Team In 2026

    Are your marketing people glorified order takers or proactive advisors? For many agencies, marketing is just the team that formats slide decks or requests quotes from carriers. But true marketing - especially in the B2B insurance space - is about owning the customer journey and building a community of engaged prospects long before the sale happens. My guest, Shelby Fitzpatrick, Manager of Marketing at Sterling Seacrest Pritchard, joins me to discuss what it takes to build a modern marketing department in the insurance industry. Coming from a decade-long career in sports marketing, Shelby brings a fresh perspective to a notoriously stale industry. We discuss the differences between B2C and B2B marketing, why marketing should be treated as a strategic sales partner rather than a fulfillment center, and how to structure your marketing team based on specialized skills rather than hiring "generalists." ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00:00) From College Tennis to Sports Marketing: Shelby’s Journey  (00:08:11) Ego, Time Management, and the College Athlete Mindset  (00:12:27) Building Community and Engagement in Tennis  (00:15:22) The Accidental Jump to Insurance: Joining Sterling Seacrest Pritchard  (00:19:01) The Biggest Misconception: Quoting vs. Marketing  (00:23:34) Why RFPs Are Your Best Opportunity to Tell a Story  (00:26:38) B2C vs. B2B Marketing: Building Trust with the C-Suite  (00:30:06) How Agency Leaders Should View Marketing (It’s Not Just Lead Gen)  (00:33:05) How to Build a Modern Agency Marketing Team from Scratch  (00:37:08) The Role of AI in Marketing: Efficiency vs. Empathy  (00:40:18) Shelby’s Lightning Round: Morning Routines, Checklists, and Pickleball 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

  3. MAR 20 ·  BONUS

    AI, Offshore, US: The 3-Tier Staffing Model for Insurance Agencies

    In this episode, I sit down with Mark Rodgers to reveal the exact operational framework that scaled his agency from a $1M "mom-and-pop" shop into an $8.1M tech-enabled powerhouse. Mark breaks down his "Hierarchy of Labor" strategy: Step 1 is AI and Automation, Step 2 is Offshore Virtual Employees, and Step 3 reserves highly paid US staff strictly for relationship-building and complex advising. We also dive into the existential threat of Amazon entering the insurance space, how implementing EOS (Traction) completely transformed their company culture, and why running a 1% EBITDA is the secret to funding massive, horizontal growth. If you want to stop overpaying for data entry and start scaling your agency like a modern tech company, you cannot miss this episode. ▶▶ 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/

    26 min

  4. MAR 17

    How to Build, Scale, and Sell an Insurance Agency on Your Own Terms

    When Nancy Giacalone was told by her former partners that having a female agency owner "wasn't a good look," she didn't argue. Instead, she cashed out her 401(k), bought her $50,000 book of business, and walked out the door to build her own empire. Nearly 30 years later, she sold a highly profitable, systematized agency to the Leavitt Group entirely on her own terms. My guest, Nancy Giacalone, former founder of Olympic Crest Insurance and current Benefits Practice Leader at Leavitt, joins me to share her masterclass on agency ownership. We discuss why going independent just to keep 100% of your commissions is a massive trap, how to build operational processes for employees you haven't even hired yet, and the stark difference between earning industry recognition versus buying it. Nancy also breaks down her meticulous strategy for preparing her agency for acquisition years before she ever sat at the negotiating table, and the emotional reality of watching the sign come down off your building. If you want to build a business that serves your life instead of the other way around, this episode is your blueprint. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS (00:00:00) The Catalyst: Leaving a Firm That Didn't Want a Female Owner  (00:04:43) Building for Scale: Creating Processes for a "One-Woman" Shop  (00:08:25) The Independent Trap: Why Chasing 100% Commission Will Fail  (00:14:06) Earned vs. Bought: The Truth About Industry Recognition  (00:19:06) The Exit Strategy: Preparing for Acquisition Years in Advance  (00:21:18) Finding the Right Partner: Selling on Core Values, Not Just Multiples  (00:25:01) The Emotional Reality of the Sale: Losing the Sign on the Building  (00:29:12) Act As If: Preparing for Success Before It Arrives  (00:33:40) Nancy’s Lightning Round: 4:45 AM Wake-Ups and Reading Fiction 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/

    39 min

  5. MAR 13 ·  BONUS

    Why Analytics Can Make or Break Your Agency

    Many agency leaders run their businesses on gut instinct. While intuition is important for speed, relying on it for your year-end forecast or retention metrics is a dangerous game. If your Agency Management System (AMS) is just spitting out numbers without context, you are effectively flying blind. My guest, Todd Dailey, creator of Premium Logic, joins me to discuss how his transition from the data-rich corporate world of Liberty Mutual to the independent agency side exposed a massive gap in analytics. We break down why traditional AMS platforms fall short, the critical difference between lagging metrics (like retention) and leading metrics (like client sentiment), and how to use data to collaborate with your producers rather than punish them. If you are ready to stop guessing and start making confident, calculated decisions to scale your agency, this episode is your blueprint. ▶▶ 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/

    21 min

  6. MAR 10

    Why Consistency Always Beats Talent | College Sports Lessons In Sales

    Every producer wants to land massive enterprise accounts, but very few are willing to embrace the daily, unglamorous grind required to get there. In this episode, Andy Neary sits down with Michael Hart of Dillingham Insurance to discuss how the grueling discipline of college football translates directly into building a $1.6M employee benefits book from scratch. Michael shares the exact advice his college coach gave him - “Hard work and consistency beats talent every day" - and how he applies that exact mindset to his daily sales pipeline. We break down the critical difference between pitching and listening, how to use the "six degrees of separation" to successfully prospect into the C-Suite , and why intentional collaboration is the ultimate weapon for closing complex, self-funded cases. Michael also shares his elite post-mortem strategy for handling a Broker of Record (BOR) loss without burning bridges , ensuring you learn from the defeat just like a championship team watching game film. ▶▶ Sign Up For Your Free Discovery Call completegameu.com/aga KEY MOMENTS 0:00 - From Medical Sales to Insurance: The Early Grind 04:30 - Transitioning from Worksite to Full Benefits Consulting 10:15 - The Rookie Ego Check: Stop Pitching and Start Listening 13:50 - The 6 Degrees of Prospecting (How to Connect with CFOs) 21:30 - Moving Your Pipeline One Step Every Single Day 24:35 - Why Consistency Always Beats Talent (The College Linebacker Mindset) 33:10 - How to Handle a BOR Loss Like a Championship Team 39:20 - Morning Routines, Goal Setting, and Elite Habits 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/

    48 min

  7. MAR 6 ·  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

  8. MAR 3

    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
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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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